The development of self-efficacy and self-leadership within USA accredited sales programs: an exploratory study on sales career preparedness

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Peter Knight ◽  
Karen Peesker ◽  
Claudia C. Mich
Keyword(s):  
Self Efficacy ◽  
Exploratory Study ◽  
Qualitative Methodology ◽  
Career Readiness ◽  
Exploratory Research ◽  
Content Type ◽  
Education Experience ◽  
Recent Graduates ◽  
Rich Data ◽  
The Impact

PurposeThe purpose of this exploratory study is to investigate the impact of sales education on recent graduates' career preparedness and understand how sales programs might prepare students better for successful sales careers. We investigate the known competencies leading to sales success that were, or were not, adequately developed by their university sales programs.Design/methodology/approachThe authors collected and analyzed qualitative data from in-depth interviews with a sample of 20 recent university sales graduates working in a sales career. Over 23 h of interviews were transcribed and analyzed via NVivo. Braun and Clarke’s (2006) framework was applied in this study to code the data.FindingsThe study identifies that while respondents are positive about their overall sales education and feel confident about their knowledge of the sales process, they are not always confident in their ability to deal with ambiguity and the unknown. This study revealed that constructs of self-leadership and career choice self-efficacy deserve further consideration as components of the university sales program curriculum.Research limitations/implicationsAs with all exploratory research, there are limits to generalizability; however, this study revealed that the constructs of goal setting, self-leadership and self-knowledge hold promise for further study as a means to increase sales-related self-efficacy and career readiness.Practical implicationsRespondents were positive about their overall sales education experience but identified a need for more effective sales education in cold calling, prospecting and the inherent level of rejection to be prepared for inside sales positions in which sales graduates increasingly start their careers.Social implicationsLower turnover and better educational preparedness of sales program graduates clearly will accrue socioeconomic benefits.Originality/valueThis is the first study to examine the impact of sales education on recent graduates’ career preparedness and the first study for this journal to focus on sales as an area of professional competency and related sales pedagogy. Further, the qualitative methodology, which is relatively unique in sales research, provides rich data that is particularly useful for exploratory research to help provide a structure for universities to strengthen their sales programs through targeted training to help students enhance self-leadership and career preparedness.

Exploring the impact of abusive supervision on employee' voice behavior in Chinese construction industry: a moderated mediation analysis

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Naseer Abbas Khan ◽  
Ali Nawaz Khan
Keyword(s):  
Construction Industry ◽  
Work Engagement ◽  
Self Efficacy ◽  
Abusive Supervision ◽  
Mediating Effect ◽  
Psychological Climate ◽  
Employee Voice ◽  
Voice Behavior ◽  
Content Type ◽  
The Impact

PurposeThe purpose of this study is to explore the impact of abusive supervision on employees' voice in China's construction industry. Moreover, the authors explore the mediating role of ethics-related self-efficacy and work engagement and the moderating influence of psychological climate in explaining the association between abusive supervision and employee voice behavior.Design/methodology/approachThis study used data in pairs collected from 402 supervisors and employees of construction companies in Anhui, China. In this study, the authors used the time-lag approach to collect data in three-time waves from different respondents. A structural equation modeling (SEM) approach was applied to test the hypothesized model.FindingsThe results of this study indicate that there is a significant association between abusive supervision and employee voice. Moreover, the results indicated that work engagement mediated the association between abusive supervision and employees' voice. In contrast, self-efficacy did not mediate the link between abusive supervision and employee voice. Furthermore, results also show that the contingent effect of psychological climate significantly influences the mediating effect of work engagement.Originality/valueThis study also has implications for the construction industry, allowing managers to create a favorable working atmosphere in which employees can reinforce their voices at work.

scholarly journals PASSION AND COMMITMENT IN TEACHING RESEARCH: A META-SYNTHESIS

2021 ◽  
Vol 1 (1) ◽  
Author(s):  
REYNALDO MORAL
Keyword(s):  
Systematic Review ◽  
Self Efficacy ◽  
Exploratory Study ◽  
Well Being ◽  
Subjective Experiences ◽  
Interpretive Approach ◽  
Teaching Research ◽  
Rich Data ◽  
Synthesis Approach

