An empirical investigation of the professional identification of sales managers and their ethical intentions

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Andrea Vocino ◽  
Nicholas McClaren
Keyword(s):  
Sampling Technique ◽  
Professional Associations ◽  
Occupational Commitment ◽  
Ethical Values ◽  
Sales Managers ◽  
Senior Managers ◽  
Content Type ◽  
Professional Identification ◽  
Ethical Intentions ◽  
Work Related

Purpose The purpose of this study is to show how senior management can create work environments conducive to ethical behavior in organizations through the use of sales managers’ professionalism and professional identification. The study also aims to demonstrate the influence of professional identification in occupations other than those requiring certification. Design/methodology/approach This study conceptualizes and tests a model using data collected from a survey panel of 350 sales managers. To test the hypotheses, this study makes use of covariance structured analysis. Findings The results demonstrate the importance of developing sales managers’ professionalism as an antecedent to professional identification. The findings also show professional identification positively affects professional ethical values, work-related norms and occupational commitment. This study finds that work-related norms moderate the relationship between professional ethical values and ethical intentions and directly and positively influence ethical intentions. Research limitations/implications This study used a panel sampling technique and these findings cannot be generalized to other populations. This study recommends that this study is replicated not only with sales managers but also with other categories of marketers. This study also highlights that more work using methods such as longitudinal panel data and experimentation is required to validate the current findings. Practical implications The findings are of particular interest to senior managers and managers of professional associations, as well as other sales practitioners. Because ethical intentions are affected by work-related norms and from an interaction between work-related norms and professional ethical values, senior managers need to ensure both the work activities in which their staff are involved and the professional ethical values of their employees contribute to appropriate ethical intentions. Originality/value This study introduces professional identification into the sales ethics literature and theorize relationships among the professionalism of sales managers and their professional identification, work-related norms, professional ethical values, occupational commitment and ethical intentions. This study empirically measures the professionalism of sales managers.

Salesperson work engagement and flow

2016 ◽  
Vol 11 (1) ◽  
pp. 22-45 ◽  
Author(s):  
Adrian R Medhurst ◽  
Simon L Albrecht
Keyword(s):  
Lived Experience ◽  
Work Engagement ◽  
Self Regulation ◽  
Psychological State ◽  
Sales Managers ◽  
Content Type ◽  
Work Related ◽  
Relative Paucity ◽  
Manufacturing Organization ◽  
Compare And Contrast

Purpose – The purpose of this paper is to provide an interpretation of the lived experiences of salespersons’ work engagement and work-related flow and how these states are related. Design/methodology/approach – A mixed-methods qualitative investigation on a sample of 14 salespeople from a large Australian-based consumer goods enterprise was conducted. Using interpretative phenomenological analyses and ethnographic content analyses the antecedents and conditions for salesperson work engagement and work-related flow were investigated. Findings – The data showed that affective, cognitive and conative dimensions underpinned the experience of work engagement and work-related flow. Work engagement was interpreted as an aroused and self-regulated psychological state of energy, focus and striving aimed to address the situational and task relevant opportunities and demands encountered. Work-related flow was characterized by passion, absorption, eudaimonia and automatic self-regulation of goal pursuit. Research limitations/implications – The sample was from a single manufacturing organization with sales roles focussed primarily on business-to-business selling, and as such the generalizability of results to salespeople working in different contexts (e.g. retail sales, telesales) needs to be established. Practical implications – The research helps sales managers to take more account of the conditions that foster salesperson engagement and flow. Originality/value – This study represents one of the first attempts to interpret, compare and contrast the lived experience of salesperson work engagement with that of work-related flow. The study also adds to the relative paucity of research published on work engagement using qualitative methods.

scholarly journals Japanese managers’ experiences of neuro-linguistic programming: a qualitative investigation

2019 ◽  
Vol 14 (3) ◽  
pp. 174-185 ◽  
Author(s):  
Yasuhiro Kotera ◽  
William Van Gordon
Keyword(s):  
Mental Health ◽  
Mental Health Training ◽  
Structured Interviews ◽  
Senior Managers ◽  
Data Set ◽  
Content Type ◽  
Work Related ◽  
Health And Wellbeing ◽  
The Mind ◽  
Employee Mental Health

