The changing role of the salesperson: how should salespeople act today?

2019 ◽  
Vol 33 (6) ◽  
pp. 8-11
Author(s):  
Sandra Castro-González ◽  
Belén Bande
Keyword(s):  
Sales Force ◽  
Point Of View ◽  
Paper Briefly ◽  
Content Type ◽  
Business Context ◽  
Organizational Role ◽  
Key Points ◽  
Changing Role ◽  
Practical Implications

Purpose The purpose of this paper is to highlight the nature and the organizational role of salespeople and, in particular, underscore the change in salespeople’s management in the current business context. Design/methodology/approach The paper briefly explains the role of salespeople in an organization and how salespeople are gaining prominence in customer management. From this point of view, the paper suggests steps to achieve the sale. Findings It is evident that salespeople must change the way they achieve sales goals within the organization. Currently, they need to adopt a more customer-centric approach, and the paper suggests how to do this. Practical implications The paper aims to provide key points for understanding and managing the sales force within the organization. Findings are relevant for those who must manage these workers or those who simply want to know more about the characteristics of the sales force. Originality/value The paper highlights the importance of salespeople in organizations and describes how they should be managed. In addition, in some ways, the paper helps improve readers’ perception of the sales position.

Revisiting the concept of a competitive “cash advantage”

2015 ◽  
Vol 43 (4) ◽  
pp. 38-46 ◽  
Author(s):  
Joseph Calandro, Jr.
Keyword(s):  
Competitive Advantage ◽  
Corporate Strategy ◽  
Academic Research ◽  
Cash Holdings ◽  
Content Type ◽  
Cash Reserves ◽  
Changing Role ◽  
Viable Method ◽  
Practical Implications

Purpose – The purpose of this paper is to profile how ample cash holdings can serve as a competitive advantage by first mitigating the risk of becoming a forced seller during times of distress, and then positioning a firm to take strategic advantage of forced selling and other forms of distress-generated opportunities. Design/methodology/approach – The author reviews the changing role of cash over time in corporate strategy, and how inadequate cash has caused or contributed to corporate failures. Findings – The findings of this paper, which are supported by historical and contemporary examples, are that ample cash reserves can be a powerful source of comparative advantage. Practical implications – This article supports earlier work published in Strategy & Leadership that shows how Graham-and-Dodd-based analysis is a viable avenue of academic research and a viable method with which to assess and formulate corporate strategic initiatives such as mergers and acquisitions, share buy-backs, risk management and, in this case, the strategic uses of cash. Originality/value – This paper offers leaders and financial executives a practical explanation of how ample cash holdings can serve as a competitive advantage.

Access policies and licensing issues in research libraries

2005 ◽  
Vol 24 (1) ◽  
pp. 9-11 ◽  
Author(s):  
Tony Horava
Keyword(s):  
Collection Development ◽  
Electronic Resources ◽  
Content Type ◽  
Research Libraries ◽  
Acquisition Management ◽  
Development And Management ◽  
Access Policies ◽  
Changing Role ◽  
Practical Implications

PurposeThis paper discusses the importance of incorporating licensing issues in access policies for electronic resources in research libraries. The implications for patron understanding of basic legal issues and the role of the library in managing and acquiring these resources are investigated and discussed.Design/methodology/approachA survey of various research libraries was undertaken to examine what is provided to patrons in terms of conditions of use for electronic resources. Literature relating to the management and provision of electronic resources was examined.FindingsIt was found that few libraries provide key licensing information to their patrons. This has important consequences in terms of the patron's lack of awareness of restrictions on use, as well as the costs, complexity, and consortial involvement in acquiring these resources.Research limitations/implicationsA comprehensive international review of the trends and practices of research libraries regarding access policies and licensing issues would build upon this paper's findings.Practical implicationsLibrary patrons are not receiving adequate information about the resources they are using. If more research libraries would consider what licensing information is made available to patrons, there could be changes in patron understanding and perception of the library. This will impact the profile of the library in academia, and the changing role of librarians in collection development in the digital environment.Originality/valueThe paper will be of value to research libraries involved in the acquisition, management and delivery of electronic resources to its patrons, and to librarians involved in collection development and management.

