'n Strategiese beskouing van verhoudingsbemarking : 'n teoretiese perspektief
- Authors: Scheepers, Jacobus Wynand
- Date: 2012-09-11
- Subjects: Marketing -- Management
- Type: Mini-Dissertation
- Identifier: uj:10060 , http://hdl.handle.net/10210/7448
- Description: M.Comm.
- Full Text:
- Authors: Scheepers, Jacobus Wynand
- Date: 2012-09-11
- Subjects: Marketing -- Management
- Type: Mini-Dissertation
- Identifier: uj:10060 , http://hdl.handle.net/10210/7448
- Description: M.Comm.
- Full Text:
Suksesfaktore vir die uitvoerbemarking van industriële produkte
- Authors: Wiid, Johannes Arnoldus
- Date: 2012-08-22
- Subjects: Export marketing , Export marketing -- South Africa , Industrial marketing , Industrial marketing -- South Africa
- Type: Thesis
- Identifier: uj:3068 , http://hdl.handle.net/10210/6489
- Description: D.Comm. , Die identifisering en evaluering van suksesfaktore is 'n baie belangrike aspek in die strategiese beplanningsproses. Dit vorm die hoeksteen waarop 'n onderneming se strategie rus en dit dien as integrasiemeganisme tussen bestuur se langtermyn doelwitte en die kanalisering van skaars hulpbronne. Suksesfaktore kom basies op alle terreine binne die onderneming voor. Die terreine kan in drie groepe gegroepeer word, naamlik: die makro-omgewing (die onbeheerbare eksterne veranderlikes soos politiek, ekonomie, tegnologie, mededingers, en so meer insluit). Tweedens die mikro-omgevving (die onderneming self, oftewel die beheerbare interne situasie wat die onderneming se hulpbronne en sy mense insluit) en laastens die aard en omvang (eiesoortigheid) van die bedryfstak. Alhoewel suksesfaktore op basies alle terreine van die onderneming voorkom, verskil die faktore van bedryfstak tot bedryfstak en self van onderneming tot onderneming. Verskillende tegnieke kan gevolg word om suksesfaktore te identifiseer. Die tegnieke kan afsonderlik of gesamentlik gebruik word om moontlik suksesfaktore te identifiseer. Alle geidentifiseerde faktore is nie noodwendig suksesfaktore nie. Vir die gedentifiseerde faktore om as suksesfaktore geldassifiseer te word, moet dit: Die internasionale makro-omgewing is saamgestel uit verskeie elemente, te wete: die ekonomie, geologie en infrastruktuur, tegnologie, mededinging, die sosiokulturele, politiek en wetlike aspekte. Die ekonomie van 'n land kan onderverdeel word in verskeie aspekte naamlik: die grootte van die mark, die aard van ekonomiese aktiwiteite, handelsblok, beskerming en handelsbeperkinge. Elk van hierdie aspekte hou potensiele kritiese suksesfaktore vir ondernemings in. Die internasionale fisiese omgewing is hoofsaaklik saamgestel uit geografie en infrastruktuur. Geografie is die fisiese eienskappe van elke mark in terme van afstand, topografie, klimaat, weersomstandighede en natuurlike hulpbronne, terwyl infrastruktuur weer energie, vervoer en kommunikasie insluit. Kultuur word gesien as die aspekte wat meebring dat samelewings van mekaar verskil. Kultuur word aangeleer en is rue aangebore eienskappe nie. Kultuur kan tereg beskou word as 'n mensgemaakte omgewing. Alle aktiwiteite van die mens kan in vyf dimensies verdeel word en uit hierdie dimensies is kultuur saamgestel. Die dimensies is: Materiele kultuur: tegnologie en ekonomie; Sosiale instelling: sosiale organisasie, opvoeding en politieke strukture; Sedes: oortuigings, godsdiens, bygelowigheid en verwante magstrukture; Die estetiese: grafiese kuns, musiek, drama, dans en volkskunde; en Taal. Die politieke bestel en regering bepaal die klimaat waarin internasionale handel plaasvind. Ondernemings wat internasionale markte betree, moet deeglik kennis dra van die huidige vorm van regering, die stabiliteit van die regering en permanensie van regeringsbeleid. Ondernemings moet ook bewus wees van die feit dat hulle die prooi van politieke aksies kan wees. Die regering van die dag bepaal en maak die wette wat in 'n land gebruik word. Landswette en die toepassing daarvan verskil van land tot land. Dit is nie moontlik om 'n enkele wet as 'n suksesfaktor uit to lig nie, maar die kontrak tussen 'n onderneming en die gasheerland kan as 'n suksesfaktor uitgelig word. Tegnologie beteken in bemarking die toepassing van bestaande kennis, wat gebaseer is op wetenskaplike ontdekkings, uitvindings en innovasies. Nie alle lande is tegnologies ewe ver gevorderd nie en daarom moet 'n onderneming ag slaan op die tegnologiese gaping tussen lande voordat daar in die gasheerland bele word. Uit die hoofstuk kan die volgende as krities beskou word vir die bemarking van industriele produkte oorsee.
