Sabyasachi Sinha and Vinod Thakur
This case should facilitate participants to analyze the influence of internal and external factors on a growing company in the dairy, agro and food industries; analyze the drivers…
Abstract
Learning outcomes
This case should facilitate participants to analyze the influence of internal and external factors on a growing company in the dairy, agro and food industries; analyze the drivers of a company’s competitive advantage; evaluate the relevance of the company in the new product-markets; and propose growth strategies for the expansion of the business beyond the core markets.
Case overview/synopsis
Gyan Dairy began its journey in 2007 and operated in the business-to-business segment by supplying skimmed milk powder and white butter to other dairy players. Then, the company launched its packaged milk brand in Lucknow – the capital city of Uttar Pradesh – one of the largest provinces in India. By the end of 2020, Gyan was the leading private dairy brand in Uttar Pradesh. The company’s vision was to become one of the top dairy brands in India by 2035. While deliberating on the growth choice, the company’s senior management debated whether to strengthen the company’s position in the existing markets or expand operations in adjacent locations. Increasing market share would have led to price wars or advertising costs. Diversifying into product categories involved the risk of product–market misfit and new product development and marketing costs. However, pursuing these options would further strengthen the company’s position in the North Indian market. Expanding into new locations would help establish the company’s presence across different parts of India. However, both these options were replete with various challenges. Expanding into new markets needed one of the promoters of the Gyan Diary, to relocate, build new markets and institutional connections and build a completely new localized economy of scale, which would create a financial burden on existing operations until the new operation was self-sustainable. However, in this journey, they would find and build a model to help expand their operations in other countries as well. Ideally, the company could pursue all the options, but this was not possible due to constrained resources.
This case allows students to discuss and evaluate alternate growth options associated with operationalizing the growth strategy choices in perishable branded food categories beyond existing markets and products. In addition, it also helps discuss how to arrive at such decisions after analyzing the focal firm’s market opportunities and existing capabilities. This case is helpful for the “growth strategy” module in the strategic management core course in a general MBA program and in specialized MBA programs in food and agri-business management.
Complexity academic level
This case is suitable for graduate-level courses on strategic management courses in general management programs and agri-business management programs. In a strategic management course, the case will help cover topics such as analysis of the internal and external environment of the firm and growth and expansion strategies. This case will help teach how to build competitive advantage in dairy and agro-food industries and the strategic analysis needed while pursuing growth decisions. Emerging markets, including India, are the growth markets for leading multinational companies in the food and dairy industries.
Supplementary materials
Teaching notes are available for educators only.
Subject code
CSS 11: Strategy.
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Mohammad Fuad, Vinod Thakur and Ashutosh Kumar Sinha
From the socioemotional wealth (SEW) perspective, family firms prioritize non-financial goals and show risk averse behaviour towards conducting acquisitions. In this paper, we…
Abstract
Purpose
From the socioemotional wealth (SEW) perspective, family firms prioritize non-financial goals and show risk averse behaviour towards conducting acquisitions. In this paper, we study family firms' acquisitive behaviour while participating in CBA waves. Scholars have largely treated the cross border acquisition (CBA) wave and non-wave environments as homogeneous. We theorize that these two environments differ in their uncertainty and risk profiles on account of temporal clustering of acquisition deals. Accordingly, based on the SEW perspective, we examine the preference of family firms to participate in CBA waves.
Design/methodology/approach
The paper is based on CBAs conducted by Indian family firms between 2000 and 2018. These waves are identified by conducting a simulation based methodology.
Findings
Our findings suggest that foreign institutional ownership, firm age and acquisition relatedness moderate the relationship between family control and participation in CBA waves.
Originality/value
Our paper contributes towards the acquisitive behavior of family firms and their participation in CBA waves.
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Yangsheng Ye, Degou Cai, Lin Geng, Hongye Yan, Junkai Yao and Feng Chen
This study aims to propose a semiempirical and semitheoretical cyclic compaction constitutive model of coarse-grained soil filler for the high-speed railway (HSR) subgrade under…
Abstract
Purpose
This study aims to propose a semiempirical and semitheoretical cyclic compaction constitutive model of coarse-grained soil filler for the high-speed railway (HSR) subgrade under cyclic load.
