Profiling purchasing skills by purchase type : a survey of buyers in Taiwan

This paper presents the results of an empirical study of purchasing skills and how they vary by type of purchase. Building on the purchasing portfolio approach, purchase type was defined using 10 internally oriented, product- related dimensions, and 8 externally oriented, supply-related dimensions. Based on these dimensions, experienced purchasing personnel described a specific purchase and profiled the skills required for effective performance in purchasing that item. Cluster analysis of the 72 valid responses provided three distinct groups of purchasing situations, which were labelled strategic, tactical and routine purchase types. Of the 33 skills identified from prior literature, 24 were found to differ significantly (p>0.05) across purchase type clusters. For each cluster, the purchase situation and skills profile are described. Results show that, as product and market complexity and risk increase, both more purchasing skills are needed, and their importance for successful performance increases. Further analysis through pairwise comparisons of the clusters reveals more detailed insights. Suggestions for refining this survey tool and for its potential application in companies are discussed.

The Influence of Purchase Confidence on Information Source Selection: Implications for Hospitality Industry

Whether the product of choice is a restaurant, vacation resort or hotel, it is important for hospitality marketers to understand how consumers treat purchase decisions and the influence purchase confidence and situation play on that decision. This study investigated the role purchase confidence plays with knowledge in the selection of sources of information during purchase decisions. The results indicate sources of information are perceived differently by consumers and depending on the purchase situation, subjective knowledge is influenced by purchase confidence affecting the source of information considered when making a purchase decision. The results also indicated that those with high purchase confidence and subjective knowledge will rely on themselves as a source when making a purchase rather than a retail clerk or published material.

A influência da informação háptica do gênero e do conhecimento da categoria nas percepções de risco, qualidade e confiança

A literatura de marketing aponta que os indivíduos diferem quanto à necessidade de tocar os objetos. A informação obtida fazendo uso das mãos – ou informação háptica – é relevante na avaliação dos produtos. Este estudo buscar avaliar se a necessidade de tocar (NFT, do inglês need for touch) afeta a confiança na avaliação do produto à venda, na sua qualidade percebida e no risco percebido com a compra, considerando duas diferentes situações de compra: quando o produto é comprado para uso próprio e quando o produto é comprado como um presente para outra pessoa. Esta pesquisa também examina o efeito moderador do gênero e do conhecimento prévio sobre a categoria de produto. Um experimento foi conduzido usando amostra por conveniência composta de 171 homens e 153 mulheres estudantes de graduação. As escalas foram testadas com análise fatorial confirmatória e atingiram adequação satisfatória. As hipóteses foram testadas usando regressão linear múltipla. A confiança na avaliação foi influenciada positivamente pelo conhecimento do produto e pela situação de compra, sendo maior quando o produto é para uso próprio. A qualidade percebida sofreu os efeitos do conhecimento do produto e do gênero – as mulheres percebem menor qualidade do que os homens. O risco percebido foi influenciado de forma significativa pela situação de compra, sendo maior quando a compra é para presente. Os resultados mostraram que NFT não tem impacto direto no risco percebido, mas por meio da sua interação com o gênero. Portanto, este estudo não encontrou influência direta da NFT nas variáveis dependentes, sugerindo que outros aspectos podem prevalecer sobre os efeitos da NFT nos processos de decisão de compra.

Situationally driven consumption

The purpose of this research as a PhD work-in-progress report, is to measure empirically the fundamental attributes that constitute the situationally driven consumer. Previous literature from a wide range of areas does not appear to adequately acknowledge the existence of a consumer who passionately seeks a product from various often unique markets frequently with the aid of an advisor or mentor who is denoted here as a cultural interpreter. Some elements of the desire literature, do acknowledge the existence of the driven consumer, but do not fully differentiate it from other elements of the human psyche.

Changing the servicescape : The influence of music, self-disclosure and eye gaze on service encounter experience and approach-avoidance behavior

The purpose of this thesis is to investigate and understand the effect of a servicescape’s ambient and social conditions on consumers’ service encounter experience and their approach/avoidance behavior in a retail context. In three papers, with a total sample of over 1600 participants (including 550 actual consumers) and seven experiments, the author investigates the effect of music (ambient stimuli), employees’ self-disclosure (verbal social stimuli) and employees’ gazing behavior (nonverbal social stimuli) on consumers’ service encounter experience and approach/avoidance behavior in a retail store. Paper I comprised two experiments, and the aim was to investigate the influence of music on emotions, approach/avoidance behavior. Paper II comprised two experiments, and the aim was to investigate the effect of frontline employees’ personal self-disclosure on consumers’ reciprocal behavior. Paper III comprised three experiments, and the aim was to investigate the influence of employee’s direct eye gaze/ averted eye gaze on consumer emotions, social impression of the frontline employee and encounter satisfaction in different purchase situations. The results in this thesis show that music affects consumers in both positive and negative ways (Paper I). Self-disclosure affects consumers negatively, in such a way that it decreases encounter satisfaction  (Paper II) and, finally, eye gaze affects consumers by regulating both positively – and in some cases also negatively – consumers’ social impression of the frontline employee and their encounter satisfaction (Paper III). The conclusions of this thesis are that both ambient and social stimuli in a servicescape affect consumers’ internal responses, which in turn affect their behavior. Depending on the purchase situation, type of retail, and stimuli, the internal and behavioral responses are different.

