Giancarlo Nadin - Academia.edu (original) (raw)
Papers by Giancarlo Nadin
La nuova farmacia non si limiter\ue0 a vendere e distribuire solo prodotti, bens\uec erogher\ue0 ... more La nuova farmacia non si limiter\ue0 a vendere e distribuire solo prodotti, bens\uec erogher\ue0 servizi per il benessere e la salute della persona. Questo passaggio sancir\ue0 l\u2019inizio di una nuova era per la farmacia decretandone il rinnovamento: in un prossimo futuro questi \u201cprodotti impalpabili\u201d saranno destinati ad assumere una posizione rilevante nel bilancio della farmacia stessa, cambiandone nei fatti il profilo. Il volume, partendo dall\u2019analisi delle forze che stanno cambiando il mondo in cui viviamo, giunge ad analizzare le problematiche con cui l\u2019imprenditore farmacista si dovr\ue0 confrontare nel momento in cui si aprir\ue0 alle nuove prestazioni. A questo proposito nel libro \ue8 riportata un\u2019indagine esplorativa sul \u201csentiment\u201d di 156 farmacisti sul tema della realizzazione di servizi in farmacia a cui segue la presentazione di dieci casi di eccellenza che illustrano le problematiche e i vantaggi delle nuove prestazioni. Il volum...
Many transformations are inducing pharmacists to rethink the way they manage their business: publ... more Many transformations are inducing pharmacists to rethink the way they manage their business: public payments from dispensing therapy continue to be offset by OTC selling which requires more marketing effort, the increasing share of generic pharmaceuticals in respect to branded ones which drives to profit reduction and finally the goal of decongestion the central welfare system by distributing service at the periphery, formally enacted by an Italian 2009 law. If these exogenous factors are compelling an evolution in the pharmacist’s profession we speculate if the operators are ready and willing to embrace this kind of innovation since dispensing prescription medications is the primary operation practice. The purpose of this paper is therefore to assess the actual and prospected pharmacist’s behaviour to articulate care service offering and subsequently to investigate the antecedents which can boost or impede the path to service innovation. An interpretative model has been tested by a...
Micro & Macro Marketing, 2006
Micro & Macro Marketing, 2006
... CASO La razionalizzazione della rete di distribuzione: il caso Breil Daniela Corsaro*, Gianca... more ... CASO La razionalizzazione della rete di distribuzione: il caso Breil Daniela Corsaro*, Giancarlo Nadin*, Simone Pizzoglio** e Stefano Sacco*** MICRO & MACRO MARKETING / a. XV, n. 3, dicembre 2006 1. Introduzione ... trici effettuati con il fine di costruire l'immagine di marca. ...
The present paper focuses on the healthcare services in which recent transformations in the polic... more The present paper focuses on the healthcare services in which recent transformations in the policies of the health system (crisis of the welfare state, administrative decentralization, corporatization, ageing population management, etc...) modified the traditional relationships between health services and customers (patients). The supply of health services, in fact, is now increasingly constrained by the patients‘ needs and their related opinion on satisfaction. In this sense, especially in this context characterized by information asymmetry, health system priorities become quality, efficiency, care suitability and customised medical supply. As methodology, after a review of the literature pertaining aspects such as quality and customer satisfaction, a structured equation modelling has been applied. As a result of a revised structured questionnaire - designed to assess satisfaction items and its antecedents on a 1 to 7 Likert scale - 454 cases resulted eligible to be submitted to the statistical analysis. This method, in fact, allowed us to study simultaneously the structure of the interconnections between observed explanatory variables, latent factors (summary of individual aspects of assessment) and overall degree of patients satisfaction.