Design/methodology/approach
According to the basic framework of critical state soil mechanics and in view of the characteristics of the coarse-grained soil filler for the HSR subgrade to bear the train vibration load repeatedly for a long time, the hyperbolic empirical relationship between particle breakage and plastic work was derived. Considering the influence of cyclic vibration time and stress ratio, the particle breakage correction function of coarse-grained soil filler for the HSR subgrade under cyclic load was proposed. According to the classical theory of plastic mechanics, the shearing dilatation equation of the coarse-grained soil filler for the HSR subgrade considering particle breakage was modified and obtained. A semiempirical and semitheoretical cyclic compaction constitutive model of coarse-grained soil filler for the HSR subgrade under cyclic load was further established. The backward Euler method was used to discretize the constitutive equation, build a numerical algorithm of “elastic prediction and plastic modification” and make a secondary development of the program to solve the cyclic compaction model.
Findings
Through the comparison with the result of laboratory triaxial test under the cyclic loading of coarse-grained soil filler for the HSR subgrade, the accuracy and applicability of the cyclic compaction model were verified. Results show that the model can accurately predict the cumulative deformation characteristics of coarse-grained soil filler for the HSR subgrade under the train vibration loading repeatedly for a long time. It considers the effects of particle breakage and stress ratio, which can be used to calculate and analyze the stress and deformation evolution law of the subgrade structure for HSR.
Originality/value
The research can provide a simple and practical method for calculating deformation of railway under cyclic loading.
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Md Kamal Hossain and Vikas Thakur
The promulgation of group purchasing organizations (GPOs) into the healthcare (HC) sector is an invaluable procurement strategy to manage the suppliers effectively. This study…
Abstract
Purpose
The promulgation of group purchasing organizations (GPOs) into the healthcare (HC) sector is an invaluable procurement strategy to manage the suppliers effectively. This study aims to identify and prioritize the factors of integrating GPOs into the HC sector on the perspectives of the developing countries such as India.
Design/methodology/approach
The factors are identified from current literature exploration, experts’ support and experience surveys. The factors are scrutinized and shortlisted using the Delphi technique and analysed further using the best-worst model method.
Findings
The findings of the study highlight the cost reduction, fair distribution of savings and healthcare supply chain (HCSC) data standardization among others to be the most prioritized drivers. The consulting services provided by GPOs including training and development as a result of high competitiveness in the HC market has been prioritized the least.
Practical implications
The study bears some important implications for decision and policymakers. The managers should consider factors, namely, cost reduction, fair distribution of savings and HCSC data standardization on a priority basis that acts as motivation for the HC providers to join the GPOs.
Originality/value
The study provides valuable insights for HC providers to participate in the GPOs for cost savings and enhance the performances.
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Amit Kumar Bardhan, Barnali Nag, Chandra Sekhar Mishra and Pradeep Kumar Tarei
An amalgamation of Decision-Making Trial and Evaluation Laboratory (DEMATEL) and Analytical Network Process (ANP) has been performed to develop a decision-making framework for…
Abstract
Purpose
An amalgamation of Decision-Making Trial and Evaluation Laboratory (DEMATEL) and Analytical Network Process (ANP) has been performed to develop a decision-making framework for improving the overall performance of the microfinance institutions. A primary survey was conducted to collect real-time data from the heterogeneous stakeholders of microfinance institutions across India. The validation of the proposed framework is performed by comparing the results against the conventional method of Analytical Hierarchy Process (AHP).
Design/methodology/approach
This study identifies various dimensions and indicators for measuring the performance of Indian microfinance institutions. Additionally, the ranking and prioritisation of the performance dimensions and indicators is obtained by considering the mutual interrelation between them.
Findings
The study indicates that there exists a significant dyadic relationship between financial performance and social performance for improving the overall performance of the microfinance institutions. Governance is found to unidirectionally influence both financial and social performance. Among all the considered dimensions, financial performance of a microfinance institution is the most critical dimension for improving the overall performance. The top five performance indicators of the Indian microfinance institutions are funding source, borrowing and overhead cost, size of the firm, end-use of the money and depth of outreach.
