...Distribution Channel Structures in Thirteen Industries in India Leading to a Classification Scheme Dr Prathap Oburai, Marketing Area, Indian Institute of Management, Ahmedabad, India. Email: prathap@iimahd.ernet.in, prathapoburai@yahoo.co.in Phone: 0091-79- 2632 4942 Professor Michael J Baker. University of Strathclyde, Glasgow, United Kingdom This paper is a revised version of a competitive paper reviewed and accepted for presentation at the Academy of Marketing 2004 conference, July 06-09, Cheltenham, University of Gloucestershire Business School, England, United Kingdom 1 A Grounded Exploration of Sales and Distribution Channel Structures in Thirteen Industries in India Leading to a Classification Scheme Abstract Innovation is a fundamental virtue of marketing. In this paper, a case is made to promote the use of innovative and novel combinations of research methodologies to derive new insights of business phenomena. This study is an attempt to understand and explain the sales and distribution channel structures in thirteen different industries in India. The investigation adopted a mix of case research and grounded theoretic research methodologies in exploring the subject under scrutiny. The study offers a classification scheme for grouping marketing channels into homogenous clusters based on similarity/dissimilarity using multivariate multidimensional mapping techniques. This scheme offers to explain the variety found in structures and suggests alternative...
Words: 4871 - Pages: 20
...Importance of Achieving Pay Equity Table Of Contents What is Equity in Organizations? 4 The Equity Theory 4 Inputs 5 Outcomes 6 Importance of Equity in Pay Structure 7 Internal Equity 9 Steps to Achieving Internal Equity 9 Methods Commonly Used 9 Job analysis 9 Job Evaluation 11 Ranking Method 12 Classification Method 13 Factor Comparison Method 13 Point Method of Job Evaluation 14 Strategic Considerations 15 External Equity 16 Steps to Achieving External Equity 16 Compensation Surveys 16 Benefits of Pay Surveys to the Organization 17 Published Compensation Survey 18 Custom Developed Compensation Surveys 19 Compensation Surveys: Strategic Considerations 19 Individual Equity 21 Importance of achieving Individual Equity 21 Methods Commonly Used 22 Merit Pay System Structures 22 Sales Incentive Pay Structures 23 Pay For Knowledge Structures 24 Pay Structure Variations 24 Strategic Considerations 26 Analysis 27 References 28 What is Equity[1] in Organizations? Equity Theory attempts to explain relational satisfaction in terms of perceptions of fair/unfair distributions of resources within interpersonal relationships. Equity theory is considered as one of the justice theories, It was first developed in 1962 by John Stacey Adams, a workplace and behavioral psychologist, who asserted that employees seek to maintain equity between the inputs that they bring to...
Words: 5333 - Pages: 22
...simulation in order to identify and prioritize the target market selection criteria (Case study: Food distribution companies of Mashhad-Iran) Amir kariznoee Ph.D. student of Industrial Management,University of Mazandaran ,Iran (Corresponding Author's E-mail: Amir.kariznoee@yahoo.com) Monireh Bijandi Graduate of Accounting in Ferdowsi University of Mashhad,Iran Mahdi Ghayur Maddah Student of Public Management in Ferdowsi University of Mashhad,Iran Vajihe Mogharabi M.A. Student of Information Technology Management, Shahid beheshti University,Tehran,Iran Abstract The aim of this study is to identify and prioritize the key factors in selecting a target market in the food industry. In order to determine the components and subcomponents of this study, we have used previous researches in this area. In order to match these factors with the food industry situation and create a hierarchical structure, we have obtained the opinions of 323 experts about affecting factors on choosing a market in this industry with the use of questionnaire. Then, using a combination of hierarchal analysis process and Monte Carlo simulation and cooperation with 10 senior executives of distribution companies, the weight of each component and sub-component was determined. In general, four components and ten sub-components were examined in this study. After determining the weight of these components, the importance of each component in choosing a market has been prioritized. The results show that cost component...
