Search results
1 – 10 of over 4000Sachin Wasuja, Mahim Sagar and Sushil
Specialty drug development is capital‐intensive and represents a new era for the entire health ecosystem. This “newness” has resulted in below‐par sales performance of these…
Abstract
Purpose
Specialty drug development is capital‐intensive and represents a new era for the entire health ecosystem. This “newness” has resulted in below‐par sales performance of these drugs. This paper seeks to explore the intricate relationship of product (or company), salespersons, doctors and consumers (patients) in the given scenario.
Design/methodology/approach
The study makes use of grounded theory and total interpretive structural modeling (TISM). Grounded theory is used to explore various factors of cognitive bias in selling specialty drugs. TISM is used to create a hierarchy amongst the factors and interpret the relationships amongst them.
Findings
The study proposes a cognitive bias amplification model explaining the phenomenon of cognitive bias in specialty pharmaceutical selling.
Originality/value
The study fills part of the significant research gap and addresses the issues in selling specialty drugs. The cognitive bias amplification model is helpful in providing the starting point for sales‐centric organizations to overcome the cognitive bias affecting salespersons.
Details
Keywords
Alexandre Silva, Elisabete Figueiredo, Mónica Truninger, Celeste Eusébio and Teresa Forte
The purpose of this paper is to explore and typify the characteristics and diverse features of urban speciality stores selling rural provenance food, taking the case of three…
Abstract
Purpose
The purpose of this paper is to explore and typify the characteristics and diverse features of urban speciality stores selling rural provenance food, taking the case of three cities in Portugal.
Design/methodology/approach
The study was based on hierarchical cluster analysis, performed upon data collected from a survey to 113 shops, located in Aveiro (n = 15), Lisbon (n = 56) and Porto (n = 42).
Findings
The study identified three clusters of shops according to the type of rural provenance products sold, services provided and clientele characteristics: the wine focused, the rural provenance focused and the generalist. The study confirms that in Portugal, small food retail outlets, with different rural provenance patterns and degrees of specialization have considerably grown in large cities over the last decade.
Research limitations/implications
The study contributes to typifying urban speciality food stores selling rural provenance products and to addressing critical research gaps on this topic. The study highlights the dynamism of small food retail outlets and their significance, mediating and responding to changing patterns of food consumption in urban spaces.
Originality/value
This study contributes to a better understanding and characterization of food speciality shops in urban settings and their links with rural territories of provenance, an under-researched topic on the food retail literature.
Details
Keywords
Considers the conflict between manufacturers products′ sellingrequirements and the dominant sales strategy of the distributor, thelatter resulting in pricing and stock‐holding…
Abstract
Considers the conflict between manufacturers products′ selling requirements and the dominant sales strategy of the distributor, the latter resulting in pricing and stock‐holding disagreements which the manufacturer must control and manage. Examines the reasons for mismatches, e.g. the relative marketstrength and weakness of the parties and product line policy mismatches. Highlights the factors affecting distributors′ selling strategies and the prevailing use of a single strategy. Concludes that manufacturers should be more aware of the potential differences in orientation between themselves and distributors and deal with them at an early stage in the process.
Details
Keywords
Bastian Mrutzek-Hartmann, Herbert Kotzab, Işık Özge Yumurtacı Hüseyinoğlu and Sascha Kühling
The retail sector in a lot of countries consists of many small and medium sized specialty retailers who face a high degree of dynamics and competition. Consequently, these…
Abstract
Purpose
The retail sector in a lot of countries consists of many small and medium sized specialty retailers who face a high degree of dynamics and competition. Consequently, these companies also have to constantly evolve and develop resilient strategies that promise their future success. Hence, the purpose of this paper is to analyse the resource and capability bundle for operating as and transforming to a small and medium-sized enterprise (SME) omni-channel specialty retailer. Therefore, the authors followed the notions of the Resource-Based-View (RBV) and of the Dynamic-Capabilities-View (DCV).
Design/methodology/approach
To answer the authors’ formulated research questions, they applied an exploratory research method by conducting 12 semi-structured and guideline-based expert interviews from two countries.
Findings
The findings reveal a specific bundle of transformation resources and capabilities and important drivers for the implementation of an omni-channel strategy. Thereby, the human resources factor and the market as well as customer understanding play a decisive role. In addition, the authors have identified country-specific differences in the technological, logistical, product-specific and financial areas.
Practical implications
The results reflect the importance of qualified and well-trained staff for SME retailers to implement omni-channel strategies in alignment with a high level of service quality. Especially in the Covid 19 era, flexible structures and quick adaptability are essential to remain competitive. Nevertheless, everything should always be in line with the company's own philosophy.
Originality/value
The paper provides new insights into important resources and capabilities retailers need to focus on when implementing an omni-channel strategy. The paper concentrates in particular on the groups of SMEs and niche markets as well as examines country-specific differences in a developed and a developing country.
Details
Keywords
Marcos Giovane da Silva, Luiz Henrique de Barros Vilas Boas and Alberdan José da Silva Teodoro
This study aimed to describe the cognitive associations existing among specialty coffee consumers through the means-end chain theory and personal values.
Abstract
Purpose
This study aimed to describe the cognitive associations existing among specialty coffee consumers through the means-end chain theory and personal values.
Design/methodology/approach
The research follows a descriptive qualitative study that used in-depth interviews and laddering, to collect data among 40 interviews with regular consumers of specialty coffees in Brazil. The interviews were transcribed, and from the content analysis, the attributes, consequences and values that emerged in the discourse of consumers of specialty coffees were found. The categories were later classified – according to the level of abstraction – and inserted into the LadderUx® software to generate the implication matrix and the hierarchical map of values. The interpretation of results occurred in a descriptive way.
