scholarly journals Salesperson Self-Regulated Learning and Online Customers’ Patronage: An Ambidexterity Perspective

2021 ◽  
Vol 12 ◽  
Author(s):  
Bing Han ◽  
Hua Fan
Keyword(s):  
Polynomial Regression ◽  
Personal Selling ◽  
Exploratory Learning ◽  
Business Context ◽  
Self Regulated Learning ◽  
Online Sales ◽  
Exploitative Learning ◽  
Patronage Intention ◽  
And Behavior ◽  
Sales Agents

Although the roles of exploratory and exploitative learning as alternative sales skills have been documented, there is not yet a clear consensus, and empirical evidence in the online sales context is lacking. In addition, existing studies have tended to examine the two activities in parallel, without looking into the dyadic situation of balanced or imbalanced exploratory-exploitative learning. Grounded in the WeChat business context, this study explores how online sales agents’ balanced and imbalanced ambidextrous learning influence customers’ e-loyalty and, in turn, their patronage intention and behavior. Polynomial regression and response surface analysis are performed on 226 dyads, and the results support the hypothesized balance effect. Further, asymmetrical imbalance effects are identified, with customers exhibiting higher e-loyalty and better patronage outcomes when online sales agents adopt more exploitative learning than exploratory learning. This study helps improve understanding of the efficiency of personal selling in a virtual context.

Organizational success, human resources practices and exploration–exploitation learning

2019 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Mercedes Ubeda-Garcia ◽  
Enrique Claver-Cortés ◽  
Bartolome Marco-Lajara ◽  
Francisco Garcia-Lillo ◽  
Patrocinio Zaragoza-Sáez
Keyword(s):  
Organizational Performance ◽  
Positive Impact ◽  
Reward System ◽  
Positive Influence ◽  
Exploratory Learning ◽  
Content Type ◽  
Positive Effects ◽  
Hrm Practices ◽  
Exploitative Learning ◽  
Learning Types

Purpose The purpose of this paper is twofold: first, to analyze which policies of human resource management (HRM) contribute to exploratory learning and which to exploitation learning; and second, to determine the influence of the two types of learning on organizational performance. Design/methodology/approach The research hypotheses are tested by partial least squares with data from a sample of 100 Spanish hotels. Findings The results confirm that, in order of importance, selective staffing, comprehensive training and an equitable reward system lead to exploratory learning. Exploitative learning seems to be fundamentally driven by comprehensive training and an equitable reward system (but in a different way than with exploratory learning). Finally, both types of learning have a positive impact on performance. Practical implications Both exploratory and exploitative learning result from HRM practices. To maintain performance expectations managers should develop both learning types, which entails the utilization of the best HRM practices. Originality/value This study presents empirical evidence around the findings of other studies (Laursen and Foss, 2014; Minbaeva, 2013) which call for further research into whether strategic HRM configurations have positive effects on the two learning types. The results find some practices that have a positive effect in both cases, but with different intensities in their explanations. This finding reveals the need for more detailed exploration around which combinations of HRM practices, in terms of exploratory vs exploitative learning, are advisable for organizations. The study also finds that the two learning types have a positive influence on organizational performance.

scholarly journals Personal selling in health and medicine: using sales agents to engage audiences

2020 ◽  
Vol 20 (S1) ◽  
Author(s):  
James K. Elrod ◽  
John L. Fortenberry
Keyword(s):  
Health Services ◽  
Public Relations ◽  
Critical Role ◽  
Healthcare Providers ◽  
Personal Selling ◽  
Sales Force ◽  
Marketing Communications ◽  
Medical Institutions ◽  
Services Industry ◽  
Sales Agents

