Getting Return on Quality: Revenue Expansion, Cost Reduction, or Both?

TL;DR: In this article, the authors examine firm performance using managers' reports of firm performance and longitudinal performance data and conclude that revenue expansion, cost reduction, or both simultaneously may not work.

Abstract: Financial benefits from quality may be derived from revenue expansion, cost reduction, or both simultaneously. The literature on both market orientation and customer satisfaction provides considerable support for the effectiveness of the revenue expansion perspective, whereas the literature on both quality and operations provides equally impressive support for the effectiveness of the cost reduction perspective. There is, however, little evidence for the effectiveness of attempting both revenue expansion and cost reduction simultaneously, and some of what little empirical and theoretical literature is available suggests that emphasizing both simultaneously may not work. In a study of managers in firms seeking to obtain a financial return from quality improvements, the authors address the issue of which quality profitability emphasis (revenue expansion, cost reduction, or both) is most effective. The authors examine firm performance using managers’ reports of firm performance and longitudinal seco...