scholarly journals Clients´ Perceptions of Sales Force Expert Power

2019 ◽  
Author(s):  
◽  
Stefan Fricke
Keyword(s):  
Decision Making ◽  
Information Exchange ◽  
Sales Force ◽  
Power Relationship ◽  
Product Knowledge ◽  
Expert Power ◽  
Exit Barriers ◽  
Customer Trust ◽  
Business Customers ◽  
Sales Forces

Expert power is based on the awareness that a person in a power relationship possesses valuable knowledge, information, or skills (Raven, 1992, 2008). It builds customer trust, long-term relationships, customer satisfaction, loyalty, and exit barriers. The buyer´s preferences for a product or solution are shaped by sales force expert power (Doney & Cannon, 1997; Clauss & Bouncken, 2018). With these preferences, the buyer participates in the decision-making process, where the mechanisms of organisational buying find application. However, what remains unclear is which attributes a buying centre specifically associates with sales force expert power, when and how the perception of sales force expert power alters in the buying process, also which factors are responsible for it are issues that have not yet been discussed in the context of group decision-making in buying centres, and finally to what extent does sales force expert power influences the decision frame of each member of the buying centre. To address these gaps, the aim of the study is to create an approach by which sales forces can consciously manage and enhance the clients´ perceptions of sales force expert power. For this purpose, Alpha Software customers from various industries were interviewed immediately after their purchase decision regarding the perception of sales force expert power and what influence this perception had on the buying centre’s decision. The findings of the study indicate an overload of sales force expert power can lead to mistrust and uncertainty. The perception of sales force expert power is important in all stages of the buying process. In early stages product knowledge is perceived more strongly while the perception of change knowledge in final stages predominates. Information exchange and recommendations lose their impact due to an unprofessional approach to change which minimises the perception of expert power significantly. Due to the intensity of change and how the change is perceived the perception of sales force expert power alters. Business customers, unlike consumers, expect a professional approach to change rather than benevolence. The interviewed clients perceive the software conversion project as a change project and expect the sales force to be approached and addressed accordingly. Change knowledge is cited as an important attribute for sales force expert power, which can advance the clients´ perceptions of sales force expert power.

scholarly journals Shared clinical decision-making experiences in nursing: a qualitative study

BMC Nursing ◽  
2021 ◽  
Vol 20 (1) ◽  
Author(s):  
Fen-Fang Chung ◽  
Pao-Yu Wang ◽  
Shu-Chuan Lin ◽  
Yu-Hsia Lee ◽  
Hon-Yen Wu ◽  
...  
Keyword(s):  
Decision Making ◽  
Nursing Education ◽  
Nursing Staff ◽  
Information Exchange ◽  
Clinical Decision Making ◽  
Medical Center ◽  
Clinical Decision ◽  
Sociocultural Factors ◽  
Patient Centered ◽  
Clinical Nursing

Abstract Background Shared decision making (SDM) is a patient-centered nursing concept that emphasizes the autonomy of patients. SDM is a co-operative process that involves information exchange and communication between medical staff and patients for making treatment decisions. In this study, we explored the experiences of clinical nursing staff participating in SDM. Methods This study adopted a qualitative research design. Semistructured interviews were conducted with 21 nurses at a medical center in northern Taiwan. All interview recordings were transcribed verbatim. Content analysis was performed to analyze the data. Results The findings yielded the following three themes covering seven categories: knowledge regarding SDM, trigger discussion and coordination, and respect of sociocultural factors. Conclusions The results of this study describe the experiences of clinical nursing staff participating in SDM and can be used as a reference for nursing education and nursing administrative supervisors wishing to plan and enhance professional nursing SDM in nursing education.

Information Exchange (IE) Among Multi-Stakeholders for Improving Decision Making

2021 ◽  
Author(s):  
◽  
Ali Bazarah
Keyword(s):  
Decision Making ◽  
Information Exchange ◽  
Qualitative Evaluation ◽  
Decision Making Process ◽  
Actual Behavior ◽  
Good Theory ◽  
Multiple Stakeholders ◽  
Web Based ◽  
Mixed Methods Approach ◽  
Needed Information

Information Exchange (IE) is an important area of research in Information System (IS), yet there is a lack of theory that explains it. Existing studies usually borrow different theories from other fields to explain IE, but these theories describe the aspects that are associated with IE, not the actual behavior of IE. Additionally, a framework that guides the design of an IE platform to support IE among multiple stakeholders with the purpose of improving the decision-making process does not exist. To address these literature gaps, this dissertation first proposes a theory of Information Exchange (ToIE) to explain IE behavior and its impact on the decision-making process among multi-stakeholders. A qualitative evaluation of ToIE demonstrates that it meets the virtues of a good theory. Second, this dissertation develops an Information Exchange Decision Support (IEDS) framework that can guide the design of IE platforms for multiple stakeholders. The qualitative evaluation shows that the IEDS framework is useful for identifying the stakeholders, specifying the needed information to be exchanged, and maintaining the needed system factors necessary for IE. The IEDS framework is further instantiated to an IE platform named SES-IE. The SES-IE platform is a web-based application that facilitates the information exchange among scholarship organizations, employers, and students, and supports their decision-making process. The SES-IE platform was evaluated using a mixed-methods approach to measure the usability, usefulness, and satisfaction of the system. The successful instantiation of the SES-IE platform shows that the IEDS framework is useful for building an effective IE platform. This dissertation makes theoretical and practical contributions.

