Salesmanship Skills in COVID-19 Times

2022 ◽  
pp. 264-278
Author(s):  
Pedro Mendonça Silva ◽  
José Freitas Santos ◽  
Victor Ferreira Moutinho
Keyword(s):  
Intrinsic Motivation ◽  
Conceptual Model ◽  
Direct Interaction ◽  
Strategy Implementation ◽  
Effective Strategy ◽  
Salesperson Performance ◽  
Sales Strategy ◽  
Digital Skills ◽  
The Impact

The activities that depend on direct interaction with the customers were the most affected by COVID-19's restrictions. These include the activities developed by salespeople. This study aims to analyse the impact of salesmanship skills on sales strategy implementation and salesperson performance during the COVID-19 crisis. To achieve the research objective, the authors collected a set of data through a survey (n=517) to test a proposed conceptual model based on the literature. The findings of the study demonstrate that the salesmanship skills are an important resource in highly disruptive environments and impacts sales strategy implementation and salesperson performance. In addition, the study also reveals the important role of digital skills and intrinsic motivation during COVID-19 times. The results attained can be used as a guide to design an effective strategy for sales activities in adverse times.

scholarly journals Understanding Users’ Preference to Engage in YouTubers

2019 ◽  
Vol 9 (1) ◽  
pp. 277
Author(s):  
Wen-Yu Tsao
Keyword(s):  
Intrinsic Motivation ◽  
Conceptual Model ◽  
Virtual Worlds ◽  
Research And Practice ◽  
Commercial Potential ◽  
System Characteristics

The YouTubers are the new vocations to make money. People like to access the videos to relax or learn from the special YouTuber. Despite the growth and commercial potential of virtual worlds, relatively little is known about what users’ motivations to favor specific YouTubers. This paper offered and empirically tested a conceptual model to fill this gap. Given the system characteristics (mobility, reachability, compatibility, convenience) and YouTuber specific characteristics (escapism and post popularity) integrated extrinsic and intrinsic motivation as their preference determinants. Using PROCESS on a survey of 349 users of YouTube. The results confirmed the role of extrinsic and intrinsic motivation as preference determinants and showed the two system and two YouTuber specific characteristics as motivational basis. Implications for research and practice are discussed.

scholarly journals Does brand-relationships matter? The role of brand attachment in salesperson performance in retailing

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Flavia Braga Chinelato ◽  
Cid Gonçalves Filho ◽  
Clodoaldo Lopes Nizza Júnior
Keyword(s):  
Organizational Commitment ◽  
Sales Performance ◽  
Equation Modeling ◽  
Brand Relationships ◽  
Salesperson Performance ◽  
Brand Attachment ◽  
Content Type ◽  
The Impact ◽  
The Relationship

Purpose Salesperson performance is accepted as a relevant factor of retailing success. However, scarce studies reveal the relationship between sales performance and brand relationship. The purpose of this study is both, from one side, to empirically demonstrate the impact of salesperson brand attachment (SBA) on sales performance and, on the other side, to identify the mediators of this relationship in small retailing. Design/methodology/approach A survey was conducted with a sample of 206 small retailers from different sectors of an emerging country. The proposed model was tested using partial least squares–structural equation modeling (PLS-SEM) in SmartPLS3. Findings The results demonstrated that SBA is relevant to driving sales performance through two relevant paths – one following SBA–satisfaction–performance and one path following the SBA–commitment–performance. The model was able to explain 63% of the outcome performance. Practical implications Regarding small retailers, where the owners, employees and managers have higher levels of interaction than the large national retail chains, the marketing executives must invest in improving the attachment to the brand and create emotional bonds and cognition between marketers and the brand. They must develop strategies to promote job satisfaction and organizational commitment because they determine performance. Originality/value Despite the relevance of small businesses for economies worldwide and the importance of salesperson brand relationships, no study has been developed to demonstrate the impacts of such relationships on salesperson performance in retailing. Furthermore, in addition to the central role of organizational commitment in the sales research, to the best of the authors’ knowledge, this is the first study to explore how to mediate the relationship between brand attachment and sales performance.