Purpose Though several work-related mental health training initiatives have been implemented in Japan, the effectiveness of such approaches remains unclear. Consequently, some Japanese corporations prefer using interventions such as neuro-linguistic programming (NLP) to improve employee mental health and wellbeing. This language-based development methodology has been the subject of debate in terms of the quality of the underlying empirical evidence. However, a perspective missing from this debate is an evidence-based understanding of the first-hand experiences of employees that have undertaken NLP training. The purpose of this paper is to inform this debate by conducting a rigorous qualitative examination of the experiences of Japanese senior managers who had recently received training in NLP. Design/methodology/approach Semi-structured interviews attended by 11 Japanese NLP master practitioners were analysed using thematic analysis. Findings Four themes emerged from the data set: improving work-related mental health, NLP fosters a better understanding of the mind, NLP helps to reframe perspectives relating to work and mental health, and challenges of NLP training. Originality/value While managers found NLP training skills such as reframing and neuro-logical levels useful to their managerial practice and mental health more generally, they raised concerns about NLP’s reputation as well as the utility of some of the techniques employed in NLP.

A qualitative study of soft skills development opportunities: perceptions of university information professionals

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Sajjad Ahmad ◽  
Shehzad Ahmad ◽  
Kanwal Ameen
Keyword(s):  
Soft Skills ◽  
Sampling Technique ◽  
Professional Associations ◽  
Capital City ◽  
Snowball Sampling ◽  
Management Skills ◽  
Soft Skill ◽  
Content Type ◽  
Qualitative Research Design ◽  
Information Professionals

Purpose The purpose of this paper is to study the self-perceptions of university information professionals about continuous professional development (CPD) opportunities regarding their soft skills. Design/methodology/approach A qualitative design using in-depth interviews was used. The population was all the information professionals working in the public sector universities of Pakistan, but the geographic range of the population, to reduce travelling expenses and to complete the study in time, the interviews were restricted to the universities of the capital city Islamabad and provincial capital Peshawar. A total of 21 interviews were conducted using a snowball sampling technique to select information professionals. Findings The findings revealed that only three information professionals attended CPD opportunities in soft skills. More than half of the information professionals stated that CPD programmes have an overall “good” impact on the development of their soft skills. Similarly, more than half of the participants stated that CPD training opportunities on soft skills are very limited. The majority of the participants held professional associations responsible for the development of information professionals’ soft skills. It was also found that communication and persuasion skills, self-management skills and interpersonal skills were the top three soft skill categories for which they urged CPD programmes. Research limitations/implications During interviews, most of the Assistant Librarians were not expressive and comfortable. This might be because of a lack of their soft skills knowledge, poor communication skills and interview anxiety. Originality/value According to the authors’ knowledge, this study is the first of its kind in Pakistan that dealt with the CPD opportunities regarding soft skills of university information professionals using a qualitative research design.

IDENTIFIKASI KEPUASAN KERJA PERAWAT YANG BEKERJA DI BANGSAL MEDIKAL BEDAH

2019 ◽  
Vol 11 (1) ◽  
pp. 1-8
Author(s):  
Desi Desi ◽  
Dary Dary ◽  
Fetty Yublika Pasole
Keyword(s):  
Job Satisfaction ◽  
Univariate Analysis ◽  
Great Influence ◽  
Sampling Technique ◽  
Well Being ◽  
Medical Surgery ◽  
Hospital Nurses ◽  
Analysis Techniques ◽  
Work Related ◽  
Descriptive Research

