A model for B2B salesperson performance with service ecosystems perspective: a grounded theory

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Nasrin Razi ◽  
Asghar Moshabaki ◽  
Hamid Khodadad Hosseini ◽  
Asadollah Kordnaeij
Keyword(s):  
Grounded Theory ◽  
Institutional Performance ◽  
Salesperson Performance ◽  
Content Type ◽  
Core Category ◽  
Service Ecosystems ◽  
Multi Level ◽  
And Performance ◽  
Performance Results ◽  
Macro Variables

Purpose The purpose of this study is to develop a model for business to business salesperson performance (SP) with a service ecosystems perspective. Design/methodology/approach To achieve the research aims, classical grounded theory was used. The data was gathered through in-depth interviews with 20 sales managers and main sales actors. Findings After coding and analyzing the data, salesperson institutional performance is introduced as a core category including three main dimensions of regulative, normative and cognitive-cultural performance. Multi-level factors determining SP are identified and performance results are introduced in a multi-level long term way. The sales actors, macro variables, actors’ orientations and sales method are introduced as circumstances, while salesperson stressors are presented as covariants deterring the fulfillment of salesperson’s activities. Originality/value This study focuses on the contributions of the salesperson in the alignment of institutional arrangements or the results of their being institutionalized, as well as determining the factors and variables affecting it.

Organizational capability for change and performance in artisanal businesses in Mexico

2020 ◽  
Vol 33 (2) ◽  
pp. 415-431
Author(s):  
Patricia S. Sánchez-Medina
Keyword(s):  
Environmental Performance ◽  
Design Methodology ◽  
Dynamic Capabilities ◽  
Organizational Changes ◽  
Organizational Capability ◽  
Content Type ◽  
Face To Face ◽  
And Performance ◽  
Performance Results ◽  
The Relationship

PurposeBusinesses in Mexico, particularly small and mid-sized companies, are faced with numerous challenges: a lack of competition, difficulty in positioning and maintaining oneself in the market, irrational use of natural resources, and poverty in the environment in which they develop. In spite of these problems, many are able to succeed; however, there is limited knowledge about how these businesses could implement organizational changes that would positively impact their results.Design/methodology/approachUsing dynamic capabilities theory and survey data obtained from pottery businesses in several artisan communities in Mexico through the application of face-to-face interviews, this paper analyzes the relationship between organizational capability for change (OCC) and economic and environmental performance.FindingsThis research proves that OCC positively and significantly impacts economic and environmental performance. Results contribute to the existing literature on OCC in the context of poverty.Originality/valueThis study offers empirical research that illustrates the relationship between OCC and the environmental and economic performance of pottery businesses. Additionally it contributes to a field of knowledge in progress; that is, OCC in contexts of subsistence where poverty is a constant issue. Artisans living in this context can also develop business capabilities that contribute to the permanence of their business in the market.

Intellectual capital and firm performance in the global agribusiness industry

2016 ◽  
Vol 17 (3) ◽  
pp. 530-552 ◽  
Author(s):  
Vincenzo Scafarto ◽  
Federica Ricci ◽  
Francesco Scafarto
Keyword(s):  
Intellectual Capital ◽  
Business Performance ◽  
Performance Metrics ◽  
Positive Impact ◽  
Content Type ◽  
Performance Counter ◽  
Knowledge Intensive ◽  
And Performance ◽  
Performance Results ◽  
The Relationship

Purpose – The purpose of this paper is to investigate the relationship between intellectual capital (IC), categorized in terms of four sub-constructs – namely, human capital (HC), relational capital (RC), innovation capital (InnC) and process capital (PrC) – and business performance in the agribusiness industry. Design/methodology/approach – Based on a sample of international agribusiness companies observed over a five-year period, this paper uses correlation and multiple regression analysis to test for the existence of a positive relationship between each IC component and conventional business performance metrics. Findings – The empirical results support the hypotheses that RC and PrC have a positive impact on corporate performance. Counter to the expectations, InnC by itself is negatively associated with performance. Results also failed to confirm the hypothesis that HC directly and positively affects performance. However HC positively moderates the relation between InnC and performance, which suggests that firms that heavily invest in HC are better placed to gain returns from their research and development (R & D) investments. Originality/value – This study expands the existing research on the link between IC and performance by adding fresh evidence from a highly knowledge-intensive sector which has been under-researched thus far. It may also contribute to the specific literature on R & D and performance as it uncovers that the value-generating effect associated with R & D investments is contingent on the levels of HC.

