An Exploratory Study of Business to Business (B2B) Brand Sensitivity - How do brands influence a German hospital’s buying decision-making process.

2020 ◽  
Author(s):  
◽  
Kristin Kaminski
Keyword(s):  
Decision Making ◽  
Influence Factors ◽  
German Hospital ◽  
Structured Interviews ◽  
Study Approach ◽  
Brand Values ◽  
Managerial Implications ◽  
Industrial Markets ◽  
Brand Sensitivity ◽  
B2b Branding

Historically branding was seen as having limited significance for organisations in industrial markets (Saunders & Watt, 1979). Research in the 1990s began to challenge this earlier view and delivered evidence of B2B’s branding relevance (Leek & Christodoulides, 2012; Veloutsou & Taylor, 2012) but still there is a lack of understanding when brands are the most significant in the context of B2B (Zablah, Brown, & Donthu, 2010). The researcher set out to investigate the B2B brand sensitivity in buying units of German hospitals. This required two prime investigations and analysis, to gain knowledge of the factors influencing brand sensitivity when buying medical devices. The researcher approached the investigation from a constructivist paradigm perspective and decided that a sector level case study approach of German hospitals was the most suitable method in order to explore in depth different aspects of the process and to get a comprehensive view of the situation (Yin, 2013). To gain ‘outsider’ research, qualitative semi-structured interviews have been the research method adopted, in order to understand why and how the situation occurred (Guba & Lincoln, 2005). The thesis highlights the role of brands in the context of organisational buying and provides guidance when brand sensitivity is present. In addition, B2B branding theory is enhanced and the managerial implications for managers in the medical device industry have been developed. The key findings of the thesis include the different participants in the buying unit of a German hospital and the influence factors for buying centre composition. Furthermore, the key findings show the factors that influence the decision making of a German hospital, and the parameters that have an influence on brand sensitivity are displayed. It is recommended to invest in branding strategies if the respective purchase decision is characterized by such a situation or the outlined brand values are required.

scholarly journals A Governance Framework to Assist with the Adoption of Sensing Technologies in Construction

Sensors ◽  
2021 ◽  
Vol 22 (1) ◽  
pp. 260
Author(s):  
Mona Arabshahi ◽  
Di Wang ◽  
Yufei Wang ◽  
Payam Rahnamayiezekavat ◽  
Weichen Tang ◽  
...  
Keyword(s):  
Decision Making ◽  
Structural Equation ◽  
Online Survey ◽  
Influence Factors ◽  
Adoption Process ◽  
Structured Interviews ◽  
Governance Framework ◽  
Construction Companies ◽  
Visual Sensing ◽  
Sensing Technology

Sensing technologies present great improvements in construction performance including the safety, productivity, and quality. However, the corresponding applications in real projects are far behind compared with the academically research. This research aims to discover dominate influence factors in the sensing technologies adoption and ultimately develop a governance framework facilitating adoption processes. The framework is dedicated on general sensing technologies rather than single sensor in previous framework studies. To begin with, the influence factors of sensing technologies and other similar emerging technologies are summarised through a review. Then, a mixed methods design was employed to collect quantitative data through an online survey, and qualitative data through semi-structured interviews. Findings of the quantitative method reveal that the most widely implemented sensing technologies are GPS and visual sensing technology, but they’re still not adopted by all construction companies. Partial Least Squares Structural Equation Modelling reveals that supplier characteristics have the highest effect in all influence factors. Qualitative method was adopted to investigate perceptions of construction stakeholders on the major decision-making considerations in the adoption process. Ultimately, a triangulation analysis of findings from the literature review, online survey and interviews resulted in the governance framework development. The overarching contribution of this research focus on the general adoption of sensing technologies rather than the adoption of a specific sensor. Therefore, the governance framework can assist with the decision-making process of any sensing technology adoption in construction.

scholarly journals UNDERSTANDING HOW RIDE-SHARING SERVICES IMPACTED LOCAL TAXI OPERATORS: THE CASE OF UBER IN KUALA LUMPUR, MALAYSIA

2021 ◽  
pp. 95-120
Author(s):  
Azilah Kasim ◽  
Chin Tong Lim ◽  
Adnan Hisham ◽  
Shamsul Shamsuddin
Keyword(s):  
Document Analysis ◽  
Kuala Lumpur ◽  
Case Study Approach ◽  
Structured Interviews ◽  
Taxi Drivers ◽  
Study Approach ◽  
Ride Sharing ◽  
Taxi Service ◽  
Managerial Implications

