A Comparative Study of Marketing Practices of Knitwear Export Units in Punjab and Tamil Nadu

The present study was conducted to compare the marketing strategies of knitwear exporters of Ludhiana (Punjab) and Tirupur (Tamil Nadu). An exploratory study was conducted in which thirty knitwear export units each from Ludhiana and Tirupur were selected, and information was collected using a questionnaire. In Tirupur, only 3 percent of the units had their brand, while in Ludhiana, 60.00 percent of the units had their brand. Out of the knitwear units in Ludhiana, which did not own a brand, 91.67 percent worked with buyer's brand or other private labels, while in Tirupur, 58.63 percent of the units were not interested in owning a brand. The first rank was given to seminars, workshops, and international trade shows, which were used as a source to get information by knitwear export units at both places (Ludhiana and Tirupur). One-third of the units in Ludhiana acquired ISO14000 certification, while in Tirupur, about two-thirds of the units got OekoTex Standard-100. It was also found that 46.67 percent of the units in Ludhiana spent less than 5 lakh rupees, and in Tirupur, 30 percent of the units spent more than 15 lakh as promotional ? budget. Nearly half (53.33 percent) of the units in Ludhiana and 36.67 percent of the knitwear export units in Tirupur spent 3-9 percent of total export sales on marketing research.

EMPLOYEE SELF SERVICE (ESS) ONLINE IN PT. DATA UTAMA

PT. Data Utama is a company that organizes professional - international trade shows that have500 permanent employees, 50 contract employees and 10 daily employees. PT. Data Utama hasmany divisions / department, one of which is the Human Resources Department (HRD) whichhas many documents for all employees. One of the duties of HRD is to manage the employee'sApplication for Permit (SPI). During this time in managing SPI, the HR department stillcollected SPI forms from employees. In the process of applying for permits and taking leave ofleave, the manual process still uses the application letter submitted to the supervisor. Then theSPI that has been approved by the employer, therefore needs to submit an SPI form to the adminsection of the HRD for ratification of the employee permit application. This causes the work ofemployees & HRD to be ineffective and inefficient. For this problem, an online Employee SelfService (ESS) information system was created. The study was conducted using surveytechniques, where primary data collection was taken by distributing questionnaires to severalparts of PT. Data Utama. The expected results are knowing that this application can facilitatethe management of employee permit applications, so that from the input process to the searchfor data that becomes easier, faster and more efficient.

Contribution of cultural intelligence to adaptive selling and customer-oriented selling of salespeople at international trade shows: does cultural similarity matter?

Purpose This study aims to examine the contribution of cultural intelligence (CQ) to the level of adaptive selling behavior and customer-oriented selling behavior of salespeople in a cross-cultural selling context. Design/methodology/approach This study collected data from a total of 210 Thai salespeople who had been assigned to work at trade shows in Japan (n = 110) and in Vietnam (n = 100). Findings The findings show that salespeople with higher CQ tend to demonstrate a higher degree of adaptive selling behavior and customer-oriented selling behavior in both countries. The moderating effect analysis shows that the positive relationship between CQ and adaptive selling behavior is significantly higher for Thai salespeople in Japanese trade shows than in Vietnamese trade shows. Research limitations/implications This study uses cross-sectional data collection; therefore, the results have been interpreted as associations, but not causations. Practical implications The study suggests that CQ development programs could be considered as part of the training that organizations provide to salespeople to develop cross-cultural competencies to deal effectively with foreign customers. Originality/value This study provides additional evidence concerning the benefits of CQ in an occupational area that has not been previously explored. More importantly, the result regarding the positive linkage between CQ and adaptive selling behavior was significantly stronger in the country characterized by higher cultural differences. This also contributed to CQ research by showing that differences in a cultural context might also influence the benefits of CQ in relation to the outcome variables.

The Role of International Trade Shows in Supporting Small Firm Internationalization

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