A SOFT APPROACH TO CHANNEL CONFLICTS: ENHANCING DUAL DISTRIBUTION CHANNEL COORDINATION IN B2B MARKETS

Effective decision-making regarding distribution channels is crucial for organizations, as the relationships between manufacturers and intermediaries usually involve long-term commitments that are difficult to change. However, organizations must be prepared to adapt their distribution practices to grow their businesses in uncertain and highly competitive markets. One common approach in the B2B market is the dual distribution channel, which integrates manufacturer-owned distributors and independent distributors to respond to a variety of customer needs and increase revenue. Conflicts between these two channels have resulted in trust breakdowns, high resistance to coordination, and unaccomplished revenue goals. To address these issues, the paper proposes soft system methodology (SSM) as a change process approach to improve the dual distribution system and channel coordination to increase revenue and stay ahead of the competition. The proposed change action using SSM involves engaging stakeholders and actively involving them in decision-making to create a sense of ownership of the change process. To facilitate this process, the paper adopts the 7-S framework from McKinsey as an auxiliary tool to identify relevant issues, worldviews, and required transformations in a time-constrained situation

EXAMINING FACTORS INFLUENCING PEOPLE’S INTENTION TO STAYCATION DURING COVID-19: AN EXTENDED MODEL OF GOAL-DIRECTED BEHAVIOUR

Purpose – Staycation became a popular alternative to vacation during the pandemic. This study seeks to examine the factors that influence Indonesian tourists’ staycation intention during COVID-19 using an extended model of goal-directed behaviour. Design – A model of goal-directed behaviour incorporates motivation variables, perceptions of COVID, and personal non-pharmaceutical interventions developed to predict people’s staycation intention during COVID-19. Methodology – Purposive sampling was used to determine samples aged above 17, domiciled in Indonesia, and willing to staycation during COVID-19. An online survey produced 534 responses and data were evaluated with PLS-SEM. Approach – A quantitative exploratory study was used to identify how Indonesian tourists intend to staycation during COVID-19. The measurement items were constructed from prior studies to evaluate the model. Findings – The staycation intention during COVID-19 was positively affected by desire, followed by perceived behavioural control, with perception of COVID-19 showing the opposite impact. Attitude plays essential role in influencing staycation intention. However, staycation intention was not associated with personal nonpharmaceutical interventions. Originality of the research – This study provides novel insights into motivational and nonpharmaceutical intervention variables in MGB, which are still underexplored in tourism literature, to assist hospitality and tourism management in optimizing the staycation trend and market during the pandemic

What Influences Tourist’ Visit Decision to Coastal Area? A Lesson Learned from Southern Beaches of West Java

Abstract. Indonesia, as an archipelago country, posits the third rank of the world’s longest coastline list. The potential of coastal tourism was voluminous to be developed in the future. Since the tourism contribution has a positive inclination during the years to GDP, the government put the tourism as one of the national development priority sector. However, the circumstances were not well-ready. Still, the beaches were not gaining substantial attention from the tourist for several areas even though it has a scenic view. The current study aims to analyze factors influencing tourist decision to choose the coastal area that may lead to tourism development in Southern Beaches of West Java. It is the most populated area and has many potential beaches. Methods used in this paper were mixed methods using a qualitative and quantitative approach. First, exploratory is conducted by interviews and analyzed manually by transcribed and coded to define what variables explored. Then, Exploratory factor analysis (EFA) was done to examine the factors of influences tourist’ visit decision. The result demonstrates five factors are influencing the tourist decision to choose the Southern Beach tourism in West Java, i.e., hotel and restaurant, word of mouth testimony, access, convenience (cost and food attraction) and local attribution.Keywords: Coastal tourism, tourist decision, mixed method, exploratory, exploratory factor analysi

The Role of Emotion in Elimination of Contribution and Collaboration Dilemma in Citarum River Basin Problem

The purposes of the current research are to identify, analyze and simulate the dynamics of interaction and conflicts among agents using drama theory in Citarum river basin problem. To accomplish these purposes, we crate a simulation model that combine drama theory and emotional state model (PAD model). Drama theory was adopted because it able to describe dilemmas and paradox arising from rational goal seeking behavior. It also provides us with rigorous analytical and computational tools for conflict analysis. Our previous model was able to recognize and solve confrontation dilemmas, i.e., persuasion and rejection dilemma among the agents. In this paper, we propose an enhanced simulation model that is able to recognize and solve collaboration dilemmas (trust dilemma) among the agents. In order to obtain some fruitful suggestions for encouraging agent’s collaboration, we product agent-based simulation using SOARS (Spot Oriented Agent Role Simulator).Keywords: Agent based Simulation, Negotiation, Dilemma, Drama Theory, Emotio