Market needs analysis for Turnkey automation project based organisation in the Eastern Cape
- Authors: Buys, Stefan
- Date: 2014
- Subjects: Industrial marketing , Marketing research
- Language: English
- Type: Thesis , Masters , MBA
- Identifier: vital:8927 , http://hdl.handle.net/10948/d1021170
- Description: Customer value is essentially the perceived value that the customer gains when purchasing a product. The perceived value is the trade-off between the cost of the product and the benefits it provides. If the customer perceives the benefits exceed the costs, then the customer perceives value in the product. A need is defined as a perceived lack of something. Customers across industries consider fulfilment of their unique needs as a key metric in evaluating the effectiveness of a solution. In order for an organisation to successfully provide solutions based on customer needs it is crucial for the organisation to understand the needs of their target market. Market Needs Analysis (MNA) is the investigation that intends to improve knowledge about the needs of the organisation’s target market. Project Based Organisations (PBOs) are organisations who are primarily orientated to execute once-off projects with an organisational structure specially formed for a temporary period tailored to deliver a product that meets the needs of specific customers. This research investigates the value offering of a Turnkey PBO and its alignment to the needs of its market. The organisation is privately owned, operating primarily in the South African automotive industry. The true name of the organisation that will be researched will not be disclosed for confidentiality reasons; instead it will be called My Automation Company (MAC). Until the end of 2010, the core focus of the organisation was the supply and maintenance of specialised electronic and computerised tools and services used mainly for quality assurance and production support. Towards the end of 2010 the organisation shifted its focus to providing a new product and service, Turnkey Industrial Automation Projects, to its existing market. In the rush of introducing new products and services many organisations neglect to analyse the market to ensure that they fully understand and can satisfy its needs. Understanding customer needs is crucial in order for new products to be successful thereby capitalising on the available growth potential. Turnkey Industrial Automation Projects is a new product in the organisation’s existing market. It is therefore important that the organisation investigates the customer needs for this particular product as it will differ significantly from customer needs for Service Level Agreements which the organisation is familiar with. The purpose of this research study is to advance the current understanding of the Customer Value Proposition (CVP) of Turnkey PBOs by performing a systematic analysis of the determinants of customer value. This research is an exploratory quantitative study comprised of literature- and case study components used to test proposed hypotheses. The literature study was performed on secondary sources to establish the key concepts related to the topics of PBOs, Industrial Marketing, Market Needs Analysis and CVP. The empirical study consisted of surveys (questionnaires) completed by various customers and employees of MAC. The questionnaire used in this research consisted of questions regarding demographic data and questions regarding perceived CVP and influencing factors. Descriptive statistics was used to summarise the data into a more compact form which could simplify the identification of patterns in the data. Inferential statistics was used to verify if conclusions made from the sample data can be inferred onto a larger population Recommended business practices based on the statistical analysis of the survey results were identified. It was shown that there exists a relationship between Perceived Value and Product Characteristics, Relational Characteristics, Supplier Characteristics, Benefits and Sacrifices by using Pearson’s product-moment correlation coefficient to measure the linear association between the variables. A significant difference in the perceived performance of MAC in certain aspects was found. There is however no significant difference between the perceived importance’s assigned to CVP factors by High- and Low-level Management customers. It was also found that there is a significant difference in the perceived performance of MAC by Customers and Employees in certain aspects. While there is alignment between the importance Employees and Customers place on the majority of independent variables, there is misalignment with regard to the various Supplier Characteristics. Supplier Commitment was shown to be the factor that requires the most attention as: it has the biggest influence on the perceived value gained from dealing with MAC; Customers rate the organisations performance in this regard lower than Employees do and Employees assign lower importance to this factor than Customers. This study concluded in the development of a hypothesised CVP model that indicated not only which factors influence the CVP of a Turnkey PBO in the Eastern Cape but also the effect that each of the identified factors have on perceived value.
