A Study on the Impact of Branding, CEO, and Global Learning Capabilities on Export Sales Performance of Korean Fashion Firms*

2016 ◽  
Vol 27 (4) ◽  
pp. 41-68 ◽  
Author(s):  
Hyojung Kim ◽  
Jinju Lee ◽  
Namgyoo K. Park
Keyword(s):  
Sales Performance ◽  
Global Learning ◽  
Learning Capabilities ◽  
The Impact

Too much of a good thing: The impact of product variety on operations and sales performance

2012 ◽  
Vol 30 (4) ◽  
pp. 316-324 ◽  
Author(s):  
Xiang Wan ◽  
Philip T. Evers ◽  
Martin E. Dresner
Keyword(s):  
Product Variety ◽  
Sales Performance ◽  
Good Thing ◽  
The Impact

scholarly journals Does brand-relationships matter? The role of brand attachment in salesperson performance in retailing

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Flavia Braga Chinelato ◽  
Cid Gonçalves Filho ◽  
Clodoaldo Lopes Nizza Júnior
Keyword(s):  
Organizational Commitment ◽  
Sales Performance ◽  
Equation Modeling ◽  
Brand Relationships ◽  
Salesperson Performance ◽  
Brand Attachment ◽  
Content Type ◽  
The Impact ◽  
The Relationship

Purpose Salesperson performance is accepted as a relevant factor of retailing success. However, scarce studies reveal the relationship between sales performance and brand relationship. The purpose of this study is both, from one side, to empirically demonstrate the impact of salesperson brand attachment (SBA) on sales performance and, on the other side, to identify the mediators of this relationship in small retailing. Design/methodology/approach A survey was conducted with a sample of 206 small retailers from different sectors of an emerging country. The proposed model was tested using partial least squares–structural equation modeling (PLS-SEM) in SmartPLS3. Findings The results demonstrated that SBA is relevant to driving sales performance through two relevant paths – one following SBA–satisfaction–performance and one path following the SBA–commitment–performance. The model was able to explain 63% of the outcome performance. Practical implications Regarding small retailers, where the owners, employees and managers have higher levels of interaction than the large national retail chains, the marketing executives must invest in improving the attachment to the brand and create emotional bonds and cognition between marketers and the brand. They must develop strategies to promote job satisfaction and organizational commitment because they determine performance. Originality/value Despite the relevance of small businesses for economies worldwide and the importance of salesperson brand relationships, no study has been developed to demonstrate the impacts of such relationships on salesperson performance in retailing. Furthermore, in addition to the central role of organizational commitment in the sales research, to the best of the authors’ knowledge, this is the first study to explore how to mediate the relationship between brand attachment and sales performance.

Supply chain sustainability learning: the COVID-19 impact on emerging economy suppliers

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Michele Morais Oliveira Pereira ◽  
Minelle E. Silva ◽  
Linda C. Hendry
Keyword(s):  
Supply Chain ◽  
Local Community ◽  
Emerging Economy ◽  
Content Type ◽  
Sustainability Learning ◽  
Learning Capabilities ◽  
Exploitation And Exploration ◽  
Sustainability Initiatives ◽  
Certification Requirements ◽  
The Impact

Purpose This paper aims to investigate the impact of the COVID-19 pandemic on supply chain (SC) sustainability learning. In particular, it focuses on the learning associated with changes in the sustainability initiatives of emerging economy suppliers. Design/methodology/approach Through studying three scenarios (pre-outbreak, buyer-centred peak and supplier-centred peak) over a nine-month period, a multi-case study strategy was used to gain an understanding of the learning of export-oriented Brazilian coffee producers, using both exploitation and exploration capabilities. Content analysis was developed after each data collection phase to investigate how sustainability initiatives had changed. Findings Social sustainability was observed to be the main priority by suppliers facing this unprecedented outbreak, in ways that go beyond expected sustainability certification requirements. For instance, there was evidence of outstanding contributions to the local community. Suppliers initially developed their sustainability initiatives during the outbreak without any support from global buyers, certification bodies or government. In spite of this, stronger relationships with buyers ultimately emerged facilitating greater SC sustainability. Consequently, by using both exploitation and exploration learning capabilities, multiple levels of learning were observed (i.e. individual, organisational and SC) as related to planning, new procedures and social awareness. Practical implications A greater awareness of supplier learning processes will aid buyers in developing recovery plans that are appropriate for their global SC partners. Originality/value This paper provides an understanding of how emerging economy suppliers of global SCs are coping with this unprecedented outbreak in regard to sustainability management. Moving the spotlight from buyers to suppliers, the research demonstrates that supplier learning is central to global SC sustainability.

