{"status":"ok","message-type":"work","message-version":"1.0.0","message":{"indexed":{"date-parts":[[2025,12,2]],"date-time":"2025-12-02T15:23:38Z","timestamp":1764689018402},"reference-count":77,"publisher":"IGI Global","issue":"2","content-domain":{"domain":[],"crossmark-restriction":false},"short-container-title":[],"published-print":{"date-parts":[[2015,4,1]]},"abstract":"<p>Selection of a strategic partner through a high-value request for proposal (RFP) is a competitive endeavour in which the preparation of response to the RFP is a project based exercise. The quality of these responses decides the fate of winning or losing business engagements and the response needs to be the best possible solution. Such solutions require contribution from different actors in a firm. In order to provide a winning response to the technical and financial RFP documents, it is imperative for the firm to select a bid manager who can facilitate the best possible response. This paper provides a framework for selecting such individuals.<\/p>","DOI":"10.4018\/ijkbo.2015040103","type":"journal-article","created":{"date-parts":[[2015,3,23]],"date-time":"2015-03-23T13:58:23Z","timestamp":1427119103000},"page":"42-57","source":"Crossref","is-referenced-by-count":1,"title":["Winning Large Value Deals"],"prefix":"10.4018","volume":"5","author":[{"given":"Shrihari S","family":"Sohani","sequence":"first","affiliation":[{"name":"Indian Institute of Management Ahmedabad, Gujarat, India"}],"role":[{"role":"author","vocabulary":"crossref"}]},{"given":"Manjari","family":"Singh","sequence":"additional","affiliation":[{"name":"Indian Institute of Management Ahmedabad, Gujarat, India"}],"role":[{"role":"author","vocabulary":"crossref"}]}],"member":"2432","reference":[{"issue":"1","key":"ijkbo.2015040103-0","doi-asserted-by":"crossref","first-page":"17","DOI":"10.5465\/amr.2002.5922314","article-title":"Social capital: Prospects for a new concept.","volume":"27","author":"P. S.Adler","year":"2002","journal-title":"Academy of Management Review"},{"key":"ijkbo.2015040103-1","doi-asserted-by":"publisher","DOI":"10.1086\/229573"},{"key":"ijkbo.2015040103-2","doi-asserted-by":"publisher","DOI":"10.1111\/j.1530-9134.2012.00330.x"},{"key":"ijkbo.2015040103-3","doi-asserted-by":"publisher","DOI":"10.1177\/0018726701544004"},{"key":"ijkbo.2015040103-4","doi-asserted-by":"publisher","DOI":"10.1177\/014920630102700602"},{"key":"ijkbo.2015040103-5","doi-asserted-by":"publisher","DOI":"10.1016\/0749-5978(89)90028-9"},{"key":"ijkbo.2015040103-6","doi-asserted-by":"publisher","DOI":"10.1037\/0021-9010.90.6.1185"},{"key":"ijkbo.2015040103-7","author":"B. E.Becker","year":"2001","journal-title":"The HR scorecard: Linking people, strategy, and performance"},{"key":"ijkbo.2015040103-8","first-page":"122","article-title":"Beyond initial understanding: Uncertainty understanding, and the development of interpersonal relationships","author":"C. R.Berger","year":"1979","journal-title":"Language and social psychology, H. Giles and R N"},{"key":"ijkbo.2015040103-9","unstructured":"Bono, J. E., Shen, W., & Yoon, D. J. (2014). Personality and Leadership: Looking Back, Looking Ahead. The oxford handbook of leadership and organizations, 199."