Words: 3589 - Pages: 15
...Proposed Solution In order to improve the company’s operation and survive from the weak market caused by Global Financial Crisis, lots of changes are needed to be implemented internally on the company’s structure and procedures and externally on the enforcement of the updated market strategy. Business Process architecture (BPA) defined as ‘body of knowledge about the business processes that comprise a value chain’ (Harmon, 2007) attempts to improve processes to ensure business effectiveness and efficiency. The key element of BPA is to define and segment value based processes and link the processes to the strategy. It can be divided into many levels and activity is the smallest process. As shown in the “To-be” diagram, the quick customer responsiveness and effectively resource utilization can be achieved using business process management. When customer places an order, the value is created. Then the order is received by the sales department via customer database and decided to approve or not. If approved, the order becomes an effective order sent to the next process by internal system. If not, it becomes a dead one and is terminated at the same time. Through inventory level, the production department can check the availability of the raw materials at once. If it is insufficient, the production department can purchase from the external supplier by online trade and shorten the preparation time of materials. If there is enough on hand, they can assemble and send the finished goods...
Words: 1248 - Pages: 5
...Standard Industrial Classification. 2. Describe the firm’s customers (Households, businesses, schools, governments, etc.) To what extent does the company depend on international customers? 3. What are the major determinants of demand for the firm’s primary product? Explain your choice of variables. If necessary, describe how determinants differ across customer segments. What observable variables might this company use to detect changes in these determinants of demand? (Observable variables are measures that can be tracked over time to detect changes in demand conditions). You should also determine if sales are cyclical and/or seasonal. To determine if sales are cyclical, examine the pattern of company sales over the business cycle. To determine if sales are seasonal, plot quarterly sales data. 4. Recall that price elasticity is a function of (i) the number of available substitutes, (ii) the price level relative to customers’ budgets, (iii) and the durability of the product. Describe these factors for the firm’s primary product. Based on this analysis, does the firm face elastic or inelastic demand with regard to its primary product? 5. How would you describe the market structure of the industry in which your firm operates? To arrive at an answer you should discuss (a) the number of competitors, (b) product similarity, (c) barriers to entry, and (d) the importance of non-price competition. (Be sure to define the geographic nature of the market. Is the market best described...
Words: 390 - Pages: 2
...ANALYSIS OF MARKET COMPETITION, SWITCHING COSTS AND ITS CONSEQUENCES IN TELECOMMUNICATIONS IN NEPAL NAME: SAROJ POUDEL DEGREE: MASTER OF INFORMATION SYSTEMS/MASTER OF INFORMATION TECHNOLOGY COURSE: 7112ICT RESEARCH METHODS IN INFORMATION TECHNOLOGY INTRODUCTION The economics of switching costs and network effects have achieved a significant amount of popular, as well as professional attention in the last few decades. It is presently defined as the core factor for new Information Technology economy. Switching costs originates, if a consumer demands a product, or its related accessories(hardware or software), of his own purchases to be compatible with each other this creates economies of scope among his purchases from a single supplier. Whereas network effects arise when a user wants his system to be compatible so that s/he can interact or trade with other users, or switch to the same compatible system, which leads to the creation of economies of scope between different incompatible products. Thus these economies of scope impacts the consumer’s buying and switching behavior between various products. The state of lock-in arises when the switching cost is sufficiently high so that the consumer proceeds using the same product rather than switching to the different product. Lock in is the state where the cost of switching exceeds the benefits of switching. Economics of switching costs is the summation of various types of switching costs including: compatibility...
Words: 3447 - Pages: 14
...Tech ECE 3080 - Dr. Alan Doolittle Atoms to Operational Amplifiers •The goal of this course is to teach the fundamentals of non-linear circuit elements including diodes, LEDs, LASER diodes, transistors (BJT and FET) , and advanced device concepts such as microwave compound semiconductors and state of the art devices. •Due to the diverse coverage from various professors for ECE3040, you will repeat (for some) some of the material from 3040. Specifically, you will learn about the fundamentals of electron movement in semiconductor materials and develop this basic knowledge of how we can construct devices from these materials that can control the flow of electrons and light in useful ways. Georgia Tech ECE 3080 - Dr. Alan Doolittle Market Study Silicon is and will for a very long time be the dominant material used for electronics. However, MANY up and coming materials are slowly eating into silicon’s dominance. Compound semiconductors Compound semiconductors Organic and compound semiconductors Georgia Tech ECE 3080 - Dr. Alan Doolittle Devices we will study Bold indicates devices covered in depth in ECE 3040 P-N diode, heterojunction diodes, ballistic diodes, Schottky barrier diodes, Metal-Semiconductor Contacts, LEDs, Lasers, Solar Cells, Photodetectors, BJT, HBT, MOSFET, MESFET, JFET, Polarization Based Devices (III-Nitrides HEMTs and Ferroelectric transistors), CCD, Microwave transistors, power transistors, organic semiconductors Georgia Tech ...
