Marketing social selling jobs: a re-labelling strategy

2018 ◽  
Vol 36 (1) ◽  
pp. 2-16 ◽  
Author(s):  
Yuna Kim ◽  
John S. Talbott
Keyword(s):  
Business Students ◽  
Job Descriptions ◽  
Job Responsibilities ◽  
Job Description ◽  
Content Type ◽  
Effective Strategies ◽  
Job Information ◽  
Marketing Social ◽  
Job Candidates ◽  
Customer Need

Purpose The purpose of this paper is to investigate whether communicating recent changes in the sales profession, shifting from a performance-focused model to a customer need-focused model, to job candidates by re-labeling job descriptions can increase job candidates’ interest in pursuing sales jobs. Design/methodology/approach Two experiments using job candidates (undergraduate business students) were conducted at two public US universities to examine: whether job candidates use job title or job description to determine their interest in pursuing jobs and whether terminology used in the job description affects job candidates’ interest in pursuing sales jobs. Findings Results show that job candidates’ interest in pursuing jobs are affected by job titles more than the actual job responsibilities. Further, job candidates’ interest in pursuing sales jobs is affected by terminology used in the job descriptions, where customer need-focused (selling-focused) terminology increases (decreases) interest in pursuing a sales job. Practical implications Sales jobs have been recognized as one of the hardest job positions to fill. Results from this paper can help recruiters develop effective strategies to improve job candidates’ interest in pursuing sales jobs, especially the emerging social selling jobs. Originality/value Contrary to most extant research that investigates resistance toward sales jobs by examining job candidates’ idiosyncratic characteristics, this paper adopts a branding and consumer learning perspective and examines how job candidates’ interest in pursuing a job is influenced by their ability or willingness to process job information.

ANALISIS JABATAN DAN PENENTUAN INDIKATOR PRESTASI KERJA DIVISI FINANCE DAN ACCOUNTING PADA PT. SPM

2016 ◽  
Vol 1 (2) ◽  
Author(s):  
Linda Mora Siregar
Keyword(s):  
Working Conditions ◽  
Work Performance ◽  
Job Analysis ◽  
Job Descriptions ◽  
Job Responsibilities ◽  
Job Description ◽  
Employment Relationships ◽  
Job Requirements ◽  
Job Functions ◽  
The Subject

This study aims to determine the work performance of the finance and accounting division at PT. SPM. The subject of this research is the finance and accounting division. The method in this research uses questionnaire and interview techniques. The results show that job descriptions, job requirements and employee KPIs that are in line with current company conditions can be compiled and determined. Job / job description contains all information regarding job identity, job functions, job authority, duties and main job responsibilities, other tasks, work documents, working conditions, and employment relationships. Keywords: Job Analysis, Work Performance Indocators Penelitian ini bertujuan untuk mengetahui prestasi kerja divisi finance dan accounting pada PT. SPM. Subjek penelitian ini adalah divisi finance dan accounting. Metode dalam penelitin ini menggunakan teknik koesioner dan wawancara. Hasil penelitian menunjukkan bahwa uraian pekerjaan, persyaratan jabatan dan KPI karyawan yang sesuai dengan kondisi perusahaan saat ini dapat disusun dan ditetapkan.Uraian pekerjaan/jabatan memuat semua informasi mengenai identitas jabatan, fungsi jabatan, wewenang jabatan, tugas dan tanggung jawab pokok pekerjaan, tugas-tugas lain, dokumen kerja, kondisi kerja, dan hubungan kerja.   Kata Kunci: Analisi Jabatan, Indikator Prestasi Kerja.