Realizing the strategic impact of business intelligence utilization

2020 ◽  
Vol 36 (4) ◽  
pp. 7-9
Author(s):  
Yu Yin Lim ◽  
Ai Ping Teoh
Keyword(s):  
Business Intelligence ◽  
Social Performance ◽  
Critical Role ◽  
Content Type ◽  
Business Sustainability ◽  
Key Points ◽  
Strategic Impact ◽  
Business Practitioners ◽  
Practical Implications

Purpose This paper posits that business intelligence (BI) utilization is a strategic resource that significantly impacts the business sustainability of Public Listed Companies (PLCs) listed on Bursa Malaysia. Design/methodology/approach This paper presents a systematic review of the concepts related to business intelligence utilization. Then, the issues of PLCs business sustainability in Malaysia are reviewed. This paper subsequently argues the consequences of business intelligence utilization. Findings Based on the synthesis of the key points, this paper justifies the strategic impact of business intelligence utilization on the business sustainability of Malaysian PLCs. Practical implications This paper provides significant knowledge for business practitioners to gain insights into the critical role of business intelligence utilization and its strategic impact on business sustainability. Originality/value This paper dissects the strategic impact of business intelligence utilization from the perspectives of enhancing economic performance, environmental performance, and social performance.

Embodied “inter-practice” in organizations – the contribution of Merleau-Ponty to carnal organizational practices and studies

2020 ◽  
Vol 33 (7) ◽  
pp. 1449-1469
Author(s):  
Wendelin Küpers
Keyword(s):  
Social Interactions ◽  
Design Methodology ◽  
Point Of View ◽  
Lived Body ◽  
Content Type ◽  
Relational Approach ◽  
Organizational Contexts ◽  
Practical Implications ◽  
Phenomenological Point

PurposeThe purpose of this article is to develop a critical and extended understanding of practices in organizations from a phenomenological point of view. It explores the relevance of Merleau-Ponty's advanced phenomenology and ontology for understanding the role of the lived body and the embodiment of practices and change in organizational lifeworlds.Design/methodology/approachBased on the literature review and phenomenology, the role of embodied and relational dimension, the concept of an emergent and responsive “inter-practice” in organizations is developed systematically.FindingsBased on the phenomenological and relational approach, the concept of (inter-)practice allows an extended more integral and processual understanding of the role of bodily and embodied practices in organizational lifeworlds as emerging events. The concept of inter-practice(ing) contributes to conceiving of new ways of approaching how responsive and improvisational practicing, related to change, coevolves within a multidimensional nexus of organizations.Research limitations/implicationsSpecific theoretical and methodological implications for exploring and enacting relational practices as well as limitations are offered.Practical implicationsSome specific practical implications are provided that facilitate and enable embodied practices in organizational contexts.Social implicationsThe responsive inter-practice is seen as embedded in sociality and social interactions and links to sociocultural and political as well as ethical dimensions are discussed.Originality/valueBy extending the existing discourse and using an embodied approach, the paper proposes a novel orientation for reinterpreting practice that allows explorations of the emergence and realization of alternative, ingenious and more suitable forms of practicing and change in organizations.

