Consumer segmentation based on usage of sales channels in the German wine market

2014 ◽  
Vol 26 (1) ◽  
pp. 27-44 ◽  
Author(s):  
Gergely Szolnoki ◽  
Dieter Hoffmann
Keyword(s):  
Design Methodology ◽  
Hierarchical Cluster ◽  
Content Type ◽  
Basic Group ◽  
Face To Face ◽  
Sales Channels ◽  
Consumer Segmentation ◽  
Behavioural Characteristics ◽  
Segmentation Approach ◽  
Practical Implications

Purpose – The purpose of this study is to test the segmentation based on the usage of sales channels and to compare the segments with each other in terms of socio-demographic and behavioural characteristics. Design/methodology/approach – This study was conducted using representative data collected in Germany through a face-to-face interview. 2,000 German consumers answered questions towards the usage of different sales channels when purchasing wine as well as socio-demographic and other behavioural questions. A hierarchical cluster analysis was run, to classify the respondents into segments. Findings – The results illustrate the usefulness of this kind of segmentation and show significant differences between the six consumer groups: discount-customers, food-retail-customers, supermarket-customers, cellar-door-customers, wine-store-customers and multichannel-customers. These segments differ in their socio-demographic as well as in their behavioural structure. Furthermore, the six segments could be split into two groups depending on their average purchase value: a basic group and a premium group. Practical implications – This segmentation provides an analysing tool for the German retailers, which is able to identify the loyal and potential consumers of the different sales channels. Originality/value – This segmentation was conducted using the purchase activity of German consumers in different sales channels. This segmentation approach has been never used to identify, describe and classify wine consumers.

Anatomy of successful tourism shopping districts

2020 ◽  
Vol 6 (4) ◽  
pp. 831-846
Author(s):  
Bob Mckercher
Keyword(s):  
New York ◽  
Design Methodology ◽  
Content Type ◽  
Face To Face ◽  
Local Stakeholders ◽  
English Speaking ◽  
Operational Issues ◽  
Retail Shopping ◽  
Practical Implications

Purpose The purpose of this paper is to analyse the factors that make tourist shopping districts successful. Design/methodology/approach In total, 12 sets of face-to-face interviews were conducted in 7 cities on 4 continents in September and October, 2019. In total, 21 individuals participated in the interviews. Interviews were conducted in Bangkok Thailand, Singapore, Melbourne and Brisbane Australia, Ottawa Canada, New York USA (three sets of interviews) and London England (four sets of interviews). Findings The literature focusses on operational issues, while respondents highlighted higher order issues relating primarily to organisational structure, governance and funding. Research limitations/implications The study focusses primarily on English speaking jurisdictions, with the exception of Bangkok. As such, the results may not be generalisable to non-English speaking economies. Practical implications Insights into factors influencing the success of tourism retail shopping districts are highlighted, especially the role of governance and creativity. Social implications The paper indicates that local stakeholders also play a key role in the success of such districts. Originality/value This is the first comprehensive, global study of the factors that make tourism shopping districts successful.

Leading in the connected era

2014 ◽  
Vol 42 (1) ◽  
pp. 37-46 ◽  
Author(s):  
Saul Berman ◽  
Peter Korsten
Keyword(s):  
Design Methodology ◽  
Rapid Change ◽  
Superior Performance ◽  
Institutional Diversity ◽  
Content Type ◽  
Face To Face ◽  
Constant Change ◽  
Collaborative Cultures ◽  
Practical Implications ◽  
Future Plans

Purpose – Leaders are recognizing that the current connected era is fundamentally changing how customers, employees and partners engage, according to an IBM survey of CEOs and senior public sector leaders from around the globe. Design/methodology/approach – Between September 2011 and January 2012, IBM leaders met face to face with leaders worldwide to better understand their future plans and challenges in an increasingly connected economy. The CEOs surveyed lead organizations of different sizes in 64 countries and 18 industries The analysis also sought to understand differences between responses of CEOs in financially outperforming organizations and those in underperforming organizations. Findings – Key survey findings include: CEOs are creating more open and collaborative cultures – encouraging employees to connect, learn from each other and thrive in a world of rapid change; the emphasis on openness and collaboration is even higher among outperforming organizations; to engage customers as individuals, CEOs are investing in customer insights more than any other functional area; and extensive partnering is providing the edge CEOs need to take on radical innovation. Practical implications – Three suggested initiatives to promote superior performance are: embrace connectivity and openness; engage customers as individuals; and amplify innovation with partnerships. Originality/value – Explains that to create greater value, CEOs must take advantage of newly enabled connections with and among employees, customers and partners. Shows that to lead in this unfamiliar territory amid constant change, CEOs will need to learn from their own networks. They will need to assemble those networks like portfolios – with generational, geographic, institutional diversity. Then, they will need to help their organizations do the same.