- Full Text:
- Authors: Wiid, Johannes Arnoldus
- Date: 2012-08-22
- Subjects: Export marketing , Export marketing -- South Africa , Industrial marketing , Industrial marketing -- South Africa
- Type: Thesis
- Identifier: uj:3068 , http://hdl.handle.net/10210/6489
- Description: D.Comm. , Die identifisering en evaluering van suksesfaktore is 'n baie belangrike aspek in die strategiese beplanningsproses. Dit vorm die hoeksteen waarop 'n onderneming se strategie rus en dit dien as integrasiemeganisme tussen bestuur se langtermyn doelwitte en die kanalisering van skaars hulpbronne. Suksesfaktore kom basies op alle terreine binne die onderneming voor. Die terreine kan in drie groepe gegroepeer word, naamlik: die makro-omgewing (die onbeheerbare eksterne veranderlikes soos politiek, ekonomie, tegnologie, mededingers, en so meer insluit). Tweedens die mikro-omgevving (die onderneming self, oftewel die beheerbare interne situasie wat die onderneming se hulpbronne en sy mense insluit) en laastens die aard en omvang (eiesoortigheid) van die bedryfstak. Alhoewel suksesfaktore op basies alle terreine van die onderneming voorkom, verskil die faktore van bedryfstak tot bedryfstak en self van onderneming tot onderneming. Verskillende tegnieke kan gevolg word om suksesfaktore te identifiseer. Die tegnieke kan afsonderlik of gesamentlik gebruik word om moontlik suksesfaktore te identifiseer. Alle geidentifiseerde faktore is nie noodwendig suksesfaktore nie. Vir die gedentifiseerde faktore om as suksesfaktore geldassifiseer te word, moet dit: Die internasionale makro-omgewing is saamgestel uit verskeie elemente, te wete: die ekonomie, geologie en infrastruktuur, tegnologie, mededinging, die sosiokulturele, politiek en wetlike aspekte. Die ekonomie van 'n land kan onderverdeel word in verskeie aspekte naamlik: die grootte van die mark, die aard van ekonomiese aktiwiteite, handelsblok, beskerming en handelsbeperkinge. Elk van hierdie aspekte hou potensiele kritiese suksesfaktore vir ondernemings in. Die internasionale fisiese omgewing is hoofsaaklik saamgestel uit geografie en infrastruktuur. Geografie is die fisiese eienskappe van elke mark in terme van afstand, topografie, klimaat, weersomstandighede en natuurlike hulpbronne, terwyl infrastruktuur weer energie, vervoer en kommunikasie insluit. Kultuur word gesien as die aspekte wat meebring dat samelewings van mekaar verskil. Kultuur word aangeleer en is rue aangebore eienskappe nie. Kultuur kan tereg beskou word as 'n mensgemaakte omgewing. Alle aktiwiteite van die mens kan in vyf dimensies verdeel word en uit hierdie dimensies is kultuur saamgestel. Die dimensies is: Materiele kultuur: tegnologie en ekonomie; Sosiale instelling: sosiale organisasie, opvoeding en politieke strukture; Sedes: oortuigings, godsdiens, bygelowigheid en verwante magstrukture; Die estetiese: grafiese kuns, musiek, drama, dans en volkskunde; en Taal. Die politieke bestel en regering bepaal die klimaat waarin internasionale handel plaasvind. Ondernemings wat internasionale markte betree, moet deeglik kennis dra van die huidige vorm van regering, die stabiliteit van die regering en permanensie van regeringsbeleid. Ondernemings moet ook bewus wees van die feit dat hulle die prooi van politieke aksies kan wees. Die regering van die dag bepaal en maak die wette wat in 'n land gebruik word. Landswette en die toepassing daarvan verskil van land tot land. Dit is nie moontlik om 'n enkele wet as 'n suksesfaktor uit to lig nie, maar die kontrak tussen 'n onderneming en die gasheerland kan as 'n suksesfaktor uitgelig word. Tegnologie beteken in bemarking die toepassing van bestaande kennis, wat gebaseer is op wetenskaplike ontdekkings, uitvindings en innovasies. Nie alle lande is tegnologies ewe ver gevorderd nie en daarom moet 'n onderneming ag slaan op die tegnologiese gaping tussen lande voordat daar in die gasheerland bele word. Uit die hoofstuk kan die volgende as krities beskou word vir die bemarking van industriele produkte oorsee.
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The perceived effectiveness of advertising media used by small enterprises in Thohoyandou
- Moshope, Ronald Tshifhiwa Mboneni
- Authors: Moshope, Ronald Tshifhiwa Mboneni
- Date: 2012-06-06
- Subjects: Small business management , Small business marketing , Thohoyandou (South Africa) , Advertising media planning
- Type: Mini-Dissertation
- Identifier: uj:2501 , http://hdl.handle.net/10210/4954
- Description: M.Comm. , One of the most important decisions a small enterprise owner/manager must make is to select the most appropriate advertising media for helping the business reach its target market in the most cost-effective manner. This study looks at how small enterprise owners/managers perceive the effectiveness of advertising media in the Thohoyandou area and identifies the advertising media used and the way they are used, as well as the most preferred media, and determines the importance that management of small enterprise attaches to advertising. The study used quantitative design to collect the data. The sample was drawn using nonprobability sampling from the different types of business category which include: building material hardware, general merchandise, food stores, home furniture, eating and drinking restaurants and accessories. The researcher interviewed 71 owners/managers using self-administered questionnaires. Data were captured by the specialist statistical services consultancy (Statscon) at the University of Johannesburg, through the use of the Statistical Package for Social Sciences (SPSS).
- Full Text:
- Authors: Moshope, Ronald Tshifhiwa Mboneni
- Date: 2012-06-06
- Subjects: Small business management , Small business marketing , Thohoyandou (South Africa) , Advertising media planning
- Type: Mini-Dissertation
- Identifier: uj:2501 , http://hdl.handle.net/10210/4954
- Description: M.Comm. , One of the most important decisions a small enterprise owner/manager must make is to select the most appropriate advertising media for helping the business reach its target market in the most cost-effective manner. This study looks at how small enterprise owners/managers perceive the effectiveness of advertising media in the Thohoyandou area and identifies the advertising media used and the way they are used, as well as the most preferred media, and determines the importance that management of small enterprise attaches to advertising. The study used quantitative design to collect the data. The sample was drawn using nonprobability sampling from the different types of business category which include: building material hardware, general merchandise, food stores, home furniture, eating and drinking restaurants and accessories. The researcher interviewed 71 owners/managers using self-administered questionnaires. Data were captured by the specialist statistical services consultancy (Statscon) at the University of Johannesburg, through the use of the Statistical Package for Social Sciences (SPSS).
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The application of a customer lifetime value model in the financial services industry
- Authors: Ryan, Craig
- Date: 2012-08-15
- Subjects: Customer relations - Management , Customer loyalty
- Type: Mini-Dissertation
- Identifier: uj:9317 , http://hdl.handle.net/10210/5758
- Description: M.Comm. , This study will determine the value that a Customer Lifetime model can provide within financial services. The study will be a literature study followed by empirical research. The research part of the study will determine the value of the application of a CLV model for the various business areas within a financial services organisation. The purpose of the study will be to explore the concept of CLV (through definitions, brief analysis of CLV methodology and metrics). Then the areas within a business where CLV modelling within the ambit of Customer Value Management (CVM) can have a positive impact will be explored in more depth through interviews, discussion, short questionnaires and various company based literature. The risks and obstacles involved in using CLV models and implementing CVM will be briefly mentioned, but no in depth study will be made of these evident risks and obstacles. Finally, strategic recommendations will be made with regards to using the model based on a combination of literature and empirical research.
- Full Text:
- Authors: Ryan, Craig
- Date: 2012-08-15
- Subjects: Customer relations - Management , Customer loyalty
- Type: Mini-Dissertation
- Identifier: uj:9317 , http://hdl.handle.net/10210/5758
- Description: M.Comm. , This study will determine the value that a Customer Lifetime model can provide within financial services. The study will be a literature study followed by empirical research. The research part of the study will determine the value of the application of a CLV model for the various business areas within a financial services organisation. The purpose of the study will be to explore the concept of CLV (through definitions, brief analysis of CLV methodology and metrics). Then the areas within a business where CLV modelling within the ambit of Customer Value Management (CVM) can have a positive impact will be explored in more depth through interviews, discussion, short questionnaires and various company based literature. The risks and obstacles involved in using CLV models and implementing CVM will be briefly mentioned, but no in depth study will be made of these evident risks and obstacles. Finally, strategic recommendations will be made with regards to using the model based on a combination of literature and empirical research.
