Critical success factors of a route-to-market strategy in the South African beverage industry
- Mackenzie, Robert Duncan Mcintyre
- Authors: Mackenzie, Robert Duncan Mcintyre
- Date: 2018
- Subjects: Delivery of goods -- South Africa -- Management , Beverage industry -- South Africa , Marketing -- South Africa -- Management , Sales management -- South Africa , Customer services -- South Africa -- Management
- Language: English
- Type: Thesis , Masters , MBA
- Identifier: http://hdl.handle.net/10948/22552 , vital:30005
- Description: Effective distribution has become a big challenge in the Fast Moving Consumer Goods (FMCG) industry, especially beverage manufacturers. This study has covered an analysis of the varying Route-to-Market strategies for primary and secondary distributors, and this data was used to provide a foundation for formulating a beverage industry Route-to-Market model based on identified critical success factors. It offers insight into the implementation process in the varying markets, highlighting the importance of tailoring the Route-to-Market model to specific markets, and the importance of keeping the processes customer focused. The objective of this study was to identify the critical success factors of Route-to-Market in the beverage industry of South Africa, specifically investigating the financial viability of the selected distribution method, the knowledge and talent management of the employees and customers, the impact and effect of product availability, the level and importance of service excellence, and analysing the significance of strategic planning. This was followed by a qualitative explanatory case study methodology and research design, using multiple embedded units of analysis, in the form of semi-structured interviews and provided a valuable insight into success factors of Route-to-Market in the beverage industry of South Africa. The overall conclusion is that an effective Route-to-Market model, which has a well-established customer base at its centre, will significantly improve the satisfaction of customers in terms of quality and respect for services rendered. It is recommended that a company should review its Route-to-Market strategies regularly as to ensure the model is as relevant as possible.
- Full Text:
- Date Issued: 2018
- Authors: Mackenzie, Robert Duncan Mcintyre
- Date: 2018
- Subjects: Delivery of goods -- South Africa -- Management , Beverage industry -- South Africa , Marketing -- South Africa -- Management , Sales management -- South Africa , Customer services -- South Africa -- Management
- Language: English
- Type: Thesis , Masters , MBA
- Identifier: http://hdl.handle.net/10948/22552 , vital:30005
- Description: Effective distribution has become a big challenge in the Fast Moving Consumer Goods (FMCG) industry, especially beverage manufacturers. This study has covered an analysis of the varying Route-to-Market strategies for primary and secondary distributors, and this data was used to provide a foundation for formulating a beverage industry Route-to-Market model based on identified critical success factors. It offers insight into the implementation process in the varying markets, highlighting the importance of tailoring the Route-to-Market model to specific markets, and the importance of keeping the processes customer focused. The objective of this study was to identify the critical success factors of Route-to-Market in the beverage industry of South Africa, specifically investigating the financial viability of the selected distribution method, the knowledge and talent management of the employees and customers, the impact and effect of product availability, the level and importance of service excellence, and analysing the significance of strategic planning. This was followed by a qualitative explanatory case study methodology and research design, using multiple embedded units of analysis, in the form of semi-structured interviews and provided a valuable insight into success factors of Route-to-Market in the beverage industry of South Africa. The overall conclusion is that an effective Route-to-Market model, which has a well-established customer base at its centre, will significantly improve the satisfaction of customers in terms of quality and respect for services rendered. It is recommended that a company should review its Route-to-Market strategies regularly as to ensure the model is as relevant as possible.
- Full Text:
- Date Issued: 2018
The meaning of success : perspectives of family business owners using word associations
- Authors: Scheepers, Jessica
- Date: 2015
- Subjects: Family-owned business enterprises , Success , Association tests , Content analysis (Communication)
- Language: English
- Type: Thesis , Masters , MCom
- Identifier: vital:9308 , http://hdl.handle.net/10948/d1018512
- Description: Despite family business researchers having worked towards an understanding of how family businesses obtain success or achieve satisfaction, much confusion and debate on how to define success still exist in the field. It is suggested that defining success in terms of a family business is problematic because even family members themselves have varying perceptions of success. This confusion and debate has in recent years led to an increase in research concerning the meaning of success in the context of family businesses. Defining success is necessary, because if family businesses do not know what success means and what they are working towards, they will not know what decisions to make in order to be successful. Against this background, the primary objective of this study was to establish the perceptions of the concept of success among family business owners. For the purpose of this study, a mixed methodology was adopted because the data was collected using a qualitative method but analysed using a quantitative method. This study used a free word association test – which is a qualitative projective technique – to collect the data, which was then analysed by means of summative manifest content analysis which is a quantitative research method. Convenience sampling was used to identify small business owners to undergo the word association tests. By means of these tests, 811 words/phrases were generated by the 50 small non-family and 51 small family business owners who participated in the study. Theoretical, data, investigator and methodological triangulation was used to ensure the validity of the study whereas credibility, transferability, dependability, confirmability and authenticity were applied to ensure its reliability. A coding framework was developed and several analyses were undertaken to summarise the data. The nature and position of the words/phrases recalled as well as the most frequently occurring words/phrases recalled were reported on. To determine whether significant differences exist between the different sample groups, Chi-square statistics were calculated to ascertain statistical significance and Craemer’s V statistics to establish practical significance. The