Abstract Background Personal selling—the use of sales agents to personally deliver messages to target audiences—is often not the first conveyance pathway that comes to mind when thinking about marketing communications in the health services industry. This is not surprising given that sales force roles are not as public and prominent as other promotional avenues, such as advertising and public relations. Further, the titles held by those in sales-oriented roles in the health services industry are usually more discreet, carrying designations such as community liaison, business development officer, and the like. Regardless of title, sales roles involve personally interacting with desired audiences to compel some sort of action, adding a vital form of communication that bolsters engagement opportunities. Discussion Personal selling plays a critical role in the promotion of health services organizations. Perhaps most obviously, it is distinguished from its counterparts in the marketing communications mix by its use of people to deliver messages to desired audiences. Associated titles, duties, and expectations vary widely between and among those healthcare entities which make use of personal selling, as there is no pat formula for deployment within health services environments. To shed light on personal selling, this article presents an associated overview through the lens of Willis-Knighton Health System, sharing practical insights and experiences which can assist peer healthcare establishments in understanding, shaping, and honing sales roles within their own facilities. Conclusions Taking advantage of the utility afforded by direct, personal interactions with audiences, personal selling provides a helpful communications resource that better enables healthcare providers to connect proficiently with target markets. It supplements other forms of marketing communication, operating synergistically to help healthcare institutions achieve their conveyance goals. Prudent deployment of this unique marketing communications method affords health and medical institutions with a capable conveyance asset that can provide great assistance in achieving communicative ambitions.

scholarly journals EVOLUTION OF MORTALITY FOR COLORECTAL CANCER IN BRAZIL AND REGIONS, BY SEX, 1996-2015

2018 ◽  
Vol 55 (1) ◽  
pp. 61-65 ◽  
Author(s):  
Viviane Gomes Parreira DUTRA ◽  
Virgilio Augusto Gomes PARREIRA ◽  
Raphael Mendonça GUIMARÃES
Keyword(s):  
Colorectal Cancer ◽  
Regression Models ◽  
Polynomial Regression ◽  
Public Health Problem ◽  
Mortality Rates ◽  
Early Interventions ◽  
Polynomial Regression Models ◽  
And Behavior ◽  
Priority Populations ◽  
Colorectal Cancer Mortality

ABSTRACT BACKGROUND: Colorectal cancer is among the three most frequent neoplasms in Brazil, being a public health problem. OBJECTIVE: To describe distribution pattern of colorectal cancer mortality in Brazil and regions, according to sex, between 1996 and 2015. METHODS: Values of standardized and stratified mortality rates by sex between 1996 and 2015 were used, through polynomial regression models and joinpoint analysis. RESULTS: It was observed that, for linear trends in mortality rates, for both sexes, there is a statistically significant trend increasing in both models, with rates and trends, and higher for men than for women, respectively, 7.3% per year (R2=0.95, P<0.001) and 6.5% per year (R2=0.87, P<0.001). It is observed a difference in magnitude and behavior of trend between the regions. CONCLUSION: It is understood that it is important to know the trend of rates in order to define priority populations for early interventions that increase survival and reduce mortality.

scholarly journals Challenges, Strategies, and Solutions of Teaching Bahasa Indonesia in Covid-19 Crises: Case in Khon Kaen University

2021 ◽  
Vol 3 (2) ◽  
pp. 142-152
Author(s):  
Haiyudi Haiyudi ◽  
Sitthipon Art-In
Keyword(s):  
Teaching And Learning ◽  
Literacy Learning ◽  
Learning Material ◽  
Self Assessment ◽  
Self Regulated Learning ◽  
Study Approach ◽  
Regulated Learning ◽  
Khon Kaen ◽  
And Behavior ◽  
Bahasa Indonesia

The purpose of this study is to identify the challenges experienced in teaching and learning Bahasa Indonesia for foreigners during covid-19 as well as to find out the strategies and solutions undertaken during online learning. The method in this research is descriptive qualitative using case study approach in Bahasa Indonesia course at Khon Kaen University. The subjects in this study were 3 teachers and 2 students of Bahasa Indonesia class. The finding shows some challenges of learning Bahasa Indonesia such as barriers in communication, the low ability of self-regulated learning owned by students, and the lack of control over the morals and behavior of students during distance learning. While, the solutions offered are still technology-based learning, making short videos as learning material to improve emotional relationships between students and teachers, reducing the level of difficulty and prioritize meaningful learning, and conducting multi-literacy learning. On the other hand, the techniques used are producing teachers' labs, conduct self-assessment as a reflection of self-regulated learning, and involving parents as substitutes for instructors in controlling values and morals. Self-regulated learning, as well as parental involvement, are extremely needed.