Findings
Based on a hierarchical value map, the following personal values were identified: universalism, self-directed action, accomplishment, tradition and personal security. These values can be considered guides for consumption behavior. They are also related to consumption behavior that values technical attributes, such as roast level, packaging, aroma and flavor, and the relationships between these values and personal improvement, social relationships and recognition are relevant factors involved in decision-making.
Originality/value
This study presents the cognitive structure of Brazilian specialty coffee consumers. The coherent use of this information enhances the development of marketing actions involving communication actions, relationships with internal and external customers, new farm management strategies, direct trade with consumers and sustainable improvements in the production chain. These are the factors that can motivate the purchase of food, thus attracting new consumers to this emerging market.
Details
Keywords
Abstract
Details
Keywords
Darrell Goudge, Megan C. Good, Michael R. Hyman and Grant Aguirre
The purpose of this paper is to develop, test, and validate a model in a specialty retail environment to assess the influence of a salesperson’s sales- or customer-orientation and…
Abstract
Purpose
The purpose of this paper is to develop, test, and validate a model in a specialty retail environment to assess the influence of a salesperson’s sales- or customer-orientation and customer characteristics related to buy/no-buy decisions.
Design/methodology/approach
Backward stepwise discriminant analysis was used to identify variables that most differentiated buyers from non-buyers. The discriminant model was estimated with survey data provided by a judgment sample of consumers asked to recall details about a recent in-store purchase experience (n=240). One significant discriminant function emerged. The model correctly classified 87.5 percent of buy/no-buy decisions by consumers in a separate validation sample (n=40).
Findings
Customers who believe a salesperson is sales oriented (i.e. only interested in closing) are more likely to make a no-buy decision even when retailer-related attributes – such as positive prior experience with the retailer, susceptibility to normative interpersonal influence, and positive attitude toward retailing – suggest otherwise. Surprisingly, neither customer orientation nor susceptibility to interpersonal informational influence relates significantly to making a buy/no-buy decision.
Practical implications
Specialty retailers should avoid a sales-outcome-based orientation. To add value in a competitive marketplace where buyers can avoid salespeople, the focus of a sales interaction should be on identifying customer needs and characteristics.
Originality/value
Adaptations of sales people’s personas and selling efforts – fostered by new managerial training practices – and the need for specialty retailers to adopt behavior-based control systems are suggested. In addition, sales or customer orientation typically is reported by the salesperson. Here, customers’ belief – which is more germane to modeling buy/no-buy decisions – designates the salesperson’s orientation.
Details
Keywords
Jose Marcio Carvalho, Ely Laureano Paiva and Luciana Marques Vieira
High-specification food products that reach prices or expert reviews above average, results from buyer-supplier engagement in quality management. The purpose of this paper is to…
Abstract
Purpose
High-specification food products that reach prices or expert reviews above average, results from buyer-supplier engagement in quality management. The purpose of this paper is to identify the main attributes of the coffee industry supply chain that deals with high-specification products. Coffee may be included in this category of consumption goods that has increasing importance at consumption level around the world. Several groups of high-quality food products such as wine, coffee, spirits and cheese seem to have a very similar supply chain.
Design/methodology/approach
This study was based on multiple case studies. Three research techniques were used in the investigation: secondary data analysis, direct observations and interviews with coffee company’s managers and experts. The within-case and the cross-case analyses made it possible to find the main attributes of a high-specification product supply chain.
Findings
The cases studies pointed out differences between the two groups of coffee shops in relation to their supply chain strategies. The first group can be called Independent Coffee Shops, since they are focussed on the coffee preparation business. The second group can be called Integrated Coffee Shops, due to the fact that these organizations are responsible to manufacturing activities in addition to the coffee preparation activities. Despite this supply chain configuration difference, both groups have a similar perception about their role for the final consumer, to provide a premium experience with coffee.
Research limitations/implications
The main limitation of this research comes from the fact it was possible to interview only one person in each organization. Only the commercialization of the supply chain was analyzed, if the agricultural production was also analyzed, this paper could have broader implications.
Originality/value
The results of this research show the configuration of a supply chain that handles a high-specification product. They are set to transform the trade of a product that has a component of volatility in its quality attributes into a trade of a product that embodies all the desirable attributes preferred by a specific group of costumers. The logic of a supply chain that deals with commodities is different, since in most of the cases it will try to accommodate the variations on quality that comes from nature. This paper describes the market based strategy of 12 organizations and their supply chain configuration in order to offer a premium product.
Details
Keywords
The purpose of this paper is to highlight two important strategies (private label strategy and specialty store strategy) of the Japanese wholesale apparel market and then to…
Abstract
Purpose
The purpose of this paper is to highlight two important strategies (private label strategy and specialty store strategy) of the Japanese wholesale apparel market and then to clarify the characteristics of those apparel wholesalers who own or intend to establish specialty private label stores.
Design/methodology/approach
A questionnaire survey was carried out on 3,008 apparel wholesalers in Japan and probit regression analyses were applied to identify what types of apparel wholesalers already own or whether they intend to establish specialty private label stores.
Findings
The main findings are as follows: large‐scale apparel wholesalers tend to own specialty private label stores but these wholesalers experience a worse financial outcome; apparel wholesalers with brand strength tend to possess their own specialty stores; and apparel wholesalers, who do not currently own specialty stores, plan to strengthen their brands in order to take advantage of apparel distribution channels.
Originality/value
Because of a lack of published data, no empirical studies have investigated the effectiveness of private label or specialty store strategies developed by Japanese apparel wholesalers. The present study has sought to address this problem by conducting questionnaire surveys with all Japanese apparel wholesalers and has, therefore, been able to clarify the situation regarding survival in the apparel market by considering those apparel wholesalers that already own or intend to establish specialty private label stores.
Details