- Full Text:
- Date Issued: 2014
- Authors: Buys, Stefan
- Date: 2014
- Subjects: Industrial marketing , Marketing research
- Language: English
- Type: Thesis , Masters , MBA
- Identifier: vital:8927 , http://hdl.handle.net/10948/d1021170
- Description: Customer value is essentially the perceived value that the customer gains when purchasing a product. The perceived value is the trade-off between the cost of the product and the benefits it provides. If the customer perceives the benefits exceed the costs, then the customer perceives value in the product. A need is defined as a perceived lack of something. Customers across industries consider fulfilment of their unique needs as a key metric in evaluating the effectiveness of a solution. In order for an organisation to successfully provide solutions based on customer needs it is crucial for the organisation to understand the needs of their target market. Market Needs Analysis (MNA) is the investigation that intends to improve knowledge about the needs of the organisation’s target market. Project Based Organisations (PBOs) are organisations who are primarily orientated to execute once-off projects with an organisational structure specially formed for a temporary period tailored to deliver a product that meets the needs of specific customers. This research investigates the value offering of a Turnkey PBO and its alignment to the needs of its market. The organisation is privately owned, operating primarily in the South African automotive industry. The true name of the organisation that will be researched will not be disclosed for confidentiality reasons; instead it will be called My Automation Company (MAC). Until the end of 2010, the core focus of the organisation was the supply and maintenance of specialised electronic and computerised tools and services used mainly for quality assurance and production support. Towards the end of 2010 the organisation shifted its focus to providing a new product and service, Turnkey Industrial Automation Projects, to its existing market. In the rush of introducing new products and services many organisations neglect to analyse the market to ensure that they fully understand and can satisfy its needs. Understanding customer needs is crucial in order for new products to be successful thereby capitalising on the available growth potential. Turnkey Industrial Automation Projects is a new product in the organisation’s existing market. It is therefore important that the organisation investigates the customer needs for this particular product as it will differ significantly from customer needs for Service Level Agreements which the organisation is familiar with. The purpose of this research study is to advance the current understanding of the Customer Value Proposition (CVP) of Turnkey PBOs by performing a systematic analysis of the determinants of customer value. This research is an exploratory quantitative study comprised of literature- and case study components used to test proposed hypotheses. The literature study was performed on secondary sources to establish the key concepts related to the topics of PBOs, Industrial Marketing, Market Needs Analysis and CVP. The empirical study consisted of surveys (questionnaires) completed by various customers and employees of MAC. The questionnaire used in this research consisted of questions regarding demographic data and questions regarding perceived CVP and influencing factors. Descriptive statistics was used to summarise the data into a more compact form which could simplify the identification of patterns in the data. Inferential statistics was used to verify if conclusions made from the sample data can be inferred onto a larger population Recommended business practices based on the statistical analysis of the survey results were identified. It was shown that there exists a relationship between Perceived Value and Product Characteristics, Relational Characteristics, Supplier Characteristics, Benefits and Sacrifices by using Pearson’s product-moment correlation coefficient to measure the linear association between the variables. A significant difference in the perceived performance of MAC in certain aspects was found. There is however no significant difference between the perceived importance’s assigned to CVP factors by High- and Low-level Management customers. It was also found that there is a significant difference in the perceived performance of MAC by Customers and Employees in certain aspects. While there is alignment between the importance Employees and Customers place on the majority of independent variables, there is misalignment with regard to the various Supplier Characteristics. Supplier Commitment was shown to be the factor that requires the most attention as: it has the biggest influence on the perceived value gained from dealing with MAC; Customers rate the organisations performance in this regard lower than Employees do and Employees assign lower importance to this factor than Customers. This study concluded in the development of a hypothesised CVP model that indicated not only which factors influence the CVP of a Turnkey PBO in the Eastern Cape but also the effect that each of the identified factors have on perceived value.
- Full Text:
- Date Issued: 2014
The influence of persons and marketing related variables on consumers purchasing of environmentally-friendly products
- Authors: Jonas, Altouise Glowdean
- Date: 2012
- Subjects: Consumer behavior , Marketing research , Natural resources , Human ecology
- Language: English
- Type: Thesis , Masters , MTech
- Identifier: vital:9368 , http://hdl.handle.net/10948/d1011098 , Consumer behavior , Marketing research , Natural resources , Human ecology
- Description: The human environment is under serious threat as natural resources such as air, water and forests are being overused. Worldwide, people have become more aware of the threatening situation and consequently many more individuals are showing concern for the environment. Often this concern is not displayed in consumers’ purchasing behaviour, as consumers who claim to be concerned about the environment are not necessarily consuming or showing a preference for environmentally–friendly products. This study examined two sets of variables, namely, person related and marketing related factors, and determined the extent to which these factors influence consumers’ behaviour when buying environmentallyfriendly products. The empirical data was collected by means of a survey, using self-administered questionnaires distributed to adult employed consumers residing in Port Elizabeth. Two hundred usable questionnaires were received. Three person related factors, namely, norms, environmental concern and environmental knowledge, and four marketing related factors, namely, price, product, place and promotion - were found to influence respondents’ behaviour when purchasing environmentally-friendly products. Environmental concern explained the largest portion of variation in purchase behaviour, while promotion explained the smallest portion of variation. Significant differences in the influence of age were found for norms, nvironmental concern, environmental knowledge and price. It is recommended that suppliers of environmentally-friendly products should ensure that these products are located at outlets which are convenient to consumers; more should be done by the relevant stakeholders to increase environmental knowledge and educate South Africans about the benefits of leading a more environmentally-friendly lifestyle; marketers find more innovative methods to convince consumers to act on their environmental concern; further attempts be made to minimise the price difference between environmentally-friendly products and traditional products; marketers should pay more attention to advertisements promoting environmentally-friendly products to ensure that these appeal to their target markets; and the performance of environmentally-friendly products should be on a par with the performance of traditional products.
