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1 – 10 of 422
Article
Publication date: 9 March 2012

Michael S. Garver, Zachary Williams, G. Stephen Taylor and William R. Wynne

Much of the research conducted in logistics/SCM has focused on satisfaction/retention of customers. This has left a critical gap for managers: before customers can be satisfied…

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Abstract

Purpose

Much of the research conducted in logistics/SCM has focused on satisfaction/retention of customers. This has left a critical gap for managers: before customers can be satisfied and ultimately retained, a purchase choice of logistics services has to occur. To date, very little research has addressed how logistics customers make purchase choice decisions about logistics services. The purpose of this paper, using logistics research methods, is to introduce adaptive choice modelling (ACM) to address this gap and put forth a research method that is useful for academic researchers and logistics/SCM managers.

Design/methodology/approach

This paper provides an overview of ACM, along with a discussion of its important research advantages, limitations, and practical applications. Additionally, an empirical demonstration of this research technique is provided to illustrate how academic researchers and logistics managers can use ACM to better understand the decision‐making process of customers when selecting logistics services.

Findings

In order to demonstrate this research technique, a research project was designed and implemented that analyzed the choice process of consumers selecting parcel carriers to ship a textbook. The results show that price, speed of delivery, and tracking are the three most important variables in the selection decision. The results also show that consumers are not homogeneous, but can be divided into five distinct need‐based segments. Recognizing and understanding the nature of these segments should help managers better meet the needs of parcel shippers.

Research limitations/implications

The main research limitation with this study is that it is based on a convenience sample; thus future research will need to replicate this study to confirm the research findings. However, the ultimate purpose of the study is to present a new research method and discuss how to apply this method, so that logistics/SCM practitioners and academic researchers can better understand customers of logistics/SCM services. Thus, while the nature of the sample is a limitation, it should be viewed in this context.

Originality/value

While conjoint analysis has existed for decades, this technique has rarely been implemented by logistics/SCM researchers and practitioners. Instead, logistics/SCM researchers and practitioners have focused more on retention methods and have virtually ignored modelling the actual purchase choice of logistics/SCM services. New advancements in conjoint analysis, specifically the ACM approach, have many important and unique advantages and applications for logistics/SCM researchers and practitioners. ACM has not been used in a logistics/SCM context.

Article
Publication date: 1 November 2013

Doug Voss

The purpose of this paper is to explore the differences in preferred supplier choice criteria between food purchasing agents who focus on supplier security and those that do not…

1462

Abstract

Purpose

The purpose of this paper is to explore the differences in preferred supplier choice criteria between food purchasing agents who focus on supplier security and those that do not. Specifically, this research determines the relationship between purchasing agents’ supplier security preferences and their preferences for product quality, delivery reliability, price, and supplier location. The influence of international sourcing on demand for increased supplier security is also explored.

Design/methodology/approach

Choice-based conjoint analysis with hierarchical Bayes (HB) estimation and t-tests are used to assess and compare the utility food purchasing managers derive from different supplier attributes.

Findings

Purchasing managers that place a higher priority on security when choosing suppliers were willing to pay suppliers a higher price and receive lower levels of delivery reliability in return for higher security but placed less emphasis on suppliers’ product quality. Firms that source internationally do not have a significantly greater preference for advanced supplier security. However, purchasing managers that value supplier security were more likely to source internationally, potentially indicating that security allows for global sourcing by mitigating the increased vulnerability inherent to sourcing abroad.

Research limitations/implications

This research was limited by its focus on the food industry and a relatively small sample size.

Practical implications

This work illustrated that food purchasing managers can be segmented by the emphasis they place on security. Food industry managers will find results useful in formulating their future service offerings with respect to security and other supplier choice criteria.

Originality/value

This is one of few works investigating security as a supplier choice criterion and utilizing HB estimation of choice-based conjoint data.

Details

The International Journal of Logistics Management, vol. 24 no. 3
Type: Research Article
ISSN: 0957-4093

Keywords

Article
Publication date: 1 October 2006

Antonia Hermelbracht and Bettina Koeper

The purpose of this article is to provide a description of the project ProSeBiCA, carried out in order to adapt the marketing research tool conjoint analysis for the development…

Abstract

Purpose

The purpose of this article is to provide a description of the project ProSeBiCA, carried out in order to adapt the marketing research tool conjoint analysis for the development of future library services. The paper describes the methodical approach, and provides an overview of the results gained by several user surveys.

Design/methodology/approach

The methodical approach includes the use of adaptive conjoint analysis (ACA) and choice‐based conjoint analysis (CBC).