scholarly journals A Conceptual Model Proposal: Universities as Culture Change Agents for Sustainable Development

2020 ◽  
Vol 12 (11) ◽  
pp. 4635 ◽  
Author(s):  
Małgorzata Dzimińska ◽  
Justyna Fijałkowska ◽  
Łukasz Sułkowski
Keyword(s):  
Sustainable Development ◽  
Literature Review ◽  
Conceptual Model ◽  
Culture Change ◽  
Change Agents ◽  
The Body ◽  
Quality Culture ◽  
The University ◽  
The Impact

This paper aims to propose a conceptual model that synthesizes the existing findings concerning universities as culture change agents for sustainable development. The model could serve as a guidance on how universities might get involved in the pro-SD activities. It also underlines the prerequisite of the quality culture that should be introduced within all the activities of universities to successfully act as culture change agents for SD. This paper builds upon the holistic and inter-disciplinary approach to demonstrate that SD does not happen in isolation and that the role of universities in its creation is significant. This study includes a literature review to contextualize the impact of universities on culture and their potential role in SD. The conclusions stemming from the literature review materialize in the proposal of the conceptual model of the university as the culture change agent for SD. The elaborated framework responds to the need for greater clarity, ordering and systematization of the role of universities in the processes of initiating, promoting and modelling the SD-oriented changes while appreciating the role of culture as an enabler, means of social change and a result of SD-focused interventions. The paper contributes to the body of knowledge by offering a novel perspective on the assumed interrelations between university, its quality culture, university main operations such as education, research and engagement with the society as well as the culture and the agency of stakeholders in the context of meeting the world’s current demands without compromising the needs of future generations.

scholarly journals S89. THE IMPACT OF COGNITIVE REMEDIATION ON COGNITIVE AND PSYCHOSOCIAL OUTCOMES IN SCHIZOPHRENIA AND THE ROLE OF INTRINSIC MOTIVATION

2018 ◽  
Vol 44 (suppl_1) ◽  
pp. S359-S360
Author(s):  
Shayden Bryce ◽  
Jennie Ponsford ◽  
Stuart Lee ◽  
Eric Tan ◽  
Sean Carruthers ◽  
...  
Keyword(s):  
Intrinsic Motivation ◽  
Cognitive Remediation ◽  
Psychosocial Outcomes ◽  
The Impact

scholarly journals The Impact of Experience on the Intrinsic Motivation of EFL Teachers Who Teach Online

2021 ◽  
Vol 22 ◽  
pp. 99-112
Author(s):  
Beril Er ◽  
Necmiye Karataş
Keyword(s):  
Online Education ◽  
Intrinsic Motivation ◽  
Online Teaching ◽  
Teacher Motivation ◽  
Preparatory School ◽  
Teaching Online ◽  
Efl Teachers ◽  
Teachers And Students ◽  
The Impact

Remote teaching has become more popular than before in Turkey as in most parts of the world because of Covid-19 pandemic. Most of the teachers and students have had some difficulties in adapting to distance education. It has been observed that the motivation of both parties might be affected by this sudden shift to online education. Although many reasons affecting teacher motivation have been identified so far, it is believed that every single study will contribute to the purpose of bettering the present EFL teaching. The current study aims to investigate the role of experience on the intrinsic motivation of EFL teachers involved in online teaching andto find out whether years of experience have an effect on teachers' intrinsic motivation. In this study, the data was compiled from 46 EFL teachers working at Istanbul Aydin University English Preparatory School. An adapted Attitude/Motivation Test Battery (AMTB) questionnaire was used to gather the data. The obtained descriptive data were analyzed by using SPSS. The results of this study proved that experience does not have a significant impact on EFL teachers’ motivation teaching online.

