scholarly journals Psychological Type and Sales Orientation-Customer Orientation

1970 ◽  
Vol 14 (1) ◽  
pp. 71-82
Author(s):  
Kenneth Bass ◽  
Frederic Hebert
Keyword(s):  
Customer Orientation ◽  
Psychological Type ◽  
Personality Types ◽  
Future Research ◽  
Exploratory Research ◽  
Business Firm ◽  
Marketing Concept ◽  
Psychological Types ◽  
Managerial Implications ◽  
And Training

A business firm expects that salespersons' degree of customer orientation will be compatible with the extent to which the firm itself has adopted the marketing concept. Customer orientation is an important behavior on the part of salespersons, yet it has received relatively little attention from organizational researchers. Differing psychological types show promise as a tool by which a salesperson S performance can be predicted. This exploratory research was designed to evaluate the relationships between individuals' psychological type preferences and their customer orientation. This study found Jungian psychological types to be significantly related to salespersons' customer orientation. These findings suggest that personality types can play a supplemental role in salesperson selection and training. Managerial implications and suggestions for future research are also presented.

scholarly journals Insights into the expectations of mobility students: the impact of Erasmus in their future professional careers

2017 ◽  
Author(s):  
Margarida M. Pinheiro ◽  
Dora Simões ◽  
Cláudia Amaral Santos ◽  
Sandra Filipe ◽  
Belem Barbosa ◽  
...  
Keyword(s):  
Learning Outcomes ◽  
Future Research ◽  
Exploratory Research ◽  
Group Approach ◽  
Professional Career ◽  
Exchange Program ◽  
Professional Careers ◽  
New Learning ◽  
Managerial Implications ◽  
The Impact

At the celebration of its 30th anniversary, Erasmus is recognised as the most successful exchange program ever implemented. The prospects of attaining a common European consciousness challenged the program's ability to blend together knowledge, attitudes and skills in a winning combination. It is no longer sufficient to communicate and integrate: mobility should actively foster skills to support students's professional career at national and international levels. Although literature on mobility is vast and interesting, studies on the impact of the mobility experience in the students' future employability profile rarely provide first-hand data on their expectations in this regard. This exploratory research comprises a qualitative focus group approach with Erasmus students during their exchange period in a Portuguese university and collected some insightful data on how students consider their mobility in terms of new learning outcomes, the professional value of the experience and the development of new skills. Results indicate that students seem to be quite aware of the positive implications of mobility in their professional careers and of the set of skills developed during that period. Overall, this article contributes to demonstrating the importance of assessing skills development during Erasmus mobility experiences. Managerial implications and suggestions for future research are provided.

scholarly journals Personality Type and Birth Order of Women Engineering Students

2019 ◽  
Vol 8 (4) ◽  
pp. 10932-10938
Keyword(s):  
Birth Order ◽  
Engineering Students ◽  
Personality Type ◽  
Personality Types ◽  
Future Research ◽  
Order Effects ◽  
Myers Briggs Type Indicator ◽  
Psychological Types ◽  
University Admission ◽  
Admission Policies

The present study attempted to assess the psychological types of women engineering students using MBTI (Myers Briggs Type Indicator) and to examine the effects of birth order on personality type. The participants (N=338) on the average scored high on extraversion, sensing, thinking and judging (ESTJ). The most identified personality types were Extraversion-Sensing-Thinking-Judging (ESTJ) and Extraversion-Sensing-Thinking-Perceiving (ESTP). The least common personality types were Introversion-Intuitive-FeelingPerceiving (INFP), and Introversion-Intuitive-Thinking-Judging (INTJ). Cross tabulation examined relationships between personality type and birth order. Results of the study indicated that birth order has bare minimal statistically insignificant effect on the personality type. The present study is anticipated to afford the higher education sector with pertinent information for framing the university admission policies with regards to the career path. Longitudinal studies, to determine an individual’s birth order effects on personality and other variables such as selfworth and contentment with life are recommended. Validation of the results of the study is possible with future research on a larger population of women pursuing varied disciplines

scholarly journals A Model of the Threats that Disreputable Behavior Present to Esports Sponsors

2021 ◽  
Vol 17 (1) ◽  
pp. 27-64
Author(s):  
Bruno Duarte Abreu Freitas ◽  
Ruth Sofia Contreras-Espinosa ◽  
Pedro Álvaro Pereira Correia
Keyword(s):  
High Risk ◽  
Online Survey ◽  
Sampling Method ◽  
Low Risk ◽  
Future Research ◽  
Exploratory Research ◽  
Medium Risk ◽  
Managerial Implications ◽  
Survey Results

