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Assessing agri-business firms' performances: Organizational and marketing business models of high/low sales and ROE outcomes

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  • Brenes, Esteban R.
  • Ciravegna, Luciano
  • Marcotte, Patrick

Abstract

Business models are configurations (i.e., recipes) that influence a firm's success or failure. Asymmetric theory can be useful for describing recipes that express outcomes of success or failure. This study analyzes data from a survey of senior executives in 247 South and Central American firms. Questions measure strategy elements and success of the firm. Conventional business measures success using sales and return on investment. The model breaks strategies into two groups, organizational and marketing. The study focuses on recipes of each strategy group that produce both high and low sales and high and low return on equity. The recipes show that configurations of organizational and marketing strategies are excellent predictors of high sales but only good predictors of high return on equity. The model shows that organizational strategies can predict high presence of the marketing strategies. Own brand share proves to be a necessary marketing strategy in predicting high ROE and high sales warranting further research into what organizational strategies are high predictors of own brand share.

Suggested Citation

  • Brenes, Esteban R. & Ciravegna, Luciano & Marcotte, Patrick, 2016. "Assessing agri-business firms' performances: Organizational and marketing business models of high/low sales and ROE outcomes," Journal of Business Research, Elsevier, vol. 69(9), pages 3415-3426.
    • Handle: RePEc:eee:jbrese:v:69:y:2016:i:9:p:3415-3426
    DOI: 10.1016/j.jbusres.2016.02.002
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    References listed on IDEAS

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    1. Brenes, Esteban R. & Montoya, Daniel & Ciravegna, Luciano, 2014. "Differentiation strategies in emerging markets: The case of Latin American agribusinesses," Journal of Business Research, Elsevier, vol. 67(5), pages 847-855.
    2. Acquaah, Moses & Yasai-Ardekani, Masoud, 2008. "Does the implementation of a combination competitive strategy yield incremental performance benefits? A new perspective from a transition economy in Sub-Saharan Africa," Journal of Business Research, Elsevier, vol. 61(4), pages 346-354, April.
    3. Arch G. Woodside & Alexandre Schpektor & Xin Xia, 2013. "Triple Sense-Making of Findings from Marketing Experiments Using the Dominant Variable Based-Logic, Case-Based Logic, and Isomorphic Modeling," International Journal of Business and Economics, School of Management Development, Feng Chia University, Taichung, Taiwan, vol. 12(2), pages 131-153, December.
    4. Brenes, Esteban R. & Mena, Mauricio & Molina, German E., 2008. "Key success factors for strategy implementation in Latin America," Journal of Business Research, Elsevier, vol. 61(6), pages 590-598, June.
    5. Dhamvithee, Pisit & Shankar, Bhavani & Jangchud, Anuvat & Wuttijumnong, Phaisarn, 2005. "New Product Development in Thai Agro-Industry: Explaining the Rates of Innovation and Success in Innovation," International Food and Agribusiness Management Review, International Food and Agribusiness Management Association, vol. 8(3), pages 1-20.
    6. Brenes, Esteban R. & Ciravegna, Luciano & Montoya, Daniel, 2015. "Super Selectos: Winning the war against multinational retail chains," Journal of Business Research, Elsevier, vol. 68(2), pages 216-224.
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    Cited by:

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