Progress 09/01/09 to 08/31/12
Outputs
OUTPUTS: To accomplish Aim 1 (Collect critical incidents of best buying practices by interviewing buyers throughout the world), we conducted interviews that resulted in 50 critical incidents from buyers in USA, Turkey, China, Korea, and India. To accomplish Aim 2 (Match critical incidents with available research to provide generalizations for why the critical incident was successful), we have matched theoretical explanations for each of the 50 critical incidents. To accomplish Aim 3 (Develop educational materials (interactive learning) to teach the best buying practices), we have edited and continue the editing process beyond the close of the project in order to complete the video vignettes for each of of the critical incidents for the interactive learning materials. An example of one of the video vignettes is found here: http://www.youtube.com/watchv=tbU-oVZS334 We selected dissemination venues of refereed business/research journals, refereed academic conference proceedings specific to Retailing educators, and presentations at International congresses that specifically target retail practitioners. These audiences are the ones that have the highest likelihood of using the dvd vignettes developed through this project. PARTICIPANTS: PI and/or Co-PI: Contacted, arranged, and conducted all interviews with buyers in China, Turkey, Korea, India, and USA. Prepared manuscripts for publication. Assisted in selection of theory to match with critical incidents. Prepared suggestions for scripting of video vignettes. Doctoral Student: Assisted in selection of theory to match with critical incidents. Assisted in editing video footage for vignettes. Prepared scripts for video vignettes. Prepared manuscripts for publication. TARGET AUDIENCES: Students in International Retailing Buyers in companies in China, Korea, India, Turkey, and USA Academics in USA and internationally who teach courses in retail buying Trade associations for retail buyers PROJECT MODIFICATIONS: Nothing significant to report during this reporting period.
Impacts
We have received an internal grant to finish editing the videos and complete a study using an experimental design to test the impact of different types of information. Evaluation of the videos will take place when this is completed. The USDA Challenge grant allowed us to conduct the interviews and based on this preliminary data we were awarded the completion grant.
Publications
- Manjeshwar, S., Sternquist, B. and Good, L.K. (2013). Decision Making of Asian Buyers: An Asian Perspective, Qualitative Marketing Research, 16(1).
- Manjeshwar, S., Sternquist, B.J., and Good, L.K. (2012). The Role of Institutions in Retail Buying: A Three-Country Investigation Using Critical Incident Analysis. American Marketing Association/American Collegiate Retailing Association Triennial Conference, April 18-21, Seattle, WA.
- Manjeshwar, S., Sternquist, B. and Good, L (2011). Global Best Buying Practices in Retailing. American Collegiate Retailing Conference, March 3-5, Boston, MA.
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Progress 09/01/10 to 08/31/11
Outputs
OUTPUTS: To accomplish Aim 1 (Collect critical incidents of best buying practices by interviewing buyers throughout the world), to date, we conducted interviews that resulted in 45 critical incidents from buyers in USA, Turkey, China, and India. Additional interviews will be conducted in December 2011, to finalize data collection for this aim. To accomplish Aim 2 (Match critical incidents with available research to provide generalizations for why the critical incident was successful), we have matched theoretical explanations for each of the 45 critical incidents. To accomplish Aim 3 (Develop educational materials (interactive learning) to teach the best buying practices), we have edited video for 5 of the critical incidents for the interactive learning materials. We developed and pretested the survey instrument for the pre-test/post-test experimental design phase of the study. We delivered a conference presentation for the American Collegiate Retailing Association in March 2011. We prepared a paper for submission to Qualitative Marketing Research refereed journal. Revisions were submitted November 15. PARTICIPANTS: B. Sternquist - conducted all international and some domestic interviews with buyers to collect critical incidents; she collaborated with colleagues at international universities and businesses to organize the interviews. She assisted in identifying theoretical explanations for some of the critical incidents. S. Manjeshwar - primariy responsible for transcribing interviews, identifying theoretical explanations for critical incidents and editing the video data collected. L. Good - manage budget, conduct some domestic interviews and assisted in identifying theoretical explanations for some of the critical incidents. All three individuals participated in the development of the experimental design survey and pre-testing. Other contacts include alumni of the retailing program who are buyers and assisted with the pre-test for the experimental design. TARGET AUDIENCES: Since the target audience is retail buyers, involving the retail buyer alumni in the project added authenticity and credibility. Presenting the paper at the American Collegiate Retailing conference also reached a target audience of those who teach retailing content in college classes. They will eventually evaluate the materials and use them in their classrooms to teach future retail buyers. PROJECT MODIFICATIONS: The only change is that in the original proposal, we planned to conduct interviews in the Netherlands and due to travel logistics and quality of contribution to the project, we substituted interviews in Korea.
Impacts
For the experimental design phase, we assessed the manipulation checks for the treatments and pretested the experiment. Collecting the critical incidents from buyers around the world provided the basis for identifying theoretical explanations for each critical incident.
Publications
- Refereed conference presentation: Manjeshwar, S., Sternquist, B. and Good, L (2011). Global Best Buying Practices in Retailing. American Collegiate Retailing Conference, March 3-5, Boston, MA.
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Progress 09/01/09 to 08/31/10
Outputs
Video data have been collected in India, China, Turkey and the United States. This data involved collecting critical incidents related to global best buying practices. These observations are then kept track of as incidents, which are then used to solve practical problems and develop broad management principles. A critical incident can be described as one that makes a significant contribution, either positively or negatively, to an activity or phenomenon. Data from critical incidents are being reviewed and analyzed. Theory and research that can explain the positive or negative outcomes have been identified. PRODUCTS: The products of this project include video segments of commercial buyers describing positive and negative critical incidents. These video segments will be developed into hierarchical web-based educational products. OUTCOMES: Most educational programming in retail buying is anecdotal and non scientific. In this project we are linking the decision making with theory to make the information generalizable. DISSEMINATION ACTIVITIES: A refereed paper has been submitted to American Collegiate Retailing Association based on this data. Since this is the first year of the project we are still collecting video data. FUTURE INITIATIVES: We will continue to collect and analyze the video segments. These segments will then be edited and then assembled into training modules for use in industry and academia.
Impacts
This is the first attempt to make retail decision making scientific and therefore generalizable. Through this research we aim to cultivate a knowledge base for a "community of practice" to connect isolated pockets of expertise from retailing professions and address recurring business problems and identify successful behaviors. The theoretical analysis and synthesis of critical behaviors that are the source of uneven performance across firms that experience similar buying issues will enable buyers to improve the quality of their decision-making and devise better solutions to business problems.
Publications
- Manjeshwar, S., Sternquist, B. and Good, L. (review pending). Global Best Buying Practices In Retailing. American Collegiate Retailing Association, March 3-5, 2010.
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