scholarly journals Making spaces for co-production: collaborative action for settlement upgrading in Harare, Zimbabwe

2018 ◽  
Vol 30 (2) ◽  
pp. 519-536 ◽  
Author(s):  
Wayne Shand
Keyword(s):  
Decision Making ◽  
Urban Development ◽  
Low Income ◽  
Service Provider ◽  
Urban Poor ◽  
Power Relationship ◽  
Development Activity ◽  
Joint Decision ◽  
Collaborative Action ◽  
Service Consumer

To make co-production work as a strategy for urban development, and to establish a basis for collaborative action, states and organized communities must find a way to manage their unequal power relationship. Effective partnerships, constructed through projects of co-production, require participants to move beyond institutionally defined roles of service provider and service consumer to forge new terms for collaboration and spaces for joint decision-making. The processes of making space for co-production can be centrally important to establishing the legitimacy of development activity that includes the urban poor as stakeholders. Drawing from research undertaken in Harare, Zimbabwe, this paper examines how a memorandum of understanding was used to frame dialogue between community and state actors and facilitate co-production of housing and infrastructure in a low-income settlement.

scholarly journals Pet owners’ and veterinarians’ perceptions of information exchange and clinical decision-making in companion animal practice

PLoS ONE ◽  
2021 ◽  
Vol 16 (2) ◽  
pp. e0245632
Author(s):  
Natasha Janke ◽  
Jason B. Coe ◽  
Theresa M. Bernardo ◽  
Cate E. Dewey ◽  
Elizabeth A. Stone
Keyword(s):  
Decision Making ◽  
Focus Groups ◽  
Information Exchange ◽  
Clinical Decision Making ◽  
Current Knowledge ◽  
Exchange Process ◽  
Clinical Decision ◽  
Decision Making Process ◽  
Pet Owners ◽  
Pet Owner

One of the most complex aspects of the veterinarian-client-patient interaction is the clinical decision-making process. Research suggests that the approach to communication used by veterinarians can impact veterinary clients’ involvement in the decision-making process and their ultimate satisfaction. Using different approaches to the decision-making process may affect how information is exchanged and consequently how decisions are made. The objective of this study was to determine pet owners’ expectations with respect to information exchange and decision-making during veterinarian-client-patient interactions and to compare veterinarians’ perceptions of those expectations and the challenges they face in meeting them. Five pet owner focus groups (27 owners) and three veterinarian focus groups (24 veterinarians) were conducted with standardized open-ended questions and follow-up probes. Thematic analysis of the transcribed data was conducted to identify trends and patterns that emerged during the focus groups. Three pet owner-based themes were identified: 1) understanding the client; 2) providing information suitable for the client; and 3) decision-making. In addition, three barriers for veterinarians affecting information exchange and decision-making were identified: 1) time constraints; 2) involvement of multiple clients; and 3) language barriers. Results suggest that pet owners expect to be supported by their veterinarian to make informed decisions by understanding the client’s current knowledge, tailoring information and educating clients about their options. Breakdowns in the information exchange process can impact pet owners’ perceptions of veterinarians’ motivations. Pet owners’ emphasis on partnership suggests that a collaborative approach between veterinarians and clients may improve client satisfaction.

scholarly journals Pengaruh Product Knowledge, Brand Image, dan Brand Ambassador Terhadap Keputusan Pembelian Top White Coffe Mahasiswa FEBI IAIN Kudus 2016-2017

2020 ◽  
Vol 8 (2) ◽  
pp. 253
Author(s):  
Suparwi Suparwi ◽  
Syarifatul Fitriyani
Keyword(s):  
Decision Making ◽  
Regression Analysis ◽  
Linear Regression ◽  
Quantitative Research ◽  
Brand Image ◽  
Linear Regression Analysis ◽  
Multiple Linear Regression Analysis ◽  
Product Knowledge ◽  
Purchasing Decisions ◽  
Analysis Technique