The 3D job description

2015 ◽  
Vol 34 (4) ◽  
pp. 406-420 ◽  
Author(s):  
Beáta Sz. G. Pató
Keyword(s):  
Human Resource Development ◽  
General Model ◽  
Early Stage ◽  
Three Dimensional ◽  
Job Descriptions ◽  
Job Description ◽  
Horizontal Structure ◽  
Content Type ◽  
Organizational Goals ◽  
The People

Purpose – The purpose of this paper is to present the necessary accessories for creating a job description, through a model. The model concentrates on the person and a job description document, which is capable of connecting and synchronising the organizational goals. The author introduces a tool that assists in creating job descriptions. Design/methodology/approach – In the present paper the author integrates the conclusions of the authors on the subject and her own research results, on the basis of which she creates a three dimensional (3D) job description model. This 3D model could be used as a resource in the human resource development field. Findings – The elements of the resulting job description document: the method specific accessories of the job descriptions. The content specific accessories of the job descriptions. The person specific accessories of the job descriptions. Research limitations/implications – The 3D job description, which is presented in the study, was preceded by the development of a general model. The very first application of the general model was in connection with competence tests, which have gained popularity lately. Competences can be classified in different ways. Each aspect of classification corresponds to a face of a tetrahedron, five of which comprise the model. This model is also adaptable for other kinds of research used at research centres, educational institutions and companies. Practical implications – The 3D job description being presented was developed as a special, multi-dimensional data model. The model allows us to discover and present the causal relationships and the connections between the parts and the whole of job description elements. It demonstrates the interacting factors clearly due to the fact that the tetrahedrons can be rolled over one another, and it is adaptable for the mapping of the connections between these factors. Social implications – The model is capable of defining the central elements. In this case, the people and the organization of work are in the centre. The 3D job description is adaptable for modelling by the exploration of logical links, so it can show what kind of “whole” is generated by the given elements and what parts it consists of. Therefore the model can be interpreted as a network of connections, which is capable of illustrating the vertical and horizontal structure, due to the special form of tetrahedrons. The model is perfect for the demonstration of the connections between contents on the faces of the tetrahedrons, due to their form and movability. Originality/value – The elaboration and presentation of the general model, protected by design patent (90 806 D0500121) in Hungary, was stimulated by the fact that during different kinds of research and analyses it is an important task to explore the influencing factors, elements and their connections. This is of primary importance especially at the early stage of research and analysis, because the negligence of these in the early stages results in the fact that those particular factors can be taken into account only during a repeated analysis.

Attitudes of undergraduate business students toward sustainability issues

2015 ◽  
Vol 16 (5) ◽  
pp. 650-668 ◽  
Author(s):  
Lynne Eagle ◽  
David Low ◽  
Peter Case ◽  
Lisa Vandommele
Keyword(s):  
Business Students ◽  
Personal Control ◽  
Lifestyle Changes ◽  
Student Knowledge ◽  
Content Type ◽  
James Cook ◽  
Effective Strategies ◽  
Individual Contributions ◽  
Students Attitudes ◽  
Undergraduate Business Students

Purpose – This paper aims to report on findings from the first phase of a longitudinal study of undergraduate business students’ attitudes, beliefs and perceptions concerning sustainability issues. Design/methodology/approach – To improve understanding of the potential effects of changes in the curriculum, business students enrolled during the academic year prior to a redesigned, sustainability-informed, curriculum were surveyed. Familiarity with key sustainability terms was tested using a semi-structured questionnaire applied across two campuses of James Cook University, Australia. Quantitative data were complemented by use of open-ended questions that yielded qualitative insight into a range of student knowledge, attitudes, behaviours and normative influences relating to sustainability and climate change. Findings – Findings reflect naïve awareness of the potential impact of individual contributions to sustainability and environmental challenges. They reveal a tendency to regard major issues as beyond personal control and to view solutions as being the responsibility of others. This is coupled with reluctance to consider major lifestyle changes. Social implications – Universities are increasing their focus on sustainability-related issues and the ways in which these can be effectively communicated via curricula. This paper carries implications for this societal agenda, particularly in relation to the need to address disconnections between awareness of issues, personal relevance and effective strategies for addressing sustainability issues. Originality/value – The findings shed fresh light on the attitudes and behavioural dispositions of undergraduate business students and could help guide the development and delivery of curriculum content.