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Setting strategic guidelines for a modal integration in the passenger transport industry
- Authors: Maluleka, Khulumane John
- Date: 2012-09-12
- Subjects: Metro Rail (South Africa) , Transportation - Passenger traffic , Railroads - South Africa - Passenger traffic
- Type: Thesis
- Identifier: uj:10144 , http://hdl.handle.net/10210/7524
- Description: M.Comm. , Metro Rail has to make a thorough study of how to compete and flourish in this dynamic Industry. It has become vital that the company refocuses its efforts to meet or even to exceed its customer's expectations. The overall objectives of this study are the following: To describe the theoretical basis of the different types of macro environmental variables and they're likely impact on the decision making process of a transport user. To discuss the different stages involved in the consumer and buyer decision making process. The ultimate goal is to ensure that the most appropriate strategy guidelines are set to exploit opportunities in the passenger transport industry. To look at how modal integration will enhance the passenger transport industry if adopted.
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- Authors: Maluleka, Khulumane John
- Date: 2012-09-12
- Subjects: Metro Rail (South Africa) , Transportation - Passenger traffic , Railroads - South Africa - Passenger traffic
- Type: Thesis
- Identifier: uj:10144 , http://hdl.handle.net/10210/7524
- Description: M.Comm. , Metro Rail has to make a thorough study of how to compete and flourish in this dynamic Industry. It has become vital that the company refocuses its efforts to meet or even to exceed its customer's expectations. The overall objectives of this study are the following: To describe the theoretical basis of the different types of macro environmental variables and they're likely impact on the decision making process of a transport user. To discuss the different stages involved in the consumer and buyer decision making process. The ultimate goal is to ensure that the most appropriate strategy guidelines are set to exploit opportunities in the passenger transport industry. To look at how modal integration will enhance the passenger transport industry if adopted.
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'n Ondersoek na die markgerigtheid van Suid-Afrikaanse klein sakeondernemings
- Labuschagne, Catharina Magrietha
- Authors: Labuschagne, Catharina Magrietha
- Date: 2012-08-16
- Subjects: Small business - South Africa - Marketing , Small business - Customer services - South Africa
- Type: Thesis
- Identifier: uj:9499 , http://hdl.handle.net/10210/5929
- Description: M.Comm. , Although the marketing concept has been the cornerstone of the modern marketing discipline for twenty years, insufficient attention has been given to its implementation. In recent years there has been renewed interest from academics and practitioners regarding the marketing concept and market orientation. Market orientation, the skills and competencies related to it have accordingly prevailed in the marketing and management literature. This resurgence of interest is not surprising, since the implementation of the marketing concept represents the foundation of high quality marketing practice. Market orientation is a business philosophy that makes the customer the focal point of the company's entire operation. Becoming market orientated therefore requires significant changes in the culture, processes and structure of the traditional organization. Market orientated organizations nonetheless has an important competitive advantage in providing customer value and achieving superior performance. Market orientation is therefore a significant cause of business success. All over the world it has been recognized that the small business sector plays an important, if not critical role in the social and economic development of a country. This also applies to South Africa. Small businesses inadvertently have been more reluctant than larger firms to embrace the marketing concept to obtain organizational goals. The relative importance of both small businesses and market orientation in the business environment led to this study concerning the market orientation of small businesses. Therefore the research problem chosen for this study is to determine the market orientation of small businesses in South Africa.
- Full Text:
- Authors: Labuschagne, Catharina Magrietha
- Date: 2012-08-16
- Subjects: Small business - South Africa - Marketing , Small business - Customer services - South Africa
- Type: Thesis
- Identifier: uj:9499 , http://hdl.handle.net/10210/5929
- Description: M.Comm. , Although the marketing concept has been the cornerstone of the modern marketing discipline for twenty years, insufficient attention has been given to its implementation. In recent years there has been renewed interest from academics and practitioners regarding the marketing concept and market orientation. Market orientation, the skills and competencies related to it have accordingly prevailed in the marketing and management literature. This resurgence of interest is not surprising, since the implementation of the marketing concept represents the foundation of high quality marketing practice. Market orientation is a business philosophy that makes the customer the focal point of the company's entire operation. Becoming market orientated therefore requires significant changes in the culture, processes and structure of the traditional organization. Market orientated organizations nonetheless has an important competitive advantage in providing customer value and achieving superior performance. Market orientation is therefore a significant cause of business success. All over the world it has been recognized that the small business sector plays an important, if not critical role in the social and economic development of a country. This also applies to South Africa. Small businesses inadvertently have been more reluctant than larger firms to embrace the marketing concept to obtain organizational goals. The relative importance of both small businesses and market orientation in the business environment led to this study concerning the market orientation of small businesses. Therefore the research problem chosen for this study is to determine the market orientation of small businesses in South Africa.
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Faktore wat handelsmerklojaliteit ten opsigte van sigarette beïnvloed
- Authors: Van Aswegen, Johannes David
- Date: 2012-08-22
- Subjects: Brand choice , Cigarettes - Trademarks , Consumers' preferences
- Type: Thesis
- Identifier: uj:2970 , http://hdl.handle.net/10210/6396
- Description: M.Comm. , Gegewe die agtergrond en probleemstelling van die studie, kan die doelwitte van die studie sons volg gefonnuleer word: Die eerste doel van die studie is om te bepaal of handelsmerklojaliteit wat sigarette betref, nog by verbruikers bestaan en 'n rol speel by die keuse van 'n handelsmerk. Die tweede doel met die studie is om te bepaal watter faktore die verbruiker se keuse van 'n spesifieke handelsmerk van sigarette beInvloed, dit wil se watter faktore beInvloed handelsmerklojaliteit. Wat die faktore betref, sal daar hoofsaaklik gekonsentreer word op die invloed van die elemente van die bemarkingsmengsel, naamlik: Produk ; Prys ; Distribusie ; Bemarkingskommunikasie. Met hierdie studie sal dus gepoog word om 'n bydrae te lewer tot die verbreding van die bestaande kennis oor handelsmerklojaliteit en die rol daarvan vir geslaagde sigaretbemarking.