Findings

Conjoint analysis is an appropriate tool for the strategic development of library services. It provides detailed results by identifying users' preferences towards concrete services, and allows to deduce general statements about future trends for library services.

Research limitations/implications

Future plans include cooperation with the Sheridan Libraries at Johns Hopkins University (Baltimore, Maryland), the Association of Research Libraries (ARL), and other interested partners in order to adapt the ProSeBiCA framework for US libraries and to integrate techniques used by the partners (CAPM, LibQUAL+TM). The extension of conjoint analysis to the evaluation of services for a fee will be an additional area of research.

Practical implications

Service orientation in libraries can be based on a systematic approach. Depending on local circumstances, interested libraries can improve their service orientation in different ways, either by discussing the results of the analysis made in this project or by using the Conjoint Analysis questionnaire for a survey in their institutions.

Originality/value

The paper describes the current status and provides the latest results of ProSeBiCA. It is of interest to library managers and marketing researchers.

Details

Library Hi Tech, vol. 24 no. 4
Type: Research Article
ISSN: 0737-8831

Keywords

Article
Publication date: 1 December 2001

Sara R. Jaeger, Duncan Hedderley and Halliday J.H. MacFie

To help further our understanding of how keymethodological issues in conjoint analysis influence outcomes, a choice‐based conjoint study measuring consumer preferences for…

4404

Abstract

To help further our understanding of how keymethodological issues in conjoint analysis influence outcomes, a choice‐based conjoint study measuring consumer preferences for pre‐packed apple selection packs was conducted. The role of stimuli presentation format was considered by comparing the performance of physical prototype stimuli and realistic pictorial representations. This indicated no substantial differences in the choice decisions made using the two presentation formats and suggested that photographic images may be used instead of prototype stimuli. A second issue pertained to the need for training and warm‐up exercises prior to the actual conjoint choice task. While this indicated some differences in choice strategies, a significant improvement in internal validity of choice decisions made with and without training was not achieved. One possible explanation for this finding may be that respondents made choices between apple products, a product category for which decision strategies are likely to be stable and well‐developed.

Details

European Journal of Marketing, vol. 35 no. 11/12
Type: Research Article
ISSN: 0309-0566

Keywords

Article
Publication date: 22 August 2008

Susana Alves, Peter A. Aspinall, Catharine Ward Thompson, Takemi Sugiyama, Roger Brice and Adrian Vickers

This study aims to examine the environmental attributes relevant to older people's preferences for neighbourhood open spaces. It also aims to explore the association between the…

2627

Abstract

Purpose

This study aims to examine the environmental attributes relevant to older people's preferences for neighbourhood open spaces. It also aims to explore the association between the relative importance of different environmental attributes and personal and social characteristics in a sample of older people covering a range of geographic locations in the UK.

Design/methodology/approach

Choice‐based conjoint analysis (CBC) was used to obtain responses from a sample of 237 older people (60 years +) living in the UK. A total of 13 environmental attributes were identified from earlier qualitative and quantitative studies. Participants were asked to choose a preferred park from a pair of hypothetical neighbourhood parks differing on four of the attributes presented in a questionnaire. The questionnaire included 14 such tasks.

Findings

The results suggest that older people preferred a neighbourhood park which is without nuisance, has cafes and toilets, many trees and plants, light traffic en route, wildlife to watch, and is well maintained. Analyses also reveal that whether or not people live alone, and their functional capabilities in getting around, make a difference in the way they place importance on attributes.

Practical implications

The findings can assist those involved in designing and managing outdoor environments to identify salient environmental attributes and prioritise interventions aimed at improving access to, and use of, outdoor spaces for older adults. The approach aids understanding of what is likely to maximise preference and use of open spaces in different segments of the older population.

Originality/value

Conjoint analysis procedures are some of the best tools available for determining importance or relative value of attributes of complex environments from the user point of view. The CBC analysis has been employed for the first time in this study to explore the relative importance of such attributes of open spaces for older adults.

Details

Facilities, vol. 26 no. 11/12
Type: Research Article
ISSN: 0263-2772

Keywords

Open Access
Article
Publication date: 3 July 2023

Tevfik Demirciftci, Amanda Belarmino and Carola Raab

The purpose of this study is to discover what attributes of casino buffet restaurants are the most important for customers’ willingness to pay (WTP).

Abstract

Purpose

The purpose of this study is to discover what attributes of casino buffet restaurants are the most important for customers’ willingness to pay (WTP).

Design/methodology/approach

Choice-based conjoint analysis was used in this study to test seven attributes: food, price/value, real price, service, atmosphere, the number of reviews and user-generated star ratings. Sawtooth Software was used to do the conjoint analysis, and a series of significance t-tests were run to determine the significance of each attribute on WTP with Statistical Package for the Social Sciences (SPSS).