Abstract             The presence of research in one’s life is recognized to be important for fostering education and well-being. Through research, the quality of man’s life has improved from conventional to modern; hence, life becomes not only meaningful but enriching as well. Passion and commitment is revealed through language and narrative, which necessitates a qualitative, interpretive approach to its study. Qualitative research has supplied rich data about the passion and commitment in teaching research for various cultures, populations, and activities, but to-date, there has not been a systematic review to identify if general patterns of passion and commitment exist in teaching research. Following a framework synthesis approach to qualitative meta-synthesis, the current exploratory study examined subjective experiences associated with teaching research to uncover elements of the passion and commitment of research. Four higher-order themes were discovered; research methods teaching in general, research empowerment, attitudes, and self-efficacy. Complex interconnections between themes also arose and are discussed.  Keywords: attitudes, commitment, empowerment, passion, self-efficacy, & teaching 

The subjective side of DiDIY: the profile of makers in network marketers communities

2018 ◽  
Vol 52 (1) ◽  
pp. 84-104 ◽  
Author(s):  
Carolina Guerini ◽  
Eliana Alessandra Minelli
Keyword(s):  
Digital Literacy ◽  
Exploratory Study ◽  
Online Survey ◽  
Personal Characteristics ◽  
Network Marketing ◽  
Content Type ◽  
Direct Sales ◽  
Do It Yourself ◽  
The Impact ◽  
Subjective Side

Purpose The purpose of this paper is to focus on the profile of DiDIYers and the antecedents of digital do it yourself (DiDIY) in Network Marketing Direct Selling Organizations (NMDSO). Design/methodology/approach A two-step research design allowed the detection of DiDIYers strictu sensu (i.e. digital makers). After collecting data about the attitudes and the actual use of digital technology (DT) by network marketers through an online survey, an open-ended interview technique made it possible to analyze the personal characteristics of DiDIYers, the motivations that drive them and the activities that mainly foster the creation of artifacts in the DT domain. Besides, it allowed to recognize the perceived benefits and the impact of DiDIY output on networkers’ downline and firms’ performance. Findings The results provide a preliminary profile of the DiDIYer in network marketing communities that is suitable for further comparative studies. More specifically, this exploratory study acknowledges the most important antecedents of DiDIY in digital literacy – including the awareness of being a digital literate and/or a potential appropriateur – and in organizational culture. Research limitations/implications This is an exploratory study based on a limited sample of DiDIYers, nevertheless it offers a preliminary view of the subjective side of the DiDIY phenomenon in network marketing and represents as well a context-bound study. Practical implications Considering the ascribed benefits of DiDIY output on the traditional network marketing objectives (effectiveness, efficiency, cohesion, mutual assistance and reinforcement) network marketing communities could benefit from an increase of attention to the topic. Originality/value The study throws light on the process of DiDIY within direct sales and network marketing activities by defining a preliminary profile of digital makers and thus, underlining a phenomenon neglected so far.

Psychological factors of fear of crime: an empirical study of older people in Lucknow, India

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Avanish Bhai Patel
Keyword(s):  
Older People ◽  
Urban Areas ◽  
Psychological Factors ◽  
Fear Of Crime ◽  
Negative Impact ◽  
Well Being ◽  
Exploratory Research ◽  
Psychological Well Being ◽  
Content Type ◽  
The Impact

