Sales organizations on the path of digitalization – A reflection from Germany, Finland and Austria

2021 ◽  
pp. 24-29
Author(s):  
Margarethe Uberwimmer ◽  
Pia Hautamäki ◽  
Stefan Wengler ◽  
Robert Fureder
Keyword(s):  
Sales Force ◽  
Digital Transformation ◽  
Face To Face ◽  
Speed Of Response ◽  
Sales Process ◽  
The Status ◽  
Sales Organizations ◽  
Sales Pitch ◽  
Depth Interviews ◽  
Executives And Managers

Companies are either proactively driving the digital transformation or are forced to digitalize by markets and ecosystems. In order to identify the status about the digital transformation of sales in practice and to get deeper knowledge about treated areas in sales and challenges on the path of digitalization, in-depth interviews of sales executives and managers of more than 50 internationally operating companies in three countries Germany, Finland and Austria were conducted in this research. The results show that one major goal for companies is to accelerate digitizing processes as digitalization helps to work more efficiently. Access to systems is necessary, hence investments in digitalization are seen as sustainable and absolutely essential for to serve B2B customers today. Digital tools lead to adaptions in the sales process as with support sales processes and sales management. Accelerated also by the COVID-19 crisis, face-to-face customer visits have been reduced even more and online meetings have increased as the speed of response has become more and more important. Finally, the necessary skill set of a sales force has to be adapted, which has to be further researched in the future, having support of higher education institutions being the order of the day. Companies have realized that a good sales pitch does not necessarily need to be in person, due to new virtual technologies.

scholarly journals Interaksi Virtual Remaja Di Media Sosial

2018 ◽  
Vol 6 (1) ◽  
Author(s):  
Indrianti Azhar
Keyword(s):  
Social Media ◽  
Virtual World ◽  
Symbolic Interaction ◽  
Face To Face ◽  
Virtual Ethnography ◽  
The Status ◽  
Virtual Interaction ◽  
Media Interaction ◽  
Data Validity ◽  
Depth Interviews

The study is titled " Virtual Interaction of Teen on Social Media". The purpose of this study was to find out the meaning of Facebook social media for adolescents as a medium of communication in the virtual world, how teenagers express themselves through social media and show the symbol of virtual interacting contemporary teen-age.  The theory in this study is the symbolic interaction with the methodology of virtual ethnography. Techniques of determining informants using snowball technique that is through the recommendation of facebook users among adolescents aged 15-18 Years in Cilegon City. Data collection techniques are done by direct observation, in-depth interviews, and documentation. While virtual ethnographic observations are done online and offline. Online observations of researchers interact with resource persons in social media, offline researchers face to face with sources. Triangulation of sources is used in the technique of data validity. The results of this study's first teenage interpreting Facebook as an entertainment, interaction and media interaction in the virtual world. Second, teenagers can express themselves through the status update activity with slang, upload photos with "contemporary" pose and intensity of interaction by chatting to forget the time, and the dependence of updates in social media facebook.

SISTEM INFORMASI PENJUALAN DENGAN MENERAPKAN METODE SALES FORCE AUTOMATION

2019 ◽  
Vol 20 (3) ◽  
pp. 214-223
Author(s):  
Vivi Sahfitri
Keyword(s):  
Information System ◽  
Customer Service ◽  
Sales Force ◽  
Sales Force Automation ◽  
Sales Process ◽  
Marketing Area ◽  
Consumer Dissatisfaction ◽  
Product Manufacturer ◽  
The Way

The sales process is the most important part of the product manufacturer or the company being ditributor. Conventional sales system by the way telephone or consumer come directly to know the available or not the product needed to make consumers should take the time to do that. Such conditions can also lead to consumer dissatisfaction especially if the desired item is unavailable. Dissatisfaction with customer service can affect the indication of declining sales turnover. For that, the company needs a website-based sales information system that can be accessed by consumers anytime and anywhere so that it can expand its marketing area, and can facilitate salespeople to conduct promotions to Community. This research produces the sales information system by implementing a sales Force Automation (SFA) method which is expected to maximize the sales and focus of services to customers.