Vibe manager: the most millennial job title ever

2018 ◽  
Vol 26 (4) ◽  
pp. 12-14
Author(s):  
Ila Mehrotra Anand ◽  
Himani Oberai
Keyword(s):  
Design Methodology ◽  
Satisfaction Level ◽  
Paper Briefly ◽  
Changing Environment ◽  
Content Type ◽  
Competitive Edge ◽  
Job Title ◽  
Increase In Productivity ◽  
Practical Implications

Purpose Businesses have become increasingly concerned about creating “good vibes” in the workplace. This would lead to an increase in productivity. For this purpose, they are looking for managers who can create those vibes within the office. Design/methodology/approach The paper briefly illustrates the role of vibe managers in an organization and how organizations are gaining a competitive edge merely by focusing on enhancing the satisfaction level of their employees. Findings Millennials today are looking for employees who are cool and can match up to their lifestyle. Trendy arrangements in the company help in ensuring that the employees enjoy themselves at work, which in turn can do wonders to their satisfaction levels. Practical implications Companies must respond to the changing environment and come up with entertaining tasks and unique ways to help employees and clients to get to know each other and also relax. Originality/value The briefing saves the time of researchers and executives by highlighting the important role of vibe managers and how the office vibes can be a cause of satisfaction or dissatisfaction for our employees.

Reverse technology transfer from the East to the West

2018 ◽  
Vol 21 (3) ◽  
pp. 443-455 ◽  
Author(s):  
Pierre Wolfram ◽  
Nivedita Agarwal ◽  
Alexander Brem
Keyword(s):  
Design Methodology ◽  
New Technologies ◽  
Learning Effects ◽  
Cultural Economic ◽  
Content Type ◽  
Empirical Context ◽  
Changing Role ◽  
Practical Implications ◽  
Shed Light

Purpose The approach of Western companies to internationalise their R&D by establishing R&D sites in emerging markets (EMs) has led to a discussion about the role of R&D in home markets and host markets. The purpose of this paper is to shed light on the evolution of foreign R&D sites of Western companies in EMs and their role using China as the empirical context. Design/methodology/approach The study uses the State Intellectual Property Office database, and investigates about 2,000 patent families of the top 14 Western patent applicants in China. Findings The results indicate a gradual shift from an exploitative to an exploratory role of R&D sites in China. The study also shows evident learning effects on Western R&D from local counterparts. Research limitations/implications The paper motivates further research of R&D internationalisation approaches within EMs, and explores the changing role of local subsidiaries. While the study is only focussed on China, the applicability of the results is limited in context of other countries, due to cultural, economic and legislative differences. Practical implications This study shows the increasing importance of EMs such as China and how these markets, known for imitations and cheap resources, are gradually moving towards innovations and creating new technologies locally. Originality/value Based on the patent analysis, this study shows the growing importance of the local R&D subsidiaries of Western multinationals in China.

Harvesting the competitive advantage of respectful engagement

2020 ◽  
Vol 28 (2) ◽  
pp. 33-35
Keyword(s):  
Design Methodology ◽  
Affective Commitment ◽  
Job Engagement ◽  
Content Type ◽  
Organizational Role ◽  
Pertinent Information ◽  
Engagement Factors ◽  
Positive Direct ◽  
Practical Implications

Purpose This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies. Design/methodology/approach This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context. Findings This research paper concentrates on the organizational role of respectful engagement (RE) based on survey data gathered from employees of a big hosiery manufacturer in Pakistan. It was revealed from these responses that RE had a significantly positive direct impact on individuals’ task performance and on their affective commitment to the employer, and also that increasing job engagement factors like enthusiasm and concentrated effort positively influenced these RE-related relationships indirectly and significantly. Respect, overall then, was revealed to be a key source of engagement. Originality/value The briefing saves busy executives and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.

Distinctions and boundaries: men’s talk about food celebrities

2019 ◽  
Vol 121 (2) ◽  
pp. 520-532 ◽  
Author(s):  
Nicklas Neuman ◽  
Lucas Gottzén ◽  
Christina Fjellström
Keyword(s):  
Point Of View ◽  
Media Representations ◽  
Structured Interviews ◽  
Policy Makers ◽  
Content Type ◽  
Gender And Age ◽  
Specific Position ◽  
Food Media ◽  
Practical Implications

