A MAXIMUM PROFIT PRODUCT TO PLEASE THE CUSTOMER

Abstract

This article presents a simple technique for reconciling the conflicting objectives of the salesmen, designers and production engineers when considering the progressive development of an engineering product. Typically the salesmen express a need for a product that will sell more easily; the designers express a wish to utilise more advanced technology; and the production engineers wish to minimise manufacturing costs. The objectives of each of these groups are intended to be a reflection of the corporate objectives expressed at the functional level. It is rare for these intentions to have the desired effect in the company; each group develops a method of working which will satisfy the method of measuring effectiveness imposed by their immediate superiors. Thus the problem becomes one of providing a vehicle on which the attitudes and values of each group become explicit one to another and may be reconciled to the corporate good.

Citation

Eden, C. (1973), "A MAXIMUM PROFIT PRODUCT TO PLEASE THE CUSTOMER", Management Decision, Vol. 11 No. 1, pp. 57-63. https://doi.org/10.1108/eb001010