Kepuasan kerja menjadi masalah yang cukup menarik dan penting, karena terbukti memiliki pengaruh yang besar bagi individu maupun perusahan. Kepuasan kerja merupakan suatu sikap seseorang terhadap pekerjaan yang berhubungan dengan situasi kerja, kerja sama antara karyawan, imbalan yang diterima dalam kerja, dan hal-hal yang menyangkut fisik dan psikologis. Tujuan penelitian ini untuk mengidentifikasi kepuasan kerja perawat di bangsal medikal bedah. Penelitian ini menggunakan pendekatan kuantitatif dengan jenis penelitian deskriptif. Adapun teknik analisa data dalam penelitian ini dengan analisa univariat untuk mendeskripsikan karekteristik dari variabel yang ada. Teknik pengambilan sampel menggunakan penyebaran kuesioner kepada perawat yang bekerja di rumah sakit tertentu di Kabupaten Timur Tengah Selatan dan Kota Kupang, sampel yang di ambil berjumlah 89 sampel. Hasil yang didapat dari penelitian ini rata-rata kepuasan kerja perawat berada pada kategori netral yang artinya perawat merasa apa yang sudah diterima sesuai dengan pekerjaan yang sudah mereka lakukan hal ini dilihat dari Sembilan kategori yang di telliti yaitu gaji, supervisi, tunjangan tambahan, penghargaan, kondisi kerja, promosi, sifat kerja dan komunikasi kecuali rekan kerja. Saran untuk peneiliti kedepannya agar dapat menggunakan variabel yang lain seperti well-being terhadap kepuasan kerja perawat yang bekerja di rumah sakit.   Kata kunci : kepuasan kerja, perawat   IDENTIFICATION OF NURSE WORK SATISFACTION THAT WORKED IN THE MEDICAL SURGERY OF SURGERY   ABSTRACT Job satisfaction is a problem that is quite interesting and important, because it has proven to have a great influence for individuals and for companies. Job satisfaction is a person's attitude towards work related to work situations, cooperation between employees, rewards received in work, and matters relating to physical and psychological. The purpose of this study was to identify job satisfaction of nurses in the surgical medical ward. This study uses a quantitative approach with a type of descriptive research. The data analysis techniques in this study were carried out by univariate analysis to describe the characteristics of the variables. The sampling technique used questionnaires to nurses who worked in certain hospitals in South Middle East District and Kupang City, the samples taken were 89 samples. . The results obtained from this study mean that the average job satisfaction of certain hospital nurses in East Tengah Selatan District and Kupang City is in the neutral category, which means nurses feel that what they have received is in accordance with the work they have done. telliti namely salary, supervision, additional benefits, rewards, working conditions, promotions, nature of work and communication except coworkers. Suggestions for future researchers to be able to use other variables such as well-being towards job satisfaction for nurses working in hospitals.   Keywords:  job satisfaction, nurse  

scholarly journals Segmentation of quantity surveying professional services for focus strategy and diversification

2019 ◽  
Vol 24 (3) ◽  
pp. 294-308
Author(s):  
Michael Adesi ◽  
De-Graft Owusu-Manu ◽  
Frank Boateng
Keyword(s):  
Oil And Gas ◽  
Sampling Technique ◽  
Simple Random Sampling ◽  
Professional Services ◽  
Professional Service ◽  
Service Firms ◽  
Professional Service Firms ◽  
Content Type ◽  
Quantity Surveying ◽  
Focus Strategy

Purpose Notwithstanding that numerous studies have focused on strategy in quantity surveying (QS) professional service firms, there is a paucity of investigation on the segmentation of QS professional services. The purpose of this study is to investigate the segmentation of QS services for diversification and a focus strategy formation. Design/methodology/approach This study adopts the positivist stance and quantitative approach in which a simple random sampling technique was used to select participants. In total, 110 survey questionnaires were administered to registered professional QS, out of which 79 completed questionnaires were returned for analysis. Findings The paper identifies three main QS service segments characterised by low, moderate and high competition. In addition, this study found that the concentration of traditional QS services in the building construction sector is due to the unwillingness of QS professional service firms to diversify into the non-construction sectors such as oil and gas. The diversification of QS services in the low competitive segment requires the adoption of agile approaches. Research limitations/implications The study was limited to numeric analyses and so would be complemented by qualitative research in the future. Practical implications This paper is useful to QS professional service firms interested in diversifying their services into the non-construction sectors to enhance the pricing of their services. Originality/value Segmentation of QS services is fundamental to the formulation of focus strategy for non-construction sectors such as oil and gas and mining to enhance the pricing of QS professional services.

