Master of Science / Department of Agricultural Economics / Vincent Amanor-Boadu / Transaction costs, one of the most significant barriers to market participation, may vary by buyer type. Depending on who a farmer sells their produce to, they may alter their potential transaction costs consequently influencing their market participation. This study examines the effect of buyer type on smallholder market participation in Northern Ghana where poverty is still endemic and often exacerbated by fewer opportunities for commercialization such as limited access to markets. The analysis is based on data from the agriculture production survey conducted in 2013 and 2014 and the Population based Survey conducted in 2012 in northern Ghana. Analysis is performed using the Double Hurdle approach to control for self-selection bias, ensure more flexibility on the variables affecting the decision to sell and how much to sell as well as to provide unconditional effects of the variables on market participation. The results reveal greater market participation of cash crop producing farmers than those producing a lower value food crop - Maize. The results also show that farmers selling to aggregator-type middlemen and other buyers have a propensity to sell more. The aggregators and ‘other buyers’ buy in bulky, offer lower prices and are associated with lower transport, loading and offloading costs than consumers. Farm output, access to information and price also have a significant positive impact on intensity of market participation. These findings support policy initiatives such as supporting aggregator-type middlemen, increasing the provision of information, promotion of cash crops as well as supporting more interventions focusing on increasing production and yields.

Doctor of Philosophy / Buyer-supplier relationships have been increasingly considered a critical part of contemporary supply chain management. In response to dynamic and unpredictable market changes, buyers and suppliers enter into cooperative relationships to pursue individual goals and joint goals for better economic and non-economic performance of the supply chain. On the other hand, cooperation between channel members is surrounded by uncertainty, which can create a detrimental impact on the performance of a supply chain. Previous research has focused on various aspects of uncertainty that could affect supply chain member behaviour. The present research contends that relationship behavioural factors play an important role in increasing or mitigating channel members’ perceived uncertainty in their supply or purchase decision-making. Specifically, the purpose of this research is to investigate the impact of retailer-supplier cooperation and retailer/supplier’s decision-making uncertainty (DMU) on retail supply chain performance from the perspectives of both the retailer and the supplier. A holistic model was developed as the theoretical framework for this conceptualisation. A sample of 202 retailers and 64 suppliers in the sporting goods retail business in Taiwan was used to separately test a number of hypothesised relationships by using structural equation modelling (SEM). The findings indicate that both cooperation and DMU are the key determinants of retail supply chain performance, including financial performance and non-financial performance (i.e., supply flexibility and customer service). Financial performance is positively affected by retailer-supplier cooperation and negatively affected by DMU in both the retailer model and the supplier model. The five dimensions of retailer-supplier cooperation (i.e. trust, guanxi, dependence, coercive power and non-coercive power) have significant effects on cooperation. However, apart from guanxi with the retailer/supplier, neither other relationship dimensions nor retailer-supplier cooperation have any influence on retailer’s DMU or supplier’s DMU. The results also indicate that differences and similarities exist across retailers and suppliers with respect to the effects of several relationship dimensions on cooperation and uncertainty. 2 The holistic empirical model developed for this research contributes further to understanding the links, which have been lacking in the extant channel relationship literature and supply chain management literature, between buyer-supplier relationships, DMU, and supply chain performance. The findings that a retailer/supplier’s DMU can erode the performance of a supply chain in various aspects highlight the need for improvement in some areas of supply chain efficiency and effectiveness, through cooperation-enhancing actions between the retailer and the supplier. From a managerial perspective, the performance improvement in the supply chain, in turn, will motivate more reciprocal commitment and efforts from the retailer and the supplier to maintain their working relationship. As such, mutual trust and enriched guanxi, dependence and non-coercive power help both the retailer and the supplier to have less uncertainty in their purchase/supply decision-making process. It creates a win-win position for both parties in the supply chain.

