Organized retailing in India: upstream channel structure and management

Dabas, Chitra Srivastava; Sternquist, Brenda; Mahi, Humaira

doi:10.1108/08858621211207216

Cited by 25 publications

(5 citation statements)

References 82 publications

(121 reference statements)

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“…Sternquist et al (2008) found that country environment and firm strategy influenced the use of buying committees in China. Sternquist and Chen (2006) found that retailers in China seldom moved out of their current business networks to look for new suppliers, a trend consistent with Indian buyers' reliance on socially embedded network relationships (Srivastava et al , 2012). Studies demonstrate that information processing and decision‐making of industrial buyers varies from country to country and culture to culture (Bonoma et al , 1977; Samli et al , 1988).…”

Section: Literature Reviewmentioning

confidence: 87%

“…Literature on international retail buying in Asia suggests that buying decisions are affected by country‐specific, institutional, and social factors (Srivastava et al , 2012; Sternquist and Chen, 2006; Sternquist et al , 2008). Sternquist et al (2008) found that country environment and firm strategy influenced the use of buying committees in China.…”

Section: Literature Reviewmentioning

confidence: 99%

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Decision making of retail buyers: perspectives from China and India

Manjeshwar

Sternquist

Good

2013

Qualitative Market Research: An International Journal

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PurposeBuying decisions are often viewed as random and therefore not generalizable. Additionally, retail buying is typically conducted by individuals and is impacted by cultural considerations. The aim of this paper is to identify critical incidents from China and India, and use theoretical concepts from buyer‐supplier literature to explain the outcome success or failure.Design/methodology/approachThe paper uses the critical incident technique to capture retail buying decisions that resulted in either successful or unsuccessful outcomes. The authors analyze and match each critical incident with theoretical evidence to explain the result.FindingsA total of ten critical incidents were described by ten senior retail‐buying executives in China and India. Critical incidents were classified under four retailing categories: assortment planning, product promotion, sourcing issues, and supply chain issues, and analyzed under four theoretical themes: opportunism, trust, long‐term orientation and power‐dependence.Practical implicationsOrganized retailing is a new phenomenon in China and India. This study bears implications for the training of future retail buyers in both emerging economies, and emphasizes the integration of scientific, modern methods of decision‐making with the cultural values of the local country.Originality/valueThis study is unique because it relies on the voice of the retail buyer to explain real‐world decision making with theoretical evidence from buyer‐supplier literature. Methodologically, this paper is unique as it reports on the first study using critical incident interview techniques to study professional retail‐buying practices.

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Section: Literature Reviewmentioning

confidence: 87%

Section: Literature Reviewmentioning

confidence: 99%

Decision making of retail buyers: perspectives from China and India

Manjeshwar

Sternquist

Good

2013

Qualitative Market Research: An International Journal

Self Cite

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“…Buying decisions are influenced by country-specific, institutional and social factors (Srivastava et al , 2012; Sternquist and Chen, 2006; Sternquist et al , 2008). Sternquist et al (2008) discovered that a company's strategy and environment determined whether buying teams were utilised in China.…”

Section: The Role Of Fashion Retail Buyers and The Buying Decision-making Processmentioning

confidence: 99%

The role of fashion retail buyers in China and the buyer decision-making process

Zhong

2020

JFMM

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PurposeThe Chinese fashion market is becoming increasingly important in terms of consumption volume and value. A critical aspect of the Chinese fashion market is the role of the fashion retail buyer; however, there exists little literature on their role and their decision-making process. This paper, therefore, explores the role of Chinese fashion retail buyers, their decision-making process as well as the key factors that influence the retail buyer's decision-making process.Design/methodology/approachInformed by the inductive approach within Sheth's (1981) framework, in-depth interviews with a number of retail buyers in nine leading fashion companies in China were carried out to explore fashion retail buyers' decision-making processes.FindingsThe results show that management mentality, type of merchandise and type of decision context were the most influencing factors regarding merchandise requirements (MRs). Fashion retail buyers in China are substantially restricted by the management style of the firm, which also influences the product mix choice. To evaluate merchandise, fashion buyers take into account consumer demand, company position, geographical differences and fashion trends. In regards to supplier selection, production stability coupled with quality and cost factors become paramount. The study also demonstrates that country of origin (COO) is a less significant factor in the fashion buyer's decision-making process.Originality/valueThis is the first study that explores the fashion retail buyer's decision-making processes in the Chinese market. The results show Chinese fashion buyers' decision-making processes differ significantly from other markets. This paper offers guidelines for an efficient and effective fashion retail buying process in China. The findings offer important avenues for further research and provide insights for fashion professionals in the Chinese and other emerging markets contexts.

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“…In India, organized retail and unorganized retail compete with each other at various levels. The Indian retail sector is one of the country's top growth industries and, considering its growth, consumers expect more from retail beyond the purchase of a product (Srivastava, 2008;Srivastava Dabas, Sternquist & Mahi, 2012). Indian consumers are also looking to fulfill their hedonic and utilitarian values.…”

Section: Introductionmentioning

confidence: 99%

Analysis of Hedonic and Utilitarian Consumer Values Affecting the Retail Store Image in India

Raut,

Pawar

2023

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Purpose -Retailers continuously focus on enhancing their success in the area of consumer values. The retail industry has experienced enormous structural and technological development, with hedonic and utilitarian values becoming imperative nowadays. Consumers are always seeking the fulfillment of hedonic and utilitarian values in a retail store. The objective of the present research study was to test the dimensionality, validity, and reliability of the measures of hedonic and utilitarian values among retail consumers. In addition, the study was aimed at understanding the role of consumers' hedonic and utilitarian values with respect to the retail store image.Design/Methodology/Approach -Expert Opinions (EO), Focus Group Discussions (FGD), Confirmatory Factor Analysis (CFA) and path model analysis were used to achieve the objectives of the study.Findings and Implications -The results of the study offer significant implications for retailers. The study's findings elucidate the 13 observed items by relating them to hedonic values, utilitarian values, and retail store image. SažetakSvrha -Trgovci na malo kontinuirano se usredotočuju na postizanje uspjeha u vrijednosti za potrošača. U maloprodaji je došlo do ogromnog strukturnog i tehnološkog razvoja. Hedonističke i utilitarne vrijednosti imperativ su u današnjoj maloprodaji. Potrošači uvijek od prodavaonice na malo očekuju ispunjenje hedonističkih i utilitarnih vrijednosti. Cilj istraživanja bio je ispitati dimenzionalnost, valjanost i pouzdanost mjera hedonističkih i utilitarnih vrijednosti za potrošača u maloprodaji. Osim toga, cilj je bio i razumjeti ulogu hedonističkih i utilitarnih vrijednosti za potrošača u odnosu na imidž prodavaonice na malo.Metodološki pristup -Za postizanje ciljeva istraživanja provedene su sljedeće metode: prikupljanje mišljenja stručnjaka, rasprave u fokus grupama, konfirmatorna faktorska analiza i analiza modela staza.Rezultati i implikacije -Rezultati istraživanja imaju značajne implikacije na maloprodaju. Rezultati razjašnjavaju trinaest promatranih čestica pod hedonističkim i utilitarnim vrijednostima te imidž prodavaonice na malo. Istraživanje je također potvrdilo utjecaj hedonističkih i

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Organized retailing in India: upstream channel structure and management

Cited by 25 publications

References 82 publications

Decision making of retail buyers: perspectives from China and India

Decision making of retail buyers: perspectives from China and India

The role of fashion retail buyers in China and the buyer decision-making process

Analysis of Hedonic and Utilitarian Consumer Values Affecting the Retail Store Image in India

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