A Six-Sigma DMAIC Approach to Improve the Sales Process of a Technology Start-Up
Journal article
Authors | Garza-Reyes, J. and Nadeem, S. |
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Abstract | Despite the adoption of Six-Sigma in different service sectors, its application in the Sales function of a Technology-based Start-up has not been explored. This paper deploys an action research-based study methodology and conducts a thorough analysis of a Technology Start-up company in Indonesia, using Six-Sigma principles and the Define-Measure-Analyse-Improve-Control (DMAIC) approach. Statistical validation of the causes of problems helped to formulate a strategy that may have otherwise not been possible. The results of the study and proposed solutions confirm the potential benefits of adopting Six-Sigma in the Sales function of technology start-ups to reduce, particularly, customer waiting time. The novelty of this research lies in the fact that it applies Six-Sigma in a transactional process such as sales, which earlier studies have not explored in depth. This paper can be employed as a reference for organisations to undertake and guide specific process improvement projects similar to the one presented. |
Keywords | Six-Sigma; DMAIC; Transactional process; Sales process; Technology start-up |
Year | 2021 |
Journal | International Journal of Mathematical, Engineering and Management Sciences |
Journal citation | 6 (6), pp. 1487-1517 |
Publisher | IJMEMS |
ISSN | 2455-7749 |
Digital Object Identifier (DOI) | https://doi.org/10.33889/IJMEMS.2021.6.6.089 |
Publisher's version | License File Access Level Open |
Output status | Published |
Publication dates | |
Online | Dec 2021 |
Publication process dates | |
Accepted | 12 Oct 2021 |
Deposited | 12 Feb 2024 |
https://repository.derby.ac.uk/item/98171/a-six-sigma-dmaic-approach-to-improve-the-sales-process-of-a-technology-start-up
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Publisher's version
A Six-Sigma DMAIC Approach to Improve the Sales Process of a Technology Start-Up.pdf | ||
License: CC BY 4.0 | ||
File access level: Open |
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