scholarly journals Emergence of children as influencers in family consumption decisions – a resource theory approach

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Harikishni Nain
Keyword(s):  
Decision Making ◽  
Urban Areas ◽  
Decision Making Process ◽  
Theory Approach ◽  
Content Type ◽  
Consumption Decisions ◽  
The Family ◽  
Family Consumption ◽  
Practical Implications ◽  
Buying Decisions

PurposeThis paper aims to examine the perception of parents regarding the role of children as influencers in family consumption decisions in India. The purpose is to support marketing practitioners in understanding the stages of children's influence in the family using the theoretical perspective of the resource theory approach.Design/methodology/approachThis study is based on a Web survey approach. Primary data were obtained from a sample of 180 mothers of adolescent children in the age group of 13–18 years and residing in rural and urban areas of Delhi (India) by administering a bilingual (Hindi/English) pre-tested “structured non-disguised” questionnaire designed on the Google Forms.FindingsThe findings that emerged from this study and as supported by the relative theory approach revealed that Indian parents perceive their children to exert a significant influence in family buying decisions, children's influence varies across stages of the decision-making process and the type of product and children's influence in family buying decisions is moderated by family structure but not by family size. The results of this study extend interesting and practical implications for marketing practitioners in India and by extension in other similar countries while designing and implementing marketing mix strategies in respect of goods and services meant for children/family consumption.Research limitations/implicationsThe findings that emerged from this study and as supported by the relative theory approach revealed that Indian parents perceive their children to exert significant influence in family buying decisions, children's influence varies across stages of the decision-making process and the type of product, and children's influence in family buying decisions is moderated by family structure but not by family size. Results of this study extend interesting and practical implications for marketing practitioners in India and by extension in other similar countries while designing and implementing marketing mix strategies in respect of goods and services meant for children/family consumption.Practical implicationsThe results of this study support the notion that children exert considerable influence in family buying decisions in India across products, hence constitute a viable target market for different products consumed not only by them but by other family members as well. It is, therefore, vital that marketers wishing to penetrate family and/or child product markets must identify the person in the family who is likely to be more involved in the buying process and the extent of his involvement to carve effective promotional strategies.Social implicationsThe finding that although Indian children are actively participating across various stages of the decision-making process and their influence is strongest at the purchase initiation stage has peculiar social implications whereby families may be exposed toward eco-friendly green products and sustainable ways of living through the children in rural as well as urban areas. Similarly, children were also found to be influential at the information search and evaluation stage; hence, the messages regarding social issues, gender equality and health issues, which are not yet openly discussed in Indian families, may be imparted through children for better coverage and effectiveness.Originality/valueChildren are an important part of the family; especially in the nuclear families, children are an apple of eye and central point of the discussion. The role of children in decision-making is also important because of the changing information system and modernization of the younger generation. This is an empirical study focusing on the areas not yet explored and examined in the context of a culturally distinct and emerging country in terms of the emergence of children as influencers in family consumption decisions in rural and urban Indian families.

Drivers and differentiators: a grounded theory study of procurement in public and private organizations

2020 ◽  
Vol 20 (3) ◽  
pp. 265-285
Author(s):  
Dolores Kuchina-Musina ◽  
John Charles Morris ◽  
Joshua Steinfeld
Keyword(s):  
Decision Making ◽  
Grounded Theory ◽  
Decision Making Process ◽  
Theory Approach ◽  
Public And Private ◽  
Content Type ◽  
Private Organizations ◽  
Contracting Process ◽  
Federal Contracting ◽  
Grounded Theory Approach

Purpose The purpose of this study is to examine procurement professionals’ perceptions of public-private partnerships in contract arrangements and to explore decision-making that takes place in the contracting process. Design/methodology/approach A grounded theory approach is applied to Simon’s (1947) model of decision-making to better understand the perceptions of procurement professionals, especially because it pertains to public vs private sector contexts. The researchers collected data by conducting interviews and observing a compliance webinar of federal contracting employees. Findings The results show that in the decision-making process, Simon’s illustration of a means-end hierarchy is applicable for procurement decision-making because it is driven by activities that are evaluated using aims established by the organization. Practical implications The implications are that, in the procurement decision-making process, a means-end hierarchy is driven by the activities that are evaluated using aims established by the organization. Essentially, the activities are associated to a mean, a mean is associated to a sub-goal and the sub-goal supports the main aim of the organization. Social implications This study supports the notion that training, information and procedures are a way for organizations to control behaviors and promote consistent results from their subordinates. Originality/value This study contributes by examining the drivers of procurement decision-making. Despite previous literature that focuses on practitioner discretion or emphasizes on socio-economic factors, this study highlights the linkages between practitioner decision-making and organizational aims and objectives. As such, the paper serves to illustrate the vital connection between procurement activities and outputs.