scholarly journals The Role of Human Resources Management Towards Healthcare Providers Retention during Covid-19 Pandemic in Egypt

2021 ◽  
Vol 14 (8) ◽  
pp. 67
Author(s):  
Ashraf Elsafty ◽  
Mohammad Ragheb
Keyword(s):  
Human Resources ◽  
Intrinsic Motivation ◽  
Significant Role ◽  
Human Resources Management ◽  
Healthcare Providers ◽  
Past Research ◽  
Resources Management ◽  
The Past ◽  
The Impact

HRM has a significant role in motivating the employees and ensuring that every employee is satisfied with the HR practices. Healthcare providers have been facing stress and depression especially in Egypt, due to COVID-19. In this country, the healthcare providers are looking for alternatives to achieve satisfaction as COVID-19 has affected their jobs, salaries, incentives, and bonuses. The past studies have focused on assessing the HRM’s role in employee retention and satisfaction during the COVID-19 pandemic in Egypt. The past research discussed the impact of motivation, incentives, and rewards on the employees’ motivation. This study focused on evaluating the role of HRM towards the healthcare providers' retention during COVID-19 in Egypt. This study relied on the quantitative approach for achieving the findings and conclusion. The sample size of the study involved 120 healthcare providers working in different hospitals. The results revealed that intrinsic motivation, rewards, incentives, monetary benefits, and non-monetary benefits have an essential role in maintaining the healthcare providers during COVID-19. It is concluded that HR can play a significant role in retaining key healthcare providers in COVID-19. The elements including intrinsic motivation, incentives, non-monetary, and monetary benefits can play a significant part in retaining healthcare providers. HR departments should focus on releasing salaries on time, providing specific bonuses, and providing incentives to healthcare providers whenever they perform at their best level.

An Investigation of the Impact of Intrinsic Motivation on Organizational Knowledge Sharing

2012 ◽  
Vol 8 (2) ◽  
pp. 23-42 ◽  
Author(s):  
Judith Welschen ◽  
Nelly Todorova ◽  
Annette M. Mills
Keyword(s):  
Knowledge Management ◽  
Intrinsic Motivation ◽  
Knowledge Sharing ◽  
Reasoned Action ◽  
Knowledge Workers ◽  
Self Determination Theory ◽  
Self Determination ◽  
Intrinsic Motivators ◽  
The Impact

Despite heavy investments in knowledge management systems, people are often reluctant to share their knowledge, with knowledge hoarding being one of the largest obstacles to effective knowledge management in organizations. This paper proposes a model that examines the role of intrinsic motivation in knowledge sharing. Bringing together insights from motivational research, Self-Determination Theory and the Theory of Reasoned Action, the study investigates the links between intrinsic motivators and knowledge sharing. Survey data collected from knowledge workers are analyzed using partial least squares. The results show self-efficacy, meaningfulness and impact are important motivators of attitude towards knowledge sharing, which in turn impacts intention to share knowledge. The findings provide insights into employee motivations to share knowledge, and strategies for enhancing knowledge sharing in organizations.

A Conceptual Model of Manufacturing Focus

1993 ◽  
Vol 13 (1) ◽  
pp. 81-92 ◽  
Author(s):  
Cecil C. Bozarth
Keyword(s):  
Conceptual Framework ◽  
Conceptual Model ◽  
Flexible Manufacturing ◽  
Subject Area ◽  
Future Research ◽  
Firm Level ◽  
Manufacturing Organizations ◽  
The Subject ◽  
The Impact

