Factors affecting marketing channel choice decisions of smallholder Citrus growers

2018 ◽  
Vol 8 (3) ◽  
pp. 426-453 ◽  
Author(s):  
Muhammad Imran Siddique ◽  
Elena Garnevska ◽  
Norman Edward Marr
Keyword(s):  
Decision Making ◽  
Supply Chain ◽  
Marketing Channel ◽  
Small Scale ◽  
Decision Making Process ◽  
Citrus Industry ◽  
Content Type ◽  
Factors Affecting ◽  
Channel Choice ◽  
Choice Decision

Purpose Despite the fact that citrus industry is growing in Pakistan where production is dominated by small-scale citrus growers, no research has been done to evaluate and analyse the marketing channel choice decision-making process of these citrus growers. The purpose of this paper is to review the existing factors affecting decision making of small-size citrus growers in citrus supply chain in Pakistan and also measures and analyses the factors that affect the marketing channel decisions of these small size growers. Design/methodology/approach A multivariate decision analysis technique, conjoint analysis, was used to analyse and evaluate the major factors affecting marketing channel choice decisions of small-size citrus growers. Findings It was concluded that among nine very important factors, six factors played a major role in the marketing channel choice decision making. Only three factors namely, “price”, “time of complete fruit picking” and “number of fruit pickings” were considered highly important factors and reflected that citrus growers not only want to secure his payments but also to save their orchards for next season(s). Research limitations/implications The research would provide valuable information about citrus grower’s marketing decision-making process and thus would contribute to improving the efficiency and effectiveness of citrus industry in Pakistan. Originality/value This analysis would suggest them to make rational decisions and help choosing them the most appropriate combination of different levels of different factors which would increase their profits. This study identifies the most relevant factors and their levels which citrus growers and pre-harvest contractors preferred in citrus marketing channel choice decision making, thus, server as a guideline for the buyer’s to deal with them accordingly. This would improve the efficiency and reduce the transaction cost along the citrus supply chain in Pakistan.

Webrooming and showrooming: a multi-stage consumer decision process

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Srabanti Mukherjee ◽  
Swagato Chatterjee
Keyword(s):  
Decision Making ◽  
Information Search ◽  
Structural Equation ◽  
Product Type ◽  
Equation Modeling ◽  
Purchase Decision ◽  
Decision Making Process ◽  
Content Type ◽  
Channel Choice ◽  
Multi Stage

PurposeThe purpose of this research is to propose and validate a theoretical framework explaining web-rooming and showrooming as a multi-stage decision-making process. The authors have used consumer purchase decision-making theories to propose a model that identifies showrooming and webrooming as a combination of two decisions, channel choice during information search and channel choice during actual purchase. Further, the authors explored how various antecedents of showrooming and webrooming have differential effects on various stages of a purchase decision-making process and how product type moderates the relationships.Design/methodology/approachThe authors have conducted empirical research, whereby 243 responses were obtained from a cross-sectional survey. The authors have used structural equation modeling and multiple regression analysis to validate our theoretical model.FindingsWebrooming or showrooming is a multi-stage decision-making process for the consumers. First, consumers decide whether to search online or offline and then whether to buy online and offline. Different individual, purchase context-related and channel related factors impact these decisions. Product type governs which variables will be more important than others.Originality/valueThe research looks to enhance the understanding of the consumer's decision-making process during showrooming and webrooming while also helping retailers design and implement appropriate strategies that could affect consumers during information search and actual purchase.

Factors affecting consumers’ online product review use

2018 ◽  
Vol 21 (3) ◽  
pp. 375-400 ◽  
Author(s):  
Kelley A. O’Reilly ◽  
Amy MacMillan ◽  
Alhassan G. Mumuni ◽  
Karen M. Lancendorfer
Keyword(s):  
Decision Making ◽  
Information Search ◽  
Decision Making Process ◽  
Search Process ◽  
Product Reviews ◽  
Content Type ◽  
Factors Affecting ◽  
Face To Face ◽  
Psychological Mechanisms ◽  
Grounded Theory Method

PurposeThe purpose of this study is to examine factors affecting the extent of consumers’ use of electronic word-of-mouth (eWOM), specifically online product reviews (OPRs), during their decision-making process. It also examines their motives for using OPRs.Design/methodology/approachThe study uses an exploratory qualitative research methodology involving observation and free-flowing face-to-face interviews with consumers who have previously made a purchase online and who read OPRs during the decision-making process. An adaptation of the grounded theory method is used for collection, coding and data analysis.FindingsFindings confirm previously uncovered motives for consumers’ use of OPRs. In addition, the findings suggest that two previously unidentified factors influence the extent of consumers’ use of OPRs: “decision-making drive” and “decision-making drag”. Decision-making drive is a mental momentum created when one or more factors that enhance decision-making readiness are present. This momentum tends to accelerate the decision-making process and shorten the information search process, leading to a reduction in the extent of OPR use. In contrast, decision-making drag is a mental resistance created when one or more factors that impede decision-making readiness are present. This resistance tends to decelerate the decision-making process and lengthen the information search process, leading to an increase in the extent of OPR use.Originality/valueFocused on the pre-consumption phase of eWOM, between the stages of product need recognition and information search, this study is the first to identify decision-making drive and decision-making drag as additional psychological mechanisms affecting the extent of OPR use by consumers. For marketers, understanding these mechanisms has strategic marketing implications that can provide guidance to brands, websites and online review systems.