Rooting a new event in its place: the case of Festa Templária, Tomar, Portugal

2017 ◽  
Vol 8 (3) ◽  
pp. 324-345 ◽  
Author(s):  
Hermínia Sol ◽  
Marisa P. de Brito ◽  
João Pinto Coelho ◽  
Luís Mota Figueira ◽  
Christopher Pratt ◽  
...  
Keyword(s):  
Decision Making ◽  
Single Case ◽  
Primary Data ◽  
Decision Making Process ◽  
Longitudinal Case Study ◽  
Content Type ◽  
The Creation ◽  
The City ◽  
Practical Implications

Purpose With fierce competition in capturing tourists, it is crucial that destinations be prepared to adapt and to refresh their event portfolio. The purpose of this paper is to look into the decision-making process that led to the development of a new festival in a middle-sized city, Tomar, in Portugal. Design/methodology/approach This study analyses the creation process of the Knights Templar Festival, in Tomar, a new event focusing on the Templar history of the city. A retrospective outlook on the evolution of the event is given. Primary data were collected via quantitative survey analysis and semi-structured interviews. The theoretical scope is events and placemaking. Findings The strengths and weaknesses of the region influenced the conception and setting up of this particular event. This awareness is important for cities in meeting the challenges and opportunities that event portfolio diversification calls for. Research limitations/implications This paper helps us to understand the motives and challenges in establishing a new event in the city, through the analysis of a single case study of a European middle-sized city. Simultaneously, it is a longitudinal in-depth case of the first editions of a new historically focused event. Practical implications Several practical implications can be derived to the case of Tomar. Overall, it is key that cities align the focus of new events with the city’s identity (as Tomar did). Originality/value This paper presents an in-depth and longitudinal case study, from the moment of the creation of a new event to its fourth edition, mapping the decision-making process, highlighting the learning curve of the decision makers.

Getting what you want from your transorganizational partners

2015 ◽  
Vol 53 (9) ◽  
pp. 2017-2035
Author(s):  
Michael Halinski ◽  
Linda Duxbury
Keyword(s):  
Decision Making ◽  
Group Decision Making ◽  
Group Decision ◽  
Decision Making Process ◽  
Content Type ◽  
Decision Alternatives ◽  
Advance Theory ◽  
Practical Implications ◽  
Over Time

Purpose – The purpose of this paper is to examine how the group decision-making process unfolds over time in a transorganizational system (TS) planning change. Design/methodology/approach – A longitudinal qualitative case study was designed to enable researchers to identify different stages in the group decision-making process. Findings – The findings from this case study indicated that the group decision-making process in a TS planning change could be conceptualized to include five distinct steps: working in solitude; starting a dialogue; finding a common goal; suggesting decision alternatives; and deciding among alternatives. The group proceeded through these steps sequentially over time. Practical implications – The paper offers TS practitioners a framework to follow when making group decisions within TSs. Originality/value – The study develops a conceptual framework that describes how the group decision-making process unfolds over time in a TS planning change. This framework can be tested in other contexts and advance theory in both the TS and group decision-making areas.

scholarly journals Indian Children's Influence across Stages in Family Decision Making Process - an Exploratory Study

2017 ◽  
Vol 4 (2) ◽  
pp. 17-22
Author(s):  
Harikishni Harikishni
Keyword(s):  
Decision Making ◽  
Repeated Measures ◽  
Urban Areas ◽  
Primary Data ◽  
Survey Method ◽  
Decision Making Process ◽  
Cross Sectional Survey ◽  
Family Decision ◽  
Family Decision Making ◽  
Buying Decisions

This study examines children’s influence across stages in family decision making process while making buying decisions for child and family product in Indian rural and urban families. A cross-sectional survey method was carried out with “structured non-disguised” questionnaire to collect the primary data from the students of class eighth to twelfth in the age group of  13-to-18 years from 100 families residing in rural and 100 families residing in urban areas in Delhi, India. Statistical  tools such as mean, standard deviation and repeated measures ANOVA have been used to analyze and interpret the collected data. Children’s influence across three stages of decision making process was measured by using a ten-item scale developed by Talpade and Talpade (1995) and the reliability of the scale was assessed by calculating Cronbach alpha. The results of this study found that children in Indian families are also exerting influence in family buying decisions and (i) children’s influence in family decision making varies across decision making stages according to type of product; (ii) it is the child product for which children’s influence is higher.

