Indian Institute of Management Ahmedabad

About: Indian Institute of Management Ahmedabad is a education organization based out in Ahmedabad, India. It is known for research contribution in the topics: Emerging markets & Population. The organization has 1828 authors who have published 4011 publications receiving 59269 citations. The organization is also known as: IIMA & IIM Ahmedabad.

A new conceptualization of salesperson's customer orientation

Abstract: Purpose – The purpose of this article is to provide a new conceptualization of a salesperson's customer orientation, as a multi‐dimensional construct. The authors aim to base their new conceptualization on extensive evidence from literature review, and synthesis of the review of literature.Design/methodology/approach – An extensive literature review of the extant conceptualizations and operationalizations of salesperson's customer orientation is first carried out. Based on the review and synthesis of literature, a salesperson's customer orientation with six domain areas is conceptualized, through several propositions in the paper.Findings – The findings of this study suggest that salesperson's customer orientation has six domain areas, namely, providing information to customers, understanding customer needs, fulfilling customer needs, creating and delivering customer value, sustaining customer satisfaction, and maintaining long‐term relationships with customers.Practical implications – The sales managers ...

Jumping from Springboard? The Role of Marginal Cultural Distance in Cross‐Border M&A Deal Completion

Abstract: This article extends understanding of the cultural experience of a firm in a host culture as a mechanism to reduce cultural distances. Integrating organizational learning theory with cultural friction perspective, this study proposes that cultural experience of a focal firm is a unique, firm-specific advantage. Time spent in a particular culture causes cultural friction that diminishes the cultural differences for the focal firm at the margin, which we term marginal cultural distance (MCD). Emphasizing the importance of learning from cross-border acquisitions for firms from emerging markets, we propose that compared to country-level cultural distance scores, MCD is a better predictor of the likelihood of cross-border deal completion. © 2015 Wiley Periodicals, Inc.

Integrated Production Inventory Policies for Multistage Multiproduct Batch Production Systems

Abstract: An integrated production inventory model is considered in this paper, for a flow shop type multiproduct batch production system, with a multifacility structure. Instantaneous production is allowed in each facility. The model aims to determine simultaneously the optimal manufacturing cycle for the multiple products and the corresponding optimal procurement policies for the raw material. The cycle concept of multiproduct batch processing is extended to multifacility system and is integrated with the concept of production-inventory system for a single product, single facility system.

Underlying determinants of health provider choice in urban slums: results from a discrete choice experiment in Ahmedabad, India.

Abstract: Severe underutilization of healthcare facilities and lack of timely, affordable and effective access to healthcare services in resource-constrained, bottom of pyramid (BoP) settings are well-known issues, which foster a negative cycle of poor health outcomes, catastrophic health expenditures and poverty. Understanding BoP patients’ healthcare choices is vital to inform policymakers’ effective resource allocation and improve population health and livelihood in these areas. This paper examines the factors affecting the choice of health care provider in low-income settings, specifically the urban slums in India. A discrete choice experiment was carried out to elicit stated preferences of BoP populations. A total of 100 respondents were sampled using a multi-stage systemic random sampling of urban slums. Attributes were selected based on previous studies in developing countries, findings of a previous exploratory study in the study setting and qualitative interviews. Provider type and cost, distance to the facility, attitude of doctor and staff, appropriateness of care and familiarity with doctor were the attributes included in the study. A random effects logit regression was used to perform the analysis. Interaction effects were included to control for individual characteristics. The relatively most valued attribute is appropriateness of care (β=3.4213, p = 0.00), followed by familiarity with the doctor (β=2.8497, p = 0.00) and attitude of the doctor and staff towards the patient (β=1.8132, p = 0.00). As expected, respondents prefer shorter distance (β= − 0.0722, p = 0.00) but the relatively low importance of the attribute distance to the facility indicate that respondents are willing to travel longer if any of the other statistically significant attributes are present. Also, significant socioeconomic differences in preferences were observed, especially with regard to the type of provider. The analyses did not reveal universal preferences for a provider type, but overall the traditional provider type is not well accepted. It also became evident that respondents valued appropriateness of care above other attributes. Despite the study limitations, the results have broader policy implications in the context of Indian government’s attempts to reduce high healthcare out-of-pocket expenditures and provide universal health coverage for its population. The government’s attempt to emphasize the focus on traditional providers should be carefully reconsidered.