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- Authors: Van Aswegen, Johannes David
- Date: 2012-08-22
- Subjects: Brand choice , Cigarettes - Trademarks , Consumers' preferences
- Type: Thesis
- Identifier: uj:2970 , http://hdl.handle.net/10210/6396
- Description: M.Comm. , Gegewe die agtergrond en probleemstelling van die studie, kan die doelwitte van die studie sons volg gefonnuleer word: Die eerste doel van die studie is om te bepaal of handelsmerklojaliteit wat sigarette betref, nog by verbruikers bestaan en 'n rol speel by die keuse van 'n handelsmerk. Die tweede doel met die studie is om te bepaal watter faktore die verbruiker se keuse van 'n spesifieke handelsmerk van sigarette beInvloed, dit wil se watter faktore beInvloed handelsmerklojaliteit. Wat die faktore betref, sal daar hoofsaaklik gekonsentreer word op die invloed van die elemente van die bemarkingsmengsel, naamlik: Produk ; Prys ; Distribusie ; Bemarkingskommunikasie. Met hierdie studie sal dus gepoog word om 'n bydrae te lewer tot die verbreding van die bestaande kennis oor handelsmerklojaliteit en die rol daarvan vir geslaagde sigaretbemarking.
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Handelsmerklojaliteit in die Suid-Afrikaanse broodbedryf
- Authors: Oosthuizen, Johan Wentzel
- Date: 2011-12-06
- Subjects: Bread industry , Trademarks , Brand loyalty , Brand name products
- Type: Thesis
- Identifier: uj:1844 , http://hdl.handle.net/10210/4202
- Description: M.Comm.
- Full Text:
- Authors: Oosthuizen, Johan Wentzel
- Date: 2011-12-06
- Subjects: Bread industry , Trademarks , Brand loyalty , Brand name products
- Type: Thesis
- Identifier: uj:1844 , http://hdl.handle.net/10210/4202
- Description: M.Comm.
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An analysis of customer service in an optometric practice
- Authors: Meyer, Erwin Martin
- Date: 2012-08-16
- Subjects: Customer services , Optometry -- Practice -- Customer services
- Type: Thesis
- Identifier: uj:9453 , http://hdl.handle.net/10210/5886
- Description: M.Comm. , The importance of service is constantly increasing in most economies (Gronroos 1988), and service is becoming exceedingly vital to success for manufacturers of goods as well. Service is very frequently referred to as the definitive competitive tool (Kyj 1987; Coppett 1988) and some writers (Quinn and Gagnon 1986) have warned that services if not managed suitably could follow manufacturing into decline, as inattention to quality, emphasis on scale economies, and short-term orientation predominates. Indeed Levitt (1981) has questioned the services-goods dichotomy, and states that all products, whether they are services or goods, possess a certain amount of intangibility perhaps the fundamental difference between the two referred to by most other writers. It is this intangibility which is seen as being the fundamental distinguishing characteristic of services.
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- Authors: Meyer, Erwin Martin
- Date: 2012-08-16
- Subjects: Customer services , Optometry -- Practice -- Customer services
- Type: Thesis
- Identifier: uj:9453 , http://hdl.handle.net/10210/5886
- Description: M.Comm. , The importance of service is constantly increasing in most economies (Gronroos 1988), and service is becoming exceedingly vital to success for manufacturers of goods as well. Service is very frequently referred to as the definitive competitive tool (Kyj 1987; Coppett 1988) and some writers (Quinn and Gagnon 1986) have warned that services if not managed suitably could follow manufacturing into decline, as inattention to quality, emphasis on scale economies, and short-term orientation predominates. Indeed Levitt (1981) has questioned the services-goods dichotomy, and states that all products, whether they are services or goods, possess a certain amount of intangibility perhaps the fundamental difference between the two referred to by most other writers. It is this intangibility which is seen as being the fundamental distinguishing characteristic of services.
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Die verwantskap tussen die vlak van kognitiewe sedelike ontwikkeling en beroepsukses van verkoopverteenwoordigers
- Authors: Grové, Tania Amanda
- Date: 2009-08-18T05:42:23Z
- Subjects: Sales personnel-Professional ethics
- Type: Thesis
- Identifier: uj:8614 , http://hdl.handle.net/10210/2953
- Description: D.Econ
- Full Text: false
- Authors: Grové, Tania Amanda
- Date: 2009-08-18T05:42:23Z
- Subjects: Sales personnel-Professional ethics
- Type: Thesis
- Identifier: uj:8614 , http://hdl.handle.net/10210/2953
- Description: D.Econ
- Full Text: false
The perceived influence of adolescents on the family purchase decision-making process : a cross-cultural study
- Authors: Tilley, Esté
- Date: 2012-08-27
- Subjects: Consumer behavior , Families - Decision making , Consumers - Decision making , Consumer behavior - Cross-cultural studies
- Type: Thesis
- Identifier: uj:3224 , http://hdl.handle.net/10210/6635
- Description: M.Comm. , The research study has endeavoured to explore adolescent perceived influence on parent purchase decisions more comprehensively, with unique and pioneering research being conducted on the degree to which this influence varies cross-culturally. Several findings were similar to previous research conducted, with adolescents still perceiving to have greater influence than their parents attribute to them. The cross-cultural findings, however, provide a basis for future research due to the significant value of these findings to marketers and researchers alike. The value of researching this cross-cultural impact should therefore not be discarded, as the researcher is of the opinion that knowledge regarding this aspect will dramatically influence the manner in which products are marketed and the ultimate success of long-term customer relationships. Conclusions,
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- Authors: Tilley, Esté
- Date: 2012-08-27
- Subjects: Consumer behavior , Families - Decision making , Consumers - Decision making , Consumer behavior - Cross-cultural studies
- Type: Thesis
- Identifier: uj:3224 , http://hdl.handle.net/10210/6635
- Description: M.Comm. , The research study has endeavoured to explore adolescent perceived influence on parent purchase decisions more comprehensively, with unique and pioneering research being conducted on the degree to which this influence varies cross-culturally. Several findings were similar to previous research conducted, with adolescents still perceiving to have greater influence than their parents attribute to them. The cross-cultural findings, however, provide a basis for future research due to the significant value of these findings to marketers and researchers alike. The value of researching this cross-cultural impact should therefore not be discarded, as the researcher is of the opinion that knowledge regarding this aspect will dramatically influence the manner in which products are marketed and the ultimate success of long-term customer relationships. Conclusions,
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The building of customer relations within the retail industry
- Authors: Botha, Pieter Hendrik
- Date: 2012-08-20
- Subjects: Customer relations , Retail trade -- Customer services
- Type: Thesis
- Identifier: uj:2807 , http://hdl.handle.net/10210/6245
- Description: M.Comm. , The first objective of this study is to determine the techniques appropriate for building customer relations. The second objective of this study is to establish the guidelines necessary for improving customer relations. The third objective is to establish the levels of relationships that have taken place between the respective manufacturing and customer (retail) companies under study. The fourth objective is to discover if any best practices with regards to relationship building can be identified. Restrictions/Limitations The study under focus relates only to a small sample in the South African economy. Although one could probably use the findings as a representative sample, a more valid statistical measure will be gleaned from a larger sample. Unfortunately little research has been reported on relationship marketing in South Africa in recent years. A report by Jordaan et. al. (1997) was released on key account management, which is an instrument to successful marketing relationships. In fact, no concrete conclusions have been drawn with regards to South African companies' channel relationship positions between suppliers and customers. Due to the latter, the research study has been of an exploratory nature. The hypothesis put forward, together with the research study, will serve as an excellent cornerstone for further research developments. Research methodology Part One: Theory Information for this study has been collected by making use of the following ways. Firstly information concerning the development of customer relations from the pre 1960's, was retrieved from a product manager at Unilever, by means of an interview. Secondly, information was captured from published and unpublished literature about the development of the concept of relationship marketing and its rightful place within the general field of marketing. Information concerning techniques, guidelines and best practices for relationship/partnership building, have been extracted from various literature sources. Part Two: Empirical study An empirical study has been undertaken to determine to what extent South African fast moving consumer goods companies have progressed towards a synergistic partnership between supplier and customer. The information was collected by means of an unstructured questionnaire directed at the following five focus group companies, namely, Cadbury's/Schweppes, Coca-Cola, Nestle, National Brands and Unilever.
