Chris I. Enyinda

Bio: Chris I. Enyinda is an academic researcher from Canadian University of Dubai. The author has contributed to research in topics: Supply chain & Risk management. The author has an hindex of 8, co-authored 22 publications receiving 184 citations. Previous affiliations of Chris I. Enyinda include College of Business Administration & Alabama Agricultural and Mechanical University.

An empirical analysis of risk mitigation in the pharmaceutical industry supply chain: A developing-country perspective

Abstract: Global pharmaceutical supply-chain risk mitigation has become an important issue in the corporate boardroom. This article reports on the empirical findings of the quantification of risks that decision makers consider most important when deciding on a risk portfolio to mitigate and the manner in which risks are prioritized according to their importance. The empirical findings suggest that decision makers attached great importance to counterfeit, Food and Drugs Board, and exchange-rate fluctuations. With respect to risk-mitigation strategies, risk reduction is considered most important, followed by risk avoidance. Dynamic sensitivity analysis with respect to a change (increase) in the Food and Drugs Board did not result in any change in the ranking of risk policy options, while a change (increase) in counterfeit resulted in a change in the ranking between risk reduction and risk avoidance. Risk avoidance ranked number one, followed by risk reduction. Implications distilled from this article are far-reaching for the Ghanaian pharmaceutical firms' managers. © 2010 Wiley Periodicals, Inc.

Marketing-sales-service interface and social media marketing influence on B2B sales process

Abstract: The purpose of this paper is to understand marketing–sales–service (M-S-S) interface from the point of how social media marketing (SMM) platforms are prioritized and associated business-to-business (B2B) sales process influence. This study also seeks to understand whether effective triadic alignment is achieved between marketing, sales and service.,This study combines literature review and the analytical hierarchy process model. In total, 30 M-S-S managers of a multinational electronics firm situated in Africa and the Middle East participated in this study. The authors collected data from M-S-S managers during training sessions on marketing, sales, service alignment and SMM role in sales process.,In their drive for customer orientation and improved organizational performance, marketing, sales and service managers view understanding the customer as the most important sales process attribute. Considered second most significant sales process attribute is needs discovery, whereas approaching the customer is ranked the least important. From the ratings of sales process attributes evaluation and rankings of SMM platform alternatives, the results show a significant hierarchical influence of Facebook, LinkedIn and Twitter on sales process. The results also show an enabling influence of SMM activity on M-S-S interface alignment.,This study has a twofold limitation. First, it explored only one major B2B firm in the electronics industry. Second, only the African and Middle East settings are considered in this study. These limitations could be addressed in future research.,This paper provides practical insights into how M-S-S managers may leverage social media to enhance customer orientation and boost organizational performance. The use of SMM can help M-S-S managers of the focal firm to predict purchase behavior of customers more accurately and as a result effectively manage and improve sales performance. In that drive of using SMM-based competitive intelligence to deliver superior customer experience and enhance sales performance, B2B marketing-oriented firms can also leverage the interdependence (information sharing and involvement) in the M-S-S interface during the SMM activity to enhance triadic alignment.,This study contributes to the literature by developing a framework for modeling SMM influence on M-S-S and B2B sales process to deliver superior customer experience and drive business performance.

Taking Counterfeits out of the Pharmaceutical Supply Chain in Nigeria: Leveraging Multilayer Mitigation Approach

Abstract: In today's global marketplace, no pharmaceutical supply chain is immune to the risk of counterfeit pharmaceuticals. Preventing the infiltration of counterfeit pharmaceuticals into the legitimate pharmaceutical supply chains is an important issue of public health debate. It is an important public health issue because of patient welfare and expanding healthcare costs. As a result, pharmaceutical firms are under intense media and public scrutiny to secure their supply chains. Mitigating risk of counterfeit and compromised pharmaceuticals demands pharmaceutical supply chains that are secured and resilient. Although counterfeit and compromised pharmaceuticals are found in both developing and developed countries, they are more prevalent in Nigeria. To reverse this trend and close the weak links in the supply chains of legitimate pharmaceuticals requires developing effective partnerships and multilayered measures. Indeed, safeguarding the integrity of pharmaceuticals and their distribution is not only a matter o...