The introduction of ride-sharing alternative to taxis brought a refreshing alternative to consumers because it promises a comfortable and reliable service of ride sharing. However, Uber i.e. the first ride-sharing service offered in Malaysia in particular, has caused uneasiness among the conventional taxi concessionaires. This paper took a case study approach to understand the reasons behind this issue within the context of Kuala Lumpur, Malaysia using document analysis and semi structured interviews. The findings suggest that high quality ride experience that ride- sharing services such as Uber offer have caused much disruption to traditional taxi drivers’ livelihood. Hence, government assistance to improve traditional taxi service is essential to help their continued survival. A few managerial implications are proposed at the end of this paper.

scholarly journals Determinants of cross-border mergers and acquisitions in the freight and logistics industry of South Africa

2019 ◽  
Vol 19 (1) ◽  
Author(s):  
Chantelle De Villiers ◽  
Henri Bezuidenhout ◽  
Sonja Grater ◽  
Ewert P.J. Kleynhans
Keyword(s):  
South Africa ◽  
Mergers And Acquisitions ◽  
South African ◽  
Multinational Enterprises ◽  
Structured Interviews ◽  
Firm Level ◽  
Logistics Industry ◽  
Study Approach ◽  
Managerial Implications ◽  
African Context

Orientation: The article reports on applied and practical research that focuses on the understanding of the motivation and actions of Multinational Enterprises in Africa as far as mergers and acquisitions (MAs) are concerned.Research purpose: This study examines developments in the freight and logistics industry through MAs in South Africa.Motivation for the study: It is necessary to gain a better understanding of MAs from a firm-level perspective in the South African context. Little research exists on the dynamics of MAs, and even less relating to the logistics industry that plays such a large role in trade in the region. This research adds substantial and significant original work to the scarce body of meaningful literature on foreign direct investment (FDI) in Africa.Research design, approach and method: This study used a case study approach employing structured interviews. The population was freight and logistics companies that were involved in MA activities in South Africa. Quantitative data and other information from various databases, published MA data and financial statements were analysed to obtain background views of the companies’ where after, three companies were eventually selected. Direct unstructured interviews were then conducted with the main decision makers and a qualitative thematic analysis of the companies’ responses. Related themes and patterns were identified through the frequency of occurrence, similarities, differences and general patterns observed. This method yielded the most insight into the processes and company dynamics involved.Main findings: International MAs in the freight and logistics industry provide companies with international scale and effectively link to international markets. Companies benefit from expanded market opportunities across national borders, which generate substantial revenues, geographical growth and business expansion. It renders synergy and additional competitive advantage.Practical/managerial implications: Theoretical and practical aspects of FDI, such as motives for market entry, ownership, location and entry barriers within the context of multinational enterprises, globally, were investigated. Little data exist on the freight and logistics industry in Africa and also on MAs, which presented limitations. Companies are inexperienced and need to involve more expertise in MA processes. The results also found that South African companies need to expand their cultural intelligence and negotiation skills, especially within a diverse cultural realm, before entering into MA deals with foreign companies.Contribution/value-add: Services are determinants of trade volumes and offer distributional effects and patterns of economic growth, development and FDI inflows. Little research exists on the dynamics of MAs in the freight and logistics industry, especially within the African context. This study also makes some contribution in that regard.

scholarly journals Case Study on the Decision Making of Single Men to Marry Single-Parent Woman

2021 ◽  
Vol 2 ◽  
pp. 49-52
Author(s):  
Esti Pamularsih ◽  
Dyah Siti Septiningsih
Keyword(s):  
Decision Making ◽  
Single Parent ◽  
Single Woman ◽  
Developmental Task ◽  
Structured Interviews ◽  
Essential Point ◽  
Study Approach ◽  
Valid Data ◽  
Single Men

Marriage is a developmental task for individuals in the early adult phase. Normatively for a single man will choose a spouse as a single woman. This research aims to examine the decision-making of single men to marry single-parent women. This research uses a qualitative method with a case study approach. Data collection was carried out by semi-structured interviews using Miles and Huberman model data analysis techniques, namely the interactive model. The credibility of this research uses triangulation of sources, namely using the closest person to the informant to obtain valid data. There are several findings in the study, the first regarding the criteria of a partner, the second consideration before marriage, the third considers single-parent women as great women, and the fourth is responsibility. This is an essential point as an excuse for single men to marry single-parent women.

