Review of Sales Peak Performance Determinants

This chapter presents an analysis of what is characterised as the personal determinants. Determinants have been described by Churchill et al. as the degree of variation in a salesperson's performance in relation to six major components, which they classified as aptitude, skill level, motivation, role perception, personal factors, and organisational and environmental factors. Businesses are interested in three key outcomes: the level of sales performance, how these determinants affect their performance, the operational effectiveness and consistency of their team's performance. There are numerous determinants that play a role within the salesperson's ability to perform at SPP levels. Determinants are conduits for a salesperson's success. Selling is a broad, integrated, complex, and dynamic phenomenon that requires the use and integration of different variables for a salesperson to perform at SPP levels.

2016 ◽  
Vol 1 (12) ◽  
pp. 83-93 ◽  
Author(s):  
Mary Blake Huer ◽  
Travis T. Threats

The World Health Organization's (WHO's) 2001 International Classification of Functioning Disability and Health (ICF) has as one of its central tenets the full inclusion of persons with disabilities in society. It acknowledges the need for medical and rehabilitation intervention in its biopscychosocial framework. However, the WHO realizes that society must do its part to facilitate this full participation and empowerment. Persons with complex communication needs (PWCCN) often need augmentative and alternative communication (AAC) in order to express themselves. However, in order to access and successfully use AAC, PWCCN need access to the necessary AAC devices and services, as well as a willing society to interact with them as full contributing members of society. The factors outside of a person's specific physical and/or cognitive functional limitations are addressed in the ICF via the Personal and Environmental Factors. Personal Factors include the individual's personality traits, lifestyle, experiences, social/educational/professional background, race, gender, and age. Environmental Factors include community support systems, social service agencies, governments, social networks, and those persons that interact with the PWCCN. This article addresses the sociopolitical influences on PWCCN and their functioning from a human rights perspective. The necessary introspective role of speech-language pathologists in this process is explored.


Sleep Science ◽  
2014 ◽  
Vol 7 (4) ◽  
pp. 197-202 ◽  
Author(s):  
Teresa Rebelo-Pinto ◽  
Joana Carneiro Pinto ◽  
Helena Rebelo-Pinto ◽  
Teresa Paiva

2021 ◽  
Author(s):  
Abdu Kamil

Abstract Background: Entrepreneurship is essential in creating, fulfilling and forming a healthy economy. This study is conducted to investigate Factor Affecting on Entrepreneurial Intention: The case study on Wollo University Students. Some studies have been done in this area but only a few were conducted in Ethiopia. This research aims to address the gap that exists due to the weakness of previous studies to verify the factors that affect entrepreneurial intention and provide more clarification on the topic. Methods: For the purpose of this study explanatory research design was employed. The researcher used stratified random sampling to classify all participants into seven colleges and one school of law. From each stratum proportionally by using purposive sampling to select 226 respondents with graduate students from college of business and economics for the desire of the study. Both primary and secondary data were collected. Primary data were collected through structured questionnaire from 210 students. Secondary data were collected from previous studies and used as reference. Results: The correlation and regression analysis has been applied to see the relationship and how independent variables influence entrepreneurial intention. From the analyses it is confirmed that demographic factors have statistically insignificant effect on entrepreneurial intention, while personal factors, environmental factors and family background have a statistically significant effect on entrepreneurial intention. Conclusions: Based on the findings it is concluded that demographic factor does not affect entrepreneurial intention while personal factors, environmental factors and family background affect entrepreneurial intention.


2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Nur Syaedah Kamis ◽  
Norazlina Abd. Wahab

Purpose This paper aims to explore the level of hibah knowledge among Muslims in Kedah and investigate its determinants, consisting of education level, education stream, religiosity, social influence and social media. Design/methodology/approach This study is quantitative in nature. Questionnaires were distributed to collect data from Muslims in Alor Setar, Kedah. In total, 195 questionnaires were collected and data were analyzed using descriptive analysis, correlation analysis and multiple regression analysis. Findings The study finds that Muslims in Alor Setar, Kedah have good knowledge of hibah. Further, education stream, religiosity, social influence and social media were identified as significant factors that influence their knowledge of hibah. Research limitations/implications The first limitation is its narrow focus in surveying Muslims only in Alor Setar, Kedah. The second limitation is the limited number of determinants used in investigating hibah knowledge among Muslims and the techniques used in analyzing the data. Despite these limitations, the study’s findings provide invaluable insights into the factors influencing hibah knowledge among Muslims in Alor Setar, Kedah. Practical implications This study provides insights regarding the significant personal factors and environmental factors to increase Muslims’ knowledge of hibah. The link between the Islamic education stream and hibah knowledge provides a clear indication that Islamic education can curb the economic problems caused by the substantial amounts of frozen and unclaimed assets in Malaysia. A significant relationship between the environmental factors (social influence and social media) and hibah knowledge also implies that the government and private agencies related to Islamic estate planning and management may use these significant determinants as part of the marketing strategy to increase the usage of hibah as an alternative tool for estate planning. Originality/value This study contributes to a better understanding of Muslims’ knowledge about hibah. The government and related agencies in Islamic estate planning and management can now gain better insights into Muslims’ level of knowledge about hibah and the factors influencing their knowledge of hibah as an effective tool for Islamic estate planning and management. Hence, more effective strategies can be recommended to enhance the knowledge of Muslims on hibah. The findings of this study should be of value to the government in its effort to address the increasing number of frozen estates in Malaysia.


