scholarly journals Key Drivers of Salesperson Performance: The Role of Sales Antecedents and Moderating Effect of Customer Directed Extra Role Behavior

2020 ◽  
pp. 22-34
Author(s):  
Bilal Ahmad ◽  
Muhammad Imad ud Din Akbar
Keyword(s):  
Salesperson Performance ◽  
Adaptive Selling ◽  
Role Behavior ◽  
Sales Team ◽  
Managerial Implications ◽  
Adaptive Selling Behavior ◽  
And Performance ◽  
The Relationship ◽  
Moderating Role

The salespersons are considered as one of the important sources while interacting between the company and its prospective customers. The purpose is to develop and test the model that involves salespersons performance in the pharmaceutical sector of Pakistan. Specifically, the study demonstrates the effects of salesperson creativity, adaptive selling behaviour, selling experience and customer directed extra-role behavior on salesperson performance. Adaptive selling behaviour has been taken as a mediator in this study. Individual salespersons in different pharmaceutical companies are the population of this study. Total 500 questionnaires were distributed among the salespersons, 367 useful responses were analyzed through structural education modeling (SEM). The results revealed that salesperson creativity has a positive and significant impact on adaptive selling behavior and performance. Furthermore, salespersons experience has significant impact on salesperson’s performance. Moreover, the adaptive selling behavior has positive and significant impact on salesperson’s performance. The research finding shows that the moderating role is stronger on the relationship among creativity, adaptive selling behaviour and salesperson performance but it is weaker on the relationship between salesperson experience and salesperson performance. This study is helpful to understand some indicators that could be highly influential on salesperson’s performance. The findings of this paper have some managerial implications for improvising sales team performance.

scholarly journals Debt financing and firm performance: The moderating role of board independence

2020 ◽  
Vol 45 (3) ◽  
pp. 141-151
Author(s):  
Hanh Song Thi Pham ◽  
Duy Thanh Nguyen
Keyword(s):  
Emerging Market ◽  
Debt Financing ◽  
Board Independence ◽  
Data Set ◽  
Listed Firms ◽  
Negative Effect ◽  
And Performance ◽  
The Relationship ◽  
Moderating Role

This article investigates the moderating role of board independence in the relationship between debt financing and performance of emerging market firms. We have used an empirical model in which the firm’s accounting profitability is a dependent variable and the independent variables are debt financing, board independence, the interaction variable made of debt financing and board independence as well as various control variables. Our analysis is based on a panel data set of 300 listed firms in Vietnam between 2013 and 2017. Our study finds that debt financing has a significantly negative effect and that board independence reduces the adverse impact of debt financing on accounting profitability. Our results are consistent across different estimation models and methods.

Shoppers' Intention to Provide Online Reviews

2019 ◽  
Vol 17 (3) ◽  
pp. 35-53 ◽  
Author(s):  
Sai Vijay Tata ◽  
Sanjeev Prashar ◽  
Chandan Parsad
Keyword(s):  
Online Reviews ◽  
Online Review ◽  
Managerial Implications ◽  
The Relationship ◽  
Source Of Information ◽  
Moderating Role

With an increase in e-commerce activity, online reviews have become a pertinent source of information for shoppers. Existing research is limited to examining select predictors of shoppers' intention to write reviews; however, there exists a gap in deciphering the role of review involvement in intention to write reviews. The present study pertains to the influence of the usefulness of site and product, and shoppers' satisfaction, and also on the intention to write reviews online. Besides this, the article also explores the moderating role of review involvement on the relationship between shopper satisfaction and their intention to post reviews. The study reveals a few interesting and counter-intuitive findings that add to literature and practice in understanding online review posting behaviour. Theoretical and managerial implications based on the findings are also presented.

scholarly journals The Relationship between Human Resource Management Ambidexterity and Talent Management: The Moderating Role of Electronic Human Resource Management

2016 ◽  
Vol 9 (6) ◽  
pp. 80 ◽  
Author(s):  
Mostafa Mohamed Ahmed AlKerdawy
Keyword(s):  
Resource Management ◽  
Human Resource Management ◽  
Human Resource ◽  
Talent Management ◽  
Future Research ◽  
International Banks ◽  
Managerial Implications ◽  
The Relationship ◽  
Moderating Role

<p>This study investigates the moderating role of electronic human resource management (e-HRM) in the relationship between human resource management ambidexterity (HRMA) and talent management (TM) using data collected from 430 managers working in 10 international banks in Egypt. e-HRM was found to be an important moderator of the relationship between HRMA and TM. The more dependence on e-HRM in executing human resource policies in banks, the greater influence of HRMA on TM. The results referred also a positive and significant influence of both HRMA and e-HRM on TM. This study concludes by discussing managerial implications and the limitations should be addressed in future research.</p>

scholarly journals The Moderating Role of Self-Efficacy on the Relationship between Victimization and Performance

2016 ◽  
Vol 7 (5) ◽  
pp. 194-197
Author(s):  
Fatma Ayanoğlu Şişman ◽  
◽  
Uğur Yozgat ◽  
Gülçin Özmen ◽  
◽  
...  
Keyword(s):  
Self Efficacy ◽  
And Performance ◽  
The Relationship ◽  
Moderating Role

scholarly journals Ownership Structure and Financial Sustainability with Moderating Effect of Managerial Intention in Some Selected Emerging Economies. A Conceptual Review

