scholarly journals Propensity to Selling Scale

2021 ◽  
Vol 30 (2) ◽  
pp. 279-296
Author(s):  
Alen Gojčeta ◽  
Benjamin Banai ◽  
Lana Lučić
Keyword(s):  
Sales Performance ◽  
Job Market ◽  
Sales Professionals ◽  
Explicit Motives ◽  
Motivational Constructs ◽  
Psychometric Measures ◽  
Contact Centre ◽  
Total Scale Score ◽  
Practical Implications ◽  
Selection Of

Sales occupation is one of the most frequent in the job market, and selection of successful sales people is typically among the highest priorities of their companies. Research aimed at explaining sales performance shows that traditional psychometric predictors are limited in achieving this goal. Common constructs that are typically related to work behaviour, such as abilities or personality traits, typically show non-significant or low relations with sales performance. Taking that into an account, we developed a new measure for assessing one’s propensity for selling, based on motivational constructs that underlie successful sales job. In the first study, we developed an initial set of items and assessed its content validity using a sample of sales professionals. In the second study, we assessed the scale’s dimensionality, divergent and predictive validity. A sample of 99 contact centre agents were asked to describe themselves using newly developed items and measures of personality and explicit motives. Besides psychometric measures, the data on agents’ objective sales performance was provided by their employer. First, a unidimensional, three-item solution was shown to be the most appropriate in the exploratory factor analysis of initially developed items. Second, an aggregated result of these three items, representing a total scale score, showed to be largely independent of personality and explicit motives measures. Third, propensity to selling, compared to personality and motives measures, showed to be the most important predictor in explaining the variance of objective sales performance. The scale was labelled Propensity to Selling Scale, and its theoretical and practical implications were further discussed.

THE FACTORS THAT INFLUENCE THE SELECTION OF CAREER AS PUBLIC ACCOUNTANT AND NON-PUBLIC ACCOUNTANT (Study of Accounting Student University Bengkulu)

2016 ◽  
Vol 6 (2) ◽  
pp. 113-126
Author(s):  
Madani Hatta ◽  
Meli Sartika
Keyword(s):  
Work Environment ◽  
Professional Training ◽  
Social Values ◽  
Qualitative Approach ◽  
Job Market ◽  
Professional Recognition ◽  
Spss Software ◽  
Training Professional ◽  
Selection Of ◽  
Public Accountant

The aim of this research is to know and analyzes the factors that influence the selection of career interestas public accountant and non-public accountant in terms of financial award, professional training, professionalrecognition, social values, work environment, job market considerations and personality. This research is empiricalresearch with qualitative approach which involves the use of statistical analysis. This research is using the primarydata. The tool used in this research is logistic regression with SPSS software version 16. The results of this researchshow that the financial award, professional training and social values has an influence on the selection of career aspublic accountant and non-public accountant but for professional recognition, work environment, job marketconsideration and personality doesn’t influence the selection of a career as a public accountant and a non-publicaccounting.Key words: accountant, financial award, professional training, professional recognition, social values, workenvironment, job market consideration and personality.

The Value of Brand Fans during a Crisis: Exploring the Roles of Response Strategy, Source, and Brand Identification

2021 ◽  
pp. 232948842199969
Author(s):  
Hayoung Sally Lim ◽  
Natalie Brown-Devlin
Keyword(s):  
Social Media ◽  
Experimental Design ◽  
Crisis Communication ◽  
Word Of Mouth ◽  
Crisis Response ◽  
Response Strategy ◽  
Brand Identification ◽  
Communication Source ◽  
Practical Implications ◽  
Selection Of

Using a two (crisis response strategy: diminish vs. rebuild) × three (source: brand organization vs. brand executive vs. brand fan) experimental design, this study examines how brand fans (i.e., consumers who identify with a brand) can be prompted to protect a brand’s reputation during crises and how the selection of a crisis spokesperson can influence consumers’ evaluations of the crisis communication. Being buffers for their preferred brands, brand fans are more likely to accept their brand’s crisis response and engage in positive electronic word-of-mouth on social media. Brand fans are more likely to evaluate other brand fan’s social media accounts as a credible crisis communication source, whereas those who are not brand fans are more likely to evaluate brand and/or brand executives as credible. Findings provide theoretical applications in paracrisis literature pertaining to social media but also practical implications for brand managers to strategically utilize brand fans in crisis communication.