Alliance and cooperation among resellers and suppliers is commonly accepted as an inexorable path... more Alliance and cooperation among resellers and suppliers is commonly accepted as an inexorable path of relationship evolution. Therefore trust resources are the determinants for relationship improvement as opposed to the old "power-dependence" management approach. In this paper the author wants to explore the role and the effect caused by inter-organization communication on the relationship. The role of bi- lateral (or two-way) communication as opposed to one-way communication to elicit collaboration of the weak and vulnerable retailer and avoid disagreements is fundamental. The findings of an empirical research conducted on 250 automotive dealers operating in the Italian market shows how the opposing forces of two-way communication and unilateral approach live together and skilfully mixed can offer a method to make evolve positively the relationship.
Industry and Business Analysis
This chapter relies on a case study featuring the business network around Stella, an Italian home... more This chapter relies on a case study featuring the business network around Stella, an Italian home textile manufacturer, to illustrate the challenging issue of engaging other firms into complex “Network Process Re-engineering” (NPR) projects. While the strict technological dimension of selecting, developing, and implementing ICT solutions is certainly very important and poses several challenges to this type of projects, this chapter focuses on other types of challenges, namely those pertaining to the nature and quality of relationships between the actors taking part in a NPR project. We stress the importance of the connection between the specific inter-organizational activities that need to be redesigned and coordinated in better ways, on the one hand, and the bonds existing among the actors, on the other hand. We suggest that very advanced and complex coordination tasks, entailing sensitive communication patterns, can be tackled only if supported by strong, integrative relationships...
This paper discusses the relationship between car manufacturers and dealers, focusing especially ... more This paper discusses the relationship between car manufacturers and dealers, focusing especially on power and trust as alternative but complementary relationship governance mechanisms. Previous res ...
Technovation, 2006
This article analyses the phenomenon of the digitalisation of buyer-seller relationships. We disc... more This article analyses the phenomenon of the digitalisation of buyer-seller relationships. We discuss and systematise the challenges of constructing an IT infrastructure capable of sustaining the inter-firm interactions necessary in a business network. In particular, we deal with two relevant main questions (1) how are IT tools constructed and introduced into business networks to sustain relationships and (2) what type of challenges emerge during such attempts to construct and introduce IT. Relying on the case of an IT project for the ''Stella'' network (an Italian home-textile network), we highlight the challenges related to resource heterogeneity and process complexity. Furthermore, we analyse the relevance of such issues as inter-firm trust, power and dependence in similar IT projects. Particular emphasis is then given to the possibility of the IT system representing not only the formal, but also the informal interactions among firms, and consequently, to the intrinsic limits to codifying relationships into rigid models. Even if the purpose of this paper is not to suggest generalised solutions to the above challenges, we describe how each of them was faced by the project team in the ''Stella'' network and we propose an indicative list of managerial implications relevant for all IT projects that stretch to whole business networks.
Pharmacy World & Science, 2010
Objective To investigate the provision of pharmaceutical care by community pharmacists across Eur... more Objective To investigate the provision of pharmaceutical care by community pharmacists across Europe and to examine the various factors that could affect its implementation. Methods A questionnaire-based survey of community pharmacies was conducted within 13 European countries. The questionnaire consisted of two sections. The first section focussed on demographic data and services provided in the pharmacy. The second section was a slightly adapted version of the Behavioral Pharmaceutical Care Scale (BPCS) which consists of three main dimensions (direct patient care activities, referral and consultation activities and instrumental activities). Results Response rates ranged from 10-71% between countries. The mean total score achieved by community pharmacists, expressed as a percentage of the total score achievable, ranged from 31.6 (Denmark) to 52.2% (Ireland). Even
International Journal of Automotive Technology and Management, 2009
Auto makers should gain their dealers' trust to build collaboration and be stronger in market bat... more Auto makers should gain their dealers' trust to build collaboration and be stronger in market battles. This is far more compelling if it is seen in the light of the emergence of new distribution operators such as dealer groups. This paper explores this domain to understand how the relationship can be optimised. The major findings of a research, made with 250 Italian authorised dealers, let us conclude that dealer groups need customised approaches from their suppliers. We sustain the hypothesis that the relationship with dealer groups is a dynamic equilibrium based on the coexistence of coercive and collaborative strategies.