Words: 3598 - Pages: 15
...Standard Industrial Classification. 2. Describe the firm’s customers (Households, businesses, schools, governments, etc.) To what extent does the company depend on international customers? 3. What are the major determinants of demand for the firm’s primary product? Explain your choice of variables. If necessary, describe how determinants differ across customer segments. What observable variables might this company use to detect changes in these determinants of demand? (Observable variables are measures that can be tracked over time to detect changes in demand conditions). You should also determine if sales are cyclical and/or seasonal. To determine if sales are cyclical, examine the pattern of company sales over the business cycle. To determine if sales are seasonal, plot quarterly sales data. 4. Recall that price elasticity is a function of (i) the number of available substitutes, (ii) the price level relative to customers’ budgets, (iii) and the durability of the product. Describe these factors for the firm’s primary product. Based on this analysis, does the firm face elastic or inelastic demand with regard to its primary product? 5. How would you describe the market structure of the industry in which your firm operates? To arrive at an answer you should discuss (a) the number of competitors, (b) product similarity, (c) barriers to entry, and (d) the importance of non-price competition. (Be sure to define the geographic nature of the market. Is the market best described...
Words: 390 - Pages: 2
...improving a more competitive position of possessing business licenses. * * 1. Legal and regulatory -Need for Organizer contracts & business license 2. Global- you can become popular and increase/decrease in popularity of vintage items 3. Economic - Poor economy may bring increased business 4. Technological- E-Bay selling- online software to track consignor inventory, sales and discounts. 5. Innovation- Update software- customer base for mailing- sales/discount/birthda 6. Social- Have open house- tea party- inviting guest/customers 7. Environmental- Increase popularity of recycled goods 8. Competitive analysis- Market competition-new plaza opening monitor types of businesses to occupy spaces Internal forces and trends considerations: 1. Strategy- Focus on a group that values low cost and unique products 2. Structures- Economies of scale 3. Processes and...
Words: 914 - Pages: 4
...include it in your table. • External forces and trends considerations: • Legal and regulatory • Global • Economic • Technological • Innovation • Social • Environmental • Competitive analysis • Internal forces and trends considerations: • Strategy • Structures • Processes and systems • Resources • Goals • Strategic capabilities • Culture • Technologies • Innovations • Intellectual property • Leadership • Write a 1,400-1,750-word synopsis in which you analyze at least seven of the forces and trends from the list above. Your analysis must include the following: o Include economic as well as legal and regulatory forces and trends. o Critique how well the organization adapts to change. o Identify issues and/or opportunities: o Identify the major issues and or opportunities that the company faces based on your analysis above. o Generate a hypothesis surrounding each issue and research questions to use for conducting analysis. o Identify the circumstances surrounding each issue; classify the circumstances; attribute the importance of each classification; and test the accuracy of the importance for each classification. Proposed Business Action Adventures; Mission, Vision and Purpose High energy extreme sports vacations are something that is my lifelong dream. Having...
Words: 1362 - Pages: 6
...the key ingredient/activity 6 1.2 Rationale of its importance 6 1.3 Potential impact on organizational outcomes 7 1.4 Organizational symptoms that suggest that the function is not being performed correctly 7 1.5 Key descriptive models 8 Figure 1.1 – Decisions in Designing Job Analysis 9 1.6 Key steps in executing the prescribed models, processes or techniques 9 Figure 1.2 – Start of a Job Analysis 11 1.7 Issues that could prevent this function from being successfully executed 11 1.8 Critical success factors/activities that must be completed in order to successfully execute this function 12 Sample of a Job Analysis 12 2. Job Evaluation 15 2.1 Definition of the key ingredient/activity 15 Figure 2.1 – Job Evaluation 15 2.2 Rationale of its importance 15 2.3 Potential impact on organizational outcomes 16 2.4 Organizational symptoms that suggest that the function is not being performed correctly 17 2.5 Key descriptive models 18 Figure 2.2 - Ways to create an internal person based structure. 20 2.8 Key steps in executing the prescribed models, processes or techniques 20 Figure 2.3 - Job evaluation’s role in determining the internal structure 21 2.7 Issues that could prevent this function from being successfully executed 21 2.8 Critical success factors/activities that must be completed in order to successfully execute this function 21 Sample of a Job Evaluation 22 3. Designing Pay Levels, Mix and Pay Structures 23 3.1 Definition of the key ingredient/activity 23 ...