Young Adults’ Contextualization of Environmental and Sustainability Issues: A Critical Issue for Environmental Education Intervention

2018 ◽  
Vol 3 (1) ◽  
Author(s):  
Anthony KOLA-OLUSANYA
Keyword(s):  
Young Adults ◽  
Environmental Education ◽  
Lived Experiences ◽  
Critical Issue ◽  
Decision Makers ◽  
Research Approach ◽  
Face To Face ◽  
Research Questions ◽  
Depth Interviews ◽  
Insight Into

As soon as decision makers are expected to make differences towards sustainable future, young adults’ ability to make informed and sound decisions is considered essential towards securing our planet. This study provides an insight into young adults’ knowledge of key environment and sustainability issues. To answer the key research questions, data were obtained using a qualitative phenomenographic research approach and collected through 18 face-to-face in-depth interviews with research participants. The findings of this study suggest that young adults lived experiences that play a huge role in their level of awareness of topical environmental and sustainability issues critical to humanity’s future on earth. 

scholarly journals Deferred Action for Childhood Arrivals (DACA) medical students – an examination of their journey and experiences as medical students in limbo

2021 ◽  
Vol 21 (1) ◽  
Author(s):  
Christina Gillezeau ◽  
Wil Lieberman-Cribbin ◽  
Kristin Bevilacqua ◽  
Julio Ramos ◽  
Naomi Alpert ◽  
...  
Keyword(s):  
Medical Students ◽  
Medical School ◽  
First Year ◽  
Convenience Sample ◽  
Student Sample ◽  
Medical Specialties ◽  
Residency Programs ◽  
Deferred Action ◽  
The Status ◽  
Depth Interviews

Abstract Background Although the value of DACA medical students has been hypothesized, no data are available on their contribution to US healthcare. While the exact number of DACA recipients in medical school is unknown, DACA medical students are projected to represent an increasing proportion of physicians in the future. The current literature on DACA students has not analyzed the experiences of these students. Methods A mixed-methods study on the career intentions and experiences of DACA medical students was performed utilizing survey data and in-depth interviews. The academic performance of a convenience sample of DACA medical students was compared to that of matriculated medical students from corresponding medical schools, national averages, and first-year residents according to specialty. Results Thirty-three DACA medical students completed the survey and five participated in a qualitative interview. The average undergraduate GPA (SD) of the DACA medical student sample was 3.7 (0.3), the same as the national GPA of 2017–2018 matriculated medical students. The most common intended residency programs were Internal Medicine (27.2%), Emergency Medicine (15.2%), and Family Medicine (9.1%). In interviews, DACA students discussed their motivation for pursuing medicine, barriers and facilitators that they faced in attending medical school, their experiences as medical students, and their future plans. Conclusions The intent of this sample to pursue medical specialties in which there is a growing need further exemplifies the unique value of these students. It is vital to protect the status of DACA recipients and realize the contributions that DACA physicians provide to US healthcare.

scholarly journals Towards the Development of Sustainable Tourism in Pakistan: A Study of the Role of Tour Operators

2021 ◽  
Vol 13 (9) ◽  
pp. 4902
Author(s):  
Zia Ullah ◽  
Rana Tahir Naveed ◽  
Atta Ur Rehman ◽  
Naveed Ahmad ◽  
Miklas Scholz ◽  
...  
Keyword(s):  
Sustainable Tourism ◽  
Developed Countries ◽  
Least Developed Countries ◽  
Face To Face ◽  
Phone Calls ◽  
The Government ◽  
Social Environmental ◽  
Sole Criterion ◽  
Depth Interviews