- Full Text:
- Date Issued: 2012
- Authors: Jonas, Altouise Glowdean
- Date: 2012
- Subjects: Consumer behavior , Marketing research , Natural resources , Human ecology
- Language: English
- Type: Thesis , Masters , MTech
- Identifier: vital:9368 , http://hdl.handle.net/10948/d1011098 , Consumer behavior , Marketing research , Natural resources , Human ecology
- Description: The human environment is under serious threat as natural resources such as air, water and forests are being overused. Worldwide, people have become more aware of the threatening situation and consequently many more individuals are showing concern for the environment. Often this concern is not displayed in consumers’ purchasing behaviour, as consumers who claim to be concerned about the environment are not necessarily consuming or showing a preference for environmentally–friendly products. This study examined two sets of variables, namely, person related and marketing related factors, and determined the extent to which these factors influence consumers’ behaviour when buying environmentallyfriendly products. The empirical data was collected by means of a survey, using self-administered questionnaires distributed to adult employed consumers residing in Port Elizabeth. Two hundred usable questionnaires were received. Three person related factors, namely, norms, environmental concern and environmental knowledge, and four marketing related factors, namely, price, product, place and promotion - were found to influence respondents’ behaviour when purchasing environmentally-friendly products. Environmental concern explained the largest portion of variation in purchase behaviour, while promotion explained the smallest portion of variation. Significant differences in the influence of age were found for norms, nvironmental concern, environmental knowledge and price. It is recommended that suppliers of environmentally-friendly products should ensure that these products are located at outlets which are convenient to consumers; more should be done by the relevant stakeholders to increase environmental knowledge and educate South Africans about the benefits of leading a more environmentally-friendly lifestyle; marketers find more innovative methods to convince consumers to act on their environmental concern; further attempts be made to minimise the price difference between environmentally-friendly products and traditional products; marketers should pay more attention to advertisements promoting environmentally-friendly products to ensure that these appeal to their target markets; and the performance of environmentally-friendly products should be on a par with the performance of traditional products.
- Full Text:
- Date Issued: 2012
An analysis of the relationship between the sources of conflict and the stages in the conflict process within the marketing channel comprising retail pharmacy managers and medical doctors
- Authors: Futter, William Thomas
- Date: 1988
- Subjects: Medicine -- Formulae, receipts, prescriptions -- Marketing , Marketing channels , Marketing research , Drugs -- Marketing
- Language: English
- Type: Thesis , Masters , MCom
- Identifier: vital:1161 , http://hdl.handle.net/10962/d1001628
- Description: Marketing channels have traditionally been examined as commercial conduits the sale objective of which was to facilitate the flow of goods from producer to consumer. This approach emphasized functional and structural aspects of the channel and was primarily concerned with the efficiency of the distribution system. During the last two decades, marketing channels have increasingly been viewed as social systems affected by the behavioural dimensions of power, conflict, roles and communication. The rapid growth of vertical marketing systems with greater authority and interdependence between channel members, have stimulated interest in this field. Nevertheless, research has been limited and characterized by methodological problems and conceptual differences about the definitions of behavioural variables and their relationships. Some attempts have been made to develop an integrated framework within which to conduct research into channel relationships, but the validity and relaibility of these models has not been tested. This research project examined the relationship between the sources of conflict and stages in the conflict process. The sources of conflict were subdivided into attitudinal and structural categories, the latter being concerned with goal differences, the desire for autonomy in the face of interdependence and competition for scarce resources. The conflict process model adopted by the author assumes the existence of stages of latency, feeling, perception, manifestation and aftermath in each conflict episode. The first four were treated as separate behavioural states for which different levels of conflict intensity were measured. In order to provide greater explanatory power to the results of the analysis, the perceptions of two respondent groups were identified, namely the leader group, consisting of channel members responsible for the overall strategic interests of the channel, and the affected group, consisting of channel members who had been adversly affected by the activities of their partners in the channel dyad. In addition, respondents were asked to identify separately, their perceptions of the macro and micro levels of conflict in the four conflict states. The marketing channel for prescription medicines was selected for the study. The focal dyad consisted of retail pharmacy managers and doctors with single respondent perceptual measures being obtained from the retail pharmacy managers. A mail survey of all the retail pharmacy managers in South Africa, South West Africa/Namibia, and the independent homelands conducted in July 1987 resulted in a 40% response rate (1031 returns). Tests indicated statistically significant differences between the perceptual measures representing the sources and stages of conflict, the macro and micro levels of the stages of conflict and between the leader and the non-leader groups and the affected and non-affected groups. A sequential hierarchy in the level of conflict measured in the behavioural states was indicated, with decreasing levels of conflict being identified in states of latency, perception, feeling and manifestations, respectively. An analysis of the results revealed that attitudinal sources of conflict were more important that structural sources in measures of perceptions, feelings and manifestations of conflict behaviour. In the latent conflict state, structural sources assumed greater importance than attitudinal sources. In most of the measures, the sources of conflict were more correlated with perceptions of conflict at the macro level than the micro level. The exception was manifest conflict for which micro conflict levels were more important. The major sources of conflict were differences in perceptions, differences in goals and the lack of autonomy. The leader group indicated a particular concern for attitudinal factors, particularly communication difficulties. The affected group, whilst identifying attitudinal factors as being the most important, was especially concerned with their lack of autonomy from the doctor, rather than the competition for scarce resources which could have been expected. An overall assessment of the level of conflict between retail pharmacy managers and doctors indicated that the channel dyad was relatively free from conflict. Relationships were characterized by a degree of satisfaction, some degree of harmony and little evidence of conflict behaviour.
