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2757 items in total found

Working Papers | 2007

Comprehensive Analysis of Exclusive Brand Store Customer in Indian Market

Kureshi Sonal, Sood Vandana, and Abraham Koshy

Segmentation classifies customers into groups which enables the retailers identify their target segment and provide the desired value. This paper is an attempt to group the customers and generate a profile of the revenue generating customer by identifying significant differences across lifestyle, demographic variables and information search. For this study, a scale for measuring the attitude, interest and opinion (AIO) for profiling the consumers of a single brand store is, specifically developed and tested for reliability. Implications for retailers are drawn and future research directions are indicated. Significant differences were found between different groups on their attitude, interest and opinion dimensions. The purposive and the purposive patrons were far more appearance conscious than the browsers. There was substantial difference in the product and quality expectations between browser and the purposive customers. The purposive and purposive patrons wanted to remain slim only for the sake of appearance and looks. So far, little work has been done towards segmenting the Indian consumer in the context of retailing which is available in the public domain. The results of this study have direct managerial implications. It would be helpful in planning and formulating the retailing mix. A detailed profile of their revenue generating customers would be useful for the conversion of footfall to sales by customizing its offerings.

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Working Papers | 2007

India's Agrarian Crisis and Smallholder Producers' Participation in New Farm Supply Chain Initiatives: A Case Study of Contract Farming

Vijay Paul Sharma

Indian agriculture is at crossroads and one of the major challenges is to reverse deceleration in agricultural growth. Main reason for deceleration in agricultural growth is declining investment particularly public investment in agriculture research and development and irrigation, combined with inefficiency of institutions providing inputs and services including rural credit and extension. Other factors such as land fragmentation, out-dated tenancy laws, lack of modern market and rural infrastructure, inappropriate input pricing policies, etc. are also responsible for agrarian and ecological crisis in the country. The crisis of stagnation in agriculture needs urgent attention. The government has renewed focus on agriculture and promoting public-private partnership to accelerate growth in the rural economy. Many Indian and multi-national agribusiness companies have entered Indian agribusiness sector. The central government has also initiated reforms in outdated laws such as Agricultural Produce Marketing Committee (APMC) Act, Essential Commodities Act (ECA), and given some incentives like waiver of market fee, rural development tax, etc. for companies making investment in agribusiness sector. The central as well as state governments are promoting involvement of corporate sector in agriculture through contract farming with a view to enable farmer to have access to better inputs, extension services and credit from agribusiness companies. Contract farming is also supposed to eliminate and/or reduce markets and price risks, which farmers face. However, it all depends on the nature of contracts, legislation for regulation of contract farming, enforcement, dispute resolution mechanisms, etc. This paper tries to understand socio-economic implications of corporate-led initiatives in agriculture (mainly contract farming) in the state of Punjab, which has more experience in contract farming compared to other states. The results indicate that contract farming is a good initiative for medium and large-scale farmers producing for the market but the long-term success of such initiatives will depend on how a large number of small and marginal farmers can be linked to restructured markets under changing market and policy environment. The study points out that it is important to provide an integrated set of services including credit and not just seed and limited extension services. Partnership between public and private sector companies/organizations is needed in order to provide these integrated services. More important is to improve bargaining power of smallholder producers while also reducing transaction costs for companies through promotion of producers' groups/association/cooperatives. Small farmers will be able to effectively participate in the changing markets and establish links with new market chains (supermarkets, agribusiness companies, processors, exporters, etc.) only if they have access to basic infrastructure, quality inputs and services and are organized.