Research limitations/implications
The study was conducted in the context of Indian microfinance institutions; hence the scope of generalisation of the results is limited. This research considers both subjective and objective aspect of the performance dimensions and indicators from the perspective of multiple stakeholders (i.e. firm, society and regulator). The integrated framework is expected to aid in improving overall performance of microfinance institutions by focusing on the most critical (high prioritised) performance indicators.
Originality/value
An integrated DEMATEL-ANP framework is used in the domain of microfinance to assess the performance dimensions. This study is unique in terms of analysing performance of microfinance institutions from the perspective of heterogeneous stakeholders.
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Barani Kanth, Ananda Krishnan and Debasmita Sen
India has a distinct family hierarchy and a vertical collectivistic culture. Indian traditional cultural norms discourage young adults from having romantic or sexual relationships…
Abstract
India has a distinct family hierarchy and a vertical collectivistic culture. Indian traditional cultural norms discourage young adults from having romantic or sexual relationships before marriage. Romantic liaisons and marriages are fiercely opposed outside the caste and social network. Despite this cultural practice, research in the last decade demonstrated that more young adults in India engage in premarital romantic relationships and prefer a marriage of choice. However, they strongly wish their parents to approve of their partner and arrange their marriage. This increasing trend of love-cum-arranged marriages could be considered how Indian culture adapts to the demands of modernization strongly impelled by globalization. This chapter discusses the dynamics of change in the romantic and marital agency among young adults in India. First, the authors provide a brief historical introduction to the Indian marital system. Then, the authors discuss the changing cultural dimensions that promote marital choice and independence in partner selection (e.g., filial piety). Further, the authors provide an overview of the trends in premarital romantic relationships in India. In addition, the authors discuss the distress and conflict in Indian families due to the increasing premarital romantic and sexual relationships among Indian youth, as evidenced by eloped marriages, forced marriages, and honor killings.
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Jeanne Poulose and Vinod Sharma
This study investigates the influence of work-to-family and family-to-work conflict on turnover intention (career break), mediated through job and life satisfaction among Indian…
Abstract
Purpose
This study investigates the influence of work-to-family and family-to-work conflict on turnover intention (career break), mediated through job and life satisfaction among Indian women in the service sector, using role conflict theory as the base.
Design/methodology/approach
A total of 421 usable responses from women who had taken a career break were collected using a 36-item scale from six major metro cities in India through social and digital media platforms. A purposive-cum-snowballing sampling method was adopted. The hypotheses were tested using structural equation modeling (SEM) through AMOS.
Findings
Findings suggest that job satisfaction (JS) is a significant predictor of turnover intention, both when work spills into the family domain, and family responsibilities spill into the work domain, thereby confirming the mediating influence of JS. Interestingly, life satisfaction (LS) only seems to mediate between inter-domain conflict and turnover intention partially.
Research limitations/implications
This is a descriptive study, and is thereby limited in terms of its generalizability, specifically as it included respondents only from six major metro cities in India.
Practical implications
The extended work-family conflict model could help managers structure organizational interventions that support women to deal with the challenges of managing the demands of both work and family domains, thereby reducing the negative influence on JS. Such initiatives could help reduce career breaks among women.
Originality/value
We explored the cause of career breaks among Indian urban women employed in the service sector, using the extended model of inter-role conflict and their attitudes towards both life and job.
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Sourabh Arora, Sangeeta Sahney and Debasis Pradhan
This purpose of this paper is to extend the model of goal-directed behaviour by including the potential benefits of webrooming and descriptive norms to scrutinise the consumer's…
Abstract
Purpose
This purpose of this paper is to extend the model of goal-directed behaviour by including the potential benefits of webrooming and descriptive norms to scrutinise the consumer's rationale and intent behind webrooming.
Design/methodology/approach
A survey instrument was employed to collect the data. A total of 324 usable responses were obtained, and the structural equation modelling technique was used for analysis.
Findings
The results of the study revealed that consumers utilised the information collected online to strike better deals offline. Also, webrooming not only stimulated smart shopper feelings amongst shoppers but also assisted them in avoiding certain risks associated with shopping online. Besides, support was also garnered for informative and possession benefits linked with webrooming. The findings demonstrated the positive impact of attitude, anticipated emotions and perceived behavioural control on desire, which in turn positively determined the intentions. Significant mediation impact was also observed between attitude and intentions via desire. However, past behaviour was evidenced to impact only intentions. Surprisingly, descriptive norms emerged as a stronger predictor of consumers' desire as opposed to subjective norms, which was found to be insignificant.