Purpose The incidents of elder victimisation and cases of victimisation, in general, are increasing fast in the society. These incidents have had negative impact on the sense of well-being and way of life of the older people. Therefore, fear of crime is being considered as a most concerning psycho-social problem amongst the older people in contemporary time. The purpose of this study is to understand the impact of crime rate on the well-being of the older people and examine the linkage between psychological factors and fear of crime amongst the older people. Design/methodology/approach The present study is based on the mixed method approach and an exploratory research designed applied to conduct the study. The field survey has been done from October 2012 to January 2013 on a sample of 220 older people of rural and urban areas of Lucknow in the state of Uttar Pradesh through purposive sampling. For the study, researcher has interviewed 137 male older people and 83 female older people through interview schedules and case studies. The data have been analysed through descriptive and narrative analysis. Findings The study finds that those older people have direct or indirect experience of victimisation, they have anxiety and feel insecurity that someone can victimise them. The study also finds that the happiness of older people is more affected due to anxiety and phobia and have higher level of feeling of fear of crime in their neighbourhood and home. The study also finds whenever anti-social elements are active in the neighbourhood and they commit crimes, fear of crime and anxiety grasp the older people to a large extent causing a fracture in their psychological well-being. Originality/value This work is the original work of researcher. This paper is related to the researcher’s PhD dissertation work. This paper talks about how the psychological well-being of older people affects due to nature of crime in neighbourhood, phobia of crime and anxiety due to criminal activities.

Evaluation of community-based psychological first aid in oncology

2019 ◽  
Vol 18 (4) ◽  
pp. 248-255
Author(s):  
Brandon L. Gray ◽  
Samuel Gaster ◽  
Christina Early ◽  
Amanda Reed
Keyword(s):  
Self Efficacy ◽  
Longitudinal Design ◽  
High Stress ◽  
First Aid ◽  
Care Staff ◽  
Control Group ◽  
Community Based ◽  
Content Type ◽  
Psychological First Aid ◽  
The Impact

Purpose Healthcare professionals work in high stress environments and may benefit from organizational efforts that enhance coping abilities. Community-based psychological first aid (CBPFA) is an evidence-informed program designed for building these skills and promoting resilience during stressful times. However, few studies have examined the effectiveness of CBPFA. The paper aims to discuss these issues. Design/methodology/approach This study examined the effectiveness of CBPFA training in promoting occupational self-efficacy and intentions to use CBPFA among oncology care staff over time using a longitudinal design. Findings Participants reported increased occupational self-efficacy and intentions to use CBPFA skills after completing training. These factors remained stable at one-month follow-up. Research limitations/implications The implications of these results are limited by the lack of a control group in the study’s design, relatively homogenous sample and participant dropout. Originality/value Despite the study’s limitations, these results represent an initial step in empirically examining the impact of CBPFA trainings and providing evidence that CBPFA may be an effective preparedness and development program in high-stress healthcare settings.

scholarly journals The impact of coping style, self-efficacy, emotional reaction and resilience on trauma related intrusive thoughts

2016 ◽  
Vol 18 (3) ◽  
pp. 229-239 ◽  
Author(s):  
Hazel McBride ◽  
Carol Ireland
Keyword(s):  
Coping Strategy ◽  
Self Efficacy ◽  
Coping Style ◽  
Traumatic Event ◽  
Intrusive Thoughts ◽  
Emotional Reaction ◽  
Young Offenders ◽  
Content Type ◽  
The Impact ◽  
Questionnaire Pack

Purpose – The purpose of this paper is to explore the impact of coping style, self-efficacy, resilience and emotional reaction of trauma-related intrusions in young offenders. Design/methodology/approach – This is a quantitative study using questionnaires. The sample was 152 young offenders in custody who were approached in their residential hall. Upon agreeing to participate they were given 24 hours to complete the questionnaire pack and returned these to the researcher at a designated time and place. Findings – Over 90 per cent of the sample indicated at least one traumatic event; 33.6 per cent indicated eight or more. Number of traumatic events did not impact on self-efficacy, resilience or coping strategy used. The type of coping strategy did not significantly impact on emotional reaction to intrusions across trauma groups. Participants with higher self-efficacy demonstrated greater problem-focused coping and less emotional reaction to intrusions. Participants with greater resilience scores utilised more problem and emotion-focused coping and experienced less emotional reaction to their intrusions. Resilience was predicted by self-efficacy and emotional reaction to intrusions. Practical implications – Professionals working with young offenders with trauma-related intrusions should focus on building strengths in the areas of problem-focused coping, self-efficacy and resilience. Originality/value – This paper adds to the literature on trauma in male young offenders by looking at psychological factors which could be developed upon to improve ability to manage intrusive thoughts.

