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AN INTEGRATED APPROACH FOR PRIORITIZING THE DEALERS ON THE BASIS OF ORGANIZATIONAL PERFORMANCE MEASUREMENTS

Year 2019, Volume: 30 Issue: 1, 49 - 62, 16.09.2019

Abstract

Large-scale
organizations using the dealership system to serve in different geographic
regions should measure and assess the performance of dealers according to
various indicators to ensure the same service quality and efficiency of all
dealers. These organizations need to evaluate the performance of the dealers by
considering these indicators, called organizational performance criteria. In
order to maintain the existence of the enterprises in a competitive business
environment, the ranking of the dealers in terms of the organizational
performance measurements and determining the unproductive ones to carry out
research for these cases is very important. In this study, a two-stage
integrated framework was used to solve the problem. In the first stage of the
study, the Fuzzy Analytic Hierarchy Process (FAHP) method was used to determine
the weight of organizational performance criteria. In the next stage, the
decision matrix was constructed by taking the dealers as an alternative. Using
the PROMETHEE method, that is based upon the pairwise superiority comparison
between the alternatives, dealers were ranked according to the performance
criteria. There is no accuracy in the organizational structures within the
framework of the choice criteria and the linguistic expression of some of the
choice criteria handled at the same time induce a more precise conclusion.
Thus, within this study, to employ fuzzy logic in weighting the criteria is
considered appropriate. The results were made more comprehensible thanks to
visualization tools of PROMETHEE method.