Both esports sponsors and academia are not aware of how disreputable behavior in the esports scene can negatively affect their brands. Hence, this research aimed at identifying which types of disreputable behavior in competitive gaming present the biggest threats to esports sponsors. In this quantitative and exploratory research, a non-probability, purposive, and heterogeneous sampling method was employed to gather a sample of 1,592 esports fans who filled a closed-ended online survey. Results showed that illegal and unregulated gambling was a high-risk threat to esports sponsors; toxic behavior, match-fixing, and cheating were labeled as medium-risk threats; and sexism, cyberattacks, and doping were found to be low-risk threats. Besides being one of the first studies on esports sponsorships, which serves as a basis for future research in this market, the findings contribute to the sustainability of the esports industry and its sponsors. Managerial implications are also discussed.

scholarly journals Customer orientation and financial performance relationship: the mediating role of innovative capability

2020 ◽  
Vol 27 (4) ◽  
Author(s):  
Mirela Jeffman dos Santos ◽  
Marcelo Gattermann Perin ◽  
Cláudia Simões ◽  
Cláudio Hoffmann Sampaio
Keyword(s):  
Financial Performance ◽  
Customer Orientation ◽  
Future Research ◽  
Cross Sectional Survey ◽  
Cross Sectional ◽  
Technological Turbulence ◽  
Mediating Role ◽  
Innovative Capability ◽  
Managerial Implications

Abstract: Existing research establishes customer orientation (CO) per se as insufficient to achieve higher levels of financial performance (FP). Such reasoning suggests the need for additional skills and capabilities, such as, innovative capability (IC). In addition, environmental variables (e.g., Technological Turbulence – TT) affect these relationships. This paper explores the relationships and effects of CO and IC on FP under different TT conditions. A research framework and hypotheses were developed. The framework captures the following relationships: (i) the direct influence of CO on FP; (ii) the mediating role of IC on the CO/FP relationship; (iii) the moderating role of TT over the mediation of IC on the CO/FP relationship. The fieldwork included an exploratory stage, followed by a cross-sectional survey applied to managers in medium-sized companies in Brazil. Findings revealed that IC partially mediates the relationship between CO and FP, in particular in high TT environments. Managerial implications and avenues for future research are presented.

scholarly journals An examination of firms’ strategic orientations, innovativeness and performance with large Korean companies

2016 ◽  
Vol 10 (1) ◽  
pp. 183-202 ◽  
Author(s):  
Sohyoun Synthia Shin ◽  
Sungho Lee
Keyword(s):  
Customer Orientation ◽  
Performance Outcomes ◽  
Future Research ◽  
Content Type ◽  
Strategic Orientations ◽  
Firm Innovativeness ◽  
Competitor Orientation ◽  
Managerial Implications ◽  
And Performance ◽  
Technology Orientation

Purpose This paper aims to provide an examination of firms’ strategic orientations, innovativeness and performance with large Korean companies. Design/methodology/approach The authors investigated the impacts of firms’ major key strategic orientations (customer orientation [CO], competitor orientation [PO], technology orientation [TO] and internal/cost orientation [IO]) on firm innovativeness (INNO) and performance outcomes with large Korean companies. Findings The results of the analysis showed that CO, PO and TO positively influence the innovativeness, which contributes to firm performance. Originality/value The authors provide some managerial implications on the multiple roles of strategic orientations on firm INNO and performances, along with limitations of this study and future research directions.

Change of Attitude, Technology and Practice: Identifying the Change for Increased Value Creation with Customer Co-creation

2017 ◽  
Vol 5 (1) ◽  
pp. 70-82
Author(s):  
Soumi Paul ◽  
Paola Peretti ◽  
Saroj Kumar Datta
Keyword(s):  
Social Media ◽  
New Product Development ◽  
Value Creation ◽  
Large Scale ◽  
Customer Orientation ◽  
Customer Relationships ◽  
Future Research ◽  
Management Competencies ◽  
Business Decisions ◽  
Prime Concern

Building customer relationships and customer equity is the prime concern in today’s business decisions. The emergence of internet, especially social media like Facebook and Twitter, changed traditional marketing thought to a great extent. The importance of customer orientation is reflected in the axiom, “The customer is the king”. A good number of organizations are engaging customers in their new product development activities via social media platforms. Co-creation, a new perspective in which customers are active co-creators of the products they buy and use, is currently challenging the traditional paradigm. The concept of co-creation involving the customer’s knowledge, creativity and judgment to generate value is considered not only an upcoming trend that introduces new products or services but also fitting their need and increasing value for money. Knowledge and innovation are inseparable. Knowledge management competencies and capacities are essential to any organization that aspires to be distinguished and innovative. The present work is an attempt to identify the change in value creation procedure along with one area of business, where co-creation can return significant dividends. It is on extending the brand or brand category through brand extension or line extension. This article, through an in depth literature review analysis, identifies the changes in every perspective of this paradigm shift and it presents a conceptual model of company-customer-brand-based co-creation activity via social media. The main objective is offering an agenda for future research of this emerging trend and ensuring the way to move from theory to practice. The paper acts as a proposal; it allows the organization to go for this change in a large scale and obtain early feedback on the idea presented. 