Building pharmaceutical relationship marketing and social media impact

Abstract: The purpose of this paper is to identify key social medial channels which pharmaceutical firms need to consider when desiring to understand consumer behavior, build, maintain and proactively manage relationships. Also, it proposes the application of analytic hierarchy process (AHP) sensitivity analysis algorithm to test the stability or robustness of the priority ranking. Specifically, this paper leverages performance sensitivity analysis to evaluate how small changes (perturbation) in the major objectives of the pharmaceutical relationship marketing (PRM) tactics within the social media environment will influence the ranking of the alternative course of actions.,This paper used AHP-based questionnaire survey to evaluate the relative importance of factors accounting for PRM and the impact of social media channels. The major objectives and the alternative strategies used were from literature reviewed. Interviews with senior managers were insightful and helpful in the wording, content and format of the questionnaire.,Customer engagement is the most important PRM tactic, followed by communication and trust. The performance sensitivity analysis carried out on the PRM tactics showed that the ranking associated with social media channel options remained robust or insensitive to small perturbations.,The data procured for this paper were based on one focal pharmaceutical firm. Convincing the same to grant an interview and late responding to the questionnaire was a great challenge.,Social media impact on pharmaceutical marketing relationship is important for pharmaceutical marketers. PRM bodes well with the social media environment. Pharmaceutical industry can build and maintain relationships with consumers through social media. Firms that leverage social media to enhance their PRM tactics will be viewed favorably in terms of trust, transparency, openness and honesty. The results provide pharmaceutical marketing managers with insightful and valuable information with respect to the role or social media impact on the PRM. The AHP model, objectives and their relative importance provide valuable information for managers on how to monitor the values that matters to customers the most.,This paper is one of the very few on the PRM and perhaps the first that examines social impact leveraging the AHP model. In addition, this paper contributes to the relationship marketing literature by leveraging a multi-criteria decision-making algorithm to prioritize the most important factors accounting for the PRM strategies.

On relationship marketing

Abstract: Relationship marketing is the development and outbreak of the combined theory of the traditional marketing,and it is a new idea.It puts more emphasis on the long-term and satisfying relation between enterprises and customers.and its success relies on some conditions.Its application in China has its own characteristics.

Impacts of Luxury Fashion Brand’s Social Media Marketing on Customer Relationship and Purchase Intention

Abstract: Luxury brands have always been fashion industry leaders, with admirable aesthetic value and innovative yet traditional business management. The brands...

Criteria for contractor selection

Abstract: This paper is concerned with identifying universal criteria for prequalification and bid evaluation, and the means by which different emphases can be accommodated to suit the requirements of clients and projects. The information, assessment and evaluation strategies currently used by procurers for screening contractors are considered, and the results are reported of an extensive literature review and a Delphic interview study with a small select sample of construction professionals with extensive experience in prequalification and bid evaluation processes. The findings indicate that the most common criteria considered by procurers during the prequalification and bid process are those pertaining to financial soundness, technical ability, management capability, and the health and safety performance of contractors.

A review of supply chain risk management: definition, theory, and research agenda

Abstract: Purpose The purpose of this paper is to review the extant literature on supply chain risk management (SCRM, including risk identification, assessment, treatment, and monitoring), developing a comprehensive definition and conceptual framework; to evaluate prior theory use; and to identify future research directions. Design/methodology/approach A systematic literature review of 354 articles (published 2000-2016) based on descriptive, thematic, and content analysis. Findings There has been a considerable focus on identifying risk types and proposing risk mitigation strategies. Research has emphasised organisational responses to supply chain risks and made only limited use of theory. Ten key future research directions are identified. Research limitations/implications A broad, contemporary understanding of SCRM is provided; and a new, comprehensive definition is presented covering the process, pathway, and objectives of SCRM, leading to a conceptual framework. The research agenda guides future work towards maturation of the discipline. Practical implications Managers are encouraged to adopt a holistic approach to SCRM. Guidance is provided on how to select appropriate risk treatment actions according to the probability and impact of a risk. Originality/value The first review to consider theory use in SCRM research and to use four SCRM stages to structure the review.

Contractor selection using multicriteria utility theory: an additive model

Abstract: A systematic multicriteria decision analysis technique is described for contractor selection and bid evaluation based on utility theory and which permits different types of contractor capabilities to be evaluated A UK case study is used to illustrate the technique The theoretical basis and the advantages of the technique are also presented