References

  • Akdeniz, M.B., Gonzalez-Padron, T., & Calantone, R.J. (2010). An integrated marketing capability benchmarking approach to dealer performance through parametric and nonparametric analyses, Industrial Marketing Management, 39(1),150-160 .
  • Arrunada, B., Vazquez, L., & Zanarone, G. (2009). Institutional constraints on organizations: the case of spanish car dealerships, Managerial And Decision Economics, 30: 15-26.
  • Brans, J. P. (1982), “L’ingénièrie de la décision; Elaboration d’instruments d’aide à la décision. La méthode PROMETHEE”. L’aide à la décision: Nature, Instruments et Perspectives d’Avenir, 183–213.
  • Brans, J. P., and Vincke, P. H. (1985). A preference ranking organization method. Management Science, 31, 647–656.
  • Boyce, A.S., Nieminen, L.R.V., Gillespie, M.A., Ryan, A.M., & Denison, D.R. (2015). Which comes first, organizational culture or performance? A longitudinal study of causal priority with automobile dealerships, Journal of Organizational Behavior, 36, 339–359.
  • Biondi, S., Calabrese, A., Capece, G., Costa, R., & Di Pillo, F. (2013). A new approach for assessing dealership performance: an application for the automotive industry, https://doi.org/10.5772/56662.
  • Chen, M., Yan, W., & Mi, W. A performance evaluation strategy towards dealers in the automotive supply chain (Book Chapter), Advances in Maritime Logistics and Supply Chain Systems pp. 157-170. (2011)
  • Dağdeviren, M. (2008). Decision making in equipment selection: An integrated approach with AHP and PROMETHEE. Journal of Intelligent Manufacturing, 19, 397-406.
  • Dağdeviren, M., S. Yavuz, & N. Kılınç. (2009). Weapon selection using the AHP and TOPSIS methods under fuzzy environment. Expert Systems with Applications, 36, 8143-8151.
  • Dağdeviren, M. (2007). Bulanık analitik hiyerarşi prosesi ile personel seçimi ve bir uygulama. Gazi Üniversitesi Mühendislik-Mimarlık Fakültesi Dergisi, 22(4) .
  • Dagdeviren, M., & Eraslan, E. (2008), PROMETHEE sıralama yöntemi ile tedarikçi seçimi, Gazi Üniversitesi Mühendislik – Mimarlık Fakültesi Dergisi, 23(1),69-76.
  • Deveci, M., Canıtez, F., & Gökaşar, I (2018). WASPAS and TOPSIS based interval type-2 fuzzy MCDM method for a selection of a car sharing station, Sustainable Cities and Society, 41, 777-791.
  • Efil, İ.: İşletmelerde Yönetim ve Organizasyon, Dora Yayınları, Bursa, Turkey (2013).
  • Fraser, K., Tseng, B., & Hvolby, H. (2012) TQM in new car dealerships: a study from the firms’ perspective, The TQM Journal, 25(1), 5-17.
  • Farley, J.U., Hayes, A.F., & Kopalle, P.K. (2004). Choosing and upgrading financial services dealers in the US and UK, International Journal of Research in Marketing, 21(4), 359-375.
  • Gonzalez-Padron, T., Akdeniz, M.B., & Calantone, R.J. (2014). Benchmarking sales staffing efficiency in dealerships using extended data envelopment analysis, Journal of Business Research,67(9), 1904-1911.
  • Genç, T. (2013). PROMETHEE Method and GAIA Plane, Afyon Kocatepe Üniversitesi, İİBF Dergisi, 121-142
  • Gül, M. (2018). A review of occupational health and safety risk assessment approaches based on multi-criteria decision-making methods and their fuzzy versions, Human and Ecological Risk Assessment, 24(7), 1723-1760.
  • İşletmeciler, Mühendisler ve Yöneticiler için Operasyonel Yönetsel ve Stratejik Problemlerin Çözümünde Çok Kriterli Karar Verme, Edited by: Bahadır Fatih Yıldırım, Emrah Önder, Dora Yayıncılık, Bursa, Turkey (2015).
  • Rajagopal, R. (2009). Effects of customer services efficiency and market effectiveness on dealer performance, International Journal of Services and Operations Management, 5(5), 575-594.
  • Saaty, T. L. (1970). How to Make a Decision: The Analytic Hierarchy Process. European Journal of Operational Research, 48, 9-26.
  • Suganthi, L. (2018), Multi expert and multi criteria evaluation of sectoral investments for sustainable development: An integrated fuzzy AHP, VIKOR / DEA methodology, Sustainable Cities and Society 43, 144-156.
  • Small, A., Hicks, C., McGovern, T., Scurry, T., &Whipp, M. (2015). A balanced scorecard for evaluating the performance of motor dealerships, In: 23rd International Conference on Production Research. Manila, Philippines.
  • Soares, B. N., Abaide, A. R., & Bernardon, D. (2014). Methodology for prioritizing investments in distribution networks electricity focusing on operational efficiency and regulatory aspects, IEEE.
  • Tosarkani, B.M., & Amin, S.H. (2018), A multi-objective model to configure an electronic reverse logistics network and third party selection, Journal of Cleaner Production, 198, 662-682.
  • Wang, T.C., & Tsai, S.Y. (2018). Solar panel supplier selection for the photovoltaic system design by using fuzzy multi-criteria decision making (MCDM) approaches, Energies, 11(8)
  • Teniwut, W.A., Marimin, M., & Djatna, T. (2019), Gis-based multi-criteria decision making model for site selection of seaweed farming information centre: A lesson from small Islands, Indonesia, Decision Science Letters, 8(2),137-150.
  • Zadeh, L.A.: Fuzzy sets, Information and Control,8(3), 338-353 (1965).

