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Ontela, a technology start-up company, has introduced an innovative service called PicDeck that improves the mobile imaging experience for wireless subscribers. Ontela sells PicDeck to wireless carriers, who in turn private-label the service to their subscribers. Ontela must decide which customer segments it should target for the service and how to create a positioning strategy and a marketing communication plan to promote it. It must also consider the value proposition of the PicDeck service for wireless carriers (its direct customers), who need to be convinced that the service will lead to higher monthly average revenue per user (ARPU) and/or increased subscriber loyalty. Part A of the case provides qualitative information on customer personae that represent different customer segments. Students are asked to develop a targeting and positioning strategy based on this qualitative information. Part B provides quantitative data on customer preferences that can be used to identify response-based customer segments, as well as demographic and media habits information that can be used to profile the segments. Students are asked to revise their recommendations based on the additional quantitative data.

The case reinforces the principles of data-driven customer segmentation, discusses the appropriate criteria for selecting segments, and provides a deeper understanding of the benefits and drawbacks of different approaches to identifying and evaluating segments. The case illustrates how the results of data-driven segmentation may run counter to approaches that rely on “gut feel” or qualitative information alone.

Ontela, a technology start-up company, has introduced an innovative service called PicDeck that improves the mobile imaging experience for wireless subscribers. Ontela sells PicDeck to wireless carriers, who in turn private-label the service to their subscribers. Ontela must decide which customer segments it should target for the service and how to create a positioning strategy and a marketing communication plan to promote it. It must also consider the value proposition of the PicDeck service for wireless carriers (its direct customers), who need to be convinced that the service will lead to higher monthly average revenue per user (ARPU) and/or increased subscriber loyalty. Part A of the case provides qualitative information on customer personae that represent different customer segments. Students are asked to develop a targeting and positioning strategy based on this qualitative information. Part B provides quantitative data on customer preferences that can be used to identify response-based customer segments, as well as demographic and media habits information that can be used to profile the segments. Students are asked to revise their recommendations based on the additional quantitative data.

The case reinforces the principles of data-driven customer segmentation, discusses the appropriate criteria for selecting segments, and provides a deeper understanding of the benefits and drawbacks of different approaches to identifying and evaluating segments. The case illustrates how the results of data-driven segmentation may run counter to approaches that rely on “gut feel” or qualitative information alone.

The purpose of this paper is to describe some of the key areas that influence managing the supply chain in the small‐ and medium‐sized enterprise (SME) sector. It outlines in an informative and explorative manner the research environment of supply chain management (SCM) in SMEs in India.

Initially, the paper scans the environment of Indian SMEs using a self‐developed framework with the acronym immunity‐infection‐net resistance‐offerings and code of conduct (I²NOC). Having outlined the key characteristics of SMEs, the paper focuses on exploring selected issues for SCM in the SME sector.

A literature review identified gaps in the research and a set of investigative questions were derived from the review. These questions help define the premise behind the research approach outlined in the paper. Investigative questions were further grouped to identify specific issues and/or areas of concern. Finally, the paper constructs a generic research problem, a tentative research methodology, projects outcomes of the research and sets out a critical path method (CPM) schedule for the time management of a research project.

SMEs in India vary in outputs, productivity and organizational characteristics. Since the late 1990s, globalization has forced many organizations in the engineering sector to enter the Indian market. Their low‐cost high‐quality products challenged Indian SMEs. The need to become competitive is now a matter‐of‐fact for all SMEs in India. This paper provides contemporary researchers in the areas of SMEs and SCM with knowledge that will help them (i) comprehend key research issues related to SCM for SMEs and (ii) define constructs, research variables and the nature of their research (that is, either exploratory or explanatory) with logical coherence.

Initially, the paper proposes a new framework (I²NOC) for understanding the competitive advantage of SMEs. Subsequently, the paper introduces the central themes of SMEs and SCM, supported by various arguments and positions from the literature. The paper offers guidance to management researchers in developing, defining and presenting their research (especially in the case of business or management students undertaking doctoral research) in a systematic and convincing manner.

Total quality management (TQM) has spread its wings in every sphere of the global corporate world and Indian companies are no exception. In this paper, first the growth and spread of TQM in India is traced from its initiation to current status. Further, the paper has tried to identify the causes for poor quality of products and service, and the gaps that exist between the expectations and the outcome after adopting the TQM practices. Later a critical view of the quality scene in India is presented, and finally, based on these observations suitable guidelines and recommendations are made to bridge this gap. It is concluded that there is still a long way to go for Indian companies to receive the stamp of acceptance for their products at international level.

The purpose of this paper is to report insights on supply chain issues in small‐ and medium‐scale enterprises (SMEs) based on an analysis of six case organizations.

A broad range of qualitative and quantitative data was collected during interviews and field visits in a multi‐case study research design. In total, six manufacturing SME units were investigated and analyzed.