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- Authors: Botha, Pieter Hendrik
- Date: 2012-08-20
- Subjects: Customer relations , Retail trade -- Customer services
- Type: Thesis
- Identifier: uj:2807 , http://hdl.handle.net/10210/6245
- Description: M.Comm. , The first objective of this study is to determine the techniques appropriate for building customer relations. The second objective of this study is to establish the guidelines necessary for improving customer relations. The third objective is to establish the levels of relationships that have taken place between the respective manufacturing and customer (retail) companies under study. The fourth objective is to discover if any best practices with regards to relationship building can be identified. Restrictions/Limitations The study under focus relates only to a small sample in the South African economy. Although one could probably use the findings as a representative sample, a more valid statistical measure will be gleaned from a larger sample. Unfortunately little research has been reported on relationship marketing in South Africa in recent years. A report by Jordaan et. al. (1997) was released on key account management, which is an instrument to successful marketing relationships. In fact, no concrete conclusions have been drawn with regards to South African companies' channel relationship positions between suppliers and customers. Due to the latter, the research study has been of an exploratory nature. The hypothesis put forward, together with the research study, will serve as an excellent cornerstone for further research developments. Research methodology Part One: Theory Information for this study has been collected by making use of the following ways. Firstly information concerning the development of customer relations from the pre 1960's, was retrieved from a product manager at Unilever, by means of an interview. Secondly, information was captured from published and unpublished literature about the development of the concept of relationship marketing and its rightful place within the general field of marketing. Information concerning techniques, guidelines and best practices for relationship/partnership building, have been extracted from various literature sources. Part Two: Empirical study An empirical study has been undertaken to determine to what extent South African fast moving consumer goods companies have progressed towards a synergistic partnership between supplier and customer. The information was collected by means of an unstructured questionnaire directed at the following five focus group companies, namely, Cadbury's/Schweppes, Coca-Cola, Nestle, National Brands and Unilever.
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'n Ondersoek na die markgeoriënteerdheid van die Suid-Afrikaanse radiobedryf : 'n gevallestudie
- Authors: Klopper, Abraham Marthysen
- Date: 2011-12-06
- Subjects: Radio stations marketing
- Type: Thesis
- Identifier: uj:1831 , http://hdl.handle.net/10210/4191
- Description: M.Comm. , As a result of the deregulation of the South African Broadcasting Service one hundred and twenty six new radio stations were established in 1994. Radio stations were forced to change their character and face because more private and community radio station licenses were issued. The effect these changes have on radio stations had not yet been examined. Changes and uncertainties, as mentioned, also influence radio stations in a negative way and RSG (Radiosondergrense) is no exception. Radio stations are now responsible for their own survival. The future of radio stations are uncertain. A market orientated management philosophy might solve the problem. Marketing theory confirms that a market orientation generates profit, while focusing on customers and competitors. With the abovementioned as background and the uncertainty of the different marketing options, the objective of this study is to supply definite guidelines on how a market orientation can be implemented in the radio industry.
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- Authors: Klopper, Abraham Marthysen
- Date: 2011-12-06
- Subjects: Radio stations marketing
- Type: Thesis
- Identifier: uj:1831 , http://hdl.handle.net/10210/4191
- Description: M.Comm. , As a result of the deregulation of the South African Broadcasting Service one hundred and twenty six new radio stations were established in 1994. Radio stations were forced to change their character and face because more private and community radio station licenses were issued. The effect these changes have on radio stations had not yet been examined. Changes and uncertainties, as mentioned, also influence radio stations in a negative way and RSG (Radiosondergrense) is no exception. Radio stations are now responsible for their own survival. The future of radio stations are uncertain. A market orientated management philosophy might solve the problem. Marketing theory confirms that a market orientation generates profit, while focusing on customers and competitors. With the abovementioned as background and the uncertainty of the different marketing options, the objective of this study is to supply definite guidelines on how a market orientation can be implemented in the radio industry.
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An analysis of the marketing issues related to the under-performance of a new product : a case study
- Authors: Matjila, Abious Motlhabane.
- Date: 2012-08-14
- Subjects: New products - Marketing - Case studies.
- Type: Mini-Dissertation
- Identifier: uj:9188 , http://hdl.handle.net/10210/5639
- Description: M.Comm. , This study was prompted by a concern over the poor performance of 'Nestle Infant Cereal with Soya' raised during ad hoc discussions held with Sales and Marketing Managers. It represents an investigative study of the marketing issues associated with the poor performance of the product with a view to establish possible causes and their likely solutions. Nestle was founded by Henry Nestle in 1866 and today it is the world's leading food company. It is Switzerland's largest industrial company with more than 480 worldwide operations. The company is present in different markets which are demarcated into zones. Zone one represents Europe, Zone two — Asia, Zone three — Latin America, Zone four — North America and Zone five — Africa and the Middle East. It has more than 200 000 employees worldwide. Over the years, the company grew through mergers with other companies such as Anglo Swiss Condense milk, Chocolate Suisse S.A., Alimentina S.A. (Manufacturers of Maggi products and acquisition of carnation USA), Buitoni-Perugina (Italy), Rowntree (Great Britain) and Perrier (France). More than 80% of sales are generated in Europe and America and the balance of sales come from Asia, Africa and the Middle East. Nestle SA (Pty.) Ltd. was established in 1916 as a private company. It is a company in the food industry, which manufactures, markets and distributes a variety of consumer goods which are well-known household brands.