Findings

Based on a survey of 483 respondents who had visited a buffet at a casino within the last two years, this study found that food is ranked as the most significant attribute of a casino buffet restaurant, followed by real price and service quality.

Originality/value

Theoretically, this work is the first to the authors’ knowledge to apply the antecedents of behavioral intention to willingness-to-pay for niche restaurants. Practically, the results of this study will help casino buffet operators as they re-open after COVID-19. Future studies could collect data in the post-pandemic environment and examine WTP at casino buffets in different geographic locations.

Details

International Hospitality Review, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 2516-8142

Keywords

Article
Publication date: 7 December 2015

Natalia Maehle, Nina Iversen, Leif Hem and Cele Otnes

The purpose of this paper is to identify the relative importance of four main attributes of food products for consumer’s choice. These are price, taste, environmental friendliness…

7170

Abstract

Purpose

The purpose of this paper is to identify the relative importance of four main attributes of food products for consumer’s choice. These are price, taste, environmental friendliness and healthfulness, tested across hedonic and utilitarian food products (milk and ice-cream). The weighting of attributes involved in food choices is a complex phenomenon, as consumers must consider contradictory requirements when making their choices. Consumers’ decision-making processes might also be influenced by food category. Some food products are mostly consumed for pleasure, whereas others are consumed because of their nutritional value.

Design/methodology/approach

The study employs a choice-based conjoint technique, which addresses how consumers make trade-offs across a set of product attributes.

Findings

The results indicate that price and taste attributes are rated as the most important for both hedonic and utilitarian food products. However, when the authors group consumers according to their product preferences, the relative importance of product attributes changes. Specifically, the importance of environmental friendliness and healthfulness is much higher among the health-conscious and environmentally conscious segments than for other segments.

Originality/value

To the knowledge, this is the first study comparing the importance of this combination of product attributes (price, taste, calorie content and eco-label) across hedonic and utilitarian foods in a choice-based conjoint setting. Moreover, a new way of grouping consumers according to their ethical-value profiles enables the authors to create a psychographic description of these segments, and to relate it to their food attribute preferences.

Details

British Food Journal, vol. 117 no. 12
Type: Research Article
ISSN: 0007-070X

Keywords

Article
Publication date: 26 September 2023

Jian-Ren Hou, Yen-Hsi Li and Sarawut Kankham

As an alternative to hiring financial specialists or investment consultants, robo-advisors offer financially automated investment services. This study aims to investigate how…

216

Abstract

Purpose

As an alternative to hiring financial specialists or investment consultants, robo-advisors offer financially automated investment services. This study aims to investigate how robo-advisors' service attributes, risk attitude and financial self-efficacy influence customers' choice preferences of adopting robo-advisors.

Design/methodology/approach

Two hundred fifty-one online surveys were used to collect data, and choice-based conjoint analysis was conducted.

Findings

Results show that increasing annual fees negatively impact customers' choice preferences. Promotion, general investment education and additional human assistance have a positive impact. Furthermore, risk-seeking and risk-averse customers require more human assistance than risk-neutral customer and customers with high levels of financial self-efficacy prefer more general investment education and additional human assistance than those with lower levels. In addition, customers in the older age group prefer promotion, general investment education and additional human assistance, while wealthy customers prefer lower annual fees, higher general investment education and more additional human assistance compared to middle-class and low-income groups.

Originality/value

This study contributes to robo-advisor providers to provide appropriate service attributes for each customer group.

Details

Information Technology & People, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0959-3845

Keywords

Abstract

Details

Review of Marketing Research
Type: Book
ISBN: 978-0-85724-727-8

Article
Publication date: 16 July 2018

Jong Seok Kim

A method is proposed for handling multi-attribute judgment problems with a large number of attributes such as mobile phone features. To minimize the complication of…

Abstract

Purpose

A method is proposed for handling multi-attribute judgment problems with a large number of attributes such as mobile phone features. To minimize the complication of multi-attributes and reduce the consumers’ choice task burden, this paper aims to suggest an integrated hierarchical survey design (IHSD) with the Kano model. The author compared the utility of mobile phone’s attributes for each market and for customer segment by analyzing empirical data on wear obtained from six Middle East and African countries, five Asia-Pacific countries and three European countries. Based on an IHSD of 10,200 respondents, brand, camera, memory and LTE (4G) play vital roles in all regions. In contrast, Wi-Fi, file-editor, MMS, LCD size and phone type are displayed as the least important attributes. The results of this study were successfully implemented for product planning, product development and marketing strategy in terms of price setting, features prioritizing and optimal designing for new products in the mobile phone company.