Reflections on the theme issue outcomes

2016 ◽  
Vol 8 (4) ◽  
pp. 504-510
Author(s):  
Gunjan M. Sanjeev ◽  
Richard Teare
Keyword(s):  
Customer Service ◽  
Hospitality Industry ◽  
Theme Issue ◽  
Policy Makers ◽  
Content Type ◽  
Starting Point ◽  
Cost Competitiveness ◽  
Hotel Sector ◽  
Practical Implications ◽  
Selection Of

Purpose The paper aims to profile the theme issue of Worldwide Hospitality and Tourism Themes titled “How is the need for innovation being addressed by the Indian hospitality industry?” with reference to the experiences of the theme editor, contributors from the industry and academia and the theme issue outcomes. Design/methodology/approach The paper uses structured questions to enable the theme editor to reflect on the rationale for their theme issue question, the starting-point, the selection of the writing team and material and the editorial process. Findings It highlights recent innovations that have taken place in the Indian hospitality industry especially in the areas of customer service, cost competitiveness, culinary management, revenue management and technology. Practical implications As hotel sector investment in India intensifies, this theme issue will be of interest to hoteliers, policy makers, analysts and others interested in the role that innovation can play in helping to facilitate differentiation between competing hotel products and services. Originality/value There is limited literature available on industry innovations in the Indian context. All the papers in this theme issue were written after several cycles of interaction between academics and practitioners and so they incorporate real–time, relevant and contemporary data.

Design and topological optimization of rear pressure bulkhead for a typical aircraft

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Marshal Thakran ◽  
Meenakshi ◽  
Jitender Sharma ◽  
Charles Gilbert Martin
Keyword(s):  
Numerical Analysis ◽  
Significant Influence ◽  
Design Methodology ◽  
Structural Integrity ◽  
Topological Optimization ◽  
Content Type ◽  
Iterative Design ◽  
Practical Implications ◽  
Insight Into ◽  
Selection Of

Purpose The purpose of this paper is to evaluate the model of a rear pressure bulkhead with different design optimizations to meet the pressurized cabin requirements of an aircraft. Design/methodology/approach This paper presents the results of the static analysis of a dome-shaped rear pressure bulkhead model designed in Catia-v5. Numerical analysis of model meshed in hyper-mesh and solved using Opti-Struct for iterative design optimizations. Findings All the iterative models are analyzed at 9 Psi. Rear pressure bulkhead designed with L-section stringer shows better results than the model optimized with T-section stringer for the same thickness. The model optimized with L-shaped stinger also reduces the weight of the bulkhead without affecting the structural integrity. Practical implications It has been concluded in this paper that the selection of specific shapes of the stringers shows a significant influence on weight reduction. Originality/value This paper provides a topical, technical insight into the design and development of a rear pressure bulkhead. It also outlines the future development of dome-shaped rear pressure bulkhead.

“Hold them or fold them:” evidence-based decisions to discontinue investigations of non-domestic minor violence

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Kent McFadzien ◽  
Lawrence W. Sherman
Keyword(s):  
Design Methodology ◽  
False Negative ◽  
False Negative Rate ◽  
Random Selection ◽  
Content Type ◽  
Continuous Basis ◽  
Randomised Controlled ◽  
Practical Implications ◽  
Full Investigation ◽  
Selection Of