Formal options for job descriptions: theory meets practice

2017 ◽  
Vol 36 (8) ◽  
pp. 1008-1028 ◽  
Author(s):  
Beáta Sz. G. Pató
Keyword(s):  
Research Work ◽  
Job Descriptions ◽  
Job Description ◽  
Content Type ◽  
Starting Point ◽  
Registration Number ◽  
Good Starting Point ◽  
Design Protection ◽  
Patent Design ◽  
Practical Implications

Purpose The purpose of this paper is to present the possibilities of formal and structural appearances of a job description, with correct content, through corporate examples and the result of a research. Design/methodology/approach The author in this paper aims to demonstrate the possibilities of the design of job descriptions, based on more than ten-year-long, intense, empirical research of job descriptions (cca. 1,200 examined and analyzed items). Findings During the research work, a 2D job description sample has been created, mapped from a 3D job description, based on an earlier research. This 2D sample can serve as a good starting point for companies in the creation of new documents. Furthermore, the process of the formal visualization of job descriptions has been described, and structured and semi-structured formal visualization have been illustrated, with corporate examples. Research limitations/implications A well-visualized job description can lead the employee, the employer and the company as well to comprehension and competence, thus job descriptions become one of the tools of HRD visual management. Practical implications The aim is to support the job description writing process, which therefore will lead to a well-formed and well-structured, attractive, “living” document. Originality/value The form and content of a job description, the aims that it serves and the message it conveys really make a difference. 3D job descriptions are under patent design protection in Hungary (Registration Number: 90 806 D0500121).

scholarly journals Work-based learning in a business school context

2016 ◽  
Vol 6 (3) ◽  
pp. 249-260 ◽  
Author(s):  
Cheryl Brook ◽  
Marjorie Corbridge
Keyword(s):  
Undergraduate Students ◽  
Business Students ◽  
School Context ◽  
Structured Interviews ◽  
Content Type ◽  
Qualitative Research Study ◽  
Effective Strategies ◽  
Key Issues ◽  
Learning Contract ◽  
Made In

Purpose – The purpose of this paper is to highlight some of the issues involved in ensuring that final year undergraduate students have a meaningful WBL experience as part of their business degree. It originated in discussions between the authors concerning varying attitudes towards the idea and practice of WBL in business schools. The study examines examples of artefacts produced for assessment, as well as perceptions of the practice of WBL through an exploration of the perspectives and views of students and employers. Material was also gathered from the reflections of the authors in their capacity as WBL supervisors. Design/methodology/approach – This paper draws on a qualitative research study which used semi-structured interviews to obtain views on a range of issues associated with WBL, including the nature and scope of what is learnt and acted upon in the workplace and the value of the learning contract. The data comprise semi-structured interviews with 13 graduates of a post-1992 UK university and with five employers. The authors also reflect on their experience in delivering the WBL unit. Findings – This study examines some key issues associated with WBL. It supports the idea that unintended, informal and even “tacit” knowledge may be effectively reflected upon and assessed; that learning contracts play an important role in WBL arrangements and do not necessarily restrict or constrain what is learnt or how that learning is developed, and that artefacts provide the bridge between knowledge and work. Research limitations/implications – Employer feedback was limited, and despite attempting to contact all WBL graduates, only 13 responded and were able to be interviewed. The findings will be helpful to different stakeholders engaged in WBL who wish to develop effective strategies to maximise the benefits of WBL. The findings of this research relate to different elements in the process including the value of the employer-led project and the evidence of real improvements/contributions made in delivering their artefact, of the learning contract as a “live” document and the value of informal, experiential learning in the process. Practical implications – The findings will be helpful to different stakeholders engaged in WBL who wish to develop effective strategies to maximise the benefits of WBL. Originality/value – The paper offers a contribution to our knowledge and understanding of perceptions of the actual practice of business students’ WBL.