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Working Papers | 2007

Fortune at the Bottom of the Pyramid: An Alternative Perspective

A. K. Jaiswal

The Bottom of the Pyramid (BOP) has emerged as one of the dominant ideas in business. Cognizant of the overwhelming attention BOP has attracted and its potential impact on the billions of the poor and on managerial practices, the author analyzes the different aspects of BOP approach on how large corporations can serve low income customers profitably. An attempt is made to provide an alternate perspective on the BOP concept. I argue for the facilitation of selective consumption by the poor by avoiding their undesirable inclusion (marketing products that are not likely to enhance their wellbeing or products that are likely to be abused by them) and exclusion (not offering products that are likely to enhances their wellbeing) in target market selection decisions by the private sector organizations. A framework is presented for assessing the appropriateness of large corporations' participation in BOP markets. I also emphasize the need to strengthen the role of the poor as a producer for rapid poverty alleviation.

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Working Papers | 2007

Chikungunya Epidemic Mortality in India: Lessons from 17th Century Bills of Mortality Still Relevant

Dileep Mavalankar, Shastri Priya, and K. V. Ramani

Chikungunya is a virus spread by the bite of the Aedes mosquito, which recently reemerged as a massive epidemic in the Indian Ocean islands and India. Chikungunya is generally considered self-limiting and has been reported as non-fatal but, since March 2005, one-third of the 770,000 people in the Indian Ocean Island of Réunion (a French territory) have been affected by Chikungunya with 237 deaths. India reported 1.3 million cases of Chikungunya however the Government of India has not reported any deaths. However there is evidence that deaths due to Chikungunya did occur. The lack of official reports of deaths is mainly due to the poor recording of 'Causes of Death' in India. The London Bills of Mortality from the 17th provides a very good example of the importance of proper reporting of deaths especially during an epidemic period. This paper reflects on the London bills of mortality and modern day lessons to be drawn from it as well as the reasons behind the apparent lack of death reporting in 2006's Chikungunya epidemic.

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Working Papers | 2007

Loyalty Programme Applications in Indian Service Industry

Sahoo Debajani and Vyas Preeta H

Retaining all customers would not be a good idea for any business. In contrast, allowing the profitable customers to leave would be an even worse idea. Consequently the real solution rests in knowing the value of each customer and then focusing loyalty efforts on those customers. Customers are more likely to be loyal to a group of brands than to a single brand. This is particularly true if the chosen brand is the category leader and costs more. In contrast to the one-brand- for-life mentality of the past, today's consumers are blatant in their divided loyalties, for their own safety and pleasure. The conceptual framework presented helps to understand the evolving logic of loyalty programs and process of implementing the same. Applications in different service industry for building and sustaining loyalty provide an overview of the status of such programmes.

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Working Papers | 2007

Establishing National Innovation Foundation: How Does a Tail Wag the Dog?

Anil K. Gupta

A simple search on the web about unaided technological innovations by common people from the unorganized sector will reveal the paucity of information worldwide. It is this gap, which Honey Bee Network started at IIMA about two decades ago tried to fill. In this paper, a very brief history of the steps taken to establish National Innovation Foundation (NIF) has been given. A detailed history remains to be written. Now that NIF will become an autonomous Institute of Department of Science and Technology, its role within India and outside needs to be redefined. How a small academic initiative has spawned multiple institutional innovations is a subject that deserves further study.

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Working Papers | 2007

Indigenous Knowledge and Innovations for Managing Resources, Institutions and Technologies Sustainably: A Case of Agriculture, Medicinal Plants and Biotechnology

Anil K. Gupta

Communities living close to nature invariably evolve a language to understand and interpret the variations and discontinuities in nature. A flower of new colour, an unusually tall plant, an unseasonal germination or an extraordinary fruiting have attracted human attention in every part of the world. Some of these odd plants got selected either for curiosity or for a purposive characteristic and became a local crop variety. Some got analysed for their therapeutic property and became a medicinal plant. Some were combined with other plants, insects, fungi or other materials such as animal urine, milk, minerals or other compounds to develop various kinds of biotechnological products useful as drugs, dyes or derivatives. It is not surprising therefore that civilizational societies whether in Latin America or Asia or Africa have had a tremendously rich knowledge base drawing upon local resources. In this paper, I first discuss the framework in which indigenous knowledge systems for agriculture, medicinal plants and biotechnology can be analysed. In second part, I suggest ways in which policy makers can try to blend the formal and the informal institutional contexts of technological knowledge. Lastly, I suggest some areas for further research, action and policy interventions through cooperative Indo-Brazilian and S African dialogue.