Leveraging grounded theory in supply chain research: A researcher and reviewer guide

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
John Edmund Mello ◽  
Ila Manuj ◽  
Daniel John Flint
Keyword(s):  
Supply Chain ◽  
Grounded Theory ◽  
Design Methodology ◽  
Theory Development ◽  
Formal Theory ◽  
Journal Articles ◽  
Content Type ◽  
Core Category ◽  
Theoretical Sampling

PurposeThe purpose of this article is to identify and explain most frequently misunderstood steps in the use of grounded theory (GT) as a methodology and provide guidance on proper execution of these elements.Design/methodology/approachThis research provides meaningful guidance to both reviewers and authors interested in applying GT. This research is expected to advance the pursuit of formal theory development.FindingsThere are four most frequently misunderstood steps in the use of GT as a methodology. These are related to the use of literature, theoretical sampling, core category and formal theory development. Proper execution of these elements is important for convincing reviewers and readers that the findings of the research are meaningful and trustworthy.Originality/valueThis paper should be of significant value to researchers who are interested in GT as a methodology. It adds to the few journal articles that address the proper ways to conduct GT.

R&D portfolio management practices in Brazilian electric power utilities

2018 ◽  
Vol 25 (6) ◽  
pp. 1641-1655
Author(s):  
Eduardo K. Yamakawa ◽  
Thayla T. Sousa-Zomer ◽  
Paulo A. Cauchick-Miguel ◽  
Catherine P. Killen
Keyword(s):  
Electric Power ◽  
Portfolio Management ◽  
Best Practice ◽  
Management Practices ◽  
Content Type ◽  
Strategic Value ◽  
Sector Analysis ◽  
And Performance ◽  
Power Utilities ◽  
Performance Results

Purpose Project portfolio management (PPM) has been recognized as critical for the productivity of research and development (R&D) investments, but empirical research on PPM use and outcomes in non-commercial R&D environments is limited. The purpose of this paper is to investigate PPM processes and outcomes in a unique R&D context within Brazilian electric power utilities. Design/methodology/approach An exploratory best practice survey was used to collect data on PPM processes, methods and performance results in the power sector. Analysis of the data employs descriptive statistics and comparative analysis in the light of the literature. Findings The findings emphasize the importance of strategic value and the need for PPM to be customized for the specific context. The results also demonstrate the importance of adopting selection criteria and measures in accordance with the organizations strategic goals. Practical implications The findings may help organizations better understand how PPM can be tailored for the environment. PPM managers in utilities and other non-commercial R&D environments may find guidance in tailoring and improving their PPM approaches. Originality/value The contributions of this paper are twofold. First, it provides empirical findings to support PPM concepts on strategic alignment and the importance of context by demonstrating how PPM works to deliver strategy in a unique environment. Second, it contributes to the management of R&D projects and portfolios in power utilities, providing an example and analysis that may offer guidance. The contributions from this study may also offer insights that are valuable for R&D management in other utilities, or for R&D management in general.

Product knowledge and salesperson performance: rethinking the role of optimism

2017 ◽  
Vol 35 (6) ◽  
pp. 724-739 ◽  
Author(s):  
Vinita Sangtani ◽  
Feisal Murshed
Keyword(s):  
Positive Impact ◽  
Positive Influence ◽  
Product Knowledge ◽  
Salesperson Performance ◽  
Content Type ◽  
Brand Knowledge ◽  
Learned Optimism ◽  
Domain Specific Knowledge ◽  
And Performance ◽  
The Impact