Consumer empowerment in insurance

2018 ◽  
Vol 36 (6) ◽  
pp. 1073-1097 ◽  
Author(s):  
Pascal Buehler ◽  
Peter Maas
Keyword(s):  
Decision Making ◽  
Self Efficacy ◽  
Service Providers ◽  
Time Lag ◽  
Decision Making Process ◽  
Consumer Empowerment ◽  
Content Type ◽  
Perceived Performance ◽  
Performance Risk ◽  
The Impact

Purpose The purpose of this paper is to enhance the understanding of consumer empowerment in the relationship between consumers and service providers. It draws on self-efficacy theory to conceptualize consumer empowerment and explain the impact on perceived performance risk in insurance decision making. Design/methodology/approach This study employs data collected from an online survey involving 487 consumers in Switzerland, who recently decided on an insurance service. A structural equation model quantifies both the psychological effects on consumers’ perception of insurance services and behavioral effects on their decision-making process. Findings Perceived consumer empowerment is conceptualized by perceived self-efficacy and perceived controllability. Both have a significant impact on perceived performance risk, while the former is partially mediated by the preference to delegate the decision to a surrogate. Moreover, customers’ involvement in the purchase process moderates both the direct and indirect effect of perceived self-efficacy on perceived performance risk. Research limitations/implications The results are based on consumers’ perceptions from a single country. Furthermore, consumers’ perceptions were surveyed with a time lag after the decision-making process. To increase rigor, perceptions should be collected during decision making. Practical implications Results show that consumer empowerment can be employed as a risk reduction strategy. Consumers with self-efficacy and controllability beliefs perceive significantly less performance risk; however, practitioners should consider that consumers are also motivated to make decisions independently rather than delegating their decisions. Furthermore, consumer empowerment depends on consumer will. For largely indifferent consumers, empowerment does not affect risk or decision delegation preference. Originality/value The study is among the few empirical works to examine the effects of consumer empowerment on the consumer-service provider relationship on an individual level. Furthermore, applying consumer empowerment in relationship marketing implies a shift in research focus to the question of how consumers construe decision-making situations rather than objectively measuring the state of consumer relationship.

Data analytics by management accountants

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Gary Spraakman ◽  
Cristobal Sanchez-Rodriguez ◽  
Carol Anne Tuck-Riggs
Keyword(s):  
Data Analytics ◽  
Qualitative Methodology ◽  
Management Accounting ◽  
Content Type ◽  
External Data ◽  
South Central ◽  
Management Accountants ◽  
Central Canada ◽  
Financial Data Analysis ◽  
Rich Data

Purpose This paper aims to understand how the tasks of management accountants (MA) are affected by data analytics (DA). Design/methodology/approach A qualitative methodology was deemed most appropriate given the exploratory nature of the research questions (RQ). In total, 10 open-ended interview questions were used to gather the evidence. The case study design was inductive, yielding rich data from 29 respondents representing 20 different organizations. Findings Answers were provided to three interrelated RQs about the use of DA by MA, namely, what are their responsibilities? How does this work support inference, prediction and assurance? And how can they ensure insights from DA can be turned into decisions that add value? The findings also indicate that MA have not taken charge of the data analytic opportunities and at present, their activities remain largely focused on descriptive and financial data analysis rather than more complex activities using external data, operational data and modeling. Research limitations/implications The limitation of this research is that it is based on a relatively small, geographically restricted sample (20 organizations in south-central Canada) as well by interviews that were only 60 min in duration. Practical implications Provides a base for the existing practice of management accounting with DA. Social implications Explains the social relationship between DA and management accounting. Originality/value Documented and explained the extent of actual DA use by MA.