Heuristic biases in investment decision-making and perceived market efficiency

2018 ◽  
Vol 10 (1) ◽  
pp. 85-110 ◽  
Author(s):  
Syed Zulfiqar Ali Shah ◽  
Maqsood Ahmad ◽  
Faisal Mahmood
Keyword(s):  
Financial Markets ◽  
Market Efficiency ◽  
Negative Impact ◽  
Investment Decisions ◽  
Sampling Technique ◽  
Investment Strategy ◽  
Individual Investors ◽  
Content Type ◽  
Specific Investment ◽  
The Relationship

Purpose This paper aims to clarify the mechanism by which heuristics influences the investment decisions of individual investors, actively trading on the Pakistan Stock Exchange (PSX), and the perceived efficiency of the market. Most studies focus on well-developed financial markets and very little is known about investors’ behaviour in less developed financial markets or emerging markets. The present study contributes to filling this gap in the literature. Design/methodology/approach Investors’ heuristic biases have been measured using a questionnaire, containing numerous items, including indicators of speculators, investment decisions and perceived market efficiency variables. The sample consists of 143 investors trading on the PSX. A convenient, purposively sampling technique was used for data collection. To examine the relationship between heuristic biases, investment decisions and perceived market efficiency, hypotheses were tested by using correlation and regression analysis. Findings The paper provides empirical insights into the relationship of heuristic biases, investment decisions and perceived market efficiency. The results suggest that heuristic biases (overconfidence, representativeness, availability and anchoring) have a markedly negative impact on investment decisions made by individual investors actively trading on the PSX and on perceived market efficiency. Research limitations/implications The primary limitation of the empirical review is the tiny size of the sample. A larger sample would have given more trustworthy results and could have empowered a more extensive scope of investigation. Practical implications The paper encourages investors to avoid relying on heuristics or their feelings when making investments. It provides awareness and understanding of heuristic biases in investment management, which could be very useful for decision makers and professionals in financial institutions, such as portfolio managers and traders in commercial banks, investment banks and mutual funds. This paper helps investors to select better investment tools and avoid repeating expensive errors, which occur due to heuristic biases. They can improve their performance by recognizing their biases and errors of judgment, to which we are all prone, resulting in a more efficient market. So, it is necessary to focus on a specific investment strategy to control “mental mistakes” by investors, due to heuristic biases. Originality/value The current study is the first of its kind, focusing on the link between heuristics, individual investment decisions and perceived market efficiency within the specific context of Pakistan.

Labour productivity motivation framework for Iskandar Malaysia

2018 ◽  
Vol 8 (3) ◽  
pp. 293-304 ◽  
Author(s):  
Chukwuka Christian Ohueri ◽  
Wallace Imoudu Enegbuma ◽  
Ngie Hing Wong ◽  
Kuok King Kuok ◽  
Russell Kenley
Keyword(s):  
Financial Incentives ◽  
Construction Projects ◽  
Quantitative Research ◽  
Labour Productivity ◽  
Sampling Technique ◽  
Working Environment ◽  
Continuous Training ◽  
Content Type ◽  
Importance Index ◽  
Major Factors

Purpose The purpose of this paper is to develop a motivation framework that will enhance labour productivity for Iskandar Malaysia (IM) construction projects. The vision of IM development corridor is to become Southern Peninsular Malaysia’s most developed region by the year 2025. IM cannot realise this foresight without effective labour productivity. Previous studies have reported that the labour productivity of IM construction projects was six times lower than the labour productivity of Singapore construction projects, due to lack of motivation among IM labourers, and a shortage of local skilled labour. Therefore, there is a need to study how to motivate IM construction labourers, so as to increase their productivity. Design/methodology/approach A quantitative research method was used to collect data from IM construction skilled labourers and construction professionals, using two sets of questionnaire. The respondents were selected using a purposive sampling technique. In total, 40 skilled labourers and 50 construction professionals responded to the questionnaire survey, and the data were analysed using Statistical Package for Social Science software (version 22). Findings The analysis revealed the major factors that motivate labourers participating in IM construction projects. The factors were ranked hierarchically using Relative Importance Index (RII) and the outcome of the ranking indicated that effective management, viable construction practices, financial incentives, continuous training and development, and safe working environment were the most significant motivation strategies that positively influence IM construction labourers. Originality/value The study developed and validated a framework that can be used to boost the morale of IM construction labourers, so that their productivity can be increased. Implementation of the established motivation framework will also lead to career progression of IM construction labourers, based on the training elements in the framework. This career prospect will attract local skilled labourers to participate in IM construction projects.

