Face ID: an innovative biometric approach to control sales personnel production deviance

The present study was an endeavor to extend the literature of perceived organizational politics by examining its moderating role between the relationship of organizational citizenship behavior and production deviance. Organizational Citizenship Behavior Scale (Mackenzie, Podsakoff, & Paine, 1999), Production Deviance sub-scale of Counterproductive Work Behavior Checklist-32 (Spector et al., 2006), and Perception of Organizational Politics Scale (Kacmar & Carlson, 1997) were used in present study. Hierarchical regression analyses revealed that low levels of perceived organizational politics moderated the relationship between courtesy and production deviance by strengthening the negative relationship of these behaviors while perceived organizational politics did not act as a moderator for the relationship of civic virtue and conscientiousness with production deviance. High level of go-along-to-get-ahead as a moderator strengthened the relationship of civic virtue and conscientiousness with production deviance and its low level was found to be moderating the relationship between courtesy and production deviance. Future implications of the study were also discussed.

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Antecedents and Consequences of Sales Personnel Dispatch on Manufacturer-Retailer Relationship

JOURNAL OF KOREAN MARKETING ASSOCIATION ◽

10.15830/kmr.2015.30.4.69 ◽

2015 ◽

Vol 30 (4) ◽

pp. 69

Author(s):

Ho-Taek Yi ◽

Chihoon Song ◽

Kyungdo Park

Keyword(s):

Sales Personnel ◽

Antecedents And Consequences

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Experiences with Sales Personnel during the Depression

American Marketing Journal ◽

10.1177/002224293400100209 ◽

1934 ◽

Vol amj-1 (2) ◽

pp. 98-99

Author(s):

John A. Stevenson

Keyword(s):

Sales Personnel

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Counterproductive Work Behaviors, Confucian Values, and Production Deviance: the Mediating Effect of Job Satisfaction

Social Behavior and Personality An International Journal ◽

10.2224/sbp.2012.40.6.1045 ◽

2012 ◽

Vol 40 (6) ◽

pp. 1045-1056 ◽

Cited By ~ 7

Author(s):

Xiao-Wei Guo

Keyword(s):

Job Satisfaction ◽

Structural Equation ◽

Negative Impact ◽

Mediating Effect ◽

Counterproductive Work Behaviors ◽

Equation Modeling ◽

Work Behaviors ◽

Production Deviance ◽

Confucian Values ◽

The Relationship

Production deviance is 1 of 5 dimensions of counterproductive work behaviors (CWB). Based on data collected from 362 employees of Chinese enterprises, I examined the predictive effect of Confucian values on production deviance and the mediating effect of job satisfaction on the relationship between Confucian values and production deviance using structural equation modeling. I analyzed 3 factors of production deviance: work sabotage, slackness, and withdrawal. Confucian values were found to have a significant negative impact on these factors. Furthermore, job satisfaction was found to partially mediate the relationship between Confucian values slackness and withdrawal, but not work sabotage.

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Understanding dimensionality of children’s food shopping behaviour in retail stores

British Food Journal ◽

10.1108/bfj-03-2015-0112 ◽

2016 ◽

Vol 118 (2) ◽

pp. 450-463 ◽

Cited By ~ 1

Author(s):

Jyoti Vohra ◽

Pavleen Soni

Keyword(s):

Factor Analysis ◽

Family Income ◽

Food Advertising ◽

Hierarchical Regression ◽

Retail Stores ◽

Content Type ◽

Sales Personnel ◽

Food Shopping ◽

Shopping Behaviour ◽

Promotional Strategies

Purpose – Marketers try to influence food shopping behaviour of children through various in-store food promotional strategies (FPS). These in-store FPS comprise of attractive packaging, accessibility, availability of foods in wide varieties and presence of helpful and friendly sales personnel. However, little is known about how children buy and the extent to which these marketing strategies are successful. Hence, the purpose of this paper is to investigate food shopping behaviour of children in retail stores and to study the effectiveness of in-store FPS and demographic factors (age and gender of child and monthly family income) on food shopping behaviour of children. Design/methodology/approach – Data have been collected from 473 mothers of children in age category four to 11 years. Data have been analysed through descriptive statistics (means and standard deviations), bivariate correlations, exploratory factor analysis, confirmatory factor analysis and hierarchical regression analysis. Findings – The study explores and validates four factor structure of food shopping behaviour of children in retail stores in Indian settings. These factors include children’s active assessment of foods, impact of availability and variety on children’s purchases, influence of TV food ads on children’s purchases and influence of packaging on children’s food purchases. Further, the findings also reveal that in-store FPS are truly effective in influencing food shopping behaviour of children. Practical implications – Marketers may highlight packaging attributes in food advertisements as they can help escalate food purchase requests of children in retail stores. In addition to this, food advertising is strongly associated with assessment of foods in retail stores and looking for availability of advertised foods in retail stores. This suggests that food advertising as a medium of communication should not be ignored. However, sales personnel can also be used more effectively as they are seen to help children in identifying availability and variety of foods in retail stores. Originality/value – As no such study has been conducted so far (to the best of researcher’s knowledge), this study potentially helps in bridging gaps in literature.