Book Review: A Guide to Decision Making in Student Affairs: A Case Study Approach

NASPA Journal ◽  
2000 ◽  
Vol 38 (1) ◽  
Author(s):  
Tracy Davis
Keyword(s):  
Decision Making ◽  
Student Affairs ◽  
Student Affairs Professionals ◽  
Expert Advice ◽  
Background Information ◽  
Case Study Approach ◽  
New Professionals ◽  
Study Approach

Stanley Levy and Charles Kozoll capture much of the complexity of decisionmaking and offer an important contribution to our understanding of this perplexing topic. The publication of A Guide to Decision Making in Student Affairs: A Case Study Approach, furthermore, is timely due to what Stage (1993) recognizes as an increasing expectation that "new professionals, even at the lowest levels, have the ability to work independently and solve complex issues knowledgeably and with skill and integrity" (p. iii). The case study approach combined with the expert advice of 15 seasoned student affairs deans (called informants) provides a valuable resource for learning about a central task in our profession. The book offers students as well as experienced professionals background information critical to decisionmaking in higher education, exploration of fundamental issues that influence the process, carefully constructed and relevant case studies, and a reservoir of advice from some of the most well respected senior-level practitioners in our field. This book is particularly valuable to faculty members facilitating learning with new professionals, but it is a resource most student affairs professionals would find well worth owning.

scholarly journals The Impact of Social Media Use on Consumers’ Restaurant Consumption Experiences: A Qualitative Study

2021 ◽  
Vol 13 (12) ◽  
pp. 6581
Author(s):  
Jooyoung Hwang ◽  
Anita Eves ◽  
Jason L. Stienmetz
Keyword(s):  
Decision Making ◽  
Social Media ◽  
Selection Process ◽  
Decision Making Process ◽  
Structured Interviews ◽  
High Standards ◽  
Tourism And Hospitality Industry ◽  
Tourism And Hospitality ◽  
Search For Information ◽  
The Impact

Travellers have high standards and regard restaurants as important travel attributes. In the tourism and hospitality industry, the use of developed tools (e.g., smartphones and location-based tablets) has been popularised as a way for travellers to easily search for information and to book venues. Qualitative research using semi-structured interviews based on the face-to-face approach was adopted for this study to examine how consumers’ restaurant selection processes are performed with the utilisation of social media on smartphones. Then, thematic analysis was adopted. The findings of this research show that the adoption of social media on smartphones is positively related with consumers’ gratification. More specifically, when consumers regard that process, content and social gratification are satisfied, their intention to adopt social media is fulfilled. It is suggested by this study that consumers’ restaurant decision-making process needs to be understood, as each stage of the decision-making process is not independent; all the stages of the restaurant selection process are organically connected and influence one another.

Purchasing Power and Self-Determination: Social Worker Perspectives

2021 ◽  
Author(s):  
Charlotte Bailey ◽  
Debbie Plath ◽  
Alankaar Sharma
Keyword(s):  
Decision Making ◽  
Social Work ◽  
Social Workers ◽  
Work Practice ◽  
Social Work Practice ◽  
Self Determination ◽  
Purchasing Power ◽  
Service Users ◽  
Structured Interviews ◽  
Management Approaches

Abstract The international policy trend towards personalised budgets, which is designed to offer people with disabilities purchasing power to choose services that suit them, is exemplified in the Australian National Disability Insurance Scheme (NDIS). This article examines how the ‘purchasing power’ afforded to service users through individualised budgets impacts on social work practice and the choice and self-determination of NDIS service users. Social workers’ views were sought on the alignment between the NDIS principles of choice and control and social work principles of participation and self-determination and how their social work practice has changed in order to facilitate client access to supports through NDIS budgets and meaningful participation in decision-making. A survey was completed by forty-five social workers, and in-depth semi-structured interviews were conducted with five of these participants. The findings identify how social workers have responded to the shortfalls of the NDIS by the following: interpreting information for clients; assisting service users to navigate complex service provision systems; supporting clients through goal setting, decision-making and implementation of action plans; and adopting case management approaches. The incorporation of social work services into the NDIS service model is proposed in order to facilitate meaningful choice and self-determination associated with purchasing power.

scholarly journals Students’ perceptions of visibility in physical education

2021 ◽  
pp. 1356336X2110258
Author(s):  
Eli-Karin S Åsebø ◽  
Helga S Løvoll ◽  
Rune J Krumsvik
Keyword(s):  
Physical Education ◽  
Structured Interviews ◽  
Study Approach ◽  
Transaction Model ◽  
Lesson Content ◽  
Field Notes ◽  
Group Interviews ◽  
Ninth Grade Students ◽  
Past Experiences ◽  
And Coping