},{"key":"ijkbo.2015040103-10","author":"S. P.Borgatti","year":"2014","journal-title":"Contemporary perspectives on organizational social networks"},{"key":"ijkbo.2015040103-11","article-title":"Social capital and organizational leadership","author":"D. J.Brass","year":"2001","journal-title":"The nature of organizational leader- ship: Understanding the performance imperatives confronting today\u2019s leaders"},{"key":"ijkbo.2015040103-12","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.38.4.679"},{"key":"ijkbo.2015040103-13","doi-asserted-by":"publisher","DOI":"10.2307\/2393923"},{"key":"ijkbo.2015040103-14","first-page":"0018726714532148","article-title":"The (non) distribution of leadership roles: Considering leadership practices and configurations.","author":"S.Chreim","year":"2014","journal-title":"Human Relations"},{"key":"ijkbo.2015040103-15","doi-asserted-by":"publisher","DOI":"10.1108\/09578230710829919"},{"issue":"4","key":"ijkbo.2015040103-16","first-page":"53","article-title":"Improving knowledge work processes.","volume":"37","author":"TDavenport","year":"1996","journal-title":"Sloan Management Review"},{"key":"ijkbo.2015040103-17","doi-asserted-by":"publisher","DOI":"10.5465\/AME.2003.11851850"},{"key":"ijkbo.2015040103-18","doi-asserted-by":"publisher","DOI":"10.1016\/S0019-8501(02)00182-7"},{"key":"ijkbo.2015040103-19","doi-asserted-by":"publisher","DOI":"10.1057\/palgrave.jibs.8400098"},{"key":"ijkbo.2015040103-20","doi-asserted-by":"publisher","DOI":"10.2307\/3069307"},{"key":"ijkbo.2015040103-21","doi-asserted-by":"publisher","DOI":"10.1177\/105960118901400206"},{"key":"ijkbo.2015040103-22","unstructured":"Engardio, P. (2006). Outsourcing: Job killer or innovation boost? Business Week, (November 8)."},{"key":"ijkbo.2015040103-23","doi-asserted-by":"publisher","DOI":"10.1162\/jeea.2010.8.1.203"},{"key":"ijkbo.2015040103-24","doi-asserted-by":"publisher","DOI":"10.1177\/0018726708098081"},{"key":"ijkbo.2015040103-25","first-page":"97","article-title":"Analyzing the outsourcers.","volume":"5","author":"R.Gareiss","year":"2002","journal-title":"Information Week"},{"key":"ijkbo.2015040103-26","doi-asserted-by":"publisher","DOI":"10.5465\/AMJ.2007.25525934"},{"key":"ijkbo.2015040103-27","doi-asserted-by":"publisher","DOI":"10.1109\/17.552804"},{"key":"ijkbo.2015040103-28","doi-asserted-by":"publisher","DOI":"10.1002\/smj.2247"},{"issue":"2","key":"ijkbo.2015040103-29","first-page":"22","article-title":"Benchmarking: Knowledge management.","volume":"24","author":"R. J.Hiebeler","year":"1996","journal-title":"Strategy and Leadership"},{"key":"ijkbo.2015040103-30","article-title":"Culture's consequences: International differences in work-related values.","author":"G.Hofstede","year":"1984","journal-title":"Sage (Atlanta, Ga.)"},{"key":"ijkbo.2015040103-31","unstructured":"Hofstede, G. (2013). Hierarchical power distance in forty countries. Organizations Alike and Unlike, ed. CJ Lammers and DJ Hickson (London: Routledge and Kegan Paul, 1979), 97-119."},{"key":"ijkbo.2015040103-32","doi-asserted-by":"publisher","DOI":"10.1037\/0022-3514.35.5.315"},{"key":"ijkbo.2015040103-33","unstructured":"IDC. (2010). EMS\/ODM outlook, recovery tied to consumer electronics. Retrieved fromhttp:\/\/www.ventureoutsource.com\/contract-manufacturing\/industry-pulse\/ems-odm-outlook recovery-tied-to-consumer-electronics."