<p>This research aims to find the effect of produck knowledge, brand image, brand ambassador against purchasing decisions top white coffie products in students of the faculy of economics and Islamic busines (FEBI) IAIN Kudus 2016-2017. Many factors motivate consumers to make purchasing decisions. Purchasing decisions are consumer behavior in deciding whether to buy a product or not. Usually consuimers will consider before going to decide on a purchase a product that will buy. This research uses quantitative research, the population in this study amounted to 1.091 Student. While the sample used 92 student. The analysis technique uses multiple linear regression analysis. The results of this study indicate that product knowledge has an effect on purchasing decisions. Brand image affects purchasing decisions and brand ambassador influences decision making. And together Product Knowledge, Brand Image, Brand Ambassador influence purchasing decisions.</p>

scholarly journals The Simulated Group Response Paradigm: A new approach to the study of opinion change in Delphi and other structured-group techniques

2020 ◽  
Author(s):  
Fergus Bolger ◽  
Gene Rowe ◽  
Ian Belton ◽  
Megan M Crawford ◽  
Iain Hamlin ◽  
...  
Keyword(s):  
Decision Making ◽  
Information Exchange ◽  
Subsequent Development ◽  
Judgment And Decision Making ◽  
Internet Applications ◽  
New Approach ◽  
Experimental Control ◽  
Opinion Change ◽  
Group Response ◽  
Nominal Groups

Groups provide several benefits over individuals for judgment and decision making, but they suffer from problems too. Structured-group techniques, like Delphi, use strictly controlled information exchange between individuals to retain positive aspects of group interaction, while ameliorating negative. These methods regularly use ‘nominal’ groups that interact in a remote, distributed, and often anonymous manner, thus lending themselves to internet applications, with a consequent recent increase in popularity. However, evidence for the utility of the techniques is scant, major reasons for which being difficulties maintaining experimental control and logistical problems in recruiting sufficient empirical ‘groups’ to produce statistically meaningful results. As a solution, we present the Simulated Group Response Paradigm, where individual responses are first elicited in a pre-study – or created by the experimenter – then subsequently fed back to highly-controlled simulated groups. This paradigm facilitates investigation of factors leading to virtuous opinion change in groups, and subsequent development of structured-group techniques.

scholarly journals Exploring the role of the Care and Health Information Exchange (CHIE) in clinical decision-making: a realist evaluation

2020 ◽  
Author(s):  
Philip Scott ◽  
Elisavet Andrikopoulou ◽  
Haythem Nakkas ◽  
Paul Roderick
Keyword(s):  
Decision Making ◽  
Health Information ◽  
Information Exchange ◽  
Healthcare Professionals ◽  
Clinical Decision Making ◽  
Social Care ◽  
Health Information Exchange ◽  
Clinical Decision ◽  
Health And Social Care ◽  
The Impact

Background: The overall evidence for the impact of electronic information systems on cost, quality and safety of healthcare remains contested. Whilst it seems intuitively obvious that having more data about a patient will improve care, the mechanisms by which information availability is translated into better decision-making are not well understood. Furthermore, there is the risk of data overload creating a negative outcome. There are situations where a key information summary can be more useful than a rich record. The Care and Health Information Exchange (CHIE) is a shared electronic health record for Hampshire and the Isle of Wight that combines key information from hospital, general practice, community care and social services. Its purpose is to provide clinical and care professionals with complete, accurate and up-to-date information when caring for patients. CHIE is used by GP out-of-hours services, acute hospital doctors, ambulance service, GPs and others in caring for patients. Research questions: The fundamental question was How does awareness of CHIE or usage of CHIE affect clinical decision-making? The secondary questions were What are the latent benefits of CHIE in frontline NHS operations? and What is the potential of CHIE to have an impact on major NHS cost pressures? The NHS funders decided to focus on acute medical inpatient admissions as the initial scope, given the high costs associated with hospital stays and the patient complexities (and therefore information requirements) often associated with unscheduled admissions. Methods: Semi-structured interviews with healthcare professionals to explore their experience about the utility of CHIE in their clinical scenario, whether and how it has affected their decision-making practices and the barriers and facilitators for their use of CHIE. The Framework Method was used for qualitative analysis, supported by the software tool Atlas.ti. Results: 21 healthcare professionals were interviewed. Three main functions were identified as useful: extensive medication prescribing history, information sharing between primary, secondary and social care and access to laboratory test results. We inferred two positive cognitive mechanisms: knowledge confidence and collaboration assurance, and three negative ones: consent anxiety, search anxiety and data mistrust. Conclusions: CHIE gives clinicians the bigger picture to understand the patient's health and social care history and circumstances so as to make confident and informed decisions. CHIE is very beneficial for medicines reconciliation on admission, especially for patients that are unable to speak or act for themselves or who cannot remember their precise medication or allergies. We found no clear evidence that CHIE has a significant impact on admission or discharge decisions. We propose the use of recommender systems to help clinicians navigate such large volumes of patient data, which will only grow as additional data is collected.