The purpose of this study is to explore students’ perceptions of visibility in physical education (PE) using a single cumulative case study approach. Data were generated from the descriptive field notes of seven participant observations ( n = 77), individual semi-structured interviews ( n = 13) and five focus group interviews ( n = 18) with ninth-grade students (ages 14–15 years) from three classes in a public lower secondary school in Norway. The findings show that students perceive visibility differently depending on the context; some students like being visible in PE, while others dread it. Perceptions change rapidly and are situation-specific, influenced by the lesson content, the way the teacher facilitates the lessons, self-perception shaped by past experiences, the presence, actions, and attitudes of fellow students, body pressure and societal body ideals. The findings actualise the relevance of the transaction model of stress and coping ( Lazarus and Folkman, 1984 ) in determining when visibility in PE is and is not perceived as stressful. Consequently, the organization of the PE environment benefits from these insights.

scholarly journals Toward A Business Resilience Framework for Startups

2021 ◽  
Vol 13 (6) ◽  
pp. 3132
Author(s):  
Leo Aldianto ◽  
Grisna Anggadwita ◽  
Anggraeni Permatasari ◽  
Isti Raafaldini Mirzanti ◽  
Ian O. Williamson
Keyword(s):  
Innovation Process ◽  
Dynamic Capability ◽  
Case Study Approach ◽  
Structured Interviews ◽  
Study Approach ◽  
Continuous Innovation ◽  
Technology Capability ◽  
Resilience Framework ◽  
Business Resilience

Covid-19 has had a significant impact on the disruption of the global economic sector, including for startup businesses. This encourages entrepreneurs to carry out a continuous innovation process to become more ambidextrous and continue to innovate in an effort to futureproof their business. The paper aims to provide a business resilience framework by exploring capability (innovation ambidexterity, dynamic capability, and technology capability), behavior (agile leadership), and knowledge (knowledge stock) in startup businesses. This study uses a literature review synthesis to gain a greater understanding of startup resilience and its implementation. This study also uses a case study approach in building a framework by obtaining data from semi-structured interviews with three startups owners in Indonesia. This preliminary research has identified four propositions that will be used to develop questionnaires and data collection instruments. Thus, this study provides new insights on how startups can overcome contradictory pressures for business resilience in anticipating, dealing with, and emerging from business turbulence due to the Covid-19 pandemic by considering the factors proposed in this study. The implications and recommendations of this study are also discussed in detail.

scholarly journals Birds of a Feather Flock Together: Disadvantageous Decision Making in Augmented Restless Legs Syndrome Patients with and without Impulse Control Disorders

2021 ◽  
Vol 11 (3) ◽  
pp. 383
Author(s):  
Beatrice Heim ◽  
Philipp Ellmerer ◽  
Ambra Stefani ◽  
Anna Heidbreder ◽  
Elisabeth Brandauer ◽  
...  
Keyword(s):  
Decision Making ◽  
Restless Legs Syndrome ◽  
Impulse Control ◽  
Compulsive Sexual Behavior ◽  
Structured Interviews ◽  
Restless Legs ◽  
Information Sampling ◽  
Patient Groups ◽  
Post Hoc ◽  
Beads Task

Background: Augmentation (AUG) in patients with restless legs syndrome (RLS) can be associated with impulse control disorder (ICD) symptoms, such as compulsive sexual behavior, gambling disorder or compulsive shopping. In this study, we wanted to assess whether RLS patients with AUG differ in decision making from those patients who have augmentation and in addition ICD symptoms (AUG + ICD) in a post hoc analysis of a patient cohort assessed in a previous study. Methods: In total, 40 RLS patients with augmentation (19 AUG + ICD, 21 AUG without ICDs) were included. RLS diagnosis, severity, and diagnosis of augmentation were made by sleep disorder specialists. ICD symptoms were assessed using semi-structured interviews. All patients performed the beads task, which is an information sampling task where participants must decide from which of the two cups colored beads were drawn. Results were compared to 21 healthy controls (HC). Results: There was no difference in information sampling or irrational decision making between AUG and AUG + ICD patients (p = 0.67 and p = 1.00, respectively). Both patient groups drew less beads and made more irrational decisions than HC (all p-values < 0.03, respectively). Conclusions: Our results suggest that augmentation itself is associated with poorer decision making even in the absence of ICD symptoms. Further studies are necessary to explore whether rapid and hasty decision making are a harbinger of augmentation in RLS.

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