Purpose The objective of this study is to investigate how the reregulation affected the decision making process of buyers of OTC drugs, and to identify determinants for how a buyer chooses to obtain OTC drugs in the reregulated Swedish pharmacy market. Furthermore this study aims to map out buyers’ purchases of OTC drugs as well as their impressions about the reregulation of the Swedish pharmacy market   Background The Swedish pharmacy market was opened up for competition the 1 July 2009. On 1 November 2009, private pharmacies are allowed in the market, as well non-pharmacy retailers can commercialize OTC drugs. Thus due to the reregulation of the pharmacy market, consumers and retailers face a different market situation, since the amount of retailer selling OTC drugs has increased. This study investigates how buyers’ purchase behavior of OTC was affected by the end of the pharmacy monopoly.   Method  The purpose of this thesis was achieved by using a mixed-method approach. The qualitative method in the form of interviews and the quantitative method by conducting a survey. The mixed-method was used in order to obtain a deeper understanding of the phenomenon of consumer decision-making process as well as attitude and impression about the reregulation of the Swedish pharmacy market.   Conclusion Buyers are in general satisfied with the reregulation of the Swedish pharmacy market. However, the positive attitude towards the reregulation does not necessarily mean a change in purchase behavior for OTC drugs. The decision making process is found to be dependent on the level of experience the buyer possesses with the needed OTC drug, as well as the type of need the buyer experiences, thus three determinants for the decision making process of OTC drugs were found. The frequency of purchase is connected to the gender and age group of the buyer. Also the majority of the researched buyers already had experienced the purchase of OTC drugs in store other than pharmacies. The buyers that never purchase OTC drugs in other retailers are in general open to the possibility of taking advantage of those stores.

This dissertation studies the relationship of product adaptation and buyer behavior. By standardizing products, it was possible for organizations to produce in large scale and make them accessible for many different markets. Nevertheless, these different markets also have particularities which cannot be ignored and therefore, product adaptation is necessary to some extent; even for standardized products. Organizations should then optimize their product adaptation police in order to reach an assertive marketing strategy. In this regard, this study develops a model which predicts product adaptation from the understanding of buyer behavior. The understanding of buyer behavior, from the seller organization perspective, can provide organizations with a wide range of information to predict product adaptation.  It was concluded, by using the case of Volvo, that organizations can optimize their marketing strategy by predicting product adaptation from observing and understanding their buyer´s behavior looking at the following variables: environmental influences focusing as well on the industry and segment, organizational factors, motivational factors and the nature of decision-making. Besides these variables, the data coming from after-sale processes and trend reports also help to predict product adaptation.

South Africa is an exporter of groundnuts (Arachis Hypogaea). The domestic market reaps the spinoff advantage that export quality reaches store shelves, but unfortunately at a price that is directly linked to the price traders achieve on the export market. The local edible groundnut demand is relatively stable, but some processors saw a dramatic decline in the demand for groundnuts within the fast moving consumer goods (FMCG) industry. Businesses in the groundnut industry have a specific objective to create a turnaround strategy for groundnut production in South Africa, in an attempt to increase exports of locally produced groundnuts. This directly results that importance of the domestic market, compared to the export market is secondary. Since retail buyers are the “gatekeepers of consumer choice”, it is important to understand buying behaviour and brand loyalty, as well as the factors that influence buyers’ decisions in a business to business context. Limited literature exists for the domestic South African that highlights or indicates specific buyer preferences towards branded edible groundnuts. Furthermore, a general conceptual model to measure or to provide insight on retailer buyer preferences and buying behaviour lack, or are generally unrelated. An adapted model was used to analyse retail buyer behaviour, perceptions, and brand loyalty influences and data was collected by means of a self administrered questionnaire. Descriptive statistics as well as factor analysis were utilised to identify which factors influence retail buyers’ purchase behaviour and loyalty towards an edible groundnut brand. The Kaiser-Meyer-Olkin measure of sampling adequacy, Bartlett’s test of sphericity and Cronbach Alpha was used to determine whether the collected data was appropriate for factor analysis. Through the factor analysis the following ten factors were identified as having a significant influence on retailers’ buying behaviour as well as brand loyalty towards branded edible groundnuts: * Long-term relationship with a preferred brand. * Brand Loyalty. * Brand trust. * Brand performance. * Satisfaction. * Intentional repurchase. * Brand affect. * Company reputation. * Involvement. * Value for money. More research on this topic is required to develop a single conceptual model in order to measure and analyse retail buyer behaviour and preference for a specific brand on a larger scale within the FMCG industry. / MBA, North-West University, Potchefstroom Campus, 2014

