IMPACT : International Journal of Research in Business Management

27-36

Authors: KINJAL AMALIYAR & RITAMBHARA SINGH

This study was conducted between February 2016 and May 2016 on a sample of 200 farmers selected on convenience from 20 villages of four talukas of Anand and Narmada districts of Gujarat. Primary data were collected by survey method on pretested semi-structured schedules, and appropriate tools were used to analyze data. The findings suggested that about 90 per cent farmers in Narmada district used Water Soluble Fertilizers (WSFs). More than 80 per cent farmers used Calcium Nitrate and NPK (19:19:19) grade of WSFs. The annual market potential of water soluble fertilizers in Anand and Narmada districts came out to the tune of Rs 14 crore and Rs. 50 crore, respectively. In Anand, GSFC was leading company and in Narmada, Nagarjuna was leading in the sales of WSFs. Most farmers were using WSFs for more than seven years. Around 31 per cent farmers in Anand and 59 per cent farmers in Narmada District used drip irrigation method on their farms. On the other hand, 52 per cent farmers in Anand and 18 per cent farmers in Narmada did foliar application of WSFs. About 55 per cent farmers preferred to purchase WSFs from local retail shop. At the time of purchase past experience highly affected the farmers. Satisfaction level towards using WSFs was high among farmers as they found that WSFs application gives high yield, and small quantities of these fertilizers are sufficient, making it economic for the farmers.

49-58

Authors: CHIRAG PATEL & RITAMBHARA SINGH

The Indian agriculture sector is the largest consumer of pumps, with pumps being used in several applications such as irrigation and water distribution. This study was a part of project carried out for The Standard Agro Engineers headquarted in Rajkot, Gujarat. The study covered 200 farmers and 25 dealers, selected as per convenience from 8 villages of Surat and Navsari districts of Gujarat (4 villages from each district). It was found that the higher water output from the pumps was the most important factor behind the purchase of pumps followed by proximity to the specific brand dealer, low voltage compatibility, price, brand name, guarantee/warrantee, low operating cost, credit facility, and quality standards such as ISI mark. Competitor analysis for The Standard Agro Engineers shows that majority of the market share was captured by Shiv Shakti pumps, followed by Freedom pumps, and V-Guard pumps. The market potential of irrigated pumps in the study area was estimated as INR Eighty Five Crores Twenty Five Lakhs. It was found that frequent breakdown/ burnout of the was the major problem faced by the farmers, followed by low lifting capacity, non-availability of repair and maintenance facility in close proximity, low efficiency of pump, and low voltage. With the existing competitive environment, it was suggested that The Standard Agro Engineers should create brand awareness among farming community and should also setup distribution channel in order to gain trust of the farmers

71-76

Authors: STUART CRAVENS & DAVE HINKES

This essay discusses who is responsible for ethical sales in business to consumer (B2C) and business to business (B2B) transactions. It argues that in B2C sales the consumer is responsible for their own ethical treatment by salespeople and the company they are doing business with. Inversely, in B2B sales, it is the sales managers and the company offering goods or services to maintain an ethical culture in their sales force. For most people buying a new cellular phone is a simple process. It doesn’t matter if they are innovators, laggards, or somewhere in between, the buying is usually done at a brick and mortar store and assisted by a salesperson. The purchase of this new technology is almost ritual: one picks out a phone, the salesperson activates it, probably transfers some data from the old device to the new one, shows one the basics of operation, asks if there are any questions, presents the cost of the device, one agrees to a payment method, and then leave to learn and enjoy the new phone. No muss, no fuss, everyone is happy, the customer has a new phone and the salesperson made a commission. So why is buying an automobile, furniture, or an appliance such a stressful and dreaded experience?

89-98

Authors: IRENA PALIĆ, KSENIJA DUMIČIĆ & DAJANA BARBIĆ

The estimation of money demand function provides important insight for theory and policy making. The stable demand for money in the long run is very important for the implementation of monetary policy. The income and interest rate elasticity of money demand in Croatia is estimated in this paper using Johansen co integration method. In line with previous research, the quarterly data on money demand, interest rate and gross domestic product in Croatia are used in the co integration analysis. The trace test and maximum eigen value test both show the existence of one co integrating relation and the long run money demand function is estimated. In the long run both output and interest rate are significant in explaining money demand. The impact of domestic income on money demand is positive, while interest rate impact is negative, what is in line with relevant empirical research and economic theory. The error correction term shows that variables return into equilibrium for approximately13 quarters. The conducted analysis offers the coefficients of interest elasticity and income elasticity of money demand which can serve in future research for calibration of dynamic stohastic general equilibrium models of Croatian economy

103-112

Authors: TAPESH CHANDRA GUPTA & MOHD HAMID KHAN

Cement companies in Chhattisgarh are studied to establish relationship between ethical work climate and organisational effectiveness. A sample size of 408 employees was finally taken against 600 responses. ANOVA & F-test was used