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Working Papers | 2007

Crop, Conservation, Creativity and Collaboration

Anil K. Gupta

Participatory plant breeding has attracted lot of attention in the recent past. However, most of the time, farmers' involvement has been restricted to selections from the material generated by plant breeders as a part of their institutional research. In this paper, I share a few examples of varieties developed by farmers arguing in the process for creating a special window of opportunity at the national and international level for such innovations. A portfolio of monetary and non-monetary incentives aimed at individuals and communities will be necessary for the purpose. The incentives should also reinforce the synergy between technology, institutions and culture. The incentive should be not only for conservation function but also for augmentation; innovation and diffusion function so that a complete value chain of agro biodiversity develops. An argument is also made for modifying the passport data sheets of the gene banks which have practically no information on food processing knowledge about various germplasm generated by the local communities, in particular, women. This neglect is not understandable except as a mark of inertia, when the demand for processed food is increasing so much every day. In the end, I suggest that taxonomy of farmers' selection criteria be paid special attention. Crop, livestock, craft and tree characteristics are looked at together while understanding the selection criteria. The breeding strategy for dryland be modified so that we do not continue to screen germplasm only or mainly on grain criteria (higher harvest index) to the neglect of fodder quality and quantity. The role of PPVFRA is crucial in bringing about the suggested changes.

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Working Papers | 2007

Grassroots to Global: Online Incubation of Grassroots Innovations based Enterprises

Anil K. Gupta

The dominant model of globalisation creates considerable anxiety and stress in the minds of small-scale entrepreneurs and civil society organisations. In this model, choices for small entrepreneurs are very limited. The model assumes a kind of one-way street. The self-employed small-scale entrepreneurs must give way for the large capital to dominate the market space. The proposed Grassroots to Global (G2G) model is aimed at reversing the dominant trend. It aims at carving out space for grassroots innovators in the global markets. A recent conference in China bringing the collaborators from Brazil, India and China besides representatives of 15 other countries further stressed this point.

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Working Papers | 2007

GLOBAL GIAN: Online and Off line Incubation of Grassroots Innovations and Traditional Knowledge: Towards Tianjin Declaration

Anil K. Gupta

The forces of globalisation are known to squeeze space for local initiatives, ventures and sometimes even innovations. The markets are dominated by large players whose scale of economy makes it difficult for new entrants, even with better products and services to survive. At the same time, there are certain sectoral and regional niches and need segments in society which remain unfilled even by the forces of globalisation. The growth thus does not become inclusive. India, China and Brazil among three major countries in the world are facing this challenge to varying degree. There are certain needs of small farmers, artisans, urban vendors, mechanics and other self-employed people or small and tiny firms which are not met by the local R&D and design institutions in public or private sector. When these needs remain unfulfilled for long time, they may give rise to either apathy, adjustment or even dissatisfaction. Sometimes, this dissatisfaction may evolve into social disaffection leading to tensions, feeling of deprivation and exclusion. An international conference was organised at Tianjin University of Finance and Economics (TUFE), Tianjin, China to bring together the partners from China and Brazil besides representatives of 15 other countries. Tianjin declaration was issued at the end of the conference to invite stakeholders from all around the world to join this movement (see annexure 1). It is hoped that academics, industry associations, entrepreneurs, designers and technologists will join hands to strengthen the resolve of grassroots innovators to reach global markets. We have to ensure that disadvantaged people around the world are not deprived of opportunities of learning from creative people in different countries. The barriers of language, literacy and localism will have to be overcome.

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