How organizational constraints affect nurses’ decision in triage assessment performances

2018 ◽  
Vol 22 (4) ◽  
pp. 362-374 ◽  
Author(s):  
Lorella Cannavacciuolo ◽  
Adelaide Ippolito ◽  
Cristina Ponsiglione ◽  
Gaetano Rossi ◽  
Giuseppe Zollo
Keyword(s):  
Decision Making ◽  
Organizational Context ◽  
Methodological Approach ◽  
Organizational Factors ◽  
Public Hospitals ◽  
Decision Making Process ◽  
Content Type ◽  
Organizational Constraints ◽  
Decision Making Processes ◽  
Practical Implications

PurposeThis paper aims to investigate the performances of decision-making process of emergency department’s nurses involved in the triage level assessment.Design/methodology/approachThe authors developed a case study in two public hospitals in the South of Italy. The authors administered 25 clinical cases to nurses responsible of priority code assignment in the triage station. The authors simulated the attribution of the priority levels, and through a semi-structured questionnaire, the authors collected data and information about the cognitive process adopted for the final choice.FindingsThe quantitative and qualitative data allowed the authors to verify that there is an impact of the organizational context on heuristics used in the decision-making process.Research limitations/implicationsThe research limitations are that empirical data have been collected only in two emergency departments.Practical implicationsThe practical implications of this paper are that organizations for improving business performances must consider the judgements are often the results of heuristics embedded in a specific structure of social and physical environment, according with the “ecological view” of rationality.Originality/valueThe authors’ methodological approach contributes to analyze the performances of the triage process, verifying if the eventual errors are linked to individual or organizational factors, but above all how organizational constraints influence decision-making processes in organizations and, consequently, business performances.

An exploration of MDT views on key factors to consider when determining a service users required level of security

2019 ◽  
Vol 21 (1) ◽  
pp. 38-49
Author(s):  
Zulaikha Khan ◽  
Arun Chidambaram ◽  
Michaela Thomson ◽  
Courtney Hurst
Keyword(s):  
Decision Making ◽  
Delphi Technique ◽  
Design Methodology ◽  
Holistic Approach ◽  
Decision Making Process ◽  
Service Users ◽  
Key Factors ◽  
Consultant Psychiatrist ◽  
Content Type ◽  
Practical Implications

Purpose The purpose of this paper is to identify what key factors multi-disciplinary teams (MDT) deem as most important when making the decision to move service users from one level of security (including low, medium and high secure services) to another. The researchers used the findings from this study to further develop a tool; the assessment for level of security tool (ALS), which aims to structure and streamline this decision-making process. Design/methodology/approach Data from 18 interviews (MDT staff) were analysed using the Delphi technique (Dalkey and Helmer, 1963). This revealed a range of factors discussed when considering service users moves. Participants were asked to rate these factors in accordance with the Delphi which resulted in the removal of certain less important factors based on their scores. The researchers then compared these factors of relevance with a checklist of 16 items previously proposed by a consultant psychiatrist within the trust. This comparison allowed the researchers to highlight any similarities and differences present. Findings Findings from staff interviews revealed a range of 20 clinical factors perceived as essential to this process including procedural, relational and physical security aspects. However, variations were evident between the MDT priorities (20 items) and the originally proposed list. This emphasised the need for a tool which facilitates a holistic and streamlined approach. Practical implications The findings from this research have resulted in the development of the ALS tool comprising of 18 key factors. Originality/value It is envisaged the development of the ALS tool will not only facilitate and structure the decision-making process but also ensure a person-centred approach. This is because the ALS allows for a holistic approach based on an array of factors deemed important to that particular service user. Furthermore, the ALS tool contributes towards the paucity of published structured professional judgement tools needed to make such decisions.

Towards a better-informed future

2019 ◽  
Vol 35 (4) ◽  
pp. 31-33
Keyword(s):  
Decision Making ◽  
Design Methodology ◽  
Reading Time ◽  
Business Environment ◽  
Scenario Planning ◽  
Decision Making Process ◽  
Content Type ◽  
Pertinent Information ◽  
Strategic Foresight ◽  
Practical Implications

Purpose This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies. Design/methodology/approach This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context. Findings Organizations need greater strategic foresight to successfully navigate today’s business environment characterized by great unpredictability. Applying relevant capabilities can enhance the use of formal and informal approaches to scenario planning and thus help leaders identify a range of possible futures and enrich the decision-making process as a result. Originality/value The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.