Integrated quality environmental management implementation in food processing SMEs

2019 ◽  
Vol 31 (5) ◽  
pp. 740-757 ◽  
Author(s):  
Syed Ali Raza Shah ◽  
Khairur Rijal Jamaludin ◽  
Hayati Habibah Abdul Talib ◽  
Sha’ri Mohd Yusof
Keyword(s):  
Environmental Management ◽  
Food Processing ◽  
Success Factors ◽  
Process Management ◽  
Empirical Studies ◽  
Sampling Technique ◽  
Developed Countries ◽  
Operational Performance ◽  
Snowball Sampling ◽  
Content Type

Purpose The purpose of this paper is to identify the critical success factors (CSFs) of integrated quality environmental management (IQEM) and analyze their impact on operational performance (OP) and environmental performance (EP) in food processing Small and medium-sized enterprises (SMEs) in Pakistan. Design/methodology/approach The study is based on collecting data using a survey questionnaire through snowball sampling technique. A total of 302 food processing SMEs operating in Punjab, Pakistan, responded to the survey. SPSS version-23 and SmartPLS-3 were used for data analysis. Findings The literature review identified leadership (LS), employee management (EM), strategic planning (SP), information management (IM), process management (PM), supplier management (SM) and customer focus (CF) as CSFs of IQEM. The results of this study found a significant relationship of all identified CSFs with operational performance in food processing SMEs whereas EM, IM, PM and SM were insignificant with the EP in the food processing SMEs. Research limitations/implications Although this study has collected data from one province, the Punjab province, it still relevant in identifying the CSFs for IQEM implementation within food processing SMEs to improve performance. Originality/value Despite the wide spread of integrated systems practices in the developed countries, little attention has been placed to implement and assess the IQEM initiatives by organizations in the developing countries. Thus, this study identified CSFs of IQEM based on empirical studies and analyzed their impact on OP and EP of food processing SMEs.

scholarly journals Understanding employee turnover in humanitarian organizations

2016 ◽  
Vol 48 (4) ◽  
pp. 208-214 ◽  
Author(s):  
Rameshwar Dubey ◽  
Angappa Gunasekaran ◽  
Nezih Altay ◽  
Stephen J Childe ◽  
Thanos Papadopoulos
Keyword(s):  
Employee Turnover ◽  
Factor Loading ◽  
Personal Factors ◽  
Related Factors ◽  
Content Type ◽  
Factors Affecting ◽  
Work Related ◽  
Humanitarian Organizations ◽  
Using Data ◽  
High Level

Purpose – At a time when the number and seriousness of disasters seems to be increasing, humanitarian organizations find that besides their challenging work they are faced with problems caused by a high level of turnover of staff. The paper aims to discuss these issues. Design/methodology/approach – Based on the 24 variables leading to employee turnover identified by Cotton and Tuttle (1986) the authors analyse the work-related, external and personal factors affecting employee turnover in humanitarian organizations, using a survey of members of the Indian National Institute of Disaster Management. Findings – Results indicated that the three factors are present. Of the external factors, only employment perception had a factor loading over 0.7; of the work-related factors, all were significant; of the personal factors, biographical information, marital status, number of dependants, aptitude and ability and intelligence had the highest loadings. It was also shown that behavioural intentions and net expectation were not significant. Originality/value – Only a few studies reported on employee turnover and its reasons are not well understood in the context of humanitarian organizations. To address this need, the aim of this paper is to explore the personal reasons impacting employee turnover in humanitarian organizations. In the study the authors have adopted 24 variables used in Cotton and Tuttle (1986) and classified into constructs to explain turnover, and further tested the model using data gathered from humanitarian organizations.

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