findings of this study show that small non-family business owners mostly associate business success with non-financial indicators. These non-family business owners perceive a successful small business as one that is customer-focused, provides quality service and is characterised by discipline, drive and determination. Similarly, the findings show that the small family business owners participating in this study mostly associate family business success with words/phrases of a non-financial nature. The family business owners perceived a successful family business as one where, in addition to financial returns, discipline, drive and determination, as well as trust, honesty and hard work prevail. Even though both non-family and family business owner participants mostly recalled words/phrases of a non-financial nature, non-family business owners were mainly concerned with being customer-focused and proving quality, whereas family business owners focused more on values such as discipline, drive and determination as well as trust and honesty. Based on the perceptions of success among family business owners, a workable definition of “family business success” was formulated. Family business owners mainly perceive a successful family business as one where, in addition to financial returns, values such as discipline, drive and determination as well as trust, honesty and hard work prevail in the organisational culture of their businesses. Investigating the meaning of success in the field of family business has become a topic of growing interest. This study is one of the first in South Africa to adopt a qualitative dominant approach in attempting to overcome the lack of consensus, as well as to gain greater clarity regarding the way in which success is defined by family businesses. It is hoped that the results of this study will provide family business owners as well as practitioners and researchers in the field with a better understanding of what family business success entails. This understanding offers the potential to guide and improve goal-setting and strategic processes by family businesses, resulting in fewer family business failures and ultimately improving the South African economy.
- Full Text:
- Date Issued: 2015
- Authors: Scheepers, Jessica
- Date: 2015
- Subjects: Family-owned business enterprises , Success , Association tests , Content analysis (Communication)
- Language: English
- Type: Thesis , Masters , MCom
- Identifier: vital:9308 , http://hdl.handle.net/10948/d1018512
- Description: Despite family business researchers having worked towards an understanding of how family businesses obtain success or achieve satisfaction, much confusion and debate on how to define success still exist in the field. It is suggested that defining success in terms of a family business is problematic because even family members themselves have varying perceptions of success. This confusion and debate has in recent years led to an increase in research concerning the meaning of success in the context of family businesses. Defining success is necessary, because if family businesses do not know what success means and what they are working towards, they will not know what decisions to make in order to be successful. Against this background, the primary objective of this study was to establish the perceptions of the concept of success among family business owners. For the purpose of this study, a mixed methodology was adopted because the data was collected using a qualitative method but analysed using a quantitative method. This study used a free word association test – which is a qualitative projective technique – to collect the data, which was then analysed by means of summative manifest content analysis which is a quantitative research method. Convenience sampling was used to identify small business owners to undergo the word association tests. By means of these tests, 811 words/phrases were generated by the 50 small non-family and 51 small family business owners who participated in the study. Theoretical, data, investigator and methodological triangulation was used to ensure the validity of the study whereas credibility, transferability, dependability, confirmability and authenticity were applied to ensure its reliability. A coding framework was developed and several analyses were undertaken to summarise the data. The nature and position of the words/phrases recalled as well as the most frequently occurring words/phrases recalled were reported on. To determine whether significant differences exist between the different sample groups, Chi-square statistics were calculated to ascertain statistical significance and Craemer’s V statistics to establish practical significance. The findings of this study show that small non-family business owners mostly associate business success with non-financial indicators. These non-family business owners perceive a successful small business as one that is customer-focused, provides quality service and is characterised by discipline, drive and determination. Similarly, the findings show that the small family business owners participating in this study mostly associate family business success with words/phrases of a non-financial nature. The family business owners perceived a successful family business as one where, in addition to financial returns, discipline, drive and determination, as well as trust, honesty and hard work prevail. Even though both non-family and family business owner participants mostly recalled words/phrases of a non-financial nature, non-family business owners were mainly concerned with being customer-focused and proving quality, whereas family business owners focused more on values such as discipline, drive and determination as well as trust and honesty. Based on the perceptions of success among family business owners, a workable definition of “family business success” was formulated. Family business owners mainly perceive a successful family business as one where, in addition to financial returns, values such as discipline, drive and determination as well as trust, honesty and hard work prevail in the organisational culture of their businesses. Investigating the meaning of success in the field of family business has become a topic of growing interest. This study is one of the first in South Africa to adopt a qualitative dominant approach in attempting to overcome the lack of consensus, as well as to gain greater clarity regarding the way in which success is defined by family businesses. It is hoped that the results of this study will provide family business owners as well as practitioners and researchers in the field with a better understanding of what family business success entails. This understanding offers the potential to guide and improve goal-setting and strategic processes by family businesses, resulting in fewer family business failures and ultimately improving the South African economy.
- Full Text:
- Date Issued: 2015
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