380 research outputs found
EXAMINING STAKEHOLDERS' ROLES IN ESTABLISHING SUSTAINABLE TOURISM-AN INTERNATIONAL AND CROSS-CULTURAL STUDY
No full textPlanning and development for the tourism industry have focused on sustainability ideas and problems. It has grown more difficult to address issues of sustainability, environmental protection, and local community involvement. However, the past studies are limited in terms of how stakeholders in the tourist industry interact and how this engagement might help achieve sustainability goals. Today the era has changed and the audience are now available on virtual or online modes rather than the physical ones. Based on this and existing frameworks, we propose an extended framework along with roles and responsibilities of each, adding the online communities including travel vloggers in this. A systematic literature is done to identify the role of new stake holder, online communities, in creating sustainable tourism in the market
Mamta Oil and Ghee Mills: Sales Target Dilemma
No full textThis case is about Mamta Oil and Ghee Ltd, operating in the Fast Moving Consumer Goods industry of Pakistan. Currently the company is standing in the last quarter of 2015 and is in the stage of evaluating its sales targets set for the year 2015. Mr. Asim Sheikh, the sales manager at MOG ltd, and his team achieved 92% of their sales targets in the first three quarters (July-March 2015) with a growth rate of 12.32 instead of 23 % which was expected. Mr. Asim is thinking to revisit the sales targets and revise them for the five regions of the company so that the expected growth rate along with 100% of targets is achieved. The case also brings discussion regarding the launch of a new product at a time when the sales team is already striving to achieve their sales targets, which are not set appropriately
Impact of Different Factors in Creation of Word of Mouth at Hospitality Industry
No full textFew empirical studies have been conducted to explore what motivates and demotivates customers to engage in word of mouth (WOM) activities in the restaurant industry.This research paperinspects the connection between different attributes of hospitality industry which lead to the creation of word of mouth. A self-administered questionnaire was used to collect. 200 respondents from one of the leading and famous university of Pakistan is used as a sample to study on. To test the proposed model, we use structural equation modelling. The research ended with two major findings. First, food quality and service quality have great impact on creation of WOM. Second, price and atmosphere does not have any impact in creation of word of mouth
Mamata Oil and Ghee Mills: Sales Target Dilemma
No full textThis case is about Mamta Oil and Ghee Ltd, operating under Fast Moving Consumer Goods
industry of Pakistan. Currently company is standing in the last quarter of 2015 and is in the stage
of evaluating its sales targets set for the year 2015. Mr. Asim Sheikh, the sales manager at MOG
ltd and his team had achieved 92% of their sales targets in the first three quarters (July-March
2015) with the growth rate of 12.32 instead of 23 % which was expected. Mr. Asim is thinking to
revisit the sales targets and revise them for the five regions of the company so that the expected
growth rate along with 100% of targets is achieved.
The case also bring discussion regarding launch of new product at the time when sales team is
already striving to achieve their sales targets, which are not set appropriatel
Kazmi agency’s performance. Should distributor invest more?
No full textIn June 2015, Shah Mir, an ASM at PurePack Pakistan, was face-to-face with an irate distributor named Amir Kazmi, who ran Kazmi Agency in Sukkur, Sindh. PurePack Pakistan, a multinational organization dealing with FMCG products, had a turnover of approximately PKR 7.5bn1 and was a fully owned subsidiary of PurePack Limited, UAE. Shah’s predecessor, Noor Azam, had managed the central Sindh territory very well and had recorded phenomenal growth. The retail outlet coverage had increased during Noor’s time, along with Amir’s investment in the territory. Knowing he was up against an outstanding past achievement, Shah had studied the data of the area and Kazmi Agency’s performance for the past two years and had concluded that there was still greater potential in the area. Amir Kazmi, owner of Kazmi Agency, was an astute businessman who visited his Sukkur market regularly. He knew the distribution business well and had benefitted from it. He was fully aware of the importance of working on relationships with his retailers in the FMCG industry because competition was high and loyalties needed to be nurtured. Like any businessperson, he was concerned about the growth and profitability of his business. Kazmi’s business had increased quite rapidly from a turnover of around PKR 8.7m in 2008 to one of around PKR 54m in 2014, indicating the potential in the Sukkur district. Shah, who was new to the territory and early in his career, was still grappling with the fact that the growth in central Sindh had been phenomenal and that expectations were high for him. He had gotten working on the territory while keeping in mind advice from his boss, Nabeel Asad, who had told him to identify one area at a time so that he could go about achieving his growth targets in a focused manner. This case brings out the challenges that young ASMs face while in the field, when they have to deal with experienced distributors in the Pakistani retail trade, especially in the smaller towns where relationships can greatly affect business. Students will gain an understanding of the key performance indicators required to focus on developmental issues in a territory. It will enable students to appreciate financial considerations as a major tool in dealing with intermediaries (distributors, in this case) and get hands-on experience in a method of convincing a distributor of his past investments and profitability and paving the way for further investment for retail expansion
MEMON LUBRICANTS: HIRING A SALES PERSON
No full textThe case focuses on the predicament of Aamir Raheem, the founder and owner of Memon Lubricants, a dealership for Shell Pakistan, in Sukkur. Aamir needed to make some managerial decisions to improve the process for recruiting salespersons for his new dealership branch, located in Khairpur, which is at31 km from Sukkur. Given the constraints of a tight budget, availability, and the need to complete the recruitment quickly, Aamir had to adopt a better recruitment process than the one he had used when hiring employees at his first branch (at Station Road, Sukkur).
