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Supporting Investment Advisors:
A Knowledge Management Framework
for Client and Prospect Intelligence
--Amitava Ghosh and Ambuj Mahanti
Financial organizations and wealth management firms today deal with a wide variety of clients with different capacity to invest. As per the Securities and Exchange Board of India (SEBI) guidelines released in 2013, services offered by the wealth management division are categorized as Advisory Services and Execution Services which are independent. A client may avail only advisory services or only execution services or both from the same wealth management firm. An advisory client’s preferences for various asset classes remain almost constant over a short span of time as their Capacity to Risk (CTR) and the Attitude to Risk (ATR) remain almost same over a short span. So, the expected revenue from the existing advisory clients remain almost constant over a few years. The only revenue source for the wealth management division of the firm is the advisory fee from the advisory client and the execution fee which it charges from clients who avail the execution facilities. In order to survive in this rapidly changing business scenario, advisors need to tap the information about prospective customers from the existing clients. A prospect can be a family member, or a friend of a remote business associate of the existing client. This paper proposes a knowledge management framework to capture the tacit knowledge about a prospect, who can be a future customer of the wealth management firm’s other services/products, from the existing client during an interaction which an advisor has with the client. This knowledge captured is stored in a suitable information framework to create and extract value for the organization.
© 2014 IUP. All Rights Reserved.
Knowledge Sharing Orientation
and Its Relationship with Business Performance:
A Structural Equation Modeling Approach
--Sandeep Vij and Rayees Farooq
This study endeavors to find the impact of Knowledge Sharing Orientation (KSO) of business on its performance. Knowledge sharing orientation is one of the important dimensions of knowledge management orientation. A purposive sample of 300 key informants (CEOs, top level and middle level managers who were key decision makers in the organizations) from different manufacturing and service organizations has been taken from the National Capital Region (NCR), India, for the study. Self-designed non-disguised questionnaire has been used for the study. The relative performance of the organization compared to the major competitor for the last three years has been considered as the measure for business performance. The scales used for the survey were validated using Confirmatory Factor Analysis before applying Structural Equation Modeling for studying the relationships. The hypothesized relationship between KSO and business performance has been tested for two multi-group moderators, including firm size (based on number of employees/based on investment) and nature of industry. The results provide the evidence that KSO significantly and positively impacts the business performance. Firm size significantly moderates the relationship between KSO and business performance. The findings of the study will help knowledge management researchers and practitioners in devising strategies for better business performance. © 2014 IUP. All Rights Reserved.
The Development of Knowledge in Portugal:
A Slow and Unsustainable Progress
--Margarida M S Chagas Lopes
Development of knowledge in Portugal occurred late and slowly, mainly as a result of political and institutional factors which persisted with democracy. Among the key knowledge areas, education, Research and Development (R&D), and innovation advanced with frequent setbacks. This irregular behavior induced very negative economic and social consequences, given the spillover and multiplier effects arising from those areas. Significant progress took place at the onset of the 21st century, despite the lack of a systematic knowledge strategy that would guarantee consistent articulation between key areas and stakeholders. Important imbalances have thus been taking place which severely challenge knowledge regulation process, in which public policies have played an essential role. However, despite the ratification of EU Strategy 2020, the Portuguese government has drastically been diminishing support to education and R&D over the last years, as a consequence of the austerity program, thereby leading, with other factors, to the now visible regression in the development of knowledge. © 2014 IUP. All Rights Reserved.
Towards an Integrative Model for Management
of Organization’s Total Innovation:
Insights from the Strategic-Process View
--Arash Najmaei
Innovation is the engine of growth. It takes many forms and innovative firms normally develop a portfolio of innovations in product, process, services and business models in order to expand their sources of profit and sustain their competitiveness. Since innovation is a strategic process, the strategic management of this portfolio becomes a priority for managers. This paper addresses this issue and develops an integrated view of the strategic management of organization’s total innovation. The model is based on the paradigm of strategic management. It particularly takes a process-view rather an outcome-view of strategy and incorporates different aspects of innovation in its totality into a managerial approach from an analytical strategic perspective. © 2014 IUP. All Rights Reserved.
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