The literature on sustainable tourism is scant, particularly in the least developed countries. Very few studies touch upon the concept and no holistic theoretical or conceptual frameworks around the idea of sustainable tourism have been formulated. This study aims at exploring the role of tour operators in developing sustainable tourism in Pakistan and how the tour operators (TOs) conceive their role in this regard. TOs were reached through phone calls, emails, and virtual sources as face-to-face interviews were not possible due to COVID-19 pandemic and restrictions on travel by the government. In-depth interviews were conducted to gather data. Results suggest that the TOs although realize the importance of social, environmental, and economic dimensions of tourism on the communities but have no management systems in place to cater accordingly. There are no incentives in place by the government facilitate TOs to design and implement such systems. The TOs do not select a destination based on Global Sustainable Tourism Council criterion, but rather the selection of destination is mostly demand-based and profit-oriented. The study suggests that corporate profit motive is the sole criterion for decision making and is one of the major causes impeding sustainable tourism in Pakistan. The role of TOs in developing sustainable tourism is vague as the TOs do not have any systems in place to implement sustainable models. The study recommends that efforts need to be put in place to incentivize sustainable tourism in Pakistan and proper laws should be set forth by the authorities to comply by the TOs. The role of TOs is important and understood, however, there is a need to put proper systems in place.

Beekeeping as a family artisan entrepreneurship business

2019 ◽  
Vol 25 (4) ◽  
pp. 717-730 ◽  
Author(s):  
Veland Ramadani ◽  
Robert D. Hisrich ◽  
Leo-Paul Dana ◽  
Ramo Palalic ◽  
Laxman Panthi
Keyword(s):  
Family Business ◽  
Transition Economy ◽  
Rural Families ◽  
Research Approach ◽  
Full Time ◽  
Western Balkans ◽  
Content Type ◽  
Face To Face ◽  
Part Time ◽  
Depth Interviews

Purpose Throughout Macedonia, beekeeping is becoming popular regardless of ethnicity. Studying ethnicity, the purpose of this paper is to determine what beekeepers in Macedonia thought in their own words about their beekeeping entrepreneurship. The objective is to identify whether motivations of ethnic Albanian beekeepers in Macedonia were the same or different compared to those of ethnic Macedonians in the same country, and if different, how. Design/methodology/approach To accomplish this objective, in-depth interviews were conducted with 40 beekeepers in Macedonia. A total of 29 interviews were conducted face-to-face and the other 11 by phone. The first set of interviews took place between December 2016 and February 2017, followed by more interviews in June 2017. In total, 27 respondents said they were ethnic Albanians, and 13 identified themselves as ethnic Macedonians. Also, ten respondents were women. While eight were full-time beekeepers, 32 were part-time beekeepers. Findings The results indicated that beekeeping businesses play a significant role in the transition economy of Macedonia. Beekeeping provides additional earnings that support rural families and keeps them financially stable. The majority of both Albanians and Macedonians understood that beekeeping on a part-time job basis provided a needed supplement to their income. Some part-time beekeepers are also working as auto-mechanics, locksmiths, medical doctors, restaurant/cafeteria owners, and tailors. A few in the sample were retired from their jobs or full-time beekeepers. An important difference between ethnic Albanian beekeepers and ethnic Macedonians in Macedonia is that the majority of ethnic Albanian participants see beekeeping as following in “my father’s footsteps”, while most Macedonians were motivated by the perceived opportunity of having a good business. Research limitations/implications Limitations of the research are twofold. First, financial data of family beekeeping are not available, which would be useful in determining the contribution made to economic development. It is common, especially in transition economies such as the western Balkans, that financial results are very sensitive to their owners. Second, unavailable databases for beekeepers make any quantitative approach difficult, if not impossible, resulting in most research using the qualitative research approach. Originality/value This paper is one of the first to treat beekeeping as a form of artisan entrepreneurship, which also contributes to the understanding of family business. As in other countries, the important and operation of the family business among family members in Macedonia is passed from generation to generation. The results of this research revealed the value of networking, which was found to be very important to income. For beekeepers to develop, grow, and be branded in the community, networking is an important ingredient.