Children's Perceived Value: Conceptualization, Scale Development, and Validation

2020 ◽  
Author(s):  
Janine Williams ◽  
A Gazley ◽  
N Ashill
Keyword(s):  
New York ◽  
Perceived Value ◽  
Internal Consistency Reliability ◽  
Future Research ◽  
New York University ◽  
Consumer Decisions ◽  
Managerial Implications ◽  
Stage Process ◽  
Development And Validation ◽  
Value Measure

© 2020 New York University Perceived value among children is an important concept in consumer decisions, yet surprisingly no research has operationalized value for this consumer group. To address this omission, and following the guidelines of DeVellis (2016), this investigation reports the findings of a seven-stage process to develop a valid and reliable instrument for measuring perceived value among children aged 8–14 years. Value for children is conceptualized as a multidimensional construct capturing perceptions of what is received and what is given up, which differs from adult measures in terms of its composition and complexity. A 24-item scale is developed that shows internal consistency, reliability, construct validity, and nomological validity. We also demonstrate the validity of the new scale beyond an existing adult perceived value measure. Directions for future research and managerial implications of the new scale for studying children's consumer behavior are discussed.

Neurocognitive Bases of Crossmodal Integration Deficit in Dyslexia

2019 ◽  
Author(s):  
Margaret Gullick ◽  
James R. Booth
Keyword(s):  
Reading Interventions ◽  
Training Programs ◽  
Reading Difficulties ◽  
Visual Representations ◽  
Future Research ◽  
Typically Developing ◽  
Critical Component ◽  
Crossmodal Integration ◽  
Phonological Deficits ◽  
And Training

Crossmodal integration is a critical component of successful reading, and yet it has been less studied than reading’s unimodal subskills. Proficiency with the sounds of a language (i.e., the phonemes) and with the visual representations of these sounds (graphemes) are both important and necessary precursors for reading, but the formation of a stable integrated representation that combines and links these aspects, and subsequent fluent and automatic access to this crossmodal representation, is unique to reading and is required for its success. Indeed, individuals with specific difficulties in reading, as in dyslexia, demonstrate impairments not only in phonology and orthography but also in integration. Impairments in only crossmodal integration could result in disordered reading via disrupted formation of or access to phoneme–grapheme associations. Alternately, the phonological deficits noted in many individuals with dyslexia may lead to reading difficulties via issues with integration: children who cannot consistently identify and manipulate the sounds of their language will also have trouble matching these sounds to their visual representations, resulting in the manifested deficiencies. We here discuss the importance of crossmodal integration in reading, both generally and as a potential specific causal deficit in the case of dyslexia. We examine the behavioral, functional, and structural neural evidence for a crossmodal, as compared to unimodal, processing issue in individuals with dyslexia in comparison to typically developing controls. We then present an initial review of work using crossmodal- versus unimodal-based reading interventions and training programs aimed at the amelioration of reading difficulties. Finally, we present some remaining questions reflecting potential areas for future research into this topic.

Exploring the Interrelationship Among Organizational Climate, Employee Motivation and Job Satisfaction: A Review of Literature

2015 ◽  
Vol 6 (2) ◽  
Author(s):  
Rakhi ◽  
Anil Kumar
Keyword(s):  
Job Satisfaction ◽  
Organizational Climate ◽  
Employee Motivation ◽  
Future Research ◽  
Review Of Literature ◽  
Managerial Implications

This article offers a brief review of studies on organizational climate, employee motivation and job satisfaction. A relationship among organizational climate, employee motivation and job satisfaction has been reviewed in the paper. The paper consists of four sections beginning with a brief introduction of variables along with their dimensions. It is followed by exploring their interrelationship using previous studies. Conclusion and discussions, managerial implications and direction for future research have been given in the end.

Conclusions and Future Directions for the Study of Accurate Personality Judgment

2020 ◽  
Author(s):  
Tera D. Letzring
Keyword(s):  
Standardized Tests ◽  
Personality Trait ◽  
Training Programs ◽  
Future Research ◽  
Research Topics ◽  
Theoretical Frameworks ◽  
Future Directions ◽  
Personality Judgment ◽  
Exciting Time ◽  
And Training

This chapter identifies several well-established findings and overarching themes within personality trait accuracy research, and highlights especially promising directions for future research. Topics include (1) theoretical frameworks for accuracy, (2) moderators of accuracy and the context or situation in which judgments are made, (3) the important consequences of accuracy, (4) interventions and training programs to increase judgmental ability and judgability, (5) the generalizability of previous findings, and (6) standardized tests of the accuracy of judging personality traits. The chapter ends by stating that it is an exciting time to be a researcher studying the accuracy of personality trait judgments.

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