Purpose Based on knowledge-based view of the firm, and salesperson attributions, the purpose of this paper is to develop and test a contingency-based framework featuring how salespeople’s product knowledge: product and brand knowledge (PBK) and competitors’ product and brand knowledge (CPBK) and optimism impact salesperson performance. Design/methodology/approach Hypotheses are tested on survey data from 185 car salespeople in Southeast USA. Findings Results document support for the main effects of PBK, CPBK, and their joint effects. Furthermore, under high optimism, the positive impact of CPBK on salesperson performance is attenuated. However, optimism × PBK interaction was not supported. Research limitations/implications Extant literature lacks insights into the impact of salespeople’s product knowledge. By examining salespeople’s product knowledge in a disaggregated fashion, and the interaction of product knowledge × optimism, this research highlights the multi-dimensional nature of product knowledge, whose complex ramifications cannot otherwise be uncovered by a globally conceptualized construct. Originality/value This study isolates salespeople’s domain-specific knowledge of products from the more global construct of salespeople’s knowledge. The focus on how PBK and CPBK exert a joint positive influence on performance is novel. In addition, by examining how optimism weakens the relationship between CPBK and performance, this research provides a notable contrast to extant findings and broadens the learned optimism paradigm.

The interplay effects of skill-enhancing human resources practices, customer orientation and tourism SMEs performance

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Shpresim Domi ◽  
Fabjola Domi
Keyword(s):  
Human Resources ◽  
Structural Equation ◽  
Customer Orientation ◽  
Equation Modeling ◽  
Content Type ◽  
Face To Face ◽  
Hr Practices ◽  
And Performance ◽  
Performance Results

Purpose The purpose of this paper is to examine the interplay of skill-enhancing human resources practices, customer orientation (CO) and tourism small- and medium-sized enterprises (SMEs) performance indicators. Design/methodology/approach Data for 194 valid cases are gathered through face-to-face techniques in Albanian tourism SMEs. Structural equation modeling is implemented to analyze data and test the hypothesis proposed. Findings Overall, both skill-enhancing human resources (HR) practices (i.e. recruitment/selection and training) are not associated with SMEs performance. Results suggest that using HR selection/recruitment practices are not associated to SME’s CO. Contrary, implementing skill-enhancing HR training practices is significant for SMEs strategy to focus and address customers’ wants and needs. Finally, it was found that the CO mediates the relationship between skill-enhancing HR training practices and performance, but this was not true on the skill-enhancing HR recruitment/selection practices-performance relationship. Originality/value This study makes contributions by further informing the debate about the direct and indirect link between skill-enhancing HR practices and performance. Additionally, it examines the precise role of the skill-enhancing HR practice on SMEs’ culture and or strategy to create value for customers.

scholarly journals Leadership and elite interviews

2016 ◽  
Vol 12 (1) ◽  
pp. 32-51 ◽  
Author(s):  
Tomaz Schara ◽  
Richard Common
Keyword(s):  
Grounded Theory ◽  
Social Relations ◽  
Theory And Practice ◽  
Constructivist Grounded Theory ◽  
Substantial Contribution ◽  
Theory Approach ◽  
Content Type ◽  
Multi Level ◽  
Elite Interviews ◽  
The Eu

Purpose – The purpose of this paper is to evaluate critically the constructivist-grounded theory in elite interviews, the methodology used for this research. Design/methodology/approach – The research is about the challenges of the EU rail industry integration in the context of EU integration as seen and told by the involved actors. In particular, the integration process requires leadership in the multi-level governance context of the EU and in the transition from state monopolies to businesses providing services on the integrated market. This provides a potential source of theoretically and practically relevant research questions; and second rigorous grounded research methodologies will bring insight that transcends the currently accepted formal and public statements about the phenomena. The work is situated within social constructivist ontology, enacted through a rigorous grounded theory approach to understanding the current challenges of the industry and seeking more effective developments for the future. Findings – Findings place the concepts of leadership and debt into a relationship that could offer profound understanding of certain social relations and contribute to the growth of theory and practice. These findings are also elaborated in this paper as reflections on the methodological process. Research limitations/implications – Contribution to theory and practice supports the relevance and rigor of “constructivist-grounded theory in elite interviews” as a methodological approach. Practical implications – In particular, it supports qualitative research in complex political environments, such as the multi-level governance structures of the EU. Social implications – A clearer understanding of leadership within such dynamic contexts can make a substantial contribution to better policy-making in the EU and better outcomes for its citizens. Originality/value – Further analysis and research of the concepts of leadership and debt and their relationship could offer profound understanding of certain social relations and contribute to the growth of theory and practice.