scholarly journals Sex Differences in Relationships Between Perceived Coach-Induced Motivational Climates, Basic Psychological Needs, and Behavior Regulation Among Young Swimmers

2020 ◽  
Vol 127 (5) ◽  
pp. 891-911
Author(s):  
F. Rodrigues ◽  
R. Macedo ◽  
L. Cid ◽  
D. S. Teixeira ◽  
D. A. Marinho ◽  
...  
Keyword(s):  
Female Athletes ◽  
Polynomial Regression ◽  
Psychological Needs ◽  
Need Satisfaction ◽  
Basic Psychological Needs ◽  
Behavioral Regulation ◽  
Psychological Need ◽  
Basic Psychological Need Satisfaction ◽  
Motivational Climates ◽  
And Behavior

This study analyzed independent and codependent effects of task- and ego-involving motivational climates on basic psychological need satisfaction and behavioral regulation (i.e., autonomous and controlled motivation) among young athletes. Participants were young Portuguese female ( n = 114) and male ( n = 324) swimmers, nested within four different clubs. Participants completed a multisection survey, assessing motivational climates, basic psychological needs satisfaction, and behavioral regulation. We used polynomial regression analysis with surface response methodology to analyze the interactions between these constructs. We found that perceived task- and ego-involving motivational climates were not mutually exclusive; rather, their relationship depended on how athletes perceived coaches’ behaviors and how coaches emphasized one or both climates. Coaches who fostered both motivational climates promoted positive outcomes among male (but not female) athletes.

Looking in and looking out: Effects of (in)congruent corporate social responsibility on organizational cynicism

2021 ◽  
Vol 49 (12) ◽  
pp. 1-15
Author(s):  
Zhen Li ◽  
Fuxi Wang ◽  
Liqian Yang
Keyword(s):  
Corporate Social Responsibility ◽  
Social Responsibility ◽  
Polynomial Regression ◽  
Comparison Theory ◽  
Negative Attitudes ◽  
Organizational Cynicism ◽  
Internal Stakeholders ◽  
Corporate Social ◽  
And Behavior ◽  
Attitudes And Behavior

Corporate social responsibility (CSR) efforts targeting both internal stakeholders (i.e., employees) and external stakeholders (i.e., environment, community, consumers) can mitigate employees' negative attitudes and behavior. However, the effects of (in)congruence between internal CSR (ICSR) and external CSR (ECSR) perceptions have not yet been examined. We used social comparison theory to investigate the joint effects of ICSR and ECSR perceptions on organizational cynicism, by conducting a polynomial regression analysis of 342 employees with data from a two-wave survey. The results show that employees experienced higher cynicism when ICSR and ECSR perceptions were incongruent, with high ECSR–low ICSR causing greater cynicism. Thus, there was an inverted U-shaped relationship between congruent CSR perceptions and organizational cynicism. Our findings have implications for research and practice.

scholarly journals Unpacking the Relationship between Sales Control and Salesperson Performance: A Regulatory Fit Perspective

2018 ◽  
Vol 82 (3) ◽  
pp. 45-69 ◽  
Author(s):  
Constantine S. Katsikeas ◽  
Seigyoung Auh ◽  
Stavroula Spyropoulou ◽  
Bulent Menguc
Keyword(s):  
Regulatory Focus ◽  
Regulatory Fit ◽  
Purchase Decision ◽  
Exploratory Learning ◽  
Regulatory Focus Theory ◽  
Performance Study ◽  
Salesperson Performance ◽  
Exploitative Learning ◽  
The Relationship ◽  
Focus Theory