International Journal of Automotive Technology and Management, 2009
SEGEST.A. Deparment of Management Science Catholic University of Milan Via Necchi, 720123 Mila... more SEGEST.A. Deparment of Management Science Catholic University of Milan Via Necchi, 720123 Milano, Italy Fax: +39 0272342771 E-mail: giancarlo.nadin@unicatt.it E-mail: glauco.savorgnani@unicatt.it *Corresponding author ... Talos-am ApertaMente Via ...
International Journal of Automotive Technology and Management, 2008
Abstract: The author advances a double model intended to investigate the relationship between car... more Abstract: The author advances a double model intended to investigate the relationship between carmakers and dealers. These models, based on international research, are tested in the Italian market and, in particular, in the automotive distribution domain. The results suggest that ...
Industrial Marketing Management, 2013
This paper fits into the theoretical framework of service networks. Its aim is to understand serv... more This paper fits into the theoretical framework of service networks. Its aim is to understand service network change meaning, characteristics and connections with extant literature and to investigate how a service network can change in a specific context, a regulated sector. The regulated service network considered is the Italian health care network. A theoretical framework guided the analysis to explore how the actors' perceptions evolved during specific time, space, and relationship dimensions in terms of what, why and where changes happened, happen or will happen. A pilot project, still ongoing , is the longitudinal case study analyzed. Introduced at a territorial level by an institutional actor in 2011, the project aims at re-engineering the network service provided to chronic patient category, focusing the network supply on a specific actor, the General Practitioners. The paper illustrates how involving/enhancing the role of each actor in a new network configuration makes it possible to generate dynamics and produce evolutionary processes co-created and shared between the involved actors. Service networks need orchestration, beginning with the actors most involved in the process of change, the focal actors, by co-opting them, including existing resources and new partners, exploiting the users' contributions to recreate the service network, and cooperating with external partners. As a consequence, innovation in service networks can derive from the action of single/group of actors who understand the need for improvements and activate themselves to drive that change. This consideration seems to be particularly relevant when the speed of changes is restrained as often happens in regulated sectors.
La nuova farmacia non si limiter\ue0 a vendere e distribuire solo prodotti, bens\uec erogher\ue0 ... more La nuova farmacia non si limiter\ue0 a vendere e distribuire solo prodotti, bens\uec erogher\ue0 servizi per il benessere e la salute della persona. Questo passaggio sancir\ue0 l\u2019inizio di una nuova era per la farmacia decretandone il rinnovamento: in un prossimo futuro questi \u201cprodotti impalpabili\u201d saranno destinati ad assumere una posizione rilevante nel bilancio della farmacia stessa, cambiandone nei fatti il profilo. Il volume, partendo dall\u2019analisi delle forze che stanno cambiando il mondo in cui viviamo, giunge ad analizzare le problematiche con cui l\u2019imprenditore farmacista si dovr\ue0 confrontare nel momento in cui si aprir\ue0 alle nuove prestazioni. A questo proposito nel libro \ue8 riportata un\u2019indagine esplorativa sul \u201csentiment\u201d di 156 farmacisti sul tema della realizzazione di servizi in farmacia a cui segue la presentazione di dieci casi di eccellenza che illustrano le problematiche e i vantaggi delle nuove prestazioni. Il volum...
Many transformations are inducing pharmacists to rethink the way they manage their business: publ... more Many transformations are inducing pharmacists to rethink the way they manage their business: public payments from dispensing therapy continue to be offset by OTC selling which requires more marketing effort, the increasing share of generic pharmaceuticals in respect to branded ones which drives to profit reduction and finally the goal of decongestion the central welfare system by distributing service at the periphery, formally enacted by an Italian 2009 law. If these exogenous factors are compelling an evolution in the pharmacist’s profession we speculate if the operators are ready and willing to embrace this kind of innovation since dispensing prescription medications is the primary operation practice. The purpose of this paper is therefore to assess the actual and prospected pharmacist’s behaviour to articulate care service offering and subsequently to investigate the antecedents which can boost or impede the path to service innovation. An interpretative model has been tested by a...