},{"key":"ijkbo.2015040103-34","doi-asserted-by":"publisher","DOI":"10.5465\/AMR.2005.15281445"},{"key":"ijkbo.2015040103-35","doi-asserted-by":"publisher","DOI":"10.1177\/0018726701546003"},{"key":"ijkbo.2015040103-36","doi-asserted-by":"publisher","DOI":"10.1016\/S0378-8733(01)00052-1"},{"key":"ijkbo.2015040103-37","doi-asserted-by":"publisher","DOI":"10.1111\/j.1467-839X.2007.00243.x"},{"key":"ijkbo.2015040103-38","doi-asserted-by":"publisher","DOI":"10.1037\/0022-0167.45.1.3"},{"key":"ijkbo.2015040103-39","unstructured":"Ladendorf, K. (2009a, October 8). Dell closing its last large U.S. plant. Available at www.statesman.com"},{"key":"ijkbo.2015040103-40","unstructured":"Ladendorf, K. (2009b, December 3). Dell gets leaner with sale of 2-year-old Polish plant. Available at www.statesman.com"},{"key":"ijkbo.2015040103-41","doi-asserted-by":"publisher","DOI":"10.1037\/h0057189"},{"key":"ijkbo.2015040103-42","doi-asserted-by":"publisher","DOI":"10.1111\/j.1467-6494.1978.tb01011.x"},{"key":"ijkbo.2015040103-43","doi-asserted-by":"publisher","DOI":"10.1186\/1472-6963-13-158"},{"key":"ijkbo.2015040103-44","doi-asserted-by":"publisher","DOI":"10.1016\/S1048-9843(96)90027-2"},{"key":"ijkbo.2015040103-45","doi-asserted-by":"publisher","DOI":"10.1016\/j.indmarman.2011.05.006"},{"key":"ijkbo.2015040103-46","doi-asserted-by":"publisher","DOI":"10.1287\/isre.2013.0478"},{"key":"ijkbo.2015040103-47","doi-asserted-by":"publisher","DOI":"10.1287\/isre.2013.0478"},{"issue":"2","key":"ijkbo.2015040103-48","first-page":"117","article-title":"Confounded by Competencies. An evaluation and use of competency models.","volume":"34","author":"L. H.Markus","year":"2005","journal-title":"New Zealand Journal of Psychology"},{"key":"ijkbo.2015040103-49","doi-asserted-by":"publisher","DOI":"10.2307\/2667127"},{"issue":"8","key":"ijkbo.2015040103-50","first-page":"86","article-title":"Power mentors.","volume":"41","author":"G.Moran","year":"2013","journal-title":"Entrepreneur"},{"key":"ijkbo.2015040103-51","doi-asserted-by":"publisher","DOI":"10.1108\/JSMA-02-2013-0012"},{"key":"ijkbo.2015040103-52","doi-asserted-by":"publisher","DOI":"10.1016\/j.dss.2014.05.008"},{"key":"ijkbo.2015040103-53","doi-asserted-by":"publisher","DOI":"10.1111\/j.1744-6570.2007.00099.x"},{"key":"ijkbo.2015040103-54","doi-asserted-by":"publisher","DOI":"10.1177\/0021886300361002"},{"key":"ijkbo.2015040103-55","doi-asserted-by":"publisher","DOI":"10.1002\/smj.4250140303"},{"key":"ijkbo.2015040103-56","author":"M. E.Porter","year":"1996","journal-title":"What is strategy?"},{"key":"ijkbo.2015040103-57","doi-asserted-by":"publisher","DOI":"10.5465\/amj.2010.0874"},{"key":"ijkbo.2015040103-58","author":"G. S.Redding","year":"1991","journal-title":"Managers for Asia\/Pacific: Recruitment and development strategies"},{"key":"ijkbo.2015040103-59","unstructured":"Report, P. W. C. (2011).Public procurement in Europe: Cost and effectiveness. Retrieved from http:\/\/ec.europa.eu\/internal_market\/publicprocurement\/docs\/modernising_rules\/cost-effectiveness_en.pdf"},{"key":"ijkbo.2015040103-60","doi-asserted-by":"publisher","DOI":"10.1037\/0021-9010.84.3.416"},{"key":"ijkbo.2015040103-61","unstructured":"Shwartz, S. H. (1994). Beyond individualism\/collectivism: New cultural dimensions of values. In U. Kim, H. C. Triandis, C. Kagitcibasi, S. C. Choi, & G. Yoon (Eds.), Individualism and collectivism: Theory, methods and applications (85\u2013119). London, England: Sage."