Aamir was faced with various challenges, including (1) identifying the knowledge, skills, and attitude he needed to look for in potential salespersons; (2) encouraging the appropriate candidates to apply for the job opening; and (3) improving the process to be followed for recruitment. The case is focused on the evaluation of various alternatives in order to meet Memon Lubricants’ staffing requirements
New Wella Salon-Exploring Growth Opportunities (A)’ published in the Case Studies Journal of Business and Management
No full textThis case discusses about the dilemma faced by a famous barber Mr. Fayaz, who has been refused by his loyal customers to get their services from him at the age of 55 years. The incident has taken him to think seriously about his future as a barber and the future of his sons, who share the same profession with him. Over the years, his son Meer has changed the image of the salon from a traditional salon into a trendier and sophisticated salon keeping in mind the changing mind set of consumer and services provided by leading salons of Pakistan. At a brainstorming session, Mr. Fayaz & Meer are trying to address three difficult questions: Was it just an incident and could it be ignorable? What future growth options are available to sustain our position? Would closing the business and investing in some other business be a viable option
Al-Ain eye centre: sales force evaluation dilemma
No full textThe Al-Ain case describes sales force management and sales force evaluation in a situation that involves a high-performing team operating in a hostile environment. Al-Ain eye centre (Al-Ain), located in the city of Karachi in Sindh state of Southern Pakistan, is a small-scale hospital that has diversified into the pharmaceutical business. Al-Ain’s product portfolio includes analgesics, antibiotics, ophthalmology products and cardiology products. This case focusses on team management and the relationship between a sales manager and subordinate salespeople in the context of Pakistani culture. A sales representative has received a poor performance assessment, which he perceives to be an unfair evaluation of his efforts. As a result of the situation, he subsequently joins a union and creates problems for his superiors. As they explore these management issues within a sales force, students will develop an appreciation for objective methods of sales force evaluation, as well as for the complexity of handling high-performing teams, the importance of employee perceptions and the scope of subjective biases in sales force evaluation that can emerge in practice
What To Buy For My Love...
No full textIt was February 13th, 2020, Valentine’s Day was fast approaching and Anita wanted to buy a mobile phone to be given as a valentine gift to her boyfriend, Ravi. During brainstorming last night with her brother she decided to buy a mobile phone out of different choices. She was not very good at technological oriented product and it was decided that her brother would meet her in the market but due to unavoidable circumstances he could not come. Now standing alone in the mobile market of Calcutta she had to choose 1 out of 3 mobile phones shown by different salesperson. She had to shake off her indecisive nature and decide whether to choose J5 (Reliable but may not be suitable according to occasion), C7 Zepro (on discount) or Love 4 (Especially for occasion but may be unreliable)
Exploring role of OCF in Creating Destination Image
No full textThis study investigates the impact of user generated content on online platforms, mainly known as Online Community Feedback (OCF). This study aims to highlight the importance of OCF in developing destination image. Content and feedback given by past visitors are more trustworthy as compare to any other information sources including advertisements by site managers or information from government ministries. Based on this phenomena authors of this paper have categorized and analyzed the feedback and comments of past tourist of Gilgit Baltistan Region of Pakistan. Authors have adopted unstructured approach and manual approach to categorize the feedback into different parameters. Based on those, several recommendations are made to government officials and tourist site managers to bring improvements on the site so that future tourists may choose that place for their next visit. Top 5 places of Pakistan as per tripadvisor.com, were chosen for analysis and study
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