The deliverables of the paper are two‐fold. First, the paper documents six cases uncovering supply chain and operations complexities in manufacturing SMEs. Second, based on the critical analysis of the case organizations, insights developed are reported with a set of recommendations.

The field of supply chain management (SCM) is reaching a new stage. After a period dominated by enthusiasm for the newness of the idea of managing the stream of products across the whole chain, from supply through manufacturing to end‐users, it is now realized that “one size does not fit all”. SCM has been considered an effective strategy for integrating suppliers and customers with the objective of improving responsiveness and flexibility of manufacturing organizations. It seems that the supply chain issues are much explored in the context of large enterprises but less attention is paid to SMEs.

This paper draws an attention towards select supply chain issues in Indian manufacturing SMEs. The paper includes six cases highlighting their supply chain issues in the Indian environment. Subsequently, an analysis is reported to acquaint industry practitioners and contemporary researchers with the issues that influence managing supply chain in SME sectors. It maps SCM orientation of case organizations and summarizes the critical supply chain issues in Indian manufacturing SMEs.

The purpose of this study is to predict the transfer of training (ToT) from management training. This study empirically examined the predictive power of ToT factors, namely, individual characteristics (self-efficacy), training intervention design (training approaches) and work climate (organizational support) among the study respondents.

All the proposed research hypotheses were tested through survey data. Data was collected using a questionnaire from managers working in different departments of an Indian public manufacturing organization. A sum of 273 usable data was analyzed, and the structural equation modeling technique was used to test the proposed theoretical model.

The study results showed a direct and positive association among self-efficacy, work climate and training intervention design with training transfer. The study findings suggest that self-efficacy, training approaches and organizational support predict ToT.

The study findings have a beneficial impact on designing and delivering successful management training intervention among managers. To enhance training transfer, organizations could consider all these three factors. A replication of the study in national and international settings would help improve generalizability.

To the best of the authors’ knowledge, this is the first study that explored the new relationships of selected factors with ToT in management training. An improved understanding of the interactive impact of self-efficacy, training approaches and organizational support on the ToT is provided.

This study aims to evaluate the users’ behavioral intention toward the acceptance and adoption of digital payment FinTech services in India. The study also compares the differences in Gen Y and Gen Z’s intention to adopt digital payment FinTech services.

The present study adopted both the unified theory of acceptance and use of technology (UTAUT) and the technology acceptance model (TAM) as its theoretical base and also added financial literacy and customer satisfaction. The data was analyzed by applying structural equation modeling using SmartPLS 4.

The outcomes of the study imply that customer satisfaction, effort expectancy and performance expectancy had a significant effect on behavioral intention. Moreover, effort expectancy, performance expectancy and perceived enjoyment had a significant influence on customer satisfaction, and effort expectancy and performance expectancy is significantly influenced by perceived enjoyment, while self-efficacy significantly influenced perceived enjoyment. Also, financial literacy does not moderate the relationship between effort expectancy, performance expectancy, facilitating condition and behavioral intention. Furthermore, the association of effort expectancy → customer satisfaction; perceived enjoyment → customer satisfaction; and perceived enjoyment → effort expectancy is moderated by age factor.

This study contributes by developing a more cohesive and unified model for assessing users’ behavioral intention toward acceptance and adoption of FinTech services by adopting constructs from the UTUAT and TAM and incorporating financial literacy and customer satisfaction to expand and enhance the theoretical prospect of the existing literature.

This study aims to identify the involuntary barriers of financial inclusion which are affecting the usage of Islamic microfinance services in PROCAPEC institution located in Nouakchott-Mauritania. Subsequently, it also examines the effect of gender as a moderator in the model.

Primary data was collected through a cross-sectional questionnaire from 381 beneficiaries of PROCAPEC – a major Islamic microfinance provider in Mauritania. In methodology, the study uses confirmatory factor analysis to identify relevant involuntary factors affecting usage, followed by structural equation modelling to test the impact of these factors on the usage of Islamic microfinance (IsMF) products.

Two of the four factors are statistically significant in affecting the usage of IsMF products, namely, affordability and eligibility. Gender is a moderator in the relationship between affordability and usage, as well as eligibility and usage.

Policymakers, practitioners and managers of Islamic microfinance institutions can consider these factors and focus on strategies, including pricing and promotion, which aim to further develop the Islamic microfinance industry in Mauritania. Also, reducing documentation required from clients and adopting lenient rules to provide suitable products will enhance the use of IsMF products, which may lead to more customers’ attraction.

Although several researchers have articulated financial inclusion, this study sheds light on a specific dimension of financial inclusion to determine the factors impacting IsMF products’ usage. In Mauritania, there are few studies about microfinance. This study will be amongst the pioneer contribution to the geographical gap.