Determinants of Interrater Reliability of Job Analysis: A Meta-analysis

2002 ◽  
Vol 18 (1) ◽  
pp. 52-62 ◽  
Author(s):  
Olga F. Voskuijl ◽  
Tjarda van Sliedregt
Keyword(s):  
Data Collection ◽  
Interrater Reliability ◽  
Meta Analysis ◽  
Job Analysis ◽  
Job Descriptions ◽  
Job Description ◽  
Research And Practice ◽  
Descriptive Information ◽  
Interrater Reliability Coefficients ◽  
Reliability Coefficients

Summary: This paper presents a meta-analysis of published job analysis interrater reliability data in order to predict the expected levels of interrater reliability within specific combinations of moderators, such as rater source, experience of the rater, and type of job descriptive information. The overall mean interrater reliability of 91 reliability coefficients reported in the literature was .59. The results of experienced professionals (job analysts) showed the highest reliability coefficients (.76). The method of data collection (job contact versus job description) only affected the results of experienced job analysts. For this group higher interrater reliability coefficients were obtained for analyses based on job contact (.87) than for those based on job descriptions (.71). For other rater categories (e.g., students, organization members) neither the method of data collection nor training had a significant effect on the interrater reliability. Analyses based on scales with defined levels resulted in significantly higher interrater reliability coefficients than analyses based on scales with undefined levels. Behavior and job worth dimensions were rated more reliable (.62 and .60, respectively) than attributes and tasks (.49 and .29, respectively). Furthermore, the results indicated that if nonprofessional raters are used (e.g., incumbents or students), at least two to four raters are required to obtain a reliability coefficient of .80. These findings have implications for research and practice.

Impact of word-of-mouth, job attributes and relationship strength on employer attractiveness

2019 ◽  
Vol 42 (6) ◽  
pp. 721-739 ◽  
Author(s):  
Faiz Ahamad
Keyword(s):  
Social Media ◽  
Word Of Mouth ◽  
Information Source ◽  
Differential Impact ◽  
Content Type ◽  
Job Attributes ◽  
Relationship Strength ◽  
Job Information ◽  
Employer Attractiveness ◽  
The Impact

Purpose Job information through word-of-mouth (WOM) has a crucial impact on employer attractiveness. The phenomenal rise of social media offers alternate WOM platforms for sharing job information, which is quite different from traditional face-to-face WOM. The purpose of this paper is to examine the differential impact of traditional word-of-mouth (t-WOM) and social media word-of-mouth (s-WOM) on employer attractiveness along with the difference in the job attributes and relationship strength with the information source. Design/methodology/approach A 2 × 2 × 2 experiment was conducted to examine the impact of information source (t-WOM and s-WOM), job attributes (tangible and intangible) and relationship strength (strong and weak), on employer attractiveness. Source expertise and source trust were treated as the control variable. Findings The result shows the differential impact of t-WOM and s-WOM on employer attractiveness. Moreover, t-WOM from strong relation source found to have a high impact on employer attractiveness than s-WOM. No significant difference due to job attributes was found. Research limitations/implications Use of only positive WOM and not the negative one, student as the subjects, etc. Practical implications The present study suggests using t-WOM and s-WOM to attract talented job seekers. Originality/value This is the first study to analyze the differential impact of t-WOM and s-WOM on employer attractiveness.