A case study for predicting the success possibility of supply chain practices implementation using AHP approach

2016 ◽  
Vol 31 (2) ◽  
pp. 137-151 ◽  
Author(s):  
Shrikant Gorane ◽  
Ravi Kant
Keyword(s):  
Decision Making ◽  
Supply Chain ◽  
Large Scale ◽  
Methodological Approach ◽  
Essential Elements ◽  
Future Research ◽  
Decision Making Process ◽  
Content Type ◽  
Priority Weights

Purpose – The purpose of this paper is to predict the success possibility of supply chain practices (SCPs) implementation based on ten selected SCPs using the analytic hierarchy process (AHP). Design/methodology/approach – A case study was conducted, and for the same, data were collected from two organizations. The data collected from both the organizations were analyzed using AHP. The pair-wise comparisons of SCPs (usually, alternatives and attributes) are established using a scale indicating the strength with which one SCP dominates another with respect to higher-level SCPs. This scaling process then translated into priority weights. Once the priority weights of the elements/determinants of the module have been calculated, the presence of the corresponding element in the organization was evaluated. An evaluation rating of these elements multiplied by the established priority weights have determined the prediction weight for each SCP. Findings – The application of this procedure is described for the institutionalization module and can be similarly extended to the other SCPs/SCM implementation modules. By establishing the prediction weight for each module, the organizations will be able to evaluate the strength of the corresponding factors present before embarking on the SCPs. The organization can identify and create awareness of the essential elements in the SCPs implementation process and identify the actions necessary before implementing SCPs. The AHP can be a useful guide in the decision-making process of SCPs implementation, especially for medium- and large-scale organizations. Research limitations/implications – The priority weights are subjective and assigned as per the judgment of SCM managers from both the organizations. Further, the priority weights can be obtained from more industry experts through a questionnaire. Second, in this model, only ten practices are taken into consideration for successful SCPs implementation; more practices may be included in future research. Practical implications – The methodological approach presented can be a useful guide in the decision-making process of SCPs implementation in an organization. The outcome will aid practitioners to know the SCPs and benchmark the organizations on the basis of the methodological research conducted. Again, this model can simply act as a possible research model and the data can act as an example that can be utilized for other studies. Originality/value – This is the first kind of study which identified ten SCPs and further deployed AHP approach to see the success possibility of combined SCPs that influence the SCM implementation in an organization.

scholarly journals Factors driving Thailand rice farmer decision-making in the choice of marketing channel

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Nithicha Thamthanakoon ◽  
Iona Yuelu Huang ◽  
Jane Eastham ◽  
Shane Ward ◽  
Louise Manning
Keyword(s):  
Decision Making ◽  
Marketing Channel ◽  
Marketing Channels ◽  
Equation Modeling ◽  
Content Type ◽  
Independent Variables ◽  
Channel Choice ◽  
Rice Farmers ◽  
Past Behavior ◽  
Social Referents

PurposeSince the end of the latest rice-pledging scheme, Thai rice farmers have had more freedom in selecting marketing channels. Understanding the determinants of farmers' decision-making associated with these channels is of particular interest to multiple stakeholders in the rice value chain. This study aims to examine how economic, relational and psychological factors concurrently underpin Thai rice farmers' decision-making and influence their marketing channel choice.Design/methodology/approachDrawing on the theory of reasoned action and utility maximization of farmers’ decision making, this study used structural equation modeling to examine data collected from a nationwide sample of Thai rice farmers (n = 637), focusing on their past and intentional use of the three major marketing channels for paddy rice.FindingsThe determinants identified include four direct independent variables: attitude, subjective norm (social referents), transaction conditions and economic goals, and two indirect independent variables: past behavior and trust. Multi-group analysis suggests that rice co-operative users were more empowered to consider economic goals and attitude toward the channel, whilst rice miller and local collector users were more likely to be influenced by their social referents and the transaction conditions offered by the channel.Practical implicationsThe findings highlight the need for policy to address trust and transparency issues with intermediaries and to empower farmers through the improvement of market access.Originality/valueThe study makes a unique and substantive contribution to the knowledge of farmers' decision-making about marketing channel choice in Thailand and theoretically contributes to the indirect role of past behavior in predicting prospective intention.