Identifying key network characteristics for agricultural innovation: A multisectoral case study approach

2018 ◽  
Vol 47 (1) ◽  
pp. 19-26
Author(s):  
Evelien Lambrecht ◽  
Maarten Crivits ◽  
Ludwig Lauwers ◽  
Xavier Gellynck
Keyword(s):  
Success Factors ◽  
Knowledge Exchange ◽  
Group Discussions ◽  
Agricultural Innovation ◽  
Network Characteristics ◽  
Face To Face ◽  
Study Approach ◽  
Innovation Characteristics ◽  
Depth Interviews

This article identified network characteristics critical for successful agricutural innovations within networks, or a set of interrelated organizations aiming at knowledge exchange for innovations. To explore key success factors, the research questioned how networks cope with innovation characteristics and combined network characteristics with four innovation characteristics in four agricultural sub-sectors. Data were collected from in-depth interviews with farmers and network coordinators and from focus group discussions with farmers active in Flanders, the northern part of Belgium. Factors particularly helpful for success in agricultural innovation networks include numerous contacts, integration of knowledge providers in the network structure, face-to-face communication, a self-initiated coalition and surpassing innovation beyond the mere agricultural level, through collaboration with people from outside the sector. The findings are useful for academics, network coordinators and network members, possibly leading to a higher innovation performance via networking.

KHL: Consulting for Managing Sales Force Attrition (A)

2018 ◽  
Vol 15 (2_suppl) ◽  
pp. S25-S43
Author(s):  
Unnikrishnan K Nair ◽  
Keyoor Purani
Keyword(s):  
Qualitative Data ◽  
Sales Force ◽  
Top Management ◽  
Focus Group Discussions ◽  
Group Discussions ◽  
Hr Management ◽  
Large Pharmaceutical Company ◽  
Management School ◽  
Depth Interviews ◽  
Dynamic Interplay

Kalpak Healthcare Limited (KHL), a large pharmaceutical company in the southern part of India, once faced severe sales force turnover in its Life Branded Medications SBU, popularly called the Branded SBU (B-SBU). It became an issue of highest concern to the top management of KHL; so they appointed a team of consultants from a premier management school in the region to study the issue and recommend possible solutions and strategies. Over a period of 6 months, the consultants conducted extensive research—studying internal company records, analysing the industry and external environment, gathering qualitative data through in-depth interviews (DIs) and focus group discussions (FGDs) among KHL employees and executing a division-wide quantitative survey labelled as Manpower Mood Meter (M3) among the field executives—and finally came up with recommendations. The case is organized as two independent, successive ones—A and B. Case (A) describes the consultants’ engagement with KHL and ends with them pondering over the types of analyses to be done with the huge volume of data they had collected. Case (B) details the kinds of analyses they actually do and the inferences they draw. The set of recommendations the consultants finally make to the KHL top management is given in the epilogue of the teaching note. The critical value of this case lies in its ability to open up the students’ minds to the dynamic interplay of multiple factors—individual, managerial, organizational, industrial-contextual and historical—that holistically affect a phenomenon like ‘attrition’ in organizations. This could perhaps also be one of those rare cases that makes use of the principles of System Dynamics in a real, applied and combined context of marketing and human resource (HR) management.

scholarly journals The Trials and Tribulations of Applied Triangulation: Weighing Different Data Sources

2016 ◽  
Vol 12 (2) ◽  
pp. 166-181 ◽  
Author(s):  
Florian G. Kern
Keyword(s):  
Quantitative Research ◽  
Political Power ◽  
Data Sources ◽  
Qualitative And Quantitative ◽  
Practical Research ◽  
The Status ◽  
Analytical Strategies ◽  
Depth Interviews ◽  
Shed Light ◽  
Illustrative Application

Researchers employ triangulation to increase the validity of inference in qualitative and quantitative research. Leuffen, Shikano, and Walter have presented guidance as to which strategies to use when triangulating data sources. In this article, I explore how their findings can be translated for practical research purposes. I offer an illustrative application concentrating on the political power of traditional political authorities in Uganda and Tanzania. I analyze the status quo of political power and the preferred political power of traditional leaders. To triangulate, I use three sources: (1) constitutional-legal texts, (2) the Afrobarometer survey, and (3) in-depth interviews. I shed light on possible problems and analytical strategies for triangulation in practice, with a specific focus on convergence and divergence of sources.

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