Development of a Business Model for SMEs in the Dairy Industry Using a Thematic Analysis and Fuzzy Delphi Approach

The business model facilitates the enhancement of the performance of small and medium-sized enterprises (SMEs), increases competitive capability, promotes industry development, and improves product quality. Using a purposive judgmental method, insights from 15 managers of SMEs in the dairy industry and university professors were gathered. The data analysis process was conducted in two stages: identifying components based on dimensions proposed by Osterwalder and Pigneur (2010) using interviews and thematic analysis, and evaluating components through a questionnaire and fuzzy Delphi method. The reliability of the questionnaires was confirmed with a Cronbach's alpha coefficient (α=0.81). In the identification stage, 86 instances of verbal evidence were labeled into 22 initial themes using thematic analysis. These themes were grouped into nine main themes. In the Delphi stage, the components were validated by experts, and the research model was outlined. Based on the results, the final research model includes nine main dimensions: key partners, key activities, key resources, value propositions, customer relationships, channels, customer segments, cost structure, and revenue streams. The perception of SMEs in the dairy industry requires thorough investigation. Emphasizing the main dimensions, the research findings offer new pathways for improving unit performance and formulating future strategies