ÖRGÜTSEL PERFORMANS ÖLÇÜTLERI BAZINDA BAYILERE ÖNCELIK VERILMESI İÇIN BÜTÜNLEŞIK BİR YAKLAŞIM

Year 2019, Volume: 30 Issue: 1, 49 - 62, 16.09.2019

Abstract

Farklı coğrafi bölgelerde hizmet vermek için
bayilik sistemini kullanan büyük ölçekli kuruluşlar, tüm bayilerinde aynı
hizmet kalitesini ve verimliliğini sağlamak için bayilerin performansını
çeşitli göstergelere göre ölçmeli ve değerlendirmelidir. Bu kuruluşların,
kurumsal performans kriterleri adı verilen bu göstergeleri dikkate alarak bayilerin
performansını değerlendirmeleri gerekir. İşletmelerin rekabetçi bir iş
ortamında varlığını sürdürebilmek için bayilerin örgütsel performans kriterlerine
göre sıralanması ve verimsiz olanların belirlenmesi çok önemlidir. Bu
çalışmada, bahsedilen sorunu çözmek için iki aşamalı bir bütünleşik yaklaşım
kullanılmıştır. Çalışmanın ilk aşamasında örgütsel performans kriterlerinin
ağırlığını belirlemek için Bulanık Analitik Hiyerarşi Süreci (FAHP) yöntemi
kullanılmıştır. Bir sonraki aşamada ise bayiiler alternatif olarak
değerlendirilmişir. Bayiler, alternatifler arasındaki ikili üstünlük
karşılaştırmasına dayanan PROMETHEE yöntemi kullanılarak performans
kriterlerine göre sıralanmıştır. Örgütsel yapılarda ele alınan seçim
kriterlerinin bazılarının dilsel ifadesi daha doğru bir sonuç
doğurabilmektedir. Bu nedenle, bu çalışmada ölçütlerin ağırlıklandırılmasında
bulanık mantık kullanılması uygun olarak kabul edilmektedir. PROMETHEE
yönteminin görselleştirme araçları sayesinde sonuçlar daha anlaşılır hale
geldiği için alternatiflerin sıralanmasında ise PROMETHEE yöntemi
kullanılmıştır.