Strategies for price reduction of HIV medicines under a monopoly situation in Brazil

ABSTRACT OBJECTIVE To analyze Government strategies for reducing prices of antiretroviral medicines for HIV in Brazil. METHODS Analysis of Ministry of Health purchases of antiretroviral medicines, from 2005 to 2013. Expenditures and costs of the treatment per year were analyzed and compared to international prices of atazanavir. Price reductions were estimated based on the terms of a voluntary license of patent rights and technology transfer in the Partnership for Productive Development Agreement for atazanavir. RESULTS Atazanavir, a patented medicine, represented a significant share of the expenditures on antiretrovirals purchased from the private sector. Prices in Brazil were higher than international references, and no evidence was found of a relationship between purchase volume and price paid by the Ministry of Health. Concerning the latest strategy to reduce prices, involving local production of the 200 mg capsule, the price reduction was greater than the estimated reduction. As for the 300 mg capsule, the amounts paid in the first two years after the Partnership for Productive Development Agreement were close to the estimated values. Prices in nominal values for both dosage forms remained virtually constant between 2011 (the signature of the Partnership for Productive Development Agreement), 2012 and 2013 (after the establishment of the Partnership). CONCLUSIONS Price reduction of medicines is complex in limited-competition environments. The use of a Partnership for Productive Development Agreement as a strategy to increase the capacity of local production and to reduce prices raises issues regarding its effectiveness in reducing prices and to overcome patent barriers. Investments in research and development that can stimulate technological accumulation should be considered by the Government to strengthen its bargaining power to negotiate medicines prices under a monopoly situation.

The impact of type of language and number of reasons on purchase intent

A Work Project, presented as part of the requirements for the Award of a Masters Degree in Management from the NOVA – School of Business and Economics

The influence of price changes on consumers' purchase decisions

The development of an effective pricing strategy requires the acquaintance of consumers’ price perception as well as the range of elements that influence the price sensitivity. This paper analyses the relationships between product features, individual characteristics and the level of price increase/decrease that induces the consumers to change their purchase decisions. The results of a dedicated survey show, that price sensitivity, individual preferences, type of product and direction of price change and individual characteristics of consumers (gender, age, professional situation) have a significant impact on a threshold at which people are willing to choose the less attractive, but cheaper alternative to their favorite product or give up the variety in consumption. From a consumer behavior perspective, these findings play a fundamental role in pricing.

Effect of calf purchase and other herd-level risk factors on mortality, unwanted early slaughter, and use of antimicrobial group treatments in Swiss veal calf operations.

The objective of this survey was to determine herd level risk factors for mortality, unwanted early slaughter, and metaphylactic application of antimicrobial group therapy in Swiss veal calves in 2013. A questionnaire regarding farm structure, farm management, mortality and antimicrobial use was sent to all farmers registered in a Swiss label program setting requirements for improved animal welfare and sustainability. Risk factors were determined by multivariable logistic regression. A total of 619 veal producers returned a useable questionnaire (response rate=28.5%), of which 40.9% only fattened their own calves (group O), 56.9% their own calves and additional purchased calves (group O&P), and 2.3% only purchased calves for fattening (group P). A total number of 19,077 calves entered the fattening units in 2013, of which 21.7%, 66.7%, and 11.6% belonged to groups O, O&P, and P, respectively. Mortality was 0% in 322 herds (52.0%), between 0% and 3% in 47 herds (7.6%), and ≥3% in 250 herds (40.4%). Significant risk factors for mortality were purchasing calves, herd size, higher incidence of BRD, and access to an outside pen. Metaphylaxis was used on 13.4% of the farms (7.9% only upon arrival, 4.4% only later in the fattening period, 1.1% upon arrival and later), in 3.2% of the herds of group O, 17.9% of those in group O&P, and 92.9% of those of group P. Application of metaphylaxis upon arrival was positively associated with purchase (OR=8.9) and herd size (OR=1.2 per 10 calves). Metaphylaxis later in the production cycle was positively associated with group size (OR=2.9) and risk of respiratory disease (OR=1.2 per 10% higher risk) and negatively with the use of individual antimicrobial treatment (OR=0.3). In many countries, purchase and a large herd size are inherently connected to veal production. The Swiss situation with large commercial but also smaller herds with little or no purchase of calves made it possible to investigate the effect of these factors on mortality and antimicrobial drug use. The results of this study show that a system where small farms raise the calves from their own herds has a substantial potential to improve animal health and reduce antimicrobial drug use.