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This thesis examines the decision making and information search process of students choosing university courses in Victoria Australia. The position adopted for this study is that of a buyer or consumer behaviour perspective. This is the first study of its kind undertaken in Australia. Much related research been done in the United States and elsewhere. However, the Australian higher education system has unique characteristics. Consequently, while existing student-choice models drawn from elsewhere provide a useful foundation, they are not sufficient to answer the key question: How do students choose universities in Australia? Implicit in this overarching question are several issues examined by this study: how a student makes a choice is related to what choices there are to be made, and why the student makes a choice about a particular institution. (For complete abstract open document)

Doctor of Philosophy / Buyer-supplier relationships have been increasingly considered a critical part of contemporary supply chain management. In response to dynamic and unpredictable market changes, buyers and suppliers enter into cooperative relationships to pursue individual goals and joint goals for better economic and non-economic performance of the supply chain. On the other hand, cooperation between channel members is surrounded by uncertainty, which can create a detrimental impact on the performance of a supply chain. Previous research has focused on various aspects of uncertainty that could affect supply chain member behaviour. The present research contends that relationship behavioural factors play an important role in increasing or mitigating channel members’ perceived uncertainty in their supply or purchase decision-making. Specifically, the purpose of this research is to investigate the impact of retailer-supplier cooperation and retailer/supplier’s decision-making uncertainty (DMU) on retail supply chain performance from the perspectives of both the retailer and the supplier. A holistic model was developed as the theoretical framework for this conceptualisation. A sample of 202 retailers and 64 suppliers in the sporting goods retail business in Taiwan was used to separately test a number of hypothesised relationships by using structural equation modelling (SEM). The findings indicate that both cooperation and DMU are the key determinants of retail supply chain performance, including financial performance and non-financial performance (i.e., supply flexibility and customer service). Financial performance is positively affected by retailer-supplier cooperation and negatively affected by DMU in both the retailer model and the supplier model. The five dimensions of retailer-supplier cooperation (i.e. trust, guanxi, dependence, coercive power and non-coercive power) have significant effects on cooperation. However, apart from guanxi with the retailer/supplier, neither other relationship dimensions nor retailer-supplier cooperation have any influence on retailer’s DMU or supplier’s DMU. The results also indicate that differences and similarities exist across retailers and suppliers with respect to the effects of several relationship dimensions on cooperation and uncertainty. 2 The holistic empirical model developed for this research contributes further to understanding the links, which have been lacking in the extant channel relationship literature and supply chain management literature, between buyer-supplier relationships, DMU, and supply chain performance. The findings that a retailer/supplier’s DMU can erode the performance of a supply chain in various aspects highlight the need for improvement in some areas of supply chain efficiency and effectiveness, through cooperation-enhancing actions between the retailer and the supplier. From a managerial perspective, the performance improvement in the supply chain, in turn, will motivate more reciprocal commitment and efforts from the retailer and the supplier to maintain their working relationship. As such, mutual trust and enriched guanxi, dependence and non-coercive power help both the retailer and the supplier to have less uncertainty in their purchase/supply decision-making process. It creates a win-win position for both parties in the supply chain.

To effectively analyze and design a flexible supply chain (FSC), a variety of variables need to be considered. This research presents a framework, an extension of Chan et al. (2009) that identifies a more extensive yet salient set of variables for designing FSCs. This framework provides a basis for using simulation to better understand, and to better design, FSCs. Conceptual simulation models are developed to represent general flexible supply chains in terms of using design and system variables. The proposed conceptual model incorporates many elements from the framework considering a wide variety of variables to demonstrate the approach for building a FSC model. This research provides a general FSC simulation model, built in FlexSim, that implements many variables from the framework and aspects of the conceptual framework. Variability plays an important role in FSC model. Two key supply-chain performance measures are lead time and variability in lead time. One way that has been proposed to improve both measures is to increase supplier flexibility. Through simulation this research provides a means to assess the effects of various manufacturing and logistics flexibility-related variables on lead time and its variability. This research includes effect of several experiments that consider the effect of supplier flexibility level, proportion of process time that is production and transportation time, and level of variability in process time on lead time. The triangular distribution is used often in simulation when process data are not available. Thus, the triangular distribution is used in the FSC simulation model. This research provides a means to effectively consider alternative values of the parameters of the triangular distribution during experimentation. The method facilitates specification of both moment and location parameters.

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