- Full Text:
- Date Issued: 1988
- Authors: Futter, William Thomas
- Date: 1988
- Subjects: Medicine -- Formulae, receipts, prescriptions -- Marketing , Marketing channels , Marketing research , Drugs -- Marketing
- Language: English
- Type: Thesis , Masters , MCom
- Identifier: vital:1161 , http://hdl.handle.net/10962/d1001628
- Description: Marketing channels have traditionally been examined as commercial conduits the sale objective of which was to facilitate the flow of goods from producer to consumer. This approach emphasized functional and structural aspects of the channel and was primarily concerned with the efficiency of the distribution system. During the last two decades, marketing channels have increasingly been viewed as social systems affected by the behavioural dimensions of power, conflict, roles and communication. The rapid growth of vertical marketing systems with greater authority and interdependence between channel members, have stimulated interest in this field. Nevertheless, research has been limited and characterized by methodological problems and conceptual differences about the definitions of behavioural variables and their relationships. Some attempts have been made to develop an integrated framework within which to conduct research into channel relationships, but the validity and relaibility of these models has not been tested. This research project examined the relationship between the sources of conflict and stages in the conflict process. The sources of conflict were subdivided into attitudinal and structural categories, the latter being concerned with goal differences, the desire for autonomy in the face of interdependence and competition for scarce resources. The conflict process model adopted by the author assumes the existence of stages of latency, feeling, perception, manifestation and aftermath in each conflict episode. The first four were treated as separate behavioural states for which different levels of conflict intensity were measured. In order to provide greater explanatory power to the results of the analysis, the perceptions of two respondent groups were identified, namely the leader group, consisting of channel members responsible for the overall strategic interests of the channel, and the affected group, consisting of channel members who had been adversly affected by the activities of their partners in the channel dyad. In addition, respondents were asked to identify separately, their perceptions of the macro and micro levels of conflict in the four conflict states. The marketing channel for prescription medicines was selected for the study. The focal dyad consisted of retail pharmacy managers and doctors with single respondent perceptual measures being obtained from the retail pharmacy managers. A mail survey of all the retail pharmacy managers in South Africa, South West Africa/Namibia, and the independent homelands conducted in July 1987 resulted in a 40% response rate (1031 returns). Tests indicated statistically significant differences between the perceptual measures representing the sources and stages of conflict, the macro and micro levels of the stages of conflict and between the leader and the non-leader groups and the affected and non-affected groups. A sequential hierarchy in the level of conflict measured in the behavioural states was indicated, with decreasing levels of conflict being identified in states of latency, perception, feeling and manifestations, respectively. An analysis of the results revealed that attitudinal sources of conflict were more important that structural sources in measures of perceptions, feelings and manifestations of conflict behaviour. In the latent conflict state, structural sources assumed greater importance than attitudinal sources. In most of the measures, the sources of conflict were more correlated with perceptions of conflict at the macro level than the micro level. The exception was manifest conflict for which micro conflict levels were more important. The major sources of conflict were differences in perceptions, differences in goals and the lack of autonomy. The leader group indicated a particular concern for attitudinal factors, particularly communication difficulties. The affected group, whilst identifying attitudinal factors as being the most important, was especially concerned with their lack of autonomy from the doctor, rather than the competition for scarce resources which could have been expected. An overall assessment of the level of conflict between retail pharmacy managers and doctors indicated that the channel dyad was relatively free from conflict. Relationships were characterized by a degree of satisfaction, some degree of harmony and little evidence of conflict behaviour.
- Full Text:
- Date Issued: 1988
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