Despite the importance given to manufacturing focus in the literature, the subject area continues to suffer from three interrelated problems: lack of agreement with regard to the meaning of “focus” the absence of a conceptual framework for integrating the existing body of research; and uncertainty with regard to the appropriate direction of future research. These problems should be addressed if the focus literature is to continue to mature, and if the true role of focus is to be understood in the light of the “newer” strategic imperatives, such as time‐based competition and flexible manufacturing. Introduces a conceptual model of focus specifically designed in response to these problems. The conceptual model identifies three distinct dimensions of focus, and relates these to the competitive factors facing manufacturing organizations. It is designed specifically to serve as a tool with which researchers and managers can discuss the impact of focus at the firm level. A review of key works in manufacturing focus is also included to justify the structure of the model, and to show how the model integrates previous conceptual and empirical research on focus.

scholarly journals Does Identification Influence Continuous E-Commerce Consumption? The Mediating Role of Intrinsic Motivations

2019 ◽  
Vol 11 (7) ◽  
pp. 1944 ◽  
Author(s):  
Xi Chen ◽  
Shaofen Fang ◽  
Yujie Li ◽  
Haibin Wang
Keyword(s):  
Intrinsic Motivation ◽  
Identity Management ◽  
Self Determination Theory ◽  
Perceived Competence ◽  
Positive Influence ◽  
Self Determination ◽  
Mediating Role ◽  
Perceived Relatedness ◽  
The Impact

The motivation behind online consumption behavior is different from that of online social behavior, and research is lacking regarding the impact of identification on e-commerce consumption. The current research examines the influence of identification, which is perceived anonymity, and intrinsic motivation on the continuous purchasing behaviors on retailing e-commerce websites based on self-determination theory. The mediating role of intrinsic motivation was also empirically tested from a sample of 661 frequent consumers using the partial least squares approach. The findings were: (1) Identification negatively influences perceived anonymity, and its low, but significantly positive, influence on continuous e-commerce consumption were totally mediated by perceived competence, perceived autonomy, and perceived relatedness. (2) Perceived anonymity positively influences self-determination factors, which has partly mediating impact between perceived anonymity and continuous consumption. (3) The authenticity and concealment of identity are based on different mechanisms, but both of them are conducive to promoting continuous purchases. On retailing e-commerce websites, customers’ identity management should consider both identification in the background and anonymity perception in the service, and the contributions of the service to promote consumers’ perceived competence and perceived autonomy are important in continuous consumption.

scholarly journals IMPACT OF INTENTIONAL CHANGE THEORY AND INTRINSIC MOTIVATION ON AGILE TEACHERS

2021 ◽  
pp. 10-22
Author(s):  
Mrs. P. Naga Usha Sree ◽  
Dr.V.Tulasi Das
Keyword(s):  
Intrinsic Motivation ◽  
Change Theory ◽  
Organizational Level ◽  
Educational Institutions ◽  
Operational Strategies ◽  
Individual Level ◽  
Intentional Change ◽  
Agile Learning ◽  
The Impact

Higher educational institutions are in constant need of developing new operational strategies to prepare students to be responsive to ongoing demands from different avenues. Agility is most needed in educational institutions who prepare the future talent. Agility is all about maintaining a balance between learning, people and change. Students who experience agile learning environment can easily understand the importance of being relevant to any kind of change including pandemics. Teacher’s agility is the key ingredient to the successful accomplishment of this goal. With this intention this article focuses on to explore to understand the role of individual in transforming teacher to agile teacher. In this systematic attempt the insight of Intentional Change Theory (ICT) has been discussed in developing agility. It also attempts to bring forth the inspiration and impact of individual level desired change to organizational level, especially in Universities. A total of 525 teachers as sample respondents in the study from the select universities of Telangana State. The impact of adoption of five discoveries or stages of ICT on the development of the attributes of agility at workplace has been observed and analyzed through regression. The study also attempted to understand how intrinsic motivation of individual moderates the association of ICT and teachers agility. The outcome model of the study contributes to every teacher seeking to explore and understand or facilitate the sustainable change with the advancement of agility. KEYWORDS: Teacher’s Agility, Intentional Change, Intrinsic Motivation, Talents, Operational Strategies.

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