Market priorities, manufacturing configuration, and business performance: an empirical analysis of the order‐winners framework
研究基于183家制造商数据，检验了订单赢得要素框架中理想配置与实际配置的偏差与业务绩效（国内市场份额、销售回报率、投资回报率）的负相关关系，发现偏差显著降低国内市场份额。
Abstract This study carries out an empirical test of the order‐winners framework in manufacturing organizations. Hill [Hill, T., 1985. Manufacturing Strategy: The Strategic Management of the Manufacturing Function, first ed. Macmillan, Basingstoke; Hill, T., 2000. Manufacturing Strategy: Text and Cases, second ed. Palgrave, Basingstoke] proposed the order‐winners framework to help managers to improve understanding about markets and to develop a consistent manufacturing strategy. The framework defines ideal profiles of products and markets, and manufacturing and investment decisions that relate to alternative process choices. The study tests the hypothesis of a negative relationship between misfit to an ideal profile defined in the framework and business performance in domestic market share, return on sales, and return on investment in a survey of 183 manufacturers from 17 countries. Results found a significant negative relationship between misfit and domestic market share. The study contributes to operations management research by developing a methodology to measure fit as profile deviation in the context of manufacturing, and applying this methodology to the order‐winners framework.