PurposeThe purpose of this paper is to demonstrate a “maintenance pathway” for ensuring a low false negative rate in closing investigations unlikely to lead to a clearance (detection).Design/methodology/approachA randomised controlled experiment testing solvability factors for non-domestic cases of minor violence.FindingsA random selection of 788 cases, of which 428 would have been screened out, were sent forward for full investigation. The number of cases actually detected was 22. A total of 19 of these were from the 360 recommended for allocation. This represents an improvement of accuracy over the original tests of the model three years earlier.Research limitations/implicationsThis study shows how the safety of an investigative triage tool can be checked on a continuous basis for accuracy in predicting the cases unlikely to be solved if referred for full investigations.Practical implicationsThis safety check pathway means that many more cases can be closed after preliminary investigations, thus saving substantial time for working on cases more likely to yield a detection if sufficient time is put into the cases.Social implicationsMore offenders may be caught and brought to justice by using triage with a safety backstop for accurate forecasting.Originality/valueThis is the first published study of a maintenance pathway based on a random selection of cases that would otherwise not have been investigated. If widely applied, it could yield far greater time for police to pursue high-harm, serious violence.

Exploring the Effectiveness of Seller Reputation Mechanism Using Online Sales Data

2014 ◽  
Vol 12 (2) ◽  
pp. 46-58 ◽  
Author(s):  
Ying Wang ◽  
Lei Huang ◽  
Yi Guo
Keyword(s):  
Univariate Analysis ◽  
Subjective Assessment ◽  
Sales Performance ◽  
Attribute Selection ◽  
Sales Data ◽  
Reputation Mechanism ◽  
Online Sales ◽  
Seller Reputation ◽  
Selection Of ◽  
Significant Factors

This paper attempts to explore the effectiveness of the seller reputation mechanism by an empirical study using online sales data collected from TaoBao.com. A comparison analysis of seller reputation metrics of TaoBao, Amazon, and jd are carried out before the selection of the seller reputation metrics. The seller reputation metrics of small appliances are used as the input for the study considering the quality homogeneity among different sellers of the market, and the sales performance is measured by the sales amount of the recent month. The univariate analysis are performed to find out the effect of different seller reputation metrics on the sales performance, and the attribute selection technique is then applied to reveal the most significant factors contributing to the sales performance. The result indicates the significance of the user subjective assessment on the sales performance.

Emerging trends in data analytics and knowledge management job market: extending KSA framework

2019 ◽  
Vol 23 (4) ◽  
pp. 664-686 ◽  
Author(s):  
Hsia-Ching Chang ◽  
Chen-Ya Wang ◽  
Suliman Hawamdeh
Keyword(s):  
Content Analysis ◽  
Data Analytics ◽  
Multiple Correspondence Analysis ◽  
Academic Program ◽  
Job Market ◽  
Content Type ◽  
Job Demand ◽  
Experience Levels ◽  
Emerging Trends ◽  
Practical Implications

Purpose This paper aims to investigate emerging trends in data analytics and knowledge management (KM) job market by using the knowledge, skills and abilities (KSA) framework. The findings from the study provide insights into curriculum development and academic program design. Design/methodology/approach This study traced and retrieved job ads on LinkedIn to understand how data analytics and KM interplay in terms of job functions, knowledge, skills and abilities required for jobs, as well as career progression. Conducting content analysis using text analytics and multiple correspondence analysis, this paper extends the framework of KSA proposed by Cegielski and Jones‐Farmer to the field of data analytics and KM. Findings Using content analysis, the study analyzes the requisite KSA that connect analytics to KM from the job demand perspective. While Kruskal–Wallis tests assist in examining the relationships between different types of KSA and company’s characteristics, multiple correspondence analysis (MCA) aids in reducing dimensions and representing the KSA data points in two-dimensional space to identify potential associations between levels of categorical variables. The results from the Kruskal–Wallis tests indicate a significant relationship between job experience levels and KSA. The MCA diagrams illustrate key distinctions between hard and soft skills in data across different experience levels. Practical implications The practical implications of the study are two-fold. First, the extended KSA framework can guide KM professionals with their career planning toward data analytics. Second, the findings can inform academic institutions with regard to broadening and refining their data analytics or KM curricula. Originality/value This paper is one of the first studies to investigate the connection between data analytics and KM from the job demand perspective. It contributes to the ongoing discussion and provides insights into curriculum development and academic program design.