Micro & Macro Marketing, 2006
Micro & Macro Marketing, 2006
... CASO La razionalizzazione della rete di distribuzione: il caso Breil Daniela Corsaro*, Gianca... more ... CASO La razionalizzazione della rete di distribuzione: il caso Breil Daniela Corsaro*, Giancarlo Nadin*, Simone Pizzoglio** e Stefano Sacco*** MICRO & MACRO MARKETING / a. XV, n. 3, dicembre 2006 1. Introduzione ... trici effettuati con il fine di costruire l'immagine di marca. ...
The present paper focuses on the healthcare services in which recent transformations in the polic... more The present paper focuses on the healthcare services in which recent transformations in the policies of the health system (crisis of the welfare state, administrative decentralization, corporatization, ageing population management, etc...) modified the traditional relationships between health services and customers (patients). The supply of health services, in fact, is now increasingly constrained by the patients‘ needs and their related opinion on satisfaction. In this sense, especially in this context characterized by information asymmetry, health system priorities become quality, efficiency, care suitability and customised medical supply. As methodology, after a review of the literature pertaining aspects such as quality and customer satisfaction, a structured equation modelling has been applied. As a result of a revised structured questionnaire - designed to assess satisfaction items and its antecedents on a 1 to 7 Likert scale - 454 cases resulted eligible to be submitted to the statistical analysis. This method, in fact, allowed us to study simultaneously the structure of the interconnections between observed explanatory variables, latent factors (summary of individual aspects of assessment) and overall degree of patients satisfaction.
Alliance and cooperation among resellers and suppliers is commonly accepted as an inexorable path... more Alliance and cooperation among resellers and suppliers is commonly accepted as an inexorable path of relationship evolution. Therefore trust resources are the determinants for relationship improvement as opposed to the old "power-dependence" management approach. In this paper the author wants to explore the role and the effect caused by inter-organization communication on the relationship. The role of bi- lateral (or two-way) communication as opposed to one-way communication to elicit collaboration of the weak and vulnerable retailer and avoid disagreements is fundamental. The findings of an empirical research conducted on 250 automotive dealers operating in the Italian market shows how the opposing forces of two-way communication and unilateral approach live together and skilfully mixed can offer a method to make evolve positively the relationship.
Industry and Business Analysis
This chapter relies on a case study featuring the business network around Stella, an Italian home... more This chapter relies on a case study featuring the business network around Stella, an Italian home textile manufacturer, to illustrate the challenging issue of engaging other firms into complex “Network Process Re-engineering” (NPR) projects. While the strict technological dimension of selecting, developing, and implementing ICT solutions is certainly very important and poses several challenges to this type of projects, this chapter focuses on other types of challenges, namely those pertaining to the nature and quality of relationships between the actors taking part in a NPR project. We stress the importance of the connection between the specific inter-organizational activities that need to be redesigned and coordinated in better ways, on the one hand, and the bonds existing among the actors, on the other hand. We suggest that very advanced and complex coordination tasks, entailing sensitive communication patterns, can be tackled only if supported by strong, integrative relationships...
This paper discusses the relationship between car manufacturers and dealers, focusing especially ... more This paper discusses the relationship between car manufacturers and dealers, focusing especially on power and trust as alternative but complementary relationship governance mechanisms. Previous res ...
Technovation, 2006
This article analyses the phenomenon of the digitalisation of buyer-seller relationships. We disc... more This article analyses the phenomenon of the digitalisation of buyer-seller relationships. We discuss and systematise the challenges of constructing an IT infrastructure capable of sustaining the inter-firm interactions necessary in a business network. In particular, we deal with two relevant main questions (1) how are IT tools constructed and introduced into business networks to sustain relationships and (2) what type of challenges emerge during such attempts to construct and introduce IT. Relying on the case of an IT project for the ''Stella'' network (an Italian home-textile network), we highlight the challenges related to resource heterogeneity and process complexity. Furthermore, we analyse the relevance of such issues as inter-firm trust, power and dependence in similar IT projects. Particular emphasis is then given to the possibility of the IT system representing not only the formal, but also the informal interactions among firms, and consequently, to the intrinsic limits to codifying relationships into rigid models. Even if the purpose of this paper is not to suggest generalised solutions to the above challenges, we describe how each of them was faced by the project team in the ''Stella'' network and we propose an indicative list of managerial implications relevant for all IT projects that stretch to whole business networks.