2021 ◽  
Vol 4 (1) ◽  
pp. p78
Author(s):  
Maimako Livinus Nkuri ◽  
Ahmed Razman Abdul Latiff ◽  
Wan Fadzila Wan Yusoff
Keyword(s):  
Literature Review ◽  
Conceptual Model ◽  
Ownership Structure ◽  
Financial Sustainability ◽  
Managerial Ownership ◽  
Different Dimensions ◽  
And Performance ◽  
The Relationship ◽  
Moderating Role

Purpose The purpose of this study is to explore a model to measure the money deposit bank financial sustainability based on ownership structure and to examine the moderating role of managerial intention on managerial ownership and foreign ownership. Design/ Methodology/ Approach An elaborate literature review was conducted to identify the variables and a proposed conceptual model was conceived. Findings A conceptual model was presented after the discussion of relationship and literature review that examined ownership structure, managerial intention and financial sustainability. Originality/Value Many scholars have investigated the different dimensions of ownership structure, managerial intention and performance, however little research has been done on the integration of ownership structure and financial sustainability. Furthermore, there is also a dearth in literature that examine the moderating role of managerial intention on the relationship between ownership structure and financial sustainability.

scholarly journals Authentic Leadership and Employee Voice: Roles of Obligation Perception and Power Distance Orientation

2020 ◽  
Vol 9 (3) ◽  
pp. 25
Author(s):  
Hung-Yi Liao ◽  
Kang-Hwa Shaw
Keyword(s):  
Authentic Leadership ◽  
Power Distance ◽  
Employee Voice ◽  
Future Directions ◽  
Power Distance Orientation ◽  
Mediating Role ◽  
Managerial Implications ◽  
The Relationship ◽  
Moderating Role

Based on social learning theory, this paper investigated the relationship between authentic leadership and employee voice as well as the mediating role of felt obligations for change, and the moderating role of power distance orientation. Using a questionnaire survey, we collected employee data in China, and obtained 183 usable responses to test our hypotheses. The results show that authentic leadership is positively related to employee voice, authentic leadership positively influences felt obligations for change, and felt obligations for change mediates the relationship between authentic leadership and employee voice. Further, power distance orientation moderates the influence of authentic leadership on felt obligations for change. Theoretical implications, managerial implications, and future directions are discussed.

When lonely people encounter anthropomorphic products

2016 ◽  
Vol 44 (10) ◽  
pp. 1649-1660 ◽  
Author(s):  
Wenting Feng
Keyword(s):  
Product Category ◽  
Managerial Implications ◽  
Hedonic Products ◽  
The Relationship ◽  
Moderating Role

By conducting 2 experiments, I investigated the influence of loneliness on consumers' attitudes toward the degree of anthropomorphism of products (high, medium, or low). In Study 1, I recruited 186 participants to categorize a cellphone as hedonic, neutral, or utilitarian, then rate its anthropomorphism in order to examine the effect of loneliness on consumers' preferences. Results showed that nonlonely consumers preferred products with high, vs. low or medium, anthropomorphism. However, the relationship between the favorite products of lonely consumers and anthropomorphic degree presented as an inverted U-shaped curve. In Study 2, I recruited 553 participants to extend Study 1 and investigate the moderating role of product category on the loneliness–anthropomorphism preference relationship. Results demonstrated that lonely people preferred hedonic products with high anthropomorphism and utilitarian products with low anthropomorphism above all others. Thus, I have contributed to loneliness theory and highlighted associated managerial implications.

Impact of internal and external CSR on organizational performance with moderating role of culture: empirical evidence from Chinese banking sector

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Abdul Waheed ◽  
Qingyu Zhang ◽  
Abaid Ullah Zafar ◽  
Hashim Zameer ◽  
Muhammad Ashfaq ◽  
...  
Keyword(s):  
Organizational Performance ◽  
Banking Sector ◽  
Content Type ◽  
Managerial Implications ◽  
Corporate Social ◽  
The Impact ◽  
The Relationship ◽  
Moderating Role ◽  
Chinese Banking

PurposeThis study investigates the impact of corporate social responsibility (CSR) on organizational performance, especially competitive performance (CP) along with moderating role of the organizational culture (OC) from the banking sector of China. Drawing on the stakeholder theory, the first goal is to examine the relationships between CSR and organizational CP. Second, the purpose is to evaluate the moderation of OC between the relationship of CSR and CP, respectively.Design/methodology/approachSEM using SmartPLS was majorly engaged to ascertain the relationship and to inquire the assumed hypotheses. The convenience sampling was engaged to collect the data from the Chinese banking market with the help of students, colleagues and personal visits.FindingsThe findings exhibited that CSR both external and internal CSR has significant correlations on organizational CP within banking sector of China. Second, the findings revealed a positive moderation influence of OC between the relationships of CSR and organizational CP. The comprehensive analysis of each factor of CSR on organizational CP was autonomously inspected to understand the insights which ensure that how the incorporation of CSR and OC activities may improve organizational CP.Research limitations/implicationsThis study faces numerous limitations related to sample and geographic locations that assure new work possibilities for researchers across the world.Practical implicationsThis study equips insightful information for management on how organizations can obtain CP by consolidating CSR and OC activities as their more productive strategic tools. This article endows with potential theoretical and managerial implications with empirical addition to concerned literature of OC, CSR and organizational CP.Social implicationsUnderstanding OC and CSR activities can provide interesting and helpful insights for the personnel to perform well within the banking institutes.Originality/valueThe topic of CSR and culture has been known as the evolving concept that is getting strong concern for the researchers. The additional work particularly empirical is yet required to explore the insights on CSR and OC themes worldwide, especially in developing nations.

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