Situação epidemiológica da brucelose bovina no Estado do Paraná

Realizou-se um estudo para caracterizar a situação epidemiológica da brucelose bovina no Estado do Paraná. O Estado foi estratificado em sete circuitos produtores ou regiões. Em cada circuito foram amostradas aleatoriamente cerca de 300 propriedades e, dentro dessas, foi escolhido de forma aleatória um número pré-estabelecido de animais, dos quais foi obtida uma amostra de sangue. No total, foram amostrados 14.857 animais, provenientes de 2.098 propriedades. Em cada propriedade amostrada foi aplicado um questionário epidemiológico para verificar o tipo de exploração e as práticas zootécnicas e sanitárias que poderiam estar associadas ao risco de infecção pela doença. O protocolo de testes utilizado foi o da triagem com o teste do antígeno acidificado tamponado e o reteste dos positivos com o teste do 2-mercaptoetanol. O rebanho foi considerado positivo se pelo menos um animal foi reagente às duas provas sorológicas. Para o Estado, os resultados de prevalências de focos e de animais infectados foram, respectivamente, de 4,0% [3,2-4,8%] e 1,7% [1,1-2,4%]. Para os circuitos, a prevalência de focos e a de animais foram, respectivamente: circuito 1, 14,7% [10,9-19,2%] e 2,8% [1,2-4,4%]; circuito 2, 8,8% [5,9-12,6%] e 2,4% [1,0-3,8%]; circuito 3, 3,4% [1,6-6,1%] e 0,85% [0,21-1,5%]; circuito 4, 2,3% [0,94-4,8%] e 0,83% [0,02-1,6%]; circuito 5, 2,3% [0,94-4,7%] e 1,6% [0,06-3,3%]; circuito 6, 0,3% [0-1,9%] e 0,09% [0-0,27%]; circuito 7, 1,0% [0,21-2,9%] e 2,2% [0-6,0%]. Os fatores de risco (odds ratio, OR) associados à condição de foco foram: compra de reprodutores (OR= 2,20 [1,42-3,40]) e prática de aluguel de pasto (OR= 2,45 [1,54-3,90]).

Situação epidemiológica da brucelose bovina no Estado da Bahia

O trabalho consistiu em estratificar o Estado da Bahia em quatro regiões com características homogêneas (circuitos produtores) para que fossem amostradas aleatoriamente, em cada uma delas, 300 propriedades. Em cada propriedade foram escolhidas, de forma aleatória, 10 a 15 fêmeas bovinas adultas, das quais foi obtida uma amostra de sangue. No total, foram amostrados 10.816 animais, provenientes de 1.413 propriedades. O protocolo de testes utilizado foi o da triagem com o teste do antígeno acidificado tamponado (Rosa Bengala) e a confirmação dos positivos com o teste do 2-mercaptoetanol. O rebanho foi considerado positivo se pelo menos um animal reagiu às duas provas sorológicas. As prevalências de focos e a de fêmeas adultas soropositivas do Estado foram de 4,2% [3,1-5,3%] e 0,66% [0,41-0,93%], respectivamente. Para os circuitos produtores foram: circuito 1, 5,8% [3,6-8,7%] e 0,86% [0,41-1,3%]; circuito 2, 3,1% [1,5-5,6%] e 1,2% [0,25-2,1%]; circuito 3, 6,3% [4,0-9,3%] e 1,7% [0,66-2,7%]; e circuito 4, 0,60% [0,07-2,2%] e 0,07 [0,00-0,21%]. Para a análise de fatores de riscos associados à doença foi aplicado um questionário epidemiológico em cada propriedade visitada. Os fatores de risco (odds ratio, OR) associados à condição de foco foram: compra de reprodutores (OR= 2,27) e presença de áreas alagadiças (OR= 1,76). A vacinação de fêmeas de três até oito meses de idade foi um fator de proteção (OR= 0,53).

Hepatitis B (HBV), Hepatitis C (HCV) and Hepatitis Delta (HDV) Viruses in the Colombian Population-How Is the Epidemiological Situation?