Design/methodology/approach

The first step was to list all possible features with the product planning team, product development team and market research specialists. The second step divided the selected features for designing a mobile phone into subgroups based on their functional characteristics by using the Kano model. The method for classifying features was determined using Kano questionnaire. The third step incorporated a fractional factorial design for the “must-be” choice-based conjoint (CBC) (Oppewal et al., 1994) which includes two factors: whether customers required the “one-dimensional” feature or the “attractive” feature, along with the “must-be” attributes. The consumers who selected the “must-be” features could choose both the “one-dimensional” feature and the “attractive” feature groups or one of the two feature groups in no particular order. Fractional factorial design was applied to both the “one-dimensional” features and the “attractive” features for individual CBCs. Random sequences of the combinations of attribute levels were generated for each of the three types of CBC analyses (“must-be”, “one-dimensional” and “attractive”). At the same time, the fourth step conducted a survey of the individual groups for the conjoint analysis on the functional characteristics of a mobile phone. The analysis of the accumulated data obtained from all the feature groups was completed using conditional logit models as part of the fifth step. In addition, the “must-be” CBC design was linked with the “one-dimensional” and “attractive” CBC designs. The sixth step was to analyze the accumulated results obtained from all the feature groups and estimate the usefulness of each feature’s level in the context of the CBC. Based on the results of the sixth step, the importance and willingness-to-pay of each attribute were estimated in the seventh step.

Findings

Use of the conjoint important score is aimed to expand the market by finding the different consumers’ needs across the regions. In detail, attributes such as “FM Transmitter”, “Touch screen” and “Health (heart rate)” are considered consumers’ new crucial needs in Europe, which would enable the product to superiorly differentiate itself from others to dominate the current market. On the other hand, it is shown that attributes such as “brand”, “mobile TV”, “external memory”, “mobile tracker” and “4G” are more important in Asia-Pacific. Therefore, if mobile manufacturers develop this sector more, it will grant mobile manufacturers the opportunity to lead the market. The only difference of the Middle East and African consumers is that “NFC” has a higher importance while the rest of the needs are very similar to those of Asia-Pacific. Regarding willingness-to-pay (WTP) among countries, the highest scoring utility, besides brand, appeared to be associated with the camera function in all countries. Especially, relatively low utility value was given in Wi-Fi and File-editer, MMS, LCD size and Phone type. In a value-based approach, the price of a product is based on the perceived valuation by the target customers. The research in the field of pricing is of ample importance. This is because price is the only element of the marketing mix that generates income. All other elements, such as advertising and promotion, product development, selling effort, distribution and packaging, involve expenditures (Monroe, 2003). Regarding among regions, the needs for 3G and the internet-related feature (WAP, Wi-Fi, etc.) in the emerging market are low compared to those for 4G and internet-related feature in the mature market. Also, the needs for productivity and advanced features, such as camera and e-mail, are lower in Asia-Pacific than in Europe. It is therefore recommended that manufactures and marketers of mobile phones should consider producing and selling phones with modern technology features that are more durable and of highly quality.

Research limitations/implications

The integrated hierarchical survey by function with the Kano model proves to be a highly useful, efficient and accurate methodology for understanding a consumer mobile phone behavior. Although the proposed method was applied to designs of mobile phones in the emerging and mature markets, its accuracy was not compared with the traditionally used methods such as CBC, adaptive conjoint analysis and hybrid method. This is left for further areas of research.

Practical implications

The results of this research study correspond with previous studies conducted (Pakola et al., 2010; Das, 2012; Malaasi, 2012, 2008; Dziwornu, 2013), which consider the features of mobile phone as a crucial factor in consumer buying decision in all countries. It is significant that this study made huge impact on mobile phone manufacturers in several ways. It has been converted into product development with consumer-oriented approach. The pricing policy has been changed from cost-based pricing into value-based pricing; and marketing strategy has been changed from an unsystematic function into a systematic and consistent one.

Originality/value

The proposed method with the Kano model proved to be a practical and efficient tool for decision-making, as it helped mobile manufacturers to better understand how customers evaluate and perceive quality attributes. The Kano model was used to explain how the quality attributes can be classified into mainly three categories of perceived quality: “must-be”, “one-dimensional” and “attractive”. It has lots of benefits in terms of cost and time reduction and is expected to bring a great effect into the industrial field.

Details

Journal of Research in Marketing and Entrepreneurship, vol. 20 no. 2
Type: Research Article
ISSN: 1471-5201

Keywords

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