Pharmacy World & Science, 2010
Objective To investigate the provision of pharmaceutical care by community pharmacists across Eur... more Objective To investigate the provision of pharmaceutical care by community pharmacists across Europe and to examine the various factors that could affect its implementation. Methods A questionnaire-based survey of community pharmacies was conducted within 13 European countries. The questionnaire consisted of two sections. The first section focussed on demographic data and services provided in the pharmacy. The second section was a slightly adapted version of the Behavioral Pharmaceutical Care Scale (BPCS) which consists of three main dimensions (direct patient care activities, referral and consultation activities and instrumental activities). Results Response rates ranged from 10-71% between countries. The mean total score achieved by community pharmacists, expressed as a percentage of the total score achievable, ranged from 31.6 (Denmark) to 52.2% (Ireland). Even
International Journal of Automotive Technology and Management, 2009
Auto makers should gain their dealers' trust to build collaboration and be stronger in market bat... more Auto makers should gain their dealers' trust to build collaboration and be stronger in market battles. This is far more compelling if it is seen in the light of the emergence of new distribution operators such as dealer groups. This paper explores this domain to understand how the relationship can be optimised. The major findings of a research, made with 250 Italian authorised dealers, let us conclude that dealer groups need customised approaches from their suppliers. We sustain the hypothesis that the relationship with dealer groups is a dynamic equilibrium based on the coexistence of coercive and collaborative strategies.
International Journal of Automotive Technology and Management, 2009
SEGEST.A. Deparment of Management Science Catholic University of Milan Via Necchi, 720123 Mila... more SEGEST.A. Deparment of Management Science Catholic University of Milan Via Necchi, 720123 Milano, Italy Fax: +39 0272342771 E-mail: giancarlo.nadin@unicatt.it E-mail: glauco.savorgnani@unicatt.it *Corresponding author ... Talos-am ApertaMente Via ...
International Journal of Automotive Technology and Management, 2008
Abstract: The author advances a double model intended to investigate the relationship between car... more Abstract: The author advances a double model intended to investigate the relationship between carmakers and dealers. These models, based on international research, are tested in the Italian market and, in particular, in the automotive distribution domain. The results suggest that ...
Industrial Marketing Management, 2013
This paper fits into the theoretical framework of service networks. Its aim is to understand serv... more This paper fits into the theoretical framework of service networks. Its aim is to understand service network change meaning, characteristics and connections with extant literature and to investigate how a service network can change in a specific context, a regulated sector. The regulated service network considered is the Italian health care network. A theoretical framework guided the analysis to explore how the actors' perceptions evolved during specific time, space, and relationship dimensions in terms of what, why and where changes happened, happen or will happen. A pilot project, still ongoing , is the longitudinal case study analyzed. Introduced at a territorial level by an institutional actor in 2011, the project aims at re-engineering the network service provided to chronic patient category, focusing the network supply on a specific actor, the General Practitioners. The paper illustrates how involving/enhancing the role of each actor in a new network configuration makes it possible to generate dynamics and produce evolutionary processes co-created and shared between the involved actors. Service networks need orchestration, beginning with the actors most involved in the process of change, the focal actors, by co-opting them, including existing resources and new partners, exploiting the users' contributions to recreate the service network, and cooperating with external partners. As a consequence, innovation in service networks can derive from the action of single/group of actors who understand the need for improvements and activate themselves to drive that change. This consideration seems to be particularly relevant when the speed of changes is restrained as often happens in regulated sectors.