2016 ◽  
Vol 5 ◽  
pp. RPO.S40455
Author(s):  
Delena I. Amsters ◽  
Melissa B. Kendall ◽  
Pim Kuipers ◽  
Sarita B. Schuurs

The World Health Organization's International Classification of Functioning, Disability and Health identifies environmental and personal factors as contextually relevant to functioning following disability. Goal setting is also central to rehabilitation practice and enhances functioning. No current assessment exists that recognizes the interaction of environmental factors as they relate to goal setting in rehabilitation. The person-environment profile (PEP) was developed to explore an individual's subjective view of personal and environmental factors on the achievement of rehabilitation goals. A draft PEP underwent initial face validity testing, and the resulting version was then piloted with 13 participants across 34 rehabilitation goals within a goal-based community rehabilitation setting. Results of this pilot suggest that PEP may have the ability to detect differences in perceived barriers and facilitators across personal and environmental factors for different rehabilitation goals. While showing promise as a clinical tool, the pilot identified feasibility concerns over implementation as a standardized assessment. Substantial additional psychometric evaluation and testing needs to be undertaken before the tool can be recommended for clinical use.


2018 ◽  
Author(s):  
◽  
Yuanlu Sun

The majority of women who develop breast cancer are under retirement age. Therefore, occupational functioning and employment are issues of significant concern. Breast cancer-related lymphedema (BCRL) is one of the major treatment complications for breast cancer patients and it has been shown to be associated with adverse work outcomes. This study is one of the first to ask "how and why" lymphedema may interact with breast cancer survivors' return-to-work. The International Classification of Functioning, Disability, and Health (ICF), which was adopted to guide research design and analysis of data related to health outcomes, was used as a platform for thinking about the phenomenon of return-to-work. Case study methodologies drawn from Yin's (2014) definition were employed in this dissertation study. Thirteen women with BCRL were enrolled in this study. Participants completed a survey and then participated in a sixty-minute semi-structured individual interview. The results suggested that the return-to-work experience was shaped by interactions of the disease processes, the work activities required, the individual, and an array of environmental factors. Four main themes emerged: 1) BCRL affects physical and emotional functioning associated with work; 2) On-going treatment for BCRL creates challenges for work; 3) Environmental factors affect the work experience; and 4) Personal factors play a key role in adjusting to return-to-work. The findings shared considerable agreement with ICF model and suggested new perspectives towards understanding the model. This study suggests implications for BCRL education, clinical practice, health policy, and research.


2016 ◽  
Vol 3 (1) ◽  
Author(s):  
Suhas Roy ◽  
Swapan Kumar Roy

Job satisfaction of college teachers are affected by personal factors of the teachers, institutional factors and environmental factors. Environmental factors are other than personal (related with the teacher) or institutional (related with the college and the persons related with the college) factors. These include system variables like government policies, economic conditions of the state and the country, policies of the parental bodies like UGC, MHRD, Higher Educational Council, and affiliating university. In this paper, environmental factors of job satisfaction of college teachers have been considered to examine if they are significant determinants of job satisfaction. These include PBAS, Pay-packet system, ROPA, age of superannuation, transfer policy, increments for higher qualifications, unemployment problem, examination and students ’ union election are expected to have significant contributions on job satisfaction of the college teachers. The results show that teachers’ career related environment factors are significant in determining job satisfaction of college teachers. Similarly, students’ behaviour under certain circumstances is also found to be significant.


Author(s):  
Ji-Hye Kim

This study aims to identify the factors associated with smartphone addiction tendency in Korean adolescents. A convenience sample of 502 students from four middle schools participated in the survey for the assessment of demographic, personal factors (resilience and academic stress), environmental factors (parental support, teacher support, friend support, and bullying victimization), as well as smartphone addiction tendency. Smartphone addiction tendency was determined based on the Smartphone Addiction Proneness Scale for Youth (SAPS) criteria developed by Kim et al. The collected data were analyzed using descriptive statistics, chi-squared test, t-test, Pearson’s correlation coefficients, and hierarchical logistic regression. Among the adolescents, 17.9% were in the smartphone addiction tendency group. The factors associated with smartphone addiction tendency were subjective economic level, academic stress, parental support, and bullying victimization. Based on the findings of this study, it is considered necessary to approach smartphone addiction management considering personal factors as well as environmental factors.


2021 ◽  
Vol 2 ◽  
Author(s):  
Marie Cuenot

The aim of this research is two-fold. Firstly, mapping the GEVA items on to the ICF will allow identifying those items that are covered by the ICF and assist in improving the data collection process. Secondly this work will provide a first exploration of the items that are not covered by the ICF and that could lead to potential proposals for updating the ICF. The preliminary results show that the items of the GEVA 2008 general version are partly covered by the ICF 2017 Browser version categories. In every section of the GEVA, some of the items might be coded with ICF codes coming from the following ICF components: Body functions, Activities and Participation, Environmental factors, Personal factors. The items of the section 6 remains those mostly covered by the ICF. Throughout the GEVA, many environmental factors are documented. Although further analysis is needed to better inform the use of qualifiers (performance, capacity, satisfaction) together with the activities and the environmental factors, the identified ICF codes could assist in improving the data collection process. Finally, some items might be discussed to become potential ICF updates proposals.


2021 ◽  
Vol 28 (3) ◽  
pp. 265-281
Author(s):  
Nils Høgevold ◽  
Rocio Rodriguez ◽  
Göran Svensson ◽  
Carmen Otero-Neira

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