References

  • Akdeniz, M.B., Gonzalez-Padron, T., & Calantone, R.J. (2010). An integrated marketing capability benchmarking approach to dealer performance through parametric and nonparametric analyses, Industrial Marketing Management, 39(1),150-160 .
  • Arrunada, B., Vazquez, L., & Zanarone, G. (2009). Institutional constraints on organizations: the case of spanish car dealerships, Managerial And Decision Economics, 30: 15-26.
  • Brans, J. P. (1982), “L’ingénièrie de la décision; Elaboration d’instruments d’aide à la décision. La méthode PROMETHEE”. L’aide à la décision: Nature, Instruments et Perspectives d’Avenir, 183–213.
  • Brans, J. P., and Vincke, P. H. (1985). A preference ranking organization method. Management Science, 31, 647–656.
  • Boyce, A.S., Nieminen, L.R.V., Gillespie, M.A., Ryan, A.M., & Denison, D.R. (2015). Which comes first, organizational culture or performance? A longitudinal study of causal priority with automobile dealerships, Journal of Organizational Behavior, 36, 339–359.
  • Biondi, S., Calabrese, A., Capece, G., Costa, R., & Di Pillo, F. (2013). A new approach for assessing dealership performance: an application for the automotive industry, https://doi.org/10.5772/56662.
  • Chen, M., Yan, W., & Mi, W. A performance evaluation strategy towards dealers in the automotive supply chain (Book Chapter), Advances in Maritime Logistics and Supply Chain Systems pp. 157-170. (2011)
  • Dağdeviren, M. (2008). Decision making in equipment selection: An integrated approach with AHP and PROMETHEE. Journal of Intelligent Manufacturing, 19, 397-406.
  • Dağdeviren, M., S. Yavuz, & N. Kılınç. (2009). Weapon selection using the AHP and TOPSIS methods under fuzzy environment. Expert Systems with Applications, 36, 8143-8151.
  • Dağdeviren, M. (2007). Bulanık analitik hiyerarşi prosesi ile personel seçimi ve bir uygulama. Gazi Üniversitesi Mühendislik-Mimarlık Fakültesi Dergisi, 22(4) .
  • Dagdeviren, M., & Eraslan, E. (2008), PROMETHEE sıralama yöntemi ile tedarikçi seçimi, Gazi Üniversitesi Mühendislik – Mimarlık Fakültesi Dergisi, 23(1),69-76.
  • Deveci, M., Canıtez, F., & Gökaşar, I (2018). WASPAS and TOPSIS based interval type-2 fuzzy MCDM method for a selection of a car sharing station, Sustainable Cities and Society, 41, 777-791.
  • Efil, İ.: İşletmelerde Yönetim ve Organizasyon, Dora Yayınları, Bursa, Turkey (2013).
  • Fraser, K., Tseng, B., & Hvolby, H. (2012) TQM in new car dealerships: a study from the firms’ perspective, The TQM Journal, 25(1), 5-17.
  • Farley, J.U., Hayes, A.F., & Kopalle, P.K. (2004). Choosing and upgrading financial services dealers in the US and UK, International Journal of Research in Marketing, 21(4), 359-375.
  • Gonzalez-Padron, T., Akdeniz, M.B., & Calantone, R.J. (2014). Benchmarking sales staffing efficiency in dealerships using extended data envelopment analysis, Journal of Business Research,67(9), 1904-1911.
  • Genç, T. (2013). PROMETHEE Method and GAIA Plane, Afyon Kocatepe Üniversitesi, İİBF Dergisi, 121-142
  • Gül, M. (2018). A review of occupational health and safety risk assessment approaches based on multi-criteria decision-making methods and their fuzzy versions, Human and Ecological Risk Assessment, 24(7), 1723-1760.
  • İşletmeciler, Mühendisler ve Yöneticiler için Operasyonel Yönetsel ve Stratejik Problemlerin Çözümünde Çok Kriterli Karar Verme, Edited by: Bahadır Fatih Yıldırım, Emrah Önder, Dora Yayıncılık, Bursa, Turkey (2015).
  • Rajagopal, R. (2009). Effects of customer services efficiency and market effectiveness on dealer performance, International Journal of Services and Operations Management, 5(5), 575-594.
  • Saaty, T. L. (1970). How to Make a Decision: The Analytic Hierarchy Process. European Journal of Operational Research, 48, 9-26.
  • Suganthi, L. (2018), Multi expert and multi criteria evaluation of sectoral investments for sustainable development: An integrated fuzzy AHP, VIKOR / DEA methodology, Sustainable Cities and Society 43, 144-156.
  • Small, A., Hicks, C., McGovern, T., Scurry, T., &Whipp, M. (2015). A balanced scorecard for evaluating the performance of motor dealerships, In: 23rd International Conference on Production Research. Manila, Philippines.
  • Soares, B. N., Abaide, A. R., & Bernardon, D. (2014). Methodology for prioritizing investments in distribution networks electricity focusing on operational efficiency and regulatory aspects, IEEE.
  • Tosarkani, B.M., & Amin, S.H. (2018), A multi-objective model to configure an electronic reverse logistics network and third party selection, Journal of Cleaner Production, 198, 662-682.
  • Wang, T.C., & Tsai, S.Y. (2018). Solar panel supplier selection for the photovoltaic system design by using fuzzy multi-criteria decision making (MCDM) approaches, Energies, 11(8)
  • Teniwut, W.A., Marimin, M., & Djatna, T. (2019), Gis-based multi-criteria decision making model for site selection of seaweed farming information centre: A lesson from small Islands, Indonesia, Decision Science Letters, 8(2),137-150.
  • Zadeh, L.A.: Fuzzy sets, Information and Control,8(3), 338-353 (1965).
There are 28 citations in total.

Details

Primary Language English
Subjects Industrial Engineering
Journal Section Research Articles
Authors

Aylin Adem 0000-0003-4820-6684

Gülsüm Alıcıoğlu This is me 0000-0002-1385-1934

Metin Dağdeviren 0000-0003-2121-5978

Publication Date September 16, 2019
Acceptance Date August 21, 2019
Published in Issue Year 2019 Volume: 30 Issue: 1

Cite

APA Adem, A., Alıcıoğlu, G., & Dağdeviren, M. (2019). AN INTEGRATED APPROACH FOR PRIORITIZING THE DEALERS ON THE BASIS OF ORGANIZATIONAL PERFORMANCE MEASUREMENTS. Endüstri Mühendisliği, 30(1), 49-62.

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