Mechanisms for Indigenous Representation, Participation and Consultation in Constitutional Systems: International Examples to Inspire Chile

2021 ◽  
Author(s):  
Shireen Morris
Keyword(s):  
Decision Making ◽  
Indigenous Peoples ◽  
Power Relationship ◽  
Political Systems ◽  
Constitutional Convention ◽  
Constitutional Design ◽  
State Institutions ◽  
Indigenous Representation ◽  
Institutional Structures ◽  
First Time

Indigenous peoples in Chile have suffered dispossession and discrimination by colonizing forces, like many Indigenous peoples globally, and did not have a fair say in the development of successive constitutions establishing new political systems on their land. In the October 2020 referendum, Chileans voted to create a new constitution. This presents an opportunity for Indigenous peoples to create a fairer power relationship with the Chilean state. For the first time, the constitutional convention includes a specific quota for 17 Indigenous representatives. This will enable Indigenous peoples to contribute to the constitutional design process. This report presents comparative examples of self-determinative institutional mechanisms that empower Indigenous peoples to be heard by and influence decision making in state institutions. The focus of the paper is on options for institutional structures that enable Indigenous representation, participation and consultation with respect to Indigenous peoples’ own affairs.

A New Approach to Generate Hospital Data Warehouse Schema

2016 ◽  
pp. 84-115 ◽  
Author(s):  
Nouha Arfaoui ◽  
Jalel Akaichi
Keyword(s):  
Decision Making ◽  
Data Warehouse ◽  
Information Exchange ◽  
Data Sources ◽  
Healthcare Industry ◽  
Schema Integration ◽  
Hospital Data ◽  
New Approach ◽  
Similar Elements ◽  
Existing Data

The healthcare industry generates huge amount of data underused for decision making needs because of the absence of specific design mastered by healthcare actors and the lack of collaboration and information exchange between the institutions. In this work, a new approach is proposed to design the schema of a Hospital Data Warehouse (HDW). It starts by generating the schemas of the Hospital Data Mart (HDM) one for each department taking into consideration the requirements of the healthcare staffs and the existing data sources. Then, it merges them to build the schema of HDW. The bottom-up approach is suitable because the healthcare departments are separately. To merge the schemas, a new schema integration methodology is used. It starts by extracting the similar elements of the schemas and the conflicts and presents them as mapping rules. Then, it transforms the rules into queries and applies them to merge the schemas.

The business-to-business inside sales force: roles, configurations and research agenda

2020 ◽  
Vol 54 (5) ◽  
pp. 1025-1060 ◽  
Author(s):  
Stefan Sleep ◽  
Andrea L. Dixon ◽  
Thomas DeCarlo ◽  
Son K. Lam
Keyword(s):  
Organizational Structure ◽  
Research Agenda ◽  
Academic Research ◽  
Job Demands ◽  
Sales Force ◽  
Future Research ◽  
Content Type ◽  
The Impact ◽  
Sales Forces ◽  
Business To Business

Purpose This study aims to explore the changing nature of the inside sales role and the individual capabilities required for success. Additionally, it examines the influence of organizational structure on inside sales force capabilities. Although business-to-business firms are investing heavily in inside sales forces, academic research lags behind this evolution. Design/methodology/approach Using a two-study qualitative approach, the authors examine contemporary inside sales forces’ responsibilities and operational configurations. Study 1 uses a cross-industry sample of sales leaders and professionals to examine roles and responsibilities. Study 2 used the second sample of sales leaders and professionals to explore the impact of various organizational configurations. Findings The study identifies important differences between inside and outside salespeople in terms of job demands and resources; inside salespeople’s greater reliance on sales technology and analytics than outside counterparts; and existing control systems’ failure to provide resources and incentives to match with inside salespeople’s increasing strategic benefits and job demands. The study also explores four distinct inside–outside configurations. The differences among these configurations help to explain the distinct benefits and costs of each configuration regarding the company, customer and intra sales force processes, which, in turn, determine inside salespeople’s strategic benefits and job demands. Research limitations/implications The authors discuss the theoretical implications of these findings for research on the evolving roles and capabilities of the inside sales force; antecedents and consequences of firms’ choice of inside–outside sales force configurations; and the impact of technology and the inside sales force. They propose a research agenda that includes a series of specific future research questions. Practical implications This study informs managers of the unique role of the inside sales force and how it differs from their outside counterpart. The results inform managers of the issues inherent to various inside sales configurations, helping them determine, which configuration best addresses their customers’ needs. Originality/value This research provides a detailed, updated account of the differences between inside and outside sales forces and the benefits/costs of major inside–outside sales force configurations. Drawing from job demands-resources, organizational structure and strategy-context fit theories, the authors develop research propositions about the underlying structural differences of inside-outside sales force configurations; how these differences drive the inside sales force’s increasing strategic benefits and job demands; and organizational choice of inside sales force configurations. A research agenda is then presented.

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