Spa market segmentation according to customer preference

2016 ◽  
Vol 28 (2) ◽  
pp. 418-434 ◽  
Author(s):  
Basak Denizci Guillet ◽  
Deniz Kucukusta
Keyword(s):  
Cluster Analysis ◽  
Market Segmentation ◽  
Design Methodology ◽  
Content Type ◽  
Face To Face ◽  
Customer Preference ◽  
Combined Use ◽  
And Cluster Analysis ◽  
Industry Professionals ◽  
Practical Implications

Purpose – This paper aims to segment spa customers based on their preferences for a set of spa attributes. With the considerable growth rate of the spa market, it is vital for spa professionals to understand spa-goers’ preferences. However, academics and industry professionals have not devised a structured method by which to manage spa customers. Design/methodology/approach – A survey was conducted using a face-to-face survey with visitors to Hong Kong who had visited a spa. By applying conjoint and cluster analysis, customers could be categorized into distinct segments. Findings – Four customer segments were identified: spa enthusiasts, high spenders, value seekers and price-sensitive spa-goers. Spa enthusiasts were the largest segment among the four, followed by value seekers, price-sensitive spa-goers and high spenders. Research limitations/implications – Given the limited academic interest in the area, this study contributes to the literature by providing insights into spa-goers’ preferences and how those preferences can be used to segment spa-goers. Practical implications – Based on the different needs, preferences and socio-demographic characteristics of the four segments – spa enthusiasts, high spenders, value seekers and price-sensitive spa-goers – spa industry managers could customize their strategies and design different spa services and packages to meet the needs of the four segments. Originality/value – The combined use of conjoint and cluster analysis provides a new method of market segmentation in the spa industry. This study could help spa professionals to design customized spa products for the distinct segments, and thus retain and attract more spa visitors.

ESD professional development of university educators in Serbia, Croatia and Macedonia

2017 ◽  
Vol 18 (6) ◽  
pp. 923-938 ◽  
Author(s):  
Vesna Nikolic ◽  
Slobodan Milutinovic ◽  
Pece Nedanovski ◽  
Kornelija Mrnjaus
Keyword(s):  
Professional Development ◽  
Comparative Analysis ◽  
Design Methodology ◽  
Implementation Process ◽  
Content Type ◽  
Cultural Contexts ◽  
Face To Face ◽  
Balkan Countries ◽  
Practical Implications ◽  
Oriented Approach

Purpose The paper aims to deal with the education for sustainable development (ESD) competences of university educators. The purpose of this paper is to provide a comparative analysis of opportunities for the development of ESD competences in higher education (HE) institutions in Serbia, Croatia and Macedonia. In addition, the paper explores the drivers and barriers experienced in this area using a process-oriented approach. Design/methodology/approach For the purpose of collecting data, internet and desktop research was carried out, which was then followed by interviews with key respondents and experts in HE. The interviews were carried out face-to-face or via telephone. In addition, information collected from the interviews was compared with both data found in the literature and official documents. Findings The comparative analysis indicated how specific institutional and cultural contexts affect the development of ESD competences in HE in the region. There were differences but also common opportunities for developing the ESD competences of university educators in the countries analysed. For each country, the drivers and barriers, as well as their relevance, were manifested differently and specific key constructs were identified to explain the implementation process for developing ESD competences of university educators. Practical implications This paper tried to respond to this diversity of perspectives, contexts and initiatives and attempted to extract the benefits of different approaches to the ESD professional development of university educators in Serbia, Croatia and Macedonia. It is hoped that this paper will provide valuable insights into the development of ESD in HE and support the development of ESD competences in the region. Originality/value This is one of the first papers that provide a comparative analysis of the ESD professional development of university educators in Balkan countries. The value of the paper lies in its potential to help us to understand the role that different drivers and barriers play in different patterns of implementation for developing the ESD competences of university educators.