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An analysis of the marketing issues related to the under-performance of a new product : a case study
- Authors: Matjila, Abious Motlhabane.
- Date: 2012-08-14
- Subjects: New products - Marketing - Case studies.
- Type: Mini-Dissertation
- Identifier: uj:9188 , http://hdl.handle.net/10210/5639
- Description: M.Comm. , This study was prompted by a concern over the poor performance of 'Nestle Infant Cereal with Soya' raised during ad hoc discussions held with Sales and Marketing Managers. It represents an investigative study of the marketing issues associated with the poor performance of the product with a view to establish possible causes and their likely solutions. Nestle was founded by Henry Nestle in 1866 and today it is the world's leading food company. It is Switzerland's largest industrial company with more than 480 worldwide operations. The company is present in different markets which are demarcated into zones. Zone one represents Europe, Zone two — Asia, Zone three — Latin America, Zone four — North America and Zone five — Africa and the Middle East. It has more than 200 000 employees worldwide. Over the years, the company grew through mergers with other companies such as Anglo Swiss Condense milk, Chocolate Suisse S.A., Alimentina S.A. (Manufacturers of Maggi products and acquisition of carnation USA), Buitoni-Perugina (Italy), Rowntree (Great Britain) and Perrier (France). More than 80% of sales are generated in Europe and America and the balance of sales come from Asia, Africa and the Middle East. Nestle SA (Pty.) Ltd. was established in 1916 as a private company. It is a company in the food industry, which manufactures, markets and distributes a variety of consumer goods which are well-known household brands.
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Children's preferences of fast food
- Mboweni-De Klerk, Ruth Cynthia Mkateko
- Authors: Mboweni-De Klerk, Ruth Cynthia Mkateko
- Date: 2010-11-09T06:50:45Z
- Subjects: Advertising and children , Fast food restaurants in South Africa , Convenience foods , Food preferences in children
- Type: Mini-Dissertation
- Identifier: uj:6965 , http://hdl.handle.net/10210/3473
- Description: M.Comm. , This study focuses on children’s preferences for fast food. In examining these preferences, the study hones in on a determination of the fast food outlet mostly preferred by children as well as an identification of the drivers, motives and reasons for the popularity of particular fast food outlets. The study also seeks to determine what the most sought after meal is and to what extent preference for a particular meal and fast food outlet are determined by the background of the child, price, the nature of the product, service levels of staff and how convenient it is to buy from the fast food outlet. The study also hones in on the influence of advertising on children’s preferences for fast food. The study makes use of a positivist (quantitative) research design. Samples were collected from four schools which composed a sample size of 301 respondents. Primary data was collected through a structured self administered questionnaire. Secondary data was collected through a literature review. Data was captured by the specialist Statistical Services Consultancy (Statscon) Department of the University of Johannesburg through the use of the Statistical Package for the Social Sciences (SPSS). Data was analysed and the findings were presented in the form of narrative reports as well as bar graphs, pie charts and cross tabulations to facilitate the ease of understanding and user friendliness. The literature review section of the study highlights the rise of the fast food phenomenon worldwide. It also indicates that South Africa has been unable to escape this trend. The rapid growth in fast foods outlets over the past few years bears stark testimony to this fact. It also shows that this trend has mirrored by a sharp increase in life style, diseases such as obesity, diabetes, hypertension and coronary heart diseases. The empirical aspect of this research found that McDonald’s was the most preferred fast food outlet with the most sought after meal being a burger and chips, followed closely by chicken. Children also indicated that soda will always form part of their most sought after meal. The research was also able to determine that background in terms of Level of Standard of Living (LSM), especially in so far as it impacted on affordability was an influencing factor and that advertising played an important role in influencing preferences for fast foods. The study did however not determine the extent to which advertising played a role. The study thus reinforces the widely held view that children’s preferences for fast food are determined by a multiplicity of factors which have bearing on branding, the influence of advertising, the nature of the product and other attended issues. The study identifies a number of opportunities for further research and offers a set of recommendations which if implemented can help arrest the development of the unhealthy winds of change which are sweeping across the South African food landscape.
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- Authors: Mboweni-De Klerk, Ruth Cynthia Mkateko
- Date: 2010-11-09T06:50:45Z
- Subjects: Advertising and children , Fast food restaurants in South Africa , Convenience foods , Food preferences in children
- Type: Mini-Dissertation
- Identifier: uj:6965 , http://hdl.handle.net/10210/3473
- Description: M.Comm. , This study focuses on children’s preferences for fast food. In examining these preferences, the study hones in on a determination of the fast food outlet mostly preferred by children as well as an identification of the drivers, motives and reasons for the popularity of particular fast food outlets. The study also seeks to determine what the most sought after meal is and to what extent preference for a particular meal and fast food outlet are determined by the background of the child, price, the nature of the product, service levels of staff and how convenient it is to buy from the fast food outlet. The study also hones in on the influence of advertising on children’s preferences for fast food. The study makes use of a positivist (quantitative) research design. Samples were collected from four schools which composed a sample size of 301 respondents. Primary data was collected through a structured self administered questionnaire. Secondary data was collected through a literature review. Data was captured by the specialist Statistical Services Consultancy (Statscon) Department of the University of Johannesburg through the use of the Statistical Package for the Social Sciences (SPSS). Data was analysed and the findings were presented in the form of narrative reports as well as bar graphs, pie charts and cross tabulations to facilitate the ease of understanding and user friendliness. The literature review section of the study highlights the rise of the fast food phenomenon worldwide. It also indicates that South Africa has been unable to escape this trend. The rapid growth in fast foods outlets over the past few years bears stark testimony to this fact. It also shows that this trend has mirrored by a sharp increase in life style, diseases such as obesity, diabetes, hypertension and coronary heart diseases. The empirical aspect of this research found that McDonald’s was the most preferred fast food outlet with the most sought after meal being a burger and chips, followed closely by chicken. Children also indicated that soda will always form part of their most sought after meal. The research was also able to determine that background in terms of Level of Standard of Living (LSM), especially in so far as it impacted on affordability was an influencing factor and that advertising played an important role in influencing preferences for fast foods. The study did however not determine the extent to which advertising played a role. The study thus reinforces the widely held view that children’s preferences for fast food are determined by a multiplicity of factors which have bearing on branding, the influence of advertising, the nature of the product and other attended issues. The study identifies a number of opportunities for further research and offers a set of recommendations which if implemented can help arrest the development of the unhealthy winds of change which are sweeping across the South African food landscape.
