Detecting Errors in and Making Inferences from Business Process Representations

2016 ◽  
Vol 13 (2) ◽  
pp. 185-194 ◽  
Author(s):  
A. Faye Borthick ◽  
Gary P. Schneider
Keyword(s):  
Business Process ◽  
Learning Experience ◽  
Sales Manager ◽  
Internal Auditor ◽  
Process Outcomes ◽  
Sales Process ◽  
Used Car

ABSTRACT Based on a conversation between a sales manager and an internal auditor of the used car dealer EasyBuy, students answer questions that prompt them to identify errors in a draft business process diagram (BPD) for the sales process, make inferences about the business process, and distinguish between accounting and nonaccounting events. The draft BPD has been updated to include remote vehicle disablement when customers default on loans. Alternatively, instructors can have students prepare the BPD from the conversation instead of answering the questions. The case is appropriate for students in courses developing or enhancing business process expertise. The case requires students to think critically about a business process as they make inferences about process outcomes and detect errors in the draft BPD. The case can be used as a first learning experience with BPDs or as a subsequent experience, including assessment of business process expertise.

Inside sales agent’s sales activities influence on work outcomes and sales agent tenure through autonomous motivation

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Richard Conde ◽  
Victor Prybutok
Keyword(s):  
Negative Relationship ◽  
Autonomous Motivation ◽  
Sales Performance ◽  
Work Outcomes ◽  
Sales Manager ◽  
Sales Managers ◽  
Content Type ◽  
Sales Process ◽  
Sales Agent ◽  
Operational Data

Purpose Previous sales research remains limited to analyzing the influence of sales activities with sales agent tenure. To date, research on this subject has focused on the downstream direct or indirect impact of sales activities to sales performance, failing to consider whether sales activities impact a sales agent’s tenure. This paper aims to assess the effect of sales activities on sales performance and sales agent engagement on sales agent tenure through the lens of autonomous motivation to better understand sales activities as an overall sales process antecedent Design/methodology/approach Through the utilization of secondary sales operational data, this research demonstrates the influence of sales activities on multiple sales agent outcomes, while depicting the importance of sales managers creating an autonomous motivational climate. Findings This research demonstrates the direct relationship between sales activities to job engagement and sales performance. However, sales activities have a negative relationship to sales agent tenure, which require a sales manager to create an autonomous motivation to mediate the relationship between sales activities and sales agent tenure. Practical implications Organizations are provided with sample methodology and analysis to better determine how a culture grounded in autonomous motivation mediates sales activities and can be a catalyst for improving sales agent tenure. Then, provide a better understanding of the effect of actual sales activities on important sales department work outcomes. Originality/value The model is the first to test holistically the influence of sales activities on sales performance, sales agent engagement and tenure jointly by using actual secondary operational data. This study provides a glimpse of the real world balance a sales manager must consider between climate and activities. Plus, this study takes initial steps to study sales agent engagement, an under-researched construct in sales research.

Process-centric IT in Practice

2012 ◽  
Vol 14 (3) ◽  
pp. 1-13
Author(s):  
Artur Siurdyban ◽  
Peter Axel Nielsen
Keyword(s):  
Business Process ◽  
Business Process Management ◽  
Process Management ◽  
Business Processes ◽  
It Management ◽  
Implementation Project ◽  
Organizational Challenges ◽  
It Systems ◽  
Sales Process ◽  
The Right

This case illustrates and discusses the issues and challenges at Kerrtec Corporation and their effort to establish process-centric IT management. The case describes how one of the company’s employees was tasked with implementing a streamlined sales process, which heavily depended on the supporting IT systems. The paper describes how the implementation project provided directions for improving global competencies to work across boundaries between business and IT in order to successfully manage business processes. The case emphasizes the importance of IT in process management, but at the same time highlights the organizational challenges faced by companies willing to supply their process initiatives with the right blend of IT and business process expertise. Specifically, it discusses the transcendent nature of IT competencies in business process management projects and positions them against possible governance structures.

Minimizing Cognitive Load in Representing Processes in a Business Process Diagram: Capturing the Process and Making Inferences About It

2017 ◽  
Vol 33 (1) ◽  
pp. 75-88
Author(s):  
A. Faye Borthick ◽  
Gary P. Schneider
Keyword(s):  
Information Systems ◽  
Cognitive Load ◽  
Business Process ◽  
Business Processes ◽  
Learning Experience ◽  
Business Analytics ◽  
Proximal Development ◽  
Accounting Information Systems ◽  
Guided Learning ◽  
Mental Schemas

ABSTRACT In the context of a kaiten-sushi restaurant, this guided learning experience minimizes learners' cognitive load as they construct a business process diagram (BPD) from the transcript of a conversation. The guidance provides a construction strategy, directs the construction, and illustrates the diagram. Instructors can vary the guidance to match learners' zones-of-proximal development (ZPD) or, when used with skilled learners, omit the guidance entirely. The guidance reduces the cognitive load of this experience, which is intended to enable learners to build mental schemas for developing BPDs in subsequent business situations. The guided experience is suitable for courses in which learners work with business processes, including accounting information systems (AIS), auditing, business analytics, and information systems (IS). Working through the experience requires students to think critically about the business process and implications of changes in the business process. The Teaching Notes include questions for assessing student proficiency in making inferences about the business process after they construct the BPD.

The Impact of ERP Implementation on Business Process Outcomes: A Factor-Based Study

2007 ◽  
Vol 24 (1) ◽  
pp. 101-134 ◽  
Author(s):  
Jahangir Karim ◽  
Toni M. Somers ◽  
Anol Bhattacherjee
Keyword(s):  
Business Process ◽  
Erp Implementation ◽  
Process Outcomes ◽  
The Impact

Selling-to-Teach: A Didactical Look at the Natural Integration Between Teaching and Selling

2020 ◽  
Vol 42 (3) ◽  
pp. 284-303
Author(s):  
Cindy B. Rippé ◽  
Suri Weisfeld-Spolter ◽  
Yuliya Yurova
Keyword(s):  
Mixed Methods ◽  
Student Learning ◽  
Teaching Method ◽  
Learning Experience ◽  
Pedagogical Tool ◽  
Mixed Methods Approach ◽  
Qualitative And Quantitative ◽  
Teaching Interaction ◽  
Sales Process ◽  
Actual Learning

This article examines whether educators’ use of selling activities (selling-to-teach) based on the seminal sales process can improve perceived and actual learning. By viewing the teaching interaction as a sales situation, the authors suggest professors can help students realize their need for learning just as a salesperson helps a prospect realize a need for a product or service. Leveraging the theoretical communication commonalities in teaching and selling, we posit that selling-to-teach will positively affect perceived and actual learning. Using a mixed-methods approach through two studies, we find qualitative and quantitative (n=616) support for selling-to-teach. Instead of examining pedagogy in sales, we suggest that sales is a pedagogy to be used across disciplines. This fuller examination unveils the sales process as a pedagogical tool to empower instructors and to maximize the student learning experience through different selling steps used as teaching method.

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