Sustainable built heritage: maintenance management appraisal approach

2019 ◽  
Vol 9 (3) ◽  
pp. 266-281 ◽  
Author(s):  
Brit Anak Kayan
Keyword(s):  
Decision Making ◽  
Design Methodology ◽  
Maintenance Phase ◽  
Maintenance Management ◽  
Decision Making Process ◽  
Maintenance Strategies ◽  
Content Type ◽  
Built Heritage ◽  
Practical Implications ◽  
Survey Questionnaires

PurposeSustainability encapsulated economic, environmental and societal parameters. Without exception, these parameters also conforms the efficiency and increasingly importance of sustainable maintenance management for built heritage. However, there is less attention to the appraisal approach for maintenance management of built heritage, twinned with inconsistent and impractical assessment upon their maintenance strategies. With the aim to support sustainability, the purpose of this paper is to give an insight to the question on how the maintenance management appraisal approach practically determines and ultimately substantiates the decision-making process that promotes sustainable built heritage, based on current scenarios and practices in Malaysia.Design/methodology/approachMaintenance management appraisal for sampling of built heritage enables assessment of efficiency of maintenance and repair during maintenance phase based on survey (questionnaires) and statistical analysis.FindingsIt recognises the importance of maintenance management appraisal in achieving efficiency and underpinning rationale decision making for maintenance strategies and service quality (SERVQUAL).Practical implicationsIt must be emphasised that maintenance management appraisal is not confined to built heritage, and can be applied to any types and forms of property. The decision made as a result of its utilisation is practically support sustainable repair.Social implicationsThe implementation of this appraisal highlights the efficacy of maintenance strategies and SERVQUAL that may be adopted.Originality/valueThe paper is a rigorous appraisal of maintenance management of built heritage. This appraisal relays the “true” sustainable built heritage, contextualised within maintenance strategies and SERVQUAL that consequently allows rationale in achieving sustainable development.

The influence of conflict and intuition on explorative new products and performance in SMEs

2017 ◽  
Vol 24 (4) ◽  
pp. 950-970 ◽  
Author(s):  
Robert Zacca ◽  
Mumin Dayan ◽  
Said Elbanna
Keyword(s):  
Decision Making ◽  
United Arab Emirates ◽  
New Products ◽  
Decision Making Process ◽  
Strategic Decisions ◽  
Senior Managers ◽  
Content Type ◽  
Explanatory Variables ◽  
And Performance ◽  
Practical Implications

Purpose The purpose of this paper is to investigate the influence of conflict and intuition on explorative new products and performance in small- and medium-sized enterprises (SMEs). Design/methodology/approach The study proposes a theoretical model that was tested using two survey instruments: one instrument was administered to the owners of 150 SMEs within the United Arab Emirates (UAE) and the second was administered to senior managers within the same SMEs. Findings The results show that within the decision-making process both objective and personal conflicts drive decision makers to the use of intuition, with high levels of market turbulence strengthening the effect of objective conflict on the use of intuition. Furthermore, the use of intuition was found to have an adverse effect on explorative new products, negating the positive effectiveness of explorative new products on SME performance. Research limitations/implications The study’s conceptual model may not completely represent the perspective it aims to elucidate. An alternative model with equally well-conceived explanatory variables could provide further interesting results. Practical implications Drawing on the perspective of the decision-making process, an interpretation of the model results and some practical implications are discussed. Originality/value The primary contribution of this study is the introduction of a model investigating the influence of conflict on the use of intuition in strategic decisions. Furthermore, the study collected empirical evidence from SMEs operating in the dynamic economy of the UAE, which is a less studied setting.

What managers should never want to hear: silence

2015 ◽  
Vol 53 (6) ◽  
pp. 1300-1311 ◽  
Author(s):  
Mark E. Haskins ◽  
R. Edward Freeman
Keyword(s):  
Decision Making ◽  
Design Methodology ◽  
Decision Making Process ◽  
Organizational Member ◽  
Critical Set ◽  
Content Type ◽  
Speak Up ◽  
Practical Implications ◽  
Key Questions

Purpose – Every organizational member makes a daily decision to speak up or to be silent on a host of issues. Silence can be problematic. The purpose of this paper is to posit that managers should listen for the silence, not mistaking its presence for agreement or for understanding from those they work with and lead. Design/methodology/approach – This paper’s “reflections on practice” (Schon, 1983) spring from 60+ years of discussions with practicing managers involving such questions as: “what makes for a sound, robust, successful decision-making process? How do you empower those you lead? What was missing in the decisions you have observed that went awry?”. Findings – A critical set of seven questions and six statements that managers should want to periodically hear from their employees are presented and discussed. Four root causes of silence are also presented, along with suggestions for their mitigation. Practical implications – The specifics presented are easily, broadly, and beneficially applicable. Originality/value – Readers are cued to: the problematic nature of silence, the key questions and statements they should want to hear from time to time, the likely reasons for the silence they hear, and ideas for remediating those reasons.

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