Measuring intellectual capital in a firm belonging to a strategic alliance

2015 ◽  
Vol 16 (1) ◽  
pp. 174-198 ◽  
Author(s):  
Stefania Veltri ◽  
Andrea Venturelli ◽  
Giovanni Mastroleo
Keyword(s):  
Decision Making ◽  
Expert System ◽  
Intellectual Capital ◽  
Strategic Alliances ◽  
Strategic Alliance ◽  
Empirical Work ◽  
Organizational Level ◽  
Decision Making Process ◽  
Content Type ◽  
Scant Attention

Purpose – The purpose of this paper is to propose a method to measure intellectual capital (IC) in firms involved in strategic alliances, an area that has received scant attention in the literature, as existing research is focused mainly on organizational level mainly and increasingly on macro-level unit such as regions or nations. There are very few works at the meso-level (i.e. alliances, clusters), and the paper aims to fill this void, by providing researchers and practitioners with a tool capable of combining measurement and management aims, developed at organizational level with the active participation of the researchers. Design/methodology/approach – The method of analysis is based on a model formalized through a fuzzy expert system (FES). The FES are able to merge the capabilities of an expert system to simulate the decision-making process with the vagueness typical of human reasoning, maintaining the ability to still have a numeric value as a response. Its construction requires the participation of experts, whose knowledge of the problem is accumulated in the form of blocks of rules. These features make it possible to formalize the decision-making process related to the IC valuation, handling qualitative and quantitative variables, and exploring the cognitive mechanisms underlying this process. Findings – The outcome of the application is a system designed to measure the intangible performance deriving from participation in a strategic alliance using FES. This study contributes to the broadening of the research community’s understanding regarding the alternative measurement of IC created within strategic alliances. Research limitations/implications – To the best of the authors’ knowledge, IC literature lacks methods expressly designed to measure the incremental value of IC originating from collaboration among firms. From a measurement perspective, the results may be regarded as valuable proof that IC performance within strategic alliances can be measured quantitatively. Practical implications – On the management side, the possibility of retracing the determinants of different IC intermediate indicators composing the final IC index allows strategic alliances managers to use this information for decision-making purposes. Originality/value – To the best of the authors’ knowledge this is the first study applying FES to measure IC in a firm belonging to a strategic alliance. In the authors’ opinion, fuzzy logic methodology, recently applied in empirical work designed to evaluate IC, represents a reliable methodology because of the “fuzzy” nature of IC.

scholarly journals Exploring Factors Affecting the Emergency Specialists’ Decision-Making in Case of Emergencies in Patients

2018 ◽  
Vol 2018 ◽  
pp. 1-7 ◽  
Author(s):  
Abbasali Ebrahimian ◽  
Seyed-Hossein Hashemi-Amrei ◽  
Mohammadreza Monesan
Keyword(s):  
Decision Making ◽  
Emergency Department ◽  
Qualitative Content Analysis ◽  
Decision Makers ◽  
Decision Making Process ◽  
Factors Affecting ◽  
Emergency Situations ◽  
The Core ◽  
Semistructured Interviews ◽  
Emergency Decision

Introduction. Appropriate decision-making is essential in emergency situations; however, little information is available on how emergency decision-makers decide on the emergency status of the patients shifted to the emergency department of the hospital. This study aimed at explaining the factors that influence the emergency specialists’ decision-making in case of emergency conditions in patients. Methods. This study was carried out with a qualitative content analysis approach. The participants were selected based on purposive sampling by the emergency specialists. The data were collected through semistructured interviews and were analyzed using the method proposed by Graneheim and Lundman. Results. The core theme of the study was “efforts to perceive the acute health threats of the patient.” This theme was derived from the main classes, including “the identification of the acute threats based on the patient’s condition” and “the identification of the acute threats based on peripheral conditions.” Conclusions. The conditions governing the decision-making process about patients in the emergency department differ from the conditions in other health-care departments at hospitals. Emergency specialists may have several approaches to decide about the patients’ emergency conditions. Therefore, notably, the emergency specialists’ working conditions and the others’ expectations from these specialists should be considered.

A conceptual framework for wisdom-based decision-making process in audit profession

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Hoang To Loan Nguyen
Keyword(s):  
Decision Making ◽  
Grounded Theory ◽  
Conceptual Framework ◽  
Research Process ◽  
Decision Making Process ◽  
Ethical Orientation ◽  
Content Type ◽  
External Auditors ◽  
Wise Decision ◽  
Knowledge Assimilation