A Comprehensive Study on Artificial Intelligence and Robotics for Machine Intelligence

2021 ◽  
pp. 203-222
Author(s):  
Nagadevi Darapureddy ◽  
Muralidhar Kurni ◽  
Saritha K.
Keyword(s):  
Artificial Intelligence ◽  
Computer Vision ◽  
Machine Intelligence ◽  
Ethical Problems ◽  
Economic Impact Assessment ◽  
The Social ◽  
Learning Capabilities ◽  
Increase Productivity ◽  
The Impact ◽  
And Robotics

Artificial intelligence (AI) refers to science-generating devices with functions like reasoning, thinking, learning, and planning. A robot is an intelligent artificial machine capable of sensing and interacting with its environment utilizing integrated sensors or computer vision. In the present day, AI has become a more familiar presence in robotic resolutions, introducing flexibility and learning capabilities. A robot with AI provides new opportunities for industries to produce work safer, save valuable time, and increase productivity. Economic impact assessment and awareness of the social, legal, and ethical problems of robotics and AI are essential to optimize the advantages of these innovations while minimizing adverse effects. The impact of AI and robots affects healthcare, manufacturing, transport, and jobs in logistics, security, retail, agri-food, and construction. The chapter outlines the vision of AI, robot's timeline, highlighting robot's limitations, hence embedding AI to robotic real-world applications to get an optimized solution.

scholarly journals The Impact of Enterprises Systems on Sales Performance: A Study of Erp System Implementations in Polish Smes

2014 ◽  
Vol 5 (2) ◽  
pp. 54-59 ◽  
Author(s):  
Justyna Patalas-Maliszewska ◽  
Irene Krebs
Keyword(s):  
Enterprise Resource Planning ◽  
Resource Planning ◽  
Sales Performance ◽  
Erp Implementation ◽  
Erp System ◽  
Financial Benefits ◽  
Sales Process ◽  
Return On Sales ◽  
Implementation Problems ◽  
The Impact

Abstract While having been the object of numerous studies, the link between ERP implementation and SMEs performance still requires understanding. This paper documents the effect of investments in Enterprise Resource Planning (ERP) systems on a firm’s sales performance and profitability measure such as return on sales (ROS). The models are based on a sample of 240 during time of defined activities in the sales process realized during the each month by 40 knowledge workers in each of 5 Polish SMEs announcements of ERP implementations. Our analysis of the financial benefits of these implementations yields mixed results. Our results are encouraging that we find the business activity that can persistent evidence of sales performance associated with ERP investments. This should help alleviate the companies that some have expressed about the viability of ERP given the highly publicized implementation problems at some firms.

Elucidating salespeople's market orientation, proactive service behavior and organizational culture in the B2B banking sector: a Malaysian perspective

2020 ◽  
Vol 38 (5) ◽  
pp. 1033-1057 ◽  
Author(s):  
Muhammad Iskandar Hamzah ◽  
Abdul Kadir Othman ◽  
Faridah Hassan
Keyword(s):  
Organizational Culture ◽  
Market Orientation ◽  
Information Dissemination ◽  
Cognitive Theory ◽  
Sales Performance ◽  
Content Type ◽  
Individual Market ◽  
Service Behavior ◽  
The Impact ◽  
Business To Business

PurposeConsidering that little is known on market orientation at the individual level, this study investigates the effects of individual market orientation on proactive service behavior, and subsequently, sales performance among business-to-business salespeople. Based on social cognitive theory and competing values framework, this paper also examines the interaction effects of organizational culture on the link between individual market orientation and proactive service behavior.Design/methodology/approachThe study sampled 539 business-to-business salespeople from 18 corporate banks in Kuala Lumpur by using a questionnaire survey.FindingsThe results of the study show that adhocracy culture strengthens the effects of information acquisition on proactive service behavior, while at the same time weakens the impact of coordination of strategic response on the same outcome. Meanwhile, rational culture displayed negative contingent effects of information dissemination on proactive service behavior.Practical implicationsGiven its link to sales performance and proactive service behavior, banks should motivate their employees to embrace market orientation as individual competencies. This research outcome will aid managers in developing strategies and inculcating the right culture to ensure the market-oriented behaviors are internalized and transpired into positive outcomes.Originality/valueThis paper contributes to the enrichment of the existing market orientation frameworks by offering underlying mechanisms (cultural environment and proactive service behavior) through which market-oriented behaviors contribute to the sales performance of business-to-business salespeople within the financial service industry. It is also among the earliest studies that examine the influence of individual market orientation and organizational culture on proactive service behavior.

Evaluating the Effects of External Takeover on the Performance of Regional Companies: The Case of Scotland, 1965 to 1980

1989 ◽  
Vol 21 (2) ◽  
pp. 197-220 ◽  
Author(s):  
B Ashcroft ◽  
J H Love
Keyword(s):  
Public Interest ◽  
Economic Performance ◽  
Regional Economy ◽  
Sales Performance ◽  
Manufacturing Companies ◽  
Rates Of Return ◽  
The Public ◽  
Regional Economic Performance ◽  
The Impact ◽  
Harmful Effects

A framework is suggested for the evaluation of the effects of external takeover on regional economic performance, and an approach is offered to identify the impact of takeover on the performance of the acquired firm. The approach is then applied to estimate the effects of external takeover on the performance of Scottish manufacturing companies between 1965 and 1980. The results show that external takeover improved sales performance but lowered rates of return in acquired firms. Employment was, in general, unaffected. Overall, the effects on acquired firms are judged to have been beneficial, but evidence of harmful effects on the wider regional economy suggests that it cannot be assumed that such takeovers will not be against the public interest.

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