scholarly journals Empirical analysis of the content of psychological competencies of active sales managers

2021 ◽  
Vol 9 (4) ◽  
Author(s):  
N. S. Surenskaya ◽  
A. G. Ilyukhin
Keyword(s):  
Empirical Analysis ◽  
Well Being ◽  
Point Of View ◽  
Sales Manager ◽  
Complex Nature ◽  
Sales Managers ◽  
Research Directions ◽  
Balanced Development ◽  
High Productivity ◽  
New Research

Introduction. The subject of this article is the analysis of the requirements for the psychological properties of active sales managers from the point of view of the competence approach. It is assumed that the interaction of working conditions in the organization and the psychological properties of a professional, as well as the requirements for them from the tasks performed, generate a certain set of psychological competencies necessary for the productive activity of an active sales manager. The complex nature of human-to-human activities, as well as the need to perform organizational, intellectual, communicative and coordination tasks, forms a system of requirements for the psychological competencies of representatives of this profession, compliance with which increases the productivity of a professional. The article presents a theoretical and empirical analysis of the requirements for an active sales manager from the point of view of psychological competencies.Materials and Methods. Empirical research method - standardized self-reports with Likert scales, correlation and factor analysis.Results. Six main groups of required competencies are identified: value competence, regulatory competence, motivational competence, special competence, communication competence, strategic competence. It is assumed that the balanced development of these groups of competencies in accordance with the requirements of the profession of an active sales manager ensures high productivity of a specialist and his psychological well-being.Discussion and Conclusions. At the end of the article, the results obtained are evaluated from the point of view of their applicability in the training of specialists in key positions of sales departments, new research directions are outlined that allow for a more systematic study of the psychological competence of active sales managers, and it is also concluded that the content of psychological competencies should be taken into account when building educational programs for future sales managers.

Towards a responsible talent management model

2020 ◽  
Vol 44 (2/3) ◽  
pp. 279-303 ◽  
Author(s):  
Alex Anlesinya ◽  
Kwesi Amponsah-Tawiah
Keyword(s):  
Management Practices ◽  
Well Being ◽  
Talent Management ◽  
Decent Work ◽  
Socially Responsible ◽  
Research Directions ◽  
Content Type ◽  
Responsible Management ◽  
Organisational Justice ◽  
New Research

Purpose This study aims to critically examine talent management practices and strategies from ethical and responsible management perspectives. Design/methodology/approach It achieves its aim through conceptual analysis by theorising through the lenses of talent philosophies, the organisational justice theory, the stakeholder theory and extant literature. Findings A responsible talent management construct and mode to guide the practice of talent management in a socially responsible way is developed. It argues that inclusivity; corporate responsibility; and equity and equal employment opportunity are the key underlying principles of a responsible talent management system. This study further argues that responsible talent management practices promote achievement of multilevel sustainable outcomes such as decent work, employee well-being and organisational well-being. Practical implications Emphasising responsible management and ethical concerns in organisational talent strategies and practices is non-negotiable, given the current level of interest in sustainable work and employment and in the quest to achieve sustainable human and organisational outcomes through management and organisational practices. Originality/value The development of a responsible talent management construct and model is original and novel and is expected to shape thinking and drive new research directions in the field of talent management. It further contributes directly to knowledge and practice by demonstrating how organisations can manage their talents in a responsible way.

Medical Informatics and Bioinformatics: Integration or Evolution through Scientific Crises?

2006 ◽  
Vol 45 (05) ◽  
pp. 474-482 ◽  
Author(s):  
C. Kulikowski ◽  
V. Maojo
Keyword(s):  
Philosophy Of Science ◽  
Medical Informatics ◽  
Research Programme ◽  
Point Of View ◽  
Paradigm Shifts ◽  
Research Directions ◽  
Overlapping Communities ◽  
Unified Field ◽  
Scientific Disciplines ◽  
New Research

Summary Objectives: To contribute a new perspective on recent investigations into the scientific foundations of medical informatics (MI) and bioinformatics (BI). To support efforts that could generate synergies and new research directions. Methods: MI and BI are compared and contrasted from a philosophy of science perspective. Historical examples from MI and BI are analyzed based on contrasting viewpoints about the evolution of scientific disciplines. Results: Our analysis suggests that the scientific approaches of MI and BI involve different assumptions and foundations, which, together with largely non-overlapping communities of researchers for the two disciplines, have led to different courses of development. We indicate how their respective application domains, medicine, and biology may have contributed to these differences in development. Conclusions: An analysis from the point of view of the philosophy of science is characteristic of established scientific disciplines. From a Kuhnian perspective, both disciplines may be entering a period of scientific crisis, where their foundations are questioned and where new ideas (or paradigm shifts) and a progressive research programme are needed to advance them scientifically. We discuss research directions and trends both supporting and challenging integration of the subdisciplines of MI and BI into a unified field of biomedical informatics (BMI), centered around the evolution of information cybernetics.