PurposeWisdom is considered as crucial in decision-making in both management and auditing practice. This research aims to investigate the concept of wisdom in auditing, thereby empirically exploring the determinants of wisdom in audit decision-making and explaining inter-relations among these determinants.Design/methodology/approachThis study employs grounded theory methodology that is based on in-depth interviews with twenty-seven practicing auditors who are audit partners, managers, seniors and assistants of auditing firms. Guided by the grounded theory, data collection and data analyses were conducted simultaneously to look into the new insights of the research phenomenon. The coding process was constantly compared until the research's theoretical saturation is reached after four rounds. At the end of the research process, the study conducted a survey to confirm the proposed framework as well as examine the inter-relationships between the defined determinants.FindingsResults suggest developing a conceptual framework to interpret wisdom-based decision-making process in auditing. A wise process of audit decision-making is defined as an integrated exercise of multiple determinants including knowledge assimilation, judgmental ability and ethical orientation. The research also explains and examines the potential interrelationships among these determinants in the audit decision-making process.Practical implicationsWisdom is a valuable tacit ability for all external auditors. The development of wise decision-making abilities of auditors should be considered an integral part of multiple virtues including knowledge and judgmental and ethical aspects.Originality/valueThe contributions of this study are original and significant because it proposes a new approach to explain for the audit decision-making process and enhances better understandings of the concept of wisdom in auditing practices and its roles in audit decision-making.

Operation decision of logistics service supply chain: considering interruption probability in emergencies

Kybernetes ◽  
2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Guangsheng Zhang ◽  
Xiao Wang ◽  
Zhiqing Meng ◽  
Qirui Zhang ◽  
Kexin Wu
Keyword(s):  
Decision Making ◽  
Supply Chain ◽  
Evolutionary Game ◽  
Optimal Strategies ◽  
Optimal Decision ◽  
Content Type ◽  
Logistics Service ◽  
Social Reputation ◽  
Punishment Intensity ◽  
Optimal Decision Making

PurposeTo remedy the inherent defect in current research that focuses only on a single type of participants, this paper endeavors to look into the situation as an evolutionary game between a representative Logistics Service Integrator (LSI) and a representative Functional Logistics Service Provider (FLSP) in an environment with sudden crisis and tries to analyze how LSI supervises FLSP's operations and how FLSP responds in a recurrent pattern with different interruption probabilities.Design/methodology/approachRegarding the risks of supply chain interruption in emergencies, this paper develops a two-level model of single LSI and single FLSP, using Evolutionary Game theory to analyze their optimal decision-making, as well as their strategic behaviors on different risk levels regarding the interruption probability to achieve the optimal return with bounded rationality.FindingsThe results show that on a low-risk level, if LSI increases the degree of punishment, it will fail to enhance FLSP's operational activeness in the long term; when the risk rises to an intermediate level, a circular game occurs between LSI and FLSP; and on a high level of risk, FLSP will actively take actions, and its functional probability further impacts LSI's strategic choices. Finally, this paper analyzes the moderating impact of punishment intensity and social reputation loss on the evolutionary model in emergencies and provides relevant managerial implications.Originality/valueFirst, by taking both interruption probability and emergencies into consideration, this paper explores the interactions among the factors relevant to LSI's and FLSP's optimal decision-making. Second, this paper analyzes the optimal evolutionary game strategies of LSI and FLSP with different interruption probability and the range of their optimal strategies. Third, the findings of this paper provide valuable implications for relevant practices, such that the punishment intensity and social reputation loss determine the optimal strategies of LSI and FLSP, and thus it is an effective vehicle for LSSC system administrator to achieve the maximum efficiency of the system.

Factors influencing the smart supply chain innovation performance of commodity distribution enterprises: an investigation from China

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Weihua Liu ◽  
Jiahui Zhang ◽  
Siyu Wang
Keyword(s):  
Supply Chain ◽  
Reliability And Validity ◽  
Content Type ◽  
Team Members ◽  
Factors Affecting ◽  
Technology Application ◽  
Innovation Ability ◽  
New Ideas ◽  
Open Coding ◽  
Axial Coding

PurposeThis study explores the influencing factors affecting smart supply chain innovation (SSCI) performance of commodity distribution enterprises, and proposes the corresponding framework from the perspective of the application of technology to improve the SSCI performance and make up the research gap in this field.Design/methodology/approachA multi-case study method is adopted in this study. Four distribution commodity distribution enterprises A, B, C and D in China are chosen as case enterprises. The interviews with senior management team members are used to collect data. The combination of open coding and axial coding are used to process the data. By testing the reliability and validity, the theoretical framework is summarized.FindingsFirst, we find that the technology application cost inhibits SSCI and that the level of technology suitable for enterprise development will promote SSCI. Second, SSCI in structure, management and services can improve the performance and innovation ability of enterprises. Third, the quality of multi-channel integration and degree of customization around customer demand can significantly modify the above effects.Originality/valueCompared with previous studies, this study reveals for the first time the correlation between the SSCI performance and technology application, SSCI in structure, management and service, providing new ideas for relevant researches on SSCI, and providing new theoretical support for managers' decision-making related to SSCI.

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