The soul of resilience

Kybernetes ◽  
2019 ◽  
Vol 48 (4) ◽  
pp. 672-684 ◽  
Author(s):  
Pille Bunnell
Keyword(s):  
Design Methodology ◽  
Open Space ◽  
Ecological Context ◽  
Dynamic Flow ◽  
Content Type ◽  
Ethical Concerns ◽  
Effective Care ◽  
Relational Embeddedness ◽  
Practical Implications ◽  
Selection Of

Purpose Rather than an attempt to define or clarify resilience in terms of its characteristics, or its correspondence to reality, this paper is a series of reflections that leads to the notion of resilience as a way of being in the world. What is presented is not intended to be conclusive in any way. The paper aims to trigger thoughtful reflections that will lead to further conversations about the entailments and ethical concerns implicit in the concept of resilience. Design/methodology/approach The paper comprises reflections based on a selection of published ideas, as well as on personal engagement in the domains of ecology and the biology of cognition. In postulating that resilience may have a central, ineffable quality, the phrase “soul of” has been used as an approach to considering what such a quality may be. This formulation leads to a consideration about the nature of our relationships with the other such that the notion of resilience has become meaningful. Findings Language parses or chunks named ideas in a way that reveals some regularities and obscures others. The word resilience is one such chunk that historically has changed its meaning. Furthermore in the present the word refers to variable aspects or elements depending on the context of its usage. In the ecological context, resilience entails an ambiguous balance between persistence and change, and indeed this ambiguity may be necessary to accommodate the complexities. In all cases the author has considered, we are only concerned with resilience where there is an ethical dimension and this, inherently, must be multidimensional given the complexities of the systems being regarded. The author claims that the soul of resilience arises through an ethically oriented reflexive awareness of our dynamic flow in a relational embeddedness. Practical implications The practical implications of this paper are elusive, yet meaningful, as the paper attempts to open space for operating in an ethical and useful manner with ambiguous concepts and for avoiding the hubris of certainty. The paper is an explication of one of the ways of thinking inspired by second order science. Originality/value As the reflections in this paper are largely those original to the author, the ideas are original. Whether they have value depends on what ideas, attitudes, orientations and further reflections are triggered and whether these in turn implicitly or explicitly alter actions toward more effective care of our world. If reflection on resilience increases resilience, then this paper will have value.

scholarly journals Research and development projects fuzzy definition in the university context

2019 ◽  
Author(s):  
Dorota Kuchta
Keyword(s):  
Research Funding ◽  
Fuzzy Theory ◽  
Value Added ◽  
Project Managers ◽  
Structured Interviews ◽  
Innovative Potential ◽  
Definition Of ◽  
The University ◽  
Practical Implications ◽  
Selection Of

Purpose – research on R&D projects implemented at universities shows that many researchers feel that the requirements set on R&D project definition in the process of calls for projects brake the innovativeness and the freedom of research. Thus, the objective of the paper is to propose a soft, fuzzy set based method of R&D project definition, which would allow to evaluate projects in the stage of project calls, but at the same time would not act contrary to the research ideas of the most ingenious and innovative researchers. Research methodology – the proposal is based on the results of over 70 structured interviews with R&D project managers from Polish and French universities. The respondents expressed their critical opinion about the required definition of R&D projects in the application stage of most calls, suggested which elements should be improved and in which way. Most of them criticised the required detail level of projects description and emphasized the uncertainty present in their research. Then we propose to model this uncertainty by means of fuzzy sets. Findings – the result of the research presented in the paper is a new way of R&D project definition, based on the fuzzy theory, adjustable to each R&D project type. The new method of project definition will express the actual uncertainty and innovative potential of each R&D project and thus allow a selection of R&D projects which would maximise their contribution to the university and science development. Research limitations – the proposed approach needs to be validated and verified on the basis of a big sample of a real world R&D project, with the participation of a representative sample of researchers. Another limitation is a highly probable resistance against such an approach among the researchers and research funding institutions, as it requires a deep analysis of the planned research and its context. Practical implications – it is proposed that the method will be used by research funding institutions in project calls. This will increase the efficiency of financial resources spent on research, in terms of value-added per one dollar invested in the research. Originality/Value – the proposed method is the first approach to project definition based on fuzzy numbers and one of very few existing approaches to project definition taking uncertainty into account

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