Bangladesh accountants and Continuing Professional Development

2018 ◽  
Vol 8 (4) ◽  
pp. 514-526
Author(s):  
Abdel Karim Halabi ◽  
Mohammad Salahuddin Chowdhury
Keyword(s):  
Professional Development ◽  
Emerging Economies ◽  
Design Methodology ◽  
Continuing Professional Development ◽  
Developed Countries ◽  
International Perspective ◽  
Content Type ◽  
Face To Face ◽  
Chartered Accountants ◽  
Practical Implications

Purpose The purpose of this paper is to examine professional accountant’s views on their satisfaction with Continuing Professional Development (CPD) offered by members of the Institute of Chartered Accountants of Bangladesh (ICAB). While there is a great deal of research on CPD and accountants in developed countries, less developing countries are absent from this literature, and there have been calls for this type of research. Design/methodology/approach The present study employed a survey of members of the ICAB. Findings Results show that accountants in Bangladesh are satisfied with the CPD provided by their profession, and when satisfaction is compared with more developed countries, Bangladesh is greater on a number of measures. ICAB members would like to also be provided with opportunities to undertake CPD in more ways than just face to face. Practical implications The study has important implications not only for accountants from emerging economies such as Bangladesh, but also for the International Federation of Accountants and other less developed countries (LDCs). The results advance the understanding of professional accounting bodies from an international perspective. Originality/value This is the first study of CPD and accounting professionals in LDCs. The information obtained can inform the development and practice of other professional accounting bodies in emerging economies.

Waste in NPD processes of German SMEs

2016 ◽  
Vol 65 (4) ◽  
pp. 532-553 ◽  
Author(s):  
Tino Woschke ◽  
Heiko Haase ◽  
Arndt Lautenschläger
Keyword(s):  
New Product Development ◽  
Design Methodology ◽  
Resource Constraints ◽  
Waiting Times ◽  
Contemporary Literature ◽  
New Product ◽  
Content Type ◽  
Face To Face ◽  
Key Informant ◽  
Practical Implications

Purpose – This study deals with waste in New Product Development (NPD) processes of SMEs. The purpose of this paper is to reveal opportunities for SMEs to overcome resource constraints in their NPD process. Design/methodology/approach – The authors employed qualitative key informant interviews. This design was chosen because research in this field is still limited. The authors performed 49 interviews in engineering-oriented German SMEs to examine the dimension of waste in NPD processes. The data were collected by conducting semi-structured, face-to-face interviews. Findings – The study highlights substantial waste types such as waiting times, rework and duplication of work. In contrast to contemporary literature, waste of material is considered to be relevant in particular for NPD processes of SMEs. In addition to that, the authors found that waste drivers differ to a great extent between the study and the hitherto literature on larger companies. Research limitations/implications – The overall outcome of this study can help organisations to address waste in NPD more thoroughly. The research presented was not specifically designed to draw statistical generalisations. For this reason, the results may not be applicable to all SMEs. Practical implications – Based on waiting times as the major waste type in NPD processes of SMEs, the authors claim that firms should pay special attention to disruptions of these processes. Originality/value – The paper gives insights into current waste types in the NPD processes of SMEs. Moreover, it uncovers the NPD activities which can lead to waste.

Capturing experiences as they happen: diary data collection for social marketing

2015 ◽  
Vol 5 (4) ◽  
pp. 307-323 ◽  
Author(s):  
Suzan Burton ◽  
Paul Nesbit
Keyword(s):  
Social Marketing ◽  
Design Methodology ◽  
Consumer Behaviour ◽  
Content Type ◽  
Face To Face ◽  
Diary Data ◽  
Self Reports ◽  
Novel Method ◽  
Practical Implications ◽  
Insight Into

Purpose – This study aims to show how diary-style voice recordings can be used to provide social marketers with greater insights into the influences on behaviour than those obtained from interviews. Diary data have the potential to provide deeper insight into the causes of behaviour than can be obtained from retrospective interviews or surveys. Design/methodology/approach – Data were collected from 31 smokers and attempting quitters exploring their attributions for smoking and cigarette purchase, using both face-to face interviews and event-contingent voice recordings over a four-day period, with participants asked to make a recording whenever they were tempted to smoke or buy cigarettes. Findings – Voice recordings provided additional insights into the influences on smoking and cigarette purchase compared to face-to-face interviews. In particular, voice recordings appeared to provide insight into prompts for purchase and smoking that were not recalled during interviews, and, for some respondents, gave them greater control over unwanted behaviour. Research limitations/implications – The study relies on participants’ self-reports, and individuals may be unaware of some of the influences on their behaviour. Practical implications – The study shows that voice-recordings offer a novel method of obtaining insight into subtle influences on consumer behaviour that are insufficiently salient to be recalled in retrospective interviews. Originality/value – The study shows the value of voice recordings for providing near-real-time insights into triggers for different behaviours, and offers potential for extending the method into other areas of social marketing.