Building and evolving a culture of excellence: a conceptual exploration

2022 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Travis W. Provance ◽  
Suresh Babu Ramisetty ◽  
Michael Joseph Urick ◽  
Kelly A. Wieczorkowski
Keyword(s):  
Grounded Theory ◽  
Design Methodology ◽  
Theory Approach ◽  
Content Type ◽  
The People ◽  
And Performance ◽  
Grounded Theory Approach ◽  
Practical Implications ◽  
Insight Into ◽  
A Current

Purpose The purpose of this paper is to conceptually explore building a culture of excellence from the ground up as well as evolving a current culture to one more focused on excellence. Design/methodology/approach This study reviewed extant research related to organizational cultures and cultures of excellence that have implications for building or evolving into these types of cultures. Findings The findings of this study suggest that the “people side” of organizations is crucial to forming a culture of excellence. Specific people-oriented considerations to forming such a culture include leveraging leaders and understanding other influences including diversity as well as external aspects. Changing culture must occur at the assumptions (and not just artifacts) level. Furthermore, there are many barriers to building a culture of excellence, many of which are also related to an organization’s people. Research limitations/implications A qualitative grounded theory approach whereby researchers asked organizational members to define “culture of excellence” could help build a clearer model for the formation of cultures of excellence. Quantitative approaches should also test how successful the influencers, noted in this study are in creating cultures of excellence. This study’s conceptual links between cultures of excellence and performance should also be tested empirically. Practical implications This paper provides practitioners insight into the importance of culture and considerations for how to change an organizational culture. Social implications This paper advocates for the importance of social considerations in the workplace regarding creating a culture of excellence. Originality/value To the best of the authors’ knowledge, this paper is the first that discusses creating a culture of excellence. Furthermore, it is one of only a handful of articles that links people to excellence.

From psychosocial working environment to good performance: the role of work engagement

2018 ◽  
Vol 13 (2) ◽  
pp. 236-249 ◽  
Author(s):  
Jurgita Lazauskaite-Zabielske ◽  
Ieva Urbanaviciute ◽  
Rita Rekasiute Balsiene
Keyword(s):  
Work Engagement ◽  
Structural Equation ◽  
Working Environment ◽  
Equation Modeling ◽  
Personal Resources ◽  
Content Type ◽  
Two Samples ◽  
And Performance ◽  
Performance Results

Purpose The purpose of this paper is to examine the role of work engagement in the relationship between job and personal resources and performance results. Design/methodology/approach Two samples from public (n=250) and private sector (n=475) organizations were surveyed. The hypotheses were tested through AMOS using structural equation modeling. Findings The results of the study confirmed the assumptions of the Job Demands-Resources Model. Specifically, job resources and personal resources predicted performance results via work engagement in both samples. Moreover, in alignment with previous studies (e.g. Bakker et al., 2004), work engagement was moderately related to job performance. Originality/value The present study expands previous research by investigating how job and personal resources facilitate engagement and performance expressed in terms of annual performance appraisal results.

Ranking and mapping of universities and research-focused institutions worldwide based on highly-cited papers

2014 ◽  
Vol 38 (1) ◽  
pp. 43-58 ◽  
Author(s):  
Lutz Bornmann ◽  
Moritz Stefaner ◽  
Felix de Moya Anegón ◽  
Rüdiger Mutz
Keyword(s):  
Web Application ◽  
Citation Impact ◽  
Subject Area ◽  
Institutional Performance ◽  
Indicator Values ◽  
Content Type ◽  
Highly Cited Papers ◽  
Multi Level ◽  
The Web ◽  
Highly Cited

Purpose – The web application presented in this paper allows for an analysis to reveal centres of excellence in different fields worldwide using publication and citation data. Only specific aspects of institutional performance are taken into account and other aspects such as teaching performance or societal impact of research are not considered. The purpose of this paper is to address these issues. Design/methodology/approach – Based on data gathered from Scopus, field-specific excellence can be identified in institutions where highly-cited papers have been frequently published. Findings – The web application (www.excellencemapping.net) combines both a list of institutions ordered by different indicator values and a map with circles visualising indicator values for geocoded institutions. Originality/value – Compared to the mapping and ranking approaches introduced hitherto, our underlying statistics (multi-level models) are analytically oriented by allowing the estimation of values for the number of excellent papers for an institution which are statistically more appropriate than the observed values; the calculation of confidence intervals as measures of accuracy for the institutional citation impact; the comparison of a single institution with an “average” institution in a subject area: and the direct comparison of at least two institutions.

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