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  1. The value of long-term relationships when selling to informal retailers - evidence from India
    Autor*in: Fatunde, Olumurejiwa A.; Calmon, Andre; Zegher, Joann F. de; Romero, Gonzalo
    Erschienen: [2021]
    Verlag:  [University of Toronto - Rotman School of Management], [Toronto]

    Attempts to distribute durable, life-improving goods to customers at the Base of the Pyramid (BoP) – the more than three billion customers who live on less than US$2.50/day – through traditional supply chains or e-commerce have struggled to succeed... mehr

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    Standort:
    Helmut-Schmidt-Universität, Universität der Bundeswehr Hamburg, Universitätsbibliothek
    Fernleihe:
    keine Fernleihe

    Standort:
    ZBW - Leibniz-Informationszentrum Wirtschaft, Standort Kiel
    Fernleihe:
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    Attempts to distribute durable, life-improving goods to customers at the Base of the Pyramid (BoP) – the more than three billion customers who live on less than US$2.50/day – through traditional supply chains or e-commerce have struggled to succeed at scale. One hypothesis for why distributors struggle to scale last-mile distribution is poor relationship management with small informal retailers, who are the primary source of retail purchases for BoP customers. These retailers are often embedded within communities, where local and long-term relationships are particularly important to business transactions. We provide empirical evidence for this hypothesis through an analysis of panel data from a distributor selling to 331 formal retailers and 493 informal retailers in India from April 2016-December 2019. Specifically, we study the role of long-term relationships in selling durable goods to informal retailers, by leveraging a staged natural experiment that allows us to examine the effect of a sales agent reallocation on subsequent orders placed by informal and formal retailers. Using two different quasi-experimental methods, we find that formal retailers experience an average performance decrease of at least 35.7% relative to predicted order value and then recover within three sales cycles of a sales agent reallocation; in contrast, informal retailers experience an average performance decrease of at least 70.4% relative to predicted order value, and do not experience sustained recovery within five sales cycles of a sales agent reallocation. This indicates that business relationships, and disruptions to these relationships, are particularly important when selling to retailers in informal markets

     
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    Quelle: Verbundkataloge
    Sprache: Englisch
    Medientyp: Buch (Monographie)
    Format: Online
    Schriftenreihe: [Rotman School of Management working paper ; no. 3792639]
    Schlagworte: Base of the Pyramid (BoP); causal inference; panel data; difference-in-difference
    Weitere Schlagworte: Array
    Umfang: 1 Online-Ressource (circa 25 Seiten), Illustrationen
  2. The limits of operational excellence in the seed industry under climate change
    Autor*in: Serhatlı, Utku; Calmon, Andre; Yucesan, Enver
    Erschienen: 2018
    Verlag:  INSEAD, [Fontainebleau]

    Standort:
    ZBW - Leibniz-Informationszentrum Wirtschaft, Standort Kiel
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    Quelle: Verbundkataloge
    Sprache: Englisch
    Medientyp: Buch (Monographie)
    Format: Online
    Schriftenreihe: Array ; 2018, 28
    Umfang: 1 Online-Ressource (circa 41 Seiten), Illustrationen
  3. Business Model Innovation for Ambulance Systems in Developing Countries
    'Coordination and Competition'
    Autor*in: Gernert, Andreas; Calmon, Andre; Romero, Gonzalo; Van Wassenhove, Luk N.
    Erschienen: 2022
    Verlag:  SSRN, [S.l.]

    Several developing countries' emergency transportation systems (ETS) do not have a centralized emergency number. Instead, they have many independent ambulance providers, each with a small number of ambulances. As a result, ETS in these contexts lack... mehr

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    ZBW - Leibniz-Informationszentrum Wirtschaft, Standort Kiel
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    Several developing countries' emergency transportation systems (ETS) do not have a centralized emergency number. Instead, they have many independent ambulance providers, each with a small number of ambulances. As a result, ETS in these contexts lack coordination and ambulances. We examine three business models that address this lack of coordination and ambulances: (i) a provider-only business model where a new entrant to the ETS market acquires ambulances to compete with existing providers; (ii) a platform business model, where a new entrant sets up a platform to coordinate existing providers; and (iii) an innovative platform-plus business model, where a new entrant combines (i) and (ii), setting up a platform and acquiring platform-owned ambulances. Using a game-theoretic approach, we characterize the benefits and trade-offs of each business model and find conditions where each business model is most profitable. We find that, in equilibrium, a provider-only might make patients worse-off. Furthermore, a platform business model always improves patients' service probability but might be unprofitable depending on platform set-up costs. Finally, a platform-plus business model can improve both patient service probability and the firm's profit. We also find that a platform-plus business model is more profitable than the other business models in settings where there is significant market fragmentation and a lack of ambulances, which is the case in several developing countries. These findings help to explain why a platform-plus business model emerged as a successful business model innovation to improve ETS in countries like India

     
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    Quelle: Verbundkataloge
    Sprache: Englisch
    Medientyp: Buch (Monographie)
    Format: Online
    Weitere Identifier:
    Schriftenreihe: Rotman School of Management Working Paper ; No. 4049997
    Schlagworte: Platforms; Development Operations; Healthcare; Innovative Business Models; Emergency Transportation Systems; Game Theory
    Weitere Schlagworte: Array
    Umfang: 1 Online-Ressource (30 p)
    Bemerkung(en):

    Nach Informationen von SSRN wurde die ursprüngliche Fassung des Dokuments March 4, 2022 erstellt
  4. Data-driven failure time estimation in a consumer electronics closed-loop supply chain
    Autor*in: Lemmens, Stef; Calmon, Andre; Graves, Stephen C.
    Erschienen: [2023]
    Verlag:  Erasmus Research Institute of Management (ERIM), Rotterdam

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    Standort:
    ZBW - Leibniz-Informationszentrum Wirtschaft, Standort Kiel
    Signatur:
    VS 26
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    Quelle: Verbundkataloge
    Sprache: Englisch
    Medientyp: Buch (Monographie)
    Format: Online
    Weitere Identifier:
    hdl: 1765/137156
    Schriftenreihe: ERIM report series research in management ; ERS-2023-002-LIS
    Schlagworte: losed-Loop Supply Chains; Reverse-Logistics; Forecasting; Sustainabili
    Umfang: 1 Online-Ressource (circa 27 Seiten), Illustrationen