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Key success factors for the management of shared services
- Van der Linde, Tjaart Nicholaas
- Authors: Van der Linde, Tjaart Nicholaas
- Date: 2012-08-14
- Subjects: Shared services (Management)
- Type: Thesis
- Identifier: uj:9215 , http://hdl.handle.net/10210/5664
- Description: M.Comm. , Moving from a traditional organisation to a shared services business unit through the shared services evolutionary continuum, and eventually to an independent business model requires a significant investment in technology, infrastructure, planning and time. Once committed, the process is as rigorous as planning and implementing a new business venture (Van Denburgh & Cagna, 2000). From the basic shared services model through to the independent business model, and during each other phase, the shared services business unit needs to be managed. The shared services business unit executive finds himself in the position of managing a business unit that: Is service orientated. Operates in an evolutionary process. Operates in a changing environment. Runs on business principles. Is an income generating business unit in its own right. Crosses national and international borders. Considers communication between business units as an ongoing process. Is customer and process-focused. Continuously improves and benchmarks business processes against the best. The leadership challenge is now to practise these business processes in a shared services environment, to make them successful and efficient and to add value to the organisation (Gunn, Carberry, Frigo & Behrens, 1993).
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- Authors: Van der Linde, Tjaart Nicholaas
- Date: 2012-08-14
- Subjects: Shared services (Management)
- Type: Thesis
- Identifier: uj:9215 , http://hdl.handle.net/10210/5664
- Description: M.Comm. , Moving from a traditional organisation to a shared services business unit through the shared services evolutionary continuum, and eventually to an independent business model requires a significant investment in technology, infrastructure, planning and time. Once committed, the process is as rigorous as planning and implementing a new business venture (Van Denburgh & Cagna, 2000). From the basic shared services model through to the independent business model, and during each other phase, the shared services business unit needs to be managed. The shared services business unit executive finds himself in the position of managing a business unit that: Is service orientated. Operates in an evolutionary process. Operates in a changing environment. Runs on business principles. Is an income generating business unit in its own right. Crosses national and international borders. Considers communication between business units as an ongoing process. Is customer and process-focused. Continuously improves and benchmarks business processes against the best. The leadership challenge is now to practise these business processes in a shared services environment, to make them successful and efficient and to add value to the organisation (Gunn, Carberry, Frigo & Behrens, 1993).
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Forecasting of the digital audio broadcasting market in South Africa
- Authors: Steyn, Marcel
- Date: 2012-08-14
- Subjects: Digital audio broadcasting - Forecasting , Digital audio broadcasting - South Africa - Forecasting , Business forecasting , Marketing - Planning , Sentech (Pty.) Ltd.
- Type: Mini-Dissertation
- Identifier: uj:9283 , http://hdl.handle.net/10210/5727
- Description: M.Comm. , Sentech is the largest broadcasting signal distributor in Africa. The advent of Digital Audio Broadcasting (DAB) in South Africa has provided Sentech with the opportunity to roll out a state of the art digital terrestrial network, a first in Africa. The decision to invest in DAB and roll out the network is however fraught with possible pitfalls. Forecasting the demand for DAB as well as any pitfalls is extremely important and requires a thorough understanding of the intended technology and the implications on the broadcasting fraternity. A suitable forecasting technique has to be applied to gain as much insight into DAB's implementation. The Delphi technique is a proven method of determining the expert opinion of a number of experts without any interference between participants. The Delphi technique was used to obtain the expert opinion of six Sentech personnel members that are closely involved with DAB. This research contained in this dissertation suggests a framework for Sentech to employ to approach the investment decision in DAB in South Africa, based on the expert opinion of Sentech personnel members.
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- Authors: Steyn, Marcel
- Date: 2012-08-14
- Subjects: Digital audio broadcasting - Forecasting , Digital audio broadcasting - South Africa - Forecasting , Business forecasting , Marketing - Planning , Sentech (Pty.) Ltd.
- Type: Mini-Dissertation
- Identifier: uj:9283 , http://hdl.handle.net/10210/5727
- Description: M.Comm. , Sentech is the largest broadcasting signal distributor in Africa. The advent of Digital Audio Broadcasting (DAB) in South Africa has provided Sentech with the opportunity to roll out a state of the art digital terrestrial network, a first in Africa. The decision to invest in DAB and roll out the network is however fraught with possible pitfalls. Forecasting the demand for DAB as well as any pitfalls is extremely important and requires a thorough understanding of the intended technology and the implications on the broadcasting fraternity. A suitable forecasting technique has to be applied to gain as much insight into DAB's implementation. The Delphi technique is a proven method of determining the expert opinion of a number of experts without any interference between participants. The Delphi technique was used to obtain the expert opinion of six Sentech personnel members that are closely involved with DAB. This research contained in this dissertation suggests a framework for Sentech to employ to approach the investment decision in DAB in South Africa, based on the expert opinion of Sentech personnel members.
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The influence of a marketing campaign on consumer behaviour : a case study
- Authors: Coetzee, Boudier
- Date: 2012-08-22
- Subjects: Consumer behavior - Effect of marketing on
- Type: Mini-Dissertation
- Identifier: uj:3019 , http://hdl.handle.net/10210/6441
- Description: M.Comm. , This thesis examines the successfulness of a marketing campaign launched in 1995. The objective of the campaign was to create awareness and to stimulate the local telephone network, i.e. to encourage customers to make more frequent use of the telephone. The cheaper after hour rates were branded as Callmore Time and this was the theme of the campaign. The general theory of the marketing communication process and its' influence on consumer behaviour is discussed in Chapter 2 as well as the marketing communications model. Since part of the secondary objectives of the research is to determine the perceived message of the campaign as well as the perception of the brand "Callmore" in the market place, Chapter 3 deals with "Perception as a factor in influencing consumer behaviour". Two methods of data collection are used viz. Secondary sources (telephone traffic statistics) as well as telephonic interviews. The universe for this survey was defined as adults, 16 years and older living in Gauteng and who own a telephone. A random sample of 300 telephone numbers was drawn from the universe. Finding from the research study are presented and analysed. The report ends with conclusions drawn from the research and makes recommendations based on these conclusions.