A four-step blueprint for digital reinvention

2016 ◽  
Vol 44 (4) ◽  
pp. 18-25 ◽  
Author(s):  
Saul J. Berman ◽  
Peter J. Korsten ◽  
Anthony Marshall
Keyword(s):  
Internet Of Things ◽  
Design Methodology ◽  
The Internet ◽  
Content Type ◽  
New Ways Of Working ◽  
Partner Relationships ◽  
Strategic Focus ◽  
The Internet Of Things ◽  
Practical Implications ◽  
Customer Need

Purpose Digital reinvention helps organizations create unique, compelling experiences for their customers, partners, employees and other stakeholders. Design/methodology/approach Digital reinvention combines the capabilities of multiple technologies, including cloud, cognitive, mobile and the Internet of Things (IoT) to rethink customer and partner relationships from a perspective of fundamental customer need, use or aspiration. Findings The most successful digitally reinvented businesses establish a platform of engagement for their customers, with the business acting as enabler, conduit and partner Practical implications For successful digital reinvention, organizations need to pursue a new strategic focus, build new expertise and establish new ways of working. Originality/value The article offers a blueprint for digital reinvention that involves rethinking customer and partner relationships from a perspective of fundamental customer need, use or aspiration.

scholarly journals Networking behaviour, graduate employability: a social capital perspective

2017 ◽  
Vol 59 (4) ◽  
pp. 374-388 ◽  
Author(s):  
Saša Batistic ◽  
Alex Tymon
Keyword(s):  
Social Capital ◽  
Goal Orientation ◽  
Career Guidance ◽  
Business Students ◽  
Social Capital Theory ◽  
Full Time ◽  
Access To Information ◽  
Content Type ◽  
Perceived Employability ◽  
Graduate Employability

Purpose Drawing on the overarching framework of social capital theory, the purpose of this paper is to develop and empirically examine networking behaviour and employability within the higher education context. Design/methodology/approach In a sample of 376 full-time business students the authors measured perceived employability, networking behaviour, access to information and resources and job-search learning goal orientation (JSLGO). Findings The authors found networking is related to increased internal and external perceived employability by boosting access to information and resources. The results also demonstrate that networking is positively related to access to information and resources for low and high JSLGO, the relationship being stronger for those with higher levels. Research limitations/implications The results provide an enriched view of individual networking behaviour by offering an indirect model of networking outcomes and to the graduate employability and social capital literatures. Practical implications The findings may provide focus for individuals concerned with enhancing their employability and those involved in supporting career guidance. Originality/value Obvious beneficiaries are students, for whom employment is a key concern, and universities who face increasing pressure to enhance graduate employability whilst resources to do so are diminishing. To this end the authors highlight activities that may develop networking behaviours and JSLGO.

COVID-19 and responsible management education (RME) among others: why should public business schools feel threatened?

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Mohamed Mousa
Keyword(s):  
Management Education ◽  
Business Schools ◽  
Business Students ◽  
Empirical Studies ◽  
Content Type ◽  
Cultural Challenges ◽  
Cultural Aspects ◽  
Responsible Management ◽  
The Future ◽  
Multiple Case

PurposeThrough a multiple case study design, this article elaborates the chances of initiating and/or implementing responsible management education (RME) in Egyptian public business schools after the identification of coronavirus disease 2019 (COVID-19). In other words, this paper identifies the effect of COVID-19 on internalizing RME in the previously mentioned context.Design/methodology/approachThrough addressing four business schools in Egypt, this article explores the future of public business schools that did not previously implement responsible management education (RME) principles, after the identification of COVID-19. In other words, this paper identifies the main threats facing public business schools in Egypt post the spread of COVID-19.FindingsAlthough the previous study done by Mousa et al. (2019a) showed that academics in public business schools in Egypt were not ready to implement responsible management education, and furthermore, that they thought that addressing socio-cultural aspects is the mission of professors in sociology and humanities, the results of this study show that the spread of COVID-19 has positively changed the situation. The interviewed academics assert that socio-cultural challenges shape the minds of business students, academics and trainers, and these accordingly, have to be tackled. Furthermore, the author explores some socio-political, academic and labour market threats facing business schools in Egypt today. Managing those threats may ensure the continuity of the addressed business schools and their counterparts.Originality/valueThis paper contributes by filling a gap in the literature on responsible management education and leadership in the higher education sector, in which empirical studies on the future of business schools, particularly those that did not implement responsible management education earlier, after the identification and spread of COVID-19 have been limited until now.

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