General Evaluability Theory

2010 ◽  
Vol 5 (4) ◽  
pp. 343-355 ◽  
Author(s):  
Christopher K. Hsee ◽  
Jiao Zhang
Keyword(s):  
Temporal Discounting ◽  
Well Being ◽  
Subjective Well Being ◽  
Research Directions ◽  
Ambient Temperatures ◽  
Psychology And Economics ◽  
Duration Neglect ◽  
New Research ◽  
Forecasting Errors

A central question in psychology and economics is the determination of whether individuals react differently to different values of a cared-about attribute (e.g., different income levels, different gas prices, and different ambient temperatures). Building on and significantly extending our earlier work on preference reversals between joint and separate evaluations, we propose a general evaluability theory (GET) that specifies when people are value sensitive and when people mispredict their own or others' value sensitivity. The GET can explain and unify many seemingly unrelated findings, ranging from duration neglect to affective forecasting errors and can generate many new research directions on topics ranging from temporal discounting to subjective well-being.

scholarly journals Based on the MADM model wine sales manager competency research

2021 ◽  
Vol 251 ◽  
pp. 01024
Author(s):  
Lingxiao Lv ◽  
Jing Zeng
Keyword(s):  
Point Of View ◽  
Evaluation Index System ◽  
The Other ◽  
Evaluation Index ◽  
Sales Manager ◽  
Future Research ◽  
Sales Managers ◽  
Four Dimensions ◽  
Interactive Relationship ◽  
Marketing Team

In order to solve the problem of the lack of professional wine marketing team, this paper identified the key influencing factors of wine sales managers from the competency point of view, constructed the competency model and evaluation index system of wine sales managers, and introduced the improved multiattribute decision making method (MADM) to evaluate the competency. The results show that there is an interactive relationship between the competency dimensions and indicators of wine sales managers, and the professional knowledge dimension has the greatest influence on the other four dimensions. Based on these findings, suggestions are made for future research.

A managerial perspective on omnichannel e-customer

2020 ◽  
pp. 5-17
Author(s):  
Maria Teresa Cuomo ◽  
Francesca Ceruti ◽  
Alice Mazzucchelli ◽  
Alex Giordano ◽  
Debora Tortora
Keyword(s):  
Social Networks ◽  
Social Media ◽  
Empirical Analysis ◽  
Customer Experience ◽  
Tourism Industry ◽  
Point Of View ◽  
Social Commerce ◽  
Social Dimensions ◽  
Offline Channels ◽  
Managerial Perspective

The actual omnichannel customer uses indifferently both online and offline channels to express himself through consumption, which increasingly blends personal, cultural and social dimensions. In this perspective social media and social networks are able to assist e-retailers in their effort of creating a total e-customer experience, especially in the tourism industry, trying to satisfy their clients from the relational and commercial point of view. By means of an empirical analysis where managers were interviewed on the topic and its degree of application in the firms, the paper underlines how from the managerial point of view, that represents a new prospect on the topic, the expected shift from e-commerce to social commerce paradigm, facilitating the selling and buying of products and services by using various internet features, is nowadays not completely understood and realized.

INNOVATION CAPABILITY, ABSORPTIVE CAPACITY AND SMES PERFORMANCE IN PAKISTAN: THE MODERATING EFFECT OF BUSINESS STRATEGY

2018 ◽  
Vol 13 (Number 2) ◽  
pp. 1-11
Author(s):  
Muhammad Zulqarnain Arshad ◽  
Darwina Arshad
Keyword(s):  
Economic Growth ◽  
Absorptive Capacity ◽  
Business Strategy ◽  
Innovation Capability ◽  
Research Directions ◽  
Conceptual Paper ◽  
And Performance ◽  
New Research ◽  
The Relationship ◽  
Crucial Part

The small and medium-sized enterprises (SMEs) play a crucial part in county’s economic growth and a key contributor in country’s GDP. In Pakistan SMEs hold about 90 percent of the total businesses. The performance of SMEs depends upon many factors. The main aim for the research is to examine the relationship between Innovation Capability, Absorptive Capacity and Performance of SMEs in Pakistan. This conceptual paper also extends to the vague revelation on Business Strategy in which act as a moderator between Innovation Capability, Absorptive Capacity and SMEs Performance. Conclusively, this study proposes a new research directions and hypotheses development to examine the relationship among the variables in Pakistan’s SMEs context.

MATERIAL HANDLING MACHINES AND SYSTEMS – UMI-TWINN PROJECT CONTRIBUTION

2019 ◽  
Vol 12 (1) ◽  
pp. 7-20
Author(s):  
Péter Telek ◽  
Béla Illés ◽  
Christian Landschützer ◽  
Fabian Schenk ◽  
Flavien Massi
Keyword(s):  
Material Handling ◽  
Digital Data ◽  
Flow Process ◽  
Research Directions ◽  
Scientific Excellence ◽  
Research Activities ◽  
New Research ◽  
Eu Project ◽  
The University

Nowadays, the Industry 4.0 concept affects every area of the industrial, economic, social and personal sectors. The most significant changings are the automation and the digitalization. This is also true for the material handling processes, where the handling systems use more and more automated machines; planning, operation and optimization of different logistic processes are based on many digital data collected from the material flow process. However, new methods and devices require new solutions which define new research directions. In this paper we describe the state of the art of the material handling researches and draw the role of the UMi-TWINN partner institutes in these fields. As a result of this H2020 EU project, scientific excellence of the University of Miskolc can be increased and new research activities will be started.

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