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- Authors: Coetzee, Boudier
- Date: 2012-08-22
- Subjects: Consumer behavior - Effect of marketing on
- Type: Mini-Dissertation
- Identifier: uj:3019 , http://hdl.handle.net/10210/6441
- Description: M.Comm. , This thesis examines the successfulness of a marketing campaign launched in 1995. The objective of the campaign was to create awareness and to stimulate the local telephone network, i.e. to encourage customers to make more frequent use of the telephone. The cheaper after hour rates were branded as Callmore Time and this was the theme of the campaign. The general theory of the marketing communication process and its' influence on consumer behaviour is discussed in Chapter 2 as well as the marketing communications model. Since part of the secondary objectives of the research is to determine the perceived message of the campaign as well as the perception of the brand "Callmore" in the market place, Chapter 3 deals with "Perception as a factor in influencing consumer behaviour". Two methods of data collection are used viz. Secondary sources (telephone traffic statistics) as well as telephonic interviews. The universe for this survey was defined as adults, 16 years and older living in Gauteng and who own a telephone. A random sample of 300 telephone numbers was drawn from the universe. Finding from the research study are presented and analysed. The report ends with conclusions drawn from the research and makes recommendations based on these conclusions.
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Die bemarkingsimplikasies vir beesvleisprodusente in 'n degereguleerde mark
- Authors: Klopper, Hendrik Baltus
- Date: 2012-08-13
- Subjects: Beef - South Africa - Marketing , Beef industry - South Africa
- Type: Thesis
- Identifier: uj:9052 , http://hdl.handle.net/10210/5515
- Description: M.Comm. , A new and more free marketing orientation followed since the deregulation process was implemented in the red meat industry. From this follows consequential structural changes. After the new Marketing Act on Agricultural Products was accepted, all marketing boards had to be phased out, including the Meat Board. The doors for international trade were also opened. Changes in the economic, politicial, social and legal environment, local and abroad, lead to new opportunities, horizons and limitations, to which the beef production and beef marketing system had to adapt. Beef producers were therefore forced to become more involved in the marketing of their products. New questions about the current marketing channels and the different marketing options in the beef industry also developed. With the abovementioned as background and the uncertainty of beef producers about marketing, the objective of this study is to identify the marketing implications for beef producers in a deregulated market and to use this to formulate marketing guidelines which beef producers could use.
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- Authors: Klopper, Hendrik Baltus
- Date: 2012-08-13
- Subjects: Beef - South Africa - Marketing , Beef industry - South Africa
- Type: Thesis
- Identifier: uj:9052 , http://hdl.handle.net/10210/5515
- Description: M.Comm. , A new and more free marketing orientation followed since the deregulation process was implemented in the red meat industry. From this follows consequential structural changes. After the new Marketing Act on Agricultural Products was accepted, all marketing boards had to be phased out, including the Meat Board. The doors for international trade were also opened. Changes in the economic, politicial, social and legal environment, local and abroad, lead to new opportunities, horizons and limitations, to which the beef production and beef marketing system had to adapt. Beef producers were therefore forced to become more involved in the marketing of their products. New questions about the current marketing channels and the different marketing options in the beef industry also developed. With the abovementioned as background and the uncertainty of beef producers about marketing, the objective of this study is to identify the marketing implications for beef producers in a deregulated market and to use this to formulate marketing guidelines which beef producers could use.
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`n Ondersoek na konflik en samewerking in die internasionale distribusie van staalprodukte
- Muller, Stephanus Johannes Marthinus
- Authors: Muller, Stephanus Johannes Marthinus
- Date: 2012-09-10
- Subjects: Steel industry and trade -- South Africa , Export marketing -- South Africa , Conflict management
- Type: Thesis
- Identifier: uj:9845 , http://hdl.handle.net/10210/7248
- Description: M.Comm. , The goal of this study is to investigate the causes for conflict within the distribution channel currently used by a major manufacturer and exporter of steel products. This manufacturer is currently using six South African based agents. These agents are responsible for the marketing of the manufacturer's products in foreign markets. This channel of indirect exports was chosen due to the lack of a proper infra-structure within the export division of the manufacturer. Conflict between manufacturer and agents can cause foreign end-users to get a distorted image of the manufacturer and its products. Therefore it is necessary to investigate the causes for conflict. Plans can then be made to identify what can be done to switch a conflict situation to a situation of co-operation within the distribution channel. The first part of this study provides a theoretical framework, based on literature from many sources, on the different international distribution channels that are available. Special attention is given to indirect exports and the different forms that are available. Thereafter the causes of conflict and co-operation in the channel are discussed, as well as the different types of conflict and how to manage conflict. The second part of the study is practical, with interviews being held with the six agents to get their view on what causes conflict between them and the manufacturer. Thereafter the personnel of the manufacturer is interviewed to get their perception of the cause of conflict. The two different views are combined in order to make recommendations and conclusions regarding the causes of conflict within the distribution channel. The major cause of conflict in this channel is due to poor communication between the manufacturer and agents. This, problem can only be resolved if most of the information flow is computerised. This will ensure that 'information is reliable and on time. If this can be achieved, conflict situations can be switched to a situation of co-operation.
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- Authors: Muller, Stephanus Johannes Marthinus
- Date: 2012-09-10
- Subjects: Steel industry and trade -- South Africa , Export marketing -- South Africa , Conflict management
- Type: Thesis
- Identifier: uj:9845 , http://hdl.handle.net/10210/7248
- Description: M.Comm. , The goal of this study is to investigate the causes for conflict within the distribution channel currently used by a major manufacturer and exporter of steel products. This manufacturer is currently using six South African based agents. These agents are responsible for the marketing of the manufacturer's products in foreign markets. This channel of indirect exports was chosen due to the lack of a proper infra-structure within the export division of the manufacturer. Conflict between manufacturer and agents can cause foreign end-users to get a distorted image of the manufacturer and its products. Therefore it is necessary to investigate the causes for conflict. Plans can then be made to identify what can be done to switch a conflict situation to a situation of co-operation within the distribution channel. The first part of this study provides a theoretical framework, based on literature from many sources, on the different international distribution channels that are available. Special attention is given to indirect exports and the different forms that are available. Thereafter the causes of conflict and co-operation in the channel are discussed, as well as the different types of conflict and how to manage conflict. The second part of the study is practical, with interviews being held with the six agents to get their view on what causes conflict between them and the manufacturer. Thereafter the personnel of the manufacturer is interviewed to get their perception of the cause of conflict. The two different views are combined in order to make recommendations and conclusions regarding the causes of conflict within the distribution channel. The major cause of conflict in this channel is due to poor communication between the manufacturer and agents. This, problem can only be resolved if most of the information flow is computerised. This will ensure that 'information is reliable and on time. If this can be achieved, conflict situations can be switched to a situation of co-operation.
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