Words: 17074 - Pages: 69
...EVALUATING WORK 1. JOB EVALUATION Job Evaluation is the process of systematically determining the relative worth of jobs to create a job structure for the organization. The evaluation is based on a combination of job content, skills required, value to the organization, organizational culture, and the external market. This potential to blend organizational forces and external market forces is both a strength and a challenge of job evaluation. 2. TYPES OF JOB EVALUATION JOB BASED Job-based employee performance evaluations focus on the duties of the position and the tasks required to perform them successfully. This is a standard type of evaluation you can use for all employees filling the same position. First you must perform a job analysis, separating all duties into large categories, such as essential functions and communication. Under the categories of the position, specify tasks required to fulfill them. Be thorough in your analysis and ask your manager or the human resources department to review it. This will be the performance plan for the position. Each employee will receive the plan, sign it and be reviewed formally at the end of the rating period based on the duties outlined. PERSON BASED A person-based evaluation is specific to each individual employee. It takes into consideration the knowledge, skills and abilities the employee possesses upon hire and learns in the course of the rating period. In this way, an employee is compensated fairly for...
Words: 4510 - Pages: 19
...weakness, opportunity, threat, and trend, and include it in your table. • External forces and trends considerations: • Legal and regulatory • Global • Economic • Technological • Innovation • Social • Environmental • Competitive analysis • Internal forces and trends considerations: • Strategy • Structures • Processes and systems • Resources • Goals • Strategic capabilities • Culture • Technologies • Innovations • Intellectual property • Leadership • Write a 1,400-1,750-word synopsis in which you analyze at least seven of the forces and trends from the list above. Your analysis must include the following: o Include economic as well as legal and regulatory forces and trends. o Critique how well the organization adapts to change. o Identify issues and/or opportunities: o Identify the major issues and or opportunities that the company faces based on your analysis above. o Generate a hypothesis surrounding each issue and research questions to use for conducting analysis. o Identify the circumstances surrounding each issue; classify the circumstances; attribute the importance of each classification; and test the accuracy of the importance for each classification. Proposed Business Action Adventures; Mission, Vision and Purpose High energy extreme sports vacations are something that is my lifelong dream. Having a strategic plan and goals could turn that dream into a reality. The creation of...
Words: 1362 - Pages: 6
...PROGRAMME STRUCTURE FOR ISBE (PG) |S No |Subject |Credit | |1. |Business Statistics |3 | |2. |Operations & Optimization Research |3 | |3. |Economics for Managerial Decision Making – II |2 | |4. |Management Information System & KM |2 | |5. |Human Resource Management |2 | |6. |Financial Management |2 | |7. |Executive Communication |6 | |8. |National Economic Planning – I (Presentation Only) |2 | |9. |National Economic Planning - II |2 | BUSINESS STATISTICS (As per University...
Words: 1759 - Pages: 8
...Business Communication Essentials, 6e (Bovee/Thill) Chapter 1 Understanding Business Communication in Today's Workplace 1) Which of the following is true about the importance of effective communication to your career and to the companies where you will work? A) Communication is important for most jobs, except technical jobs such as engineering or finance. B) The higher you rise in your organization, the more time you spend using the technical skills of your profession, and the less time you spend communicating. C) Good communicators are generally more difficult to find than good accountants, good engineers, or good attorneys. D) Good communication has not been linked to financial advantages for companies. E) Communication is important for most jobs, unless you are an entrepreneur. Answer: C Explanation: C) The world is full of good marketing strategists, good accountants, good engineers, and good attorneys—but it is not full of good communicators. Acquiring good communication skills will provide you with an opportunity to stand out from your competition in the job market. Classification: Conceptual AACSB: Communication Abilities LO: 1 Difficulty: Easy Learning Outcome: Describe best practices in team and interpersonal communication 2) Which of the following is true about the importance of effective communication to your career and to the companies where you will work? A) Communication is important for most jobs, except technical jobs such as engineering...
Words: 10914 - Pages: 44