},{"key":"ijkbo.2015040103-62","author":"G.Simmel","year":"1955","journal-title":"The sociology of georg simmel"},{"key":"ijkbo.2015040103-63","doi-asserted-by":"publisher","DOI":"10.1037\/h0037039"},{"key":"ijkbo.2015040103-64","first-page":"86","volume":"Vol. 12","author":"M.Snyder","year":"1979","journal-title":"Self-monitoring processes"},{"key":"ijkbo.2015040103-65","author":"L. M.Spencer","year":"1993","journal-title":"Competence at work: Models for superior performance"},{"issue":"3","key":"ijkbo.2015040103-66","doi-asserted-by":"crossref","first-page":"679","DOI":"10.2307\/25148745","article-title":"The Role of Espoused National Cultural Values in Technology Acceptance","volume":"30","author":"M.Srite","year":"2006","journal-title":"Management Information Systems Quarterly"},{"issue":"4","key":"ijkbo.2015040103-67","doi-asserted-by":"crossref","first-page":"507","DOI":"10.5465\/amr.1979.4498309","article-title":"Social network analysis for organizations.","volume":"4","author":"N. M.Tichy","year":"1974","journal-title":"Academy of Management Review"},{"key":"ijkbo.2015040103-68","doi-asserted-by":"crossref","unstructured":"Tiwana, A. (2008). Do bridging ties complement strong ties? An empirical examination of alliance ambidexterity. Strategic Management Journal, 29(3), 251-272.","DOI":"10.1002\/smj.666"},{"key":"ijkbo.2015040103-69","author":"H. C.Triandis","year":"1995","journal-title":"Individualism and collectivism"},{"key":"ijkbo.2015040103-70","doi-asserted-by":"publisher","DOI":"10.2307\/2393808"},{"key":"ijkbo.2015040103-71","doi-asserted-by":"publisher","DOI":"10.1080\/09585192.2013.778314"},{"issue":"1","key":"ijkbo.2015040103-72","doi-asserted-by":"crossref","first-page":"35","DOI":"10.2307\/25148667","article-title":"Why should I share? Examining social capital and knowledge contribution in electronic networks of practice.","volume":"29","author":"M. M.Wasko","year":"2005","journal-title":"Management Information Systems Quarterly"},{"key":"ijkbo.2015040103-73","author":"K. E.Weick","year":"1995","journal-title":"Sensemaking in organizations"},{"key":"ijkbo.2015040103-74","unstructured":"Willcocks, L. P., & Craig, A. S. (2007) The Outsourcing Enterprise: Building Core Retained Capabilities. Whitepaper, Logic and information systems and innovation Group, London School of Economics,http:\/\/www.outsourcingunit.org\/publications\/building_core _retained_capabilities.pdf"},{"issue":"4","key":"ijkbo.2015040103-75","first-page":"45","article-title":"Managing codified knowledge.","volume":"40","author":"M. H.Zack","year":"1999","journal-title":"Sloan Management Review"},{"key":"ijkbo.2015040103-76","doi-asserted-by":"publisher","DOI":"10.1037\/a0016285"}],"container-title":["International Journal of Knowledge-Based Organizations"],"original-title":[],"language":"ng","link":[{"URL":"https:\/\/www.igi-global.com\/viewtitle.aspx?TitleId=125584","content-type":"unspecified","content-version":"vor","intended-application":"similarity-checking"}],"deposited":{"date-parts":[[2022,6,1]],"date-time":"2022-06-01T17:33:04Z","timestamp":1654104784000},"score":1,"resource":{"primary":{"URL":"https:\/\/services.igi-global.com\/resolvedoi\/resolve.aspx?doi=10.4018\/ijkbo.2015040103"}},"subtitle":["Who is Your Best Bet?"],"short-title":[],"issued":{"date-parts":[[2015,4,1]]},"references-count":77,"journal-issue":{"issue":"2","published-print":{"date-parts":[[2015,4]]}},"URL":"https:\/\/doi.org\/10.4018\/ijkbo.2015040103","relation":{},"ISSN":["2155-6393","2155-6407"],"issn-type":[{"value":"2155-6393","type":"print"},{"value":"2155-6407","type":"electronic"}],"subject":[],"published":{"date-parts":[[2015,4,1]]}}}