Triggers and motivators of privacy protection behavior on Facebook

2019 ◽  
Vol 33 (1) ◽  
pp. 57-72 ◽  
Author(s):  
Linda Alkire ◽  
Johannes Pohlmann ◽  
Willy Barnett
Keyword(s):  
Social Media ◽  
Privacy Protection ◽  
Well Being ◽  
Social Recognition ◽  
Research Approach ◽  
Exploratory Research ◽  
User Privacy ◽  
Content Type ◽  
Area Of Interest ◽  
The Impact

Purpose Internet user privacy risks have been a topical subject with respect to consumers, corporations and governments. In line with the recent privacy scandals linked to social media, the aim of this study is to explore users’ privacy protection behaviors (PPB) on Facebook through the actions they take to protect their privacy, their underlying motives and the values behind these protective actions. Moreover, this study aims to address an unintended consequence of Facebook usage. Despite Facebook’s positive and uplifting goal of connecting people, consumers are forced to resort to specific behaviors to protect their privacy and well-being. Design/methodology/approach This study adopts an exploratory research approach by using a well-established qualitative technique: structured laddering interviews. In total, 20 in-depth personal interviews were conducted with the Millennials. Findings Results show that the process of privacy protection is initiated by experiences, uncertainty and literacy, rather than threats, which leads to concerns that trigger PPBs. The most common PPBs include: “Reflection,” “Avoidance,” “Intervention,” “Restriction,” “Control,” and “Restraint.” The underlying motives for the adoption of these strategies include: “Success,” “Security,” “Social Recognition,” “A World of Peace,” “Exclusivity of Self,” “Being in Control,” “Meaning” and “True Friendship”. Originality/value The present research adopts a transdisciplinary framework to help fill the gap regarding the interplay of PPBs on Facebook, the triggers of those behaviors and their underlying motives. It contributes to the service literature and practice as it provides insights into a growing area of interest, whereas more social media channels are being created and more services are using social media strategies to engage and interact with their customers. Finally, it addresses the growing need to consider the impact of technological services, including internet and social media, on consumers’ and societies’ well-being.

“When I get older, I wanna be an entrepreneur”: the impact of disability and dyslexia on entrepreneurial self-efficacy perception

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Benjamin Powers ◽  
Séverine Le Loarne-Lemaire ◽  
Adnane Maalaoui ◽  
Sascha Kraus
Keyword(s):  
Self Efficacy ◽  
Negative Impact ◽  
Research Question ◽  
Entrepreneurial Intention ◽  
Economic Life ◽  
Entrepreneurial Intentions ◽  
Data Set ◽  
Content Type ◽  
The Usa ◽  
The Impact

PurposeThis article contributes to the literature on entrepreneurship for people with disabilities through a better understanding of the impact of entrepreneurial self-efficacy perceptions on entrepreneurial intentions in populations with lower levels of self-esteem. It investigates the entrepreneurial intention and self-efficacy of a population of students suffering from dyslexia, which is a learning disability.Design/methodology/approachThe paper is based on the study of a data set of 796 male and female adolescents in the USA, aged 13–19 years, both with and without dyslexia. The sample is a convenient one. The whole sample replied to the questionnaire on their self-efficacy perception and their intention to create, one day, their own venture. They also self-declare their dyslexia. Regressions have been conducted to answer the research question.FindingsResults show that having dyslexia has a negative impact on entrepreneurial self-efficacy perceptions. They also reveal that self-efficacy perceptions mediate the relationship between dyslexia and entrepreneurial intentions and their three antecedents (social norms, control behavior and perceived ability).Research limitations/implicationsThe sample is composed of students from private schools and might socially be biased.Practical implicationsOur findings relaunch the debate on the necessity to develop education programs that consider the personal-level variables of students, specifically the development of entrepreneurial self-efficacy among adolescents with disabilitiesSocial implicationsSuch findings should help to better understand students who are suffering from dyslexia and help them find a place in society and economic life.Originality/valueThis is so far the first study that has been conducted on dyslexic adolescents.

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