The literature examining the effect of sales control on salesperson performance is, at best, equivocal. To reconcile inconsistencies in empirical findings, this research introduces two new types of salesperson learning: exploratory and exploitative learning. Drawing on regulatory focus theory, the authors conceptualize exploratory learning as promotion focused and exploitative learning as prevention focused and find that salespeople exhibit both exploratory and exploitative learning, though one is used more than the other depending on the type of sales control employed. The results also suggest that the fit between salesperson learning type, customer characteristics (i.e., purchase-decision-making complexity), and salesperson characteristics (i.e., preference for sales predictability) is critical to salesperson performance and that salesperson learning mediates the relationship between sales control and salesperson performance (Study 1). Study 2 corroborates the findings using new panel data collected over two waves. The results of this research have important implications for integrating sales control, salesperson learning, and salesperson performance.

Emerging Markets as Learning Laboratories: Learning Behaviors of Local Firms and Foreign Entrants in Different Institutional Contexts

2005 ◽  
Vol 1 (3) ◽  
pp. 353-380 ◽  
Author(s):  
Michael A. Hitt ◽  
Haiyang Li ◽  
William J. Worthington
Keyword(s):  
Emerging Markets ◽  
Emerging Market ◽  
Learning Processes ◽  
Future Research ◽  
Exploratory Learning ◽  
Exploitative Learning ◽  
Institutional Contexts ◽  
Learning Behaviours ◽  
Learning Laboratories ◽  
Local Firms

In this work, we examine and integrate the research streams on learning behaviours of both local firms and foreign entrants in emerging markets. We propose that local firms and foreign entrants differ in the types of learning pursued and in the learning processes used. While emerging market firms engage in a significant amount of exploratory learning, they also attempt to exploit the newly gained knowledge in their current markets. Furthermore, foreign entrants engage in exploitative learning as expected but also must participate in exploratory learning to acquire knowledge of culture, institutional norms, and important social relationships. While much of the learning occurs through cooperative processes with both partners, they also each engage in experiential learning. We argue that emerging markets also differ; firms in the more mature emerging markets seek different types of learning and the learning processes used vary compared to those in less mature emerging markets. Our research suggests that emerging markets represent learning laboratories and provide a base to catalyse future research.

scholarly journals Kelas Mimpi Entrepreneurship Program for Scavenger Children of Jatipadang

2020 ◽  
Author(s):  
Bambang Samiono ◽  
Rohita . ◽  
Octarina Samijayani
Keyword(s):  
Regional Government ◽  
Online Sales ◽  
Hard Skills ◽  
Long Time ◽  
Online Business ◽  
Integrated Programs ◽  
Sales Agent ◽  
Character Building ◽  
Sales Agents ◽  
Economic Improvement

Scavengers are one of the biggest social problems for Jakarta. Scavenger areas have existed in Jakarta for a long time such as the Gang Saibun RT 08/09 Jatipadang, South Jakarta. Here, more than 300 scavengers illegally occupy vacant areas owned by the Regional Government. Scavenger children are exposed to problems including 1) economic poverty, and 2) attitude or character problems arising from their negative environments. In addition to the issues facing outsiders ttempting to aid the scavenger communities, there are additional problems which must be addressed. This study aims to provide a descriptive evaluation of the efforts to implement Kelas Mimpi entrepreneurship programs which seek to empower the scavenger children of Jatipadang, carried out by the Community Service Team at Al Azhar University of Indonesia. The study concludes that the entrepreneurship program was successfully implemented because it combined two integrated programs: 1) Entrepreneur Hard Skills Program (Online Sales Agent); and 2) Soft Skills Program (motivation, character building & service excellent). Moreover, this program succeeded in providing positive impacts in various measurable ways including 1) economic improvement of participants through online business transactions, 2) improvement of the positive character of participants, and 3) increased ability to provide excellent services as online sales agents. Keywords: entrepreneur, community development, scavenger children

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