Consumers’ perception of a traditional fermented beverage in Central Mexico

2019 ◽  
Vol 122 (2) ◽  
pp. 708-721 ◽  
Author(s):  
Edgar Rojas-Rivas ◽  
Felipe Carlos Viesca-González ◽  
Héctor Javier Favila-Cisneros ◽  
Facundo Cuffia
Keyword(s):  
Cluster Analysis ◽  
Design Methodology ◽  
Hierarchical Cluster ◽  
Consumption Patterns ◽  
Central Mexico ◽  
Local Economies ◽  
Content Type ◽  
Young Consumers ◽  
Fermented Beverage ◽  
Practical Implications

Purpose Pulque is a fundamental piece in the Mexican gastronomy and identifying consumers’ perception could help promote it and generate new opportunities of commercialization. The purpose of this paper is twofold: first, to explore the underlying factors that influence consumers’ perception toward pulque, and second, to identify groups of consumers according to their perception. Design/methodology/approach A questionnaire was designed and applied to 220 consumers within points of sales. Exploratory factor analysis (EFA) was undertaken and hierarchical cluster analysis (HCA) was used to identify different groups of consumers. Findings By means of EFA three factors were obtained: traditionality, bad reputation of pulquerías and functional beverage. In order to identify different consumption patterns among consumers, HCA was performed and three groups were identified: traditional, neo-consumers and neo-consumers in transition. The groups identified showed significant differences in their perception. Practical implications Pulque has recently gained interest in various consumer sectors, mainly among young consumers, who are consuming and promoting the beverage these days. In this sense, the results of this work could be used for its promotion and consumption in order to attract more consumers and make a contribution to the development of local economies. Originality/value This is the first work in Mexico to explore the perception of consumers toward pulque: the most important traditional fermented beverage in Central México. Results of this research suggest the appearance of a revaluation process among young consumers, more informed and with greater sensitivity toward traditional Mexican food, particularly in the case of pulque. Likewise, these results could be useful for producers and sellers to carry out commercial strategies and promote the drink.

scholarly journals Building a digitally enhanced community of practice

2020 ◽  
Vol 121 (5/6) ◽  
pp. 241-250
Author(s):  
Jonan Phillip Donaldson
Keyword(s):  
Communities Of Practice ◽  
Community Of Practice ◽  
Design Methodology ◽  
Design Principles ◽  
Mediated Learning ◽  
Content Type ◽  
Face To Face ◽  
Digitally Enhanced ◽  
Face To Face Learning ◽  
Practical Implications

Purpose Emergency transitions from face-to-face learning environments to digitally mediated learning require robust support networks, particularly in the form of communities of practice. Digitally enhanced communities of practice (DECoP) can be created and sustained when research-based design principles are used. The purpose of this paper is to present a set of evidence-based design principles for purposeful creation of digitally enhanced communities of practice. Design/methodology/approach This study used integrative literature review methodology. All literature regarding DECoP was collected, analyzed and synthesized to provide a set of design principles for building DECoPs. Findings The analysis resulted in 26 crucial design principles and 8 desirable design principles. Practical implications The synthesized set of design principles provides a blueprint for designing and facilitating the development of DECoPs. Originality/value This unique synthesis of the DECoP literature provides practitioners with guidance in creating and nurturing a new DECoP.

scholarly journals Factors influencing swift and effective resolution of supplier problems

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Rebecca Clemons ◽  
Swathi Reddy Baddam ◽  
Raymond M. Henry
Keyword(s):  
Design Methodology ◽  
Hierarchical Linear Model ◽  
Dyadic Data ◽  
Content Type ◽  
Automotive Supplier ◽  
Face To Face ◽  
Problem Resolution ◽  
The Impact ◽  
Practical Implications ◽  
Effective Problem

PurposeHow might an organization swiftly resolve supplier problems such that the issue does not reoccur? The purpose of this study seeks to understand the impact of different knowledge-sharing routines on measures of effective problem resolution.Design/methodology/approachData are collected from an automotive manufacturer's (buyer) database. A hierarchical linear model analyzes dyadic data collected from 155 problems across 24 suppliers.FindingsThis study reveals that different ways of communicating have differing impact on measures of effective problem-solving. Communication involving face-to-face interaction slows the process, whereas frequent communication can lead to swift resolution. Furthermore, management teams are more likely to lead to a “better” fix in that these teams are more likely to implement changes in the process or product.Research limitations/implicationsThe data are for a tier-one automotive supplier. Hence, the findings are limited by the extent to which other organizations may differ.Practical implicationsThe results provide insights for managers experiencing supply issues. Some forms of communication should be encouraged as they enhance the process. Moreover, the findings suggest there are consequences to pressuring a supplier to resolve a complaint quickly.Originality/valueVery few researchers can claim to have investigated observed collaborative mechanisms that occur between a buyer and its suppliers when resolving a problem. This research adds to the literature on the relational view theory as it applies to supply chain management and problem resolution.

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