PurposeThe purpose of this paper is to explore how a group of men relate to food celebrities in the contemporary Swedish food-media landscape, especially celebrity chefs on TV.Design/methodology/approachSemi-structured interviews were conducted with 31 men in Sweden (22–88 years of age), with different backgrounds and with a variety of interest in food.FindingsThe paper demonstrates different ways in which the men relate to food celebrities. The men produce cultural distinctions of taste and symbolic boundaries, primarily related to gender and age, but also class. Through this, a specific position of “just right” emerged. This position is about aversion to excess, such as exaggerated gendered performances or pretentious forms of cooking. One individual plays a particularly central role in the stories: Actor and Celebrity Chef Per Morberg. He comes across as a complex cultural figure: a symbol of slobbish and tasteless cooking and a symbol of excess. At the same time, he is mentioned as the sole example of the exact opposite – as a celebrity chef who represents authenticity.Practical implicationsScholars and policy makers must be careful of assuming culinary or social influence on consumers from food celebrities simply based on their media representations. As shown here and in similar studies, people relate to them and interpret their performances in a variety of ways.Originality/valueThis is one of the few studies that target the role of food celebrities in contemporary Western consumer culture from the point of view of the consumers rather than analyses of media representations.

The role of reciprocity and reputation in service relationships with arts organisations

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Giulio Toscani ◽  
Gerard Prendergast
Keyword(s):  
Grounded Theory ◽  
Design Methodology ◽  
Point Of View ◽  
Mutual Benefit ◽  
Content Type ◽  
Service Relationships ◽  
Key Factor ◽  
The Relationship ◽  
Practical Implications

Purpose In an arts organisation context, this paper aims to further the understanding of service relationships by developing a framework explaining how sponsored arts organisations could better manage their relationships with sponsors to facilitate mutual benefit and relationship persistence. Design/methodology/approach Grounded theory methodology was applied to sponsorship of arts organisations through interviews with the managers of arts organisations worldwide who had been involved in seeking and managing sponsorship relationships. Findings Reciprocity was found to be the key factor in successful sponsorship relationships, but emotional reference to reputation was also important. Together they link uncertainty in the complex sponsorship environment with an arts organisation’s artistic ambitions. Practical implications This study extends the understanding of service relationships by shedding light on the sponsorship relationship from the sponsored organisation’s point of view and in particular highlighting the role of reciprocity in managing the relationship with their sponsor. Originality/value Understanding the moderating roles of reciprocity and reputation in sponsorship relationships helps to explain key facets of such relationships which can partially negate sponsor benefits and threaten a sponsorship’s continuation.

scholarly journals Succeeding with freemium: strategies for implementation

2017 ◽  
Vol 38 (2) ◽  
pp. 16-24 ◽  
Author(s):  
Anna B. Holm ◽  
Franziska Günzel-Jensen
Keyword(s):  
Business Model ◽  
Design Methodology ◽  
Business Models ◽  
Point Of View ◽  
Strategic Choices ◽  
Content Type ◽  
Key Points ◽  
Generic Strategy ◽  
Model Execution ◽  
Practical Implications

Purpose The purpose of this article is to highlight the key points for succeeding with the freemium business model in online digital business from a strategic point of view. The freemium business model has recently become one of the most dominant business models in online markets. However, entrepreneurs and managers still have a limited understanding of why some freemium business models become successful and sustainable while others do not. Design/methodology/approach The findings and recommendations derive from the study of online digital companies and applications, which either succeeded or failed to develop a sustainable freemium model. These are LinkedIn, Spotify, Box, Eventbrite, Chargify, Gasketball and TravelCrony. Findings The article describes the generic strategy and the key strategic choices that enable and support successful freemium business model execution in an online digital business. Research limitations/implications The research is limited to digital companies applying a freemium business model and offering their products and services online. Practical implications The findings and recommendations can help new and existing companies, first, to evaluate if the freemium business model is feasible for them, and second, to adjust strategies to develop a successful freemium business model and scale it up. Originality/value The article extends the current understanding of the freemium business model logic.

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