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Online versus offline: preferred retail choice for premium brand purchase

International Journal of Retail & Distribution Management ◽

10.1108/ijrdm-05-2020-0181 ◽

2021 ◽

Vol ahead-of-print (ahead-of-print) ◽

Author(s):

Rituparna Basu ◽

Neena Sondhi

Keyword(s):

Predictive Model ◽

Logit Analysis ◽

Chi Square ◽

Content Type ◽

Sales Personnel ◽

Study Results ◽

Shopping Experience ◽

Brick And Mortar ◽

Chi Square Analysis ◽

Retail Format

PurposeThis exploratory study aims to examine the prevalent triggers that motivate a premium brand purchase in an online vs offline retail format.Design/methodology/approachA binary logit analysis is used to build a predictive model to assess the likelihood of the premium brand consumer seeking an online or an offline platform. Demographic and usage-based profile of the two set of consumers is established through a chi-square analysis.FindingsThree hundred and forty six urban consumers of premium branded apparels residing in two Indian Metros were studied. A predictive model with 89.6% accuracy was validated for distinguishing premium brand buyers who shop at brick-and-mortar store or online platforms. Quality and finish were factors sought by the online buyer, whereas autotelic need, pleasurable shopping experience and social approval were important triggers for an in-store purchase.Research limitations/implicationsThe study posits divergent demographics and motivational drivers that led to an online vs offline purchase. Though interesting and directional, the study results need to be examined across geographies and categories for establishing the generalizability of the findings.Practical implicationsThe study findings indicate that premium brand manufacturers can devise an omni-channel strategy that is largely tilted toward the online platform, as the quality conscious and brand aware consumer is confident and thus open to an online purchase. The implication for the physical outlet on the other hand is to ensure exclusive store atmospherics and knowledgeable but non-intrusive sales personnel.Originality/valueThe study is unique as it successfully builds a predictive model to forecast online vs offline purchase decisions among urban millennials.

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An Action Research of Retaining Sales Personnel in a Financial Institution

10.9734/bpi/mono/978-93-91882-40-2 ◽

2021 ◽

Author(s):

Nurul Aida Binti Abu Bakar ◽

Ong Choon Hee

Keyword(s):

Action Research ◽

Financial Institution ◽

Sales Personnel

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Coaching To Win: A Systematic Approach To Achieving Productivity Through Coaching

Journal of Business & Economics Research (JBER) ◽

10.19030/jber.v8i5.724 ◽

2010 ◽

Vol 8 (5) ◽

Cited By ~ 1

Author(s):

Joseph B. Mosca ◽

Alan Fazzari ◽

John Buzza

Keyword(s):

Sales Force ◽

Font Size ◽

Sales Personnel ◽

Proactive Approach ◽

Coaching Relationship ◽

Management Objectives ◽

Strategic Business Plan ◽

Strategic Goals ◽

Conventional Methods ◽

Sales Employees

The strategic business plan for any organization is very specific regarding sales force objectives and activities.  Therefore, those responsible for the human capital of the sales function  must be prepared to work directly with their sales employees, in an effort to meet management agreed upon goals, to gain market share, and to continuously improve overall performance.  Over the years, the task of managing sales employees has been varied and undefined.  Managing has been referred to as “the art of getting things done through people.”  For decades, experts have included planning, organizing, staffing, influencing or commanding, and controlling as the systematic way of making things happen.  Recently, this commanding function has been dropped in preference to leading.  It has been proven that coaching is more effective than the old approach of using fear and intimidation to achieve sales management objectives.  This paper focuses on the need for these sales supervisors/managers to change their previously used tactics and embrace a new, proactive approach of “Coaching” their sales employees.  This new approach is described in detail below and will help unlock the mysteries of becoming a viable and proactive sales supervisor.  It will also give supervisors the tools needed to meet the needs of management and create a more productive, independent sales force. “Coaching” is becoming the leading preference for supervisors and managers, because it is proving to be more effective than previous used conventional methods.  Coaching is the art of continually assessing and developing sales people, so they can be empowered to do their jobs well!  Often, the conventional methods included command functioning tactics of fear and intimidation to motivate sales personnel.  By using the “Coaching” approach, supervisors and managers have more control of their sales staff and of achieving their management goals.  By developing a coaching relationship, which includes encouragement, listening, counseling, providing positive feedback, being supportive, resourcefulness, thinking with the future in mind, and modeling, these supervisors can give rise to a foundation where sales employees will be energized, aligned, and collectively mobilized to achieve and sustain customer satisfaction and trust.  In so doing, sales employees will also be empowered to meet management’s strategic goals.

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SALESPEOPLE MOTIVATION AS KEY FACTOR IN ACHIEVING SALES MANAGEMENT GOALS IN HOTEL INDUSTRY

Tourism and hospitality management ◽

10.20867/thm.12.2.14 ◽

2006 ◽

Vol 12 (2) ◽

pp. 155-169

Author(s):

Darko Lacmanović

Keyword(s):

Sales Management ◽

Hotel Industry ◽

Working Hours ◽

Sales Force ◽

Three Dimensions ◽

Sales Managers ◽

Job Commitment ◽

Sales Personnel ◽

Key Factor ◽

And Performance

Sales management acitivities such as monitoring, directing, evaluation and rewarding represents useful ways for increasing the salesperson job satisfaction and organizational commitment. Motivating the sales effort ussually include three dimensions: intensivity, persistence and choice. By inspiring salespeople on greater job commitment, sales managers keep managerial tools to stimulate latent sales efforts and performance. Rewarding system based on »straight« salary result in unmotivated sales personnel who, in that case, connect their work engagement solely with realization of working hours not with realization of sales volume. Segmentation of sales force, grouping the salespersons according to their motivation needs and offering them diverse rewarding systems per each group, presents inovative approach to challenges of motivation the salespeople.

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