Background: Viral hepatitis B, C and delta still remain a serious problem worldwide. In Colombia, data from 1980s described that HBV and HDV infection are important causes of hepatitis, but little is known about HCV infection. The aim of this study was to determine the currently frequency of HBV, HCV and HDV in four different Colombian regions. Methodology/Principal Findings: This study was conducted in 697 habitants from 4 Colombian departments: Amazonas, Choco, Magdalena and San Andres Islands. Epidemiological data were obtained from an interview applied to each individual aiming to evaluate risk factors related to HBV, HCV or HDV infections. All samples were tested for HBsAg, anti-HBc, anti-HBs and anti-HCV markers. Samples that were positive to HBsAg and/or anti-HBc were tested to anti-HDV. Concerning the geographical origin of the samples, the three HBV markers showed a statistically significant difference: HBsAg (p = 0.033) and anti-HBc (p < 0.001) were more frequent in Amazonas and Magdalena departments. Isolated anti-HBs (a marker of previous vaccination) frequencies were: Choco (53.26%), Amazonas (32.88%), Magdalena (17.0%) and San Andres (15.33%) p < 0.001. Prevalence of anti-HBc increased with age; HBsAg varied from 1.97 to 8.39% (p = 0.033). Amazonas department showed the highest frequency for anti-HCV marker (5.68%), while the lowest frequency was found in San Andres Island (0.66%). Anti-HDV was found in 9 (5.20%) out of 173 anti-HBc and/or HBsAg positive samples, 8 of them from the Amazonas region and 1 from them Magdalena department. Conclusions/Significance: In conclusion, HBV, HCV and HDV infections are detected throughout Colombia in frequency levels that would place some areas as hyperendemic for HBV, especially those found in Amazonas and Magdalena departments. Novel strategies to increase HBV immunization in the rural population and to strengthen HCV surveillance are reinforced by these results.

WATER RESOURCES SITUATION AT PIRACICABA, CAPIVARI AND JUNDIAI WATERSHEDS USING A DYNAMIC SYSTEMS MODEL

Using a dynamic systems model specifically developed for Piracicaba, Capivari and Jundia River Water Basins (BH-PCJ) as a tool to help to analyze water resources management alternatives for policy makers and decision takers, five simulations for 50 years timeframe were performed. The model estimates water supply and demand, as well as wastewater generation from the consumers at BH-PCJ. A run was performed using mean precipitation value constant, and keeping the actual water supply and demand rates, the business as usual scenario. Under these considerations, it is expected an increment of about similar to 76% on water demand, that similar to 39% of available water volume will come from wastewater reuse, and that waste load increases to similar to 91%. Falkenmark Index will change from 1,403 m(3) person(-1) year(-1) in 2004, to 734 m(3) P(-1) year(-1) by 2054, and the Sustainability Index from 0.44 to 0.20. Another four simulations were performed by affecting the annual precipitation by 90 and 110%; considering an ecological flow equal to 30% of the mean daily flow; and keeping the same rates for all other factors except for ecological flow and household water consumption. All of them showed a tendency to a water crisis in the near future at BH-PCJ.

Consumer purchase habits and views on food safety: A Brazilian study

This study aimed to evaluate the attitudes towards food safety among consumers in the city of So Paulo, the major consumer market in Brazil. Focus group sessions were conducted with 30 adults responsible for food choices and purchases. Results indicated a preference for supermarkets over street markets, for the variety of foods, convenience and confidence in the safety assurance. On the other hand, the ""naturalness"" of the products in the street markets was the main reason for purchases in those places. Participants showed concerns with respect to food additives, hormones and pesticides - technological rather than ""natural"" hazards. Minimally processed and ready-to-eat foods were considered convenient products meeting the need for time/labor-savings in the kitchen, although suspicion about wholesomeness and safety came up among consumers. Lack of awareness regarding potentially risky behaviors was observed, including handling and storage of foods in the domestic environment. In conclusion, this study suggests that Brazilian regulators should create more effective risk communication combining technical information with actual consumer perceptions of food risks. (C) 2010 Elsevier Ltd. All rights reserved.

Adjustment to a low-control situation: Reexamining the role of coping responses

The aim of the study was to test a revised conceptualization of the role of coping in adjustment to a low-control stressor-women's adjustment to a failed in vitro fertilization (NF) attempt. Data were collected prior to the IVF treatment (Time I) and twice after the failed NF attempt (1 to 2 weeks after finding out the results, n = 171, and fi weeks later, n = 139). Initial adjustment was assessed at Time I, whereas measures of coping and both self-report and partner ratings of adjustment were obtained at Times ? and 3. As predicted, escapist strategies and problem-management strategies (mainly at Time ?) were associated with poor adjustment, whereas problem-appraisal coping was associated with better adjustment., There was also support for the proposed positive relationship between adjustment and emotional approach coping (on self-report adjustment).