Research limitations/implications
Information search and switching costs associated with webrooming have not been considered in this study. A larger sample size would help draw broader generalisations.
Practical implications
While online retailers can utilise the findings of the study to convert webrooming shoppers into buyers, alternatively, offline stores can use the key insights to retain webroomers. Additionally, educators can use the findings of the study to teach the students about the changing retailing dynamics.
Originality/value
The present study emerges as the first one to incorporate cognitive, affective and habitual factors collectively for a better understanding of the webrooming phenomenon.
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Megha Jacob and Japjot Kaur Saggu
Menstrual hygienic practices are an essential component in public health that significantly impact and, in turn, are affected by the economic and social status of women. This…
Abstract
Menstrual hygienic practices are an essential component in public health that significantly impact and, in turn, are affected by the economic and social status of women. This study aims to investigate the usage of hygienic menstrual products among young girls and women between the age group of 15 and 24 years. It also tries to explore various other socio-economic factors including regional disparities in menstrual hygiene management (MHM) practices. To analyze the relationship between these factors, a bivariate statistical analysis has been carried out. The results are based on a secondary dataset, that is, the National Family Health Survey, Fifth Round (NFHS-5), 2019–2021 for India. This study further examines the regional disparities across India, in terms of hygienic practices adopted by women to ensure menstrual health. The results show that there exists a positive relationship between hygienic methods of protection against bloodstains and the socio-economic status of women. This has been analyzed across four dimensions – educational attainment, access to sanitation, financial autonomy and exposure to mass media/mobile phones. A stark urban–rural gap has been observed in terms of the MHM practices in Western and Central Indian states. Therefore, enhancing the economic and social status of rural women requires a more holistic approach toward elevating MHM practices in these regions. The de-stigmatization of menstruation and greater involvement of men in doing so would prove to be pivotal. To accelerate the level of hygienic menstrual practices among rural women in these regions, existing policies need to focus on educational, financial and various other health-related aspects as means to reduce the rural–urban divide in India.
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Sheshadri Chatterjee, Ranjan Chaudhuri, Alkis Thrassou and Demetris Vrontis
The research empirically examines the role of artificial intelligence (AI) integrated with social customer relationship management (SCRM) in multinational enterprises (MNEs…
Abstract
Purpose
The research empirically examines the role of artificial intelligence (AI) integrated with social customer relationship management (SCRM) in multinational enterprises (MNEs) towards international relationship management under social distancing conditions due to the COVID-19 pandemic.
Design/methodology/approach
The study initially undertakes pertinently focused theoretical research in the fields of international marketing, knowledge management, and customer relationship management. And, utilizing the theories of resource-based view (RBV) and dynamic capability view (DCV) theory, the study develops a theoretical model that is subsequently empirically validated through a survey and structural equation modeling.
Findings
The study highlights the importance and means of adopting AI-integrated social CRM by MNEs, in the context of international relationship management, under the Covid-19 social distancing conditions. The study more specifically elucidates the role and significance of MNE leadership approach and support towards the adoption of AI-integrated social CRM systems and, ultimately, performance improvement of MNEs under such conditions.
Research limitations/implications
The study presents insights and prescriptive explications on a topic at the heart of state-of the-art technology-based international marketing in the explicit context of the primary business-defining environment of the Covid-19 pandemic. The research provides practicable suggestions to MNEs' leadership towards the adoption of an AI-integrated social CRM system. And the study presents a unique model for international relationship management under social distancing conditions, potentially applicable during other crises.
Originality/value
The research is original and on a ‘fresh’ topic that combines the latest technological advancements in business (AI-integrated CRM) with the present critical business context (pandemic). The research develops a tested theoretical model that (a) is unique in its field; (b) provides a solid foundation for further research; (c) bears generic value and application during other-than-Covid-19 conditions; and (d) enhances the understanding of important fields of international marketing, including international customer relationship management and global knowledge management.