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If any organization wants to be globally recognized leadership plays an important role. This chapter deals with the leadership failure in creating good salesperson behavior in India’s pharmaceutical industry. There are four types of salesperson’s behavior: selling orientation, customer orientation, adaptive selling, and unethical selling. Selling oriented and unethical selling behaviors negatively impact customer trust and customer value, while customer orientation and adaptive are more positive. This chapter explores how senior managers can create good organization culture and organization climate by creating positive sales behavior. This chapter will be an eye opener to many first-line managers for helping their salespersons to practice customer orientation and adaptive selling behavior.

Missing in most of the research on selling has been an examination of the process from the point of view of the customer. When satisfaction in selling has been considered, researchers have focused on the satisfaction of the salesperson with his job and/or the impact of this job satisfaction on performance (e.g. Bluen, Barling & Burns, 1990; Churchill, Ford & Walker, 1979; Pruden & Peterson, 1971). To concentrate on salesperson performance while neglecting customers is to ignore the most important half of the relationship between buyers and sellers and entirely disregards the marketing concept and the streams of research in customer satisfaction. This research takes a different approach and examines customers’ satisfaction with salespeople.

The northwestern region of Bangladesh has experienced drought more in recent years than earlier decades because of high rainfall variability accompanied by high temperature. As Bangladesh is an agro-based country, agriculture and its dependent farmers’ livelihood face substantial impacts. To cope with drought, farmers of this region performed various adaptation measures by their own efforts along with institutional support. But these efforts and support are not sufficient enough for them to endure drought. Therefore, this chapter discloses how to measure drought-affected areas and identify action-oriented drought-adaptive practices of farmers that will enhance drought risk management policy and actions in northwestern Bangladesh.

This study of a market-leader in a turbulent hostile telecommunications market uncovers how the competitive context influences strategy-making and cultivates central control that opposes autonomous initiatives. It shows how a highly competitive industry context reduces organizational slack that inhibits autonomy and drives central actions. Strategic initiatives primarily arise as deliberate actions induced by top management. This creates an information gap between ongoing experiences gained by employees operating in the periphery of the organization and the perceptions of decision-makers at the corporate center. In this organizational setting, the authors observe maverick behavior among entrepreneurial individuals that deliberately circumvent the formal rules to turn autonomous initiatives into viable strategic ventures in the best interest of the firm. Where conventional views presume that power delegation and organizational slack are necessary for autonomous strategic initiatives to emerge, the authors find that central control can provoke autonomous rule-breaking maverick behavior among resource-deprived entrepreneurial individuals inside the organization.

This study provides a comprehensive framework of adaptation in triadic business relationship settings in the service sector. The framework is based on the industrial network approach (see, e.g., Axelsson & Easton, 1992; Håkansson & Snehota, 1995a). The study describes how adaptations initiate, how they progress, and what the outcomes of these adaptations are. Furthermore, the framework takes into account how adaptations spread in triadic relationship settings. The empirical context is corporate travel management, which is a chain of activities where an industrial enterprise, and its preferred travel agency and service supplier partners combine their resources. The scientific philosophy, on which the knowledge creation is based, is realist ontology. Epistemologically, the study relies on constructionist processes and interpretation. Case studies with in-depth interviews are the main source of data.

Due to the increasing size and complexity of construction projects, construction engineering and management involves the coordination of many complex and dynamic processes and relies on the analysis of uncertain, imprecise and incomplete information, including subjective and linguistically expressed information. Various modelling and computing techniques have been used by construction researchers and applied to practical construction problems in order to overcome these challenges, including fuzzy hybrid techniques. Fuzzy hybrid techniques combine the human-like reasoning capabilities of fuzzy logic with the capabilities of other techniques, such as optimization, machine learning, multi-criteria decision-making (MCDM) and simulation, to capitalise on their strengths and overcome their limitations. Based on a review of construction literature, this chapter identifies the most common types of fuzzy hybrid techniques applied to construction problems and reviews selected papers in each category of fuzzy hybrid technique to illustrate their capabilities for addressing construction challenges. Finally, this chapter discusses areas for future development of fuzzy hybrid techniques that will increase their capabilities for solving construction-related problems. The contributions of this chapter are threefold: (1) the limitations of some standard techniques for solving construction problems are discussed, as are the ways that fuzzy methods have been hybridized with these techniques in order to address their limitations; (2) a review of existing applications of fuzzy hybrid techniques in construction is provided in order to illustrate the capabilities of these techniques for solving a variety of construction problems and (3) potential improvements in each category of fuzzy hybrid technique in construction are provided, as areas for future research.

This chapter describes the change efforts and action research projects at a Dutch multinational which, over a period of 25 years, produced in one of its businesses a zigzag path toward collaborative leadership dynamics at the horizontal and vertical interfaces. The chapter also identifies the learning mechanisms that helped achieve this transformation. Changing the patterns at the vertical interfaces proved to be a most tricky, complex, and confusing operation. The data show that organizations need hierarchical interfaces between levels, but are hindered by the hierarchical leadership dynamics at these interfaces. The data furthermore show that competitive performance requires more than redesigning horizontal interfaces. A business can only respond with speed and flexibility to threats and opportunities in the external environment when the leadership dynamics at agility-critical vertical interfaces are also changed.

As the cognitive sciences – particularly neuroscience, cognitive psychology, and a rejuvenated artificial intelligence movement that has largely abandoned the model of the mind as a formal machine – have seen major development over the past quarter-century, it is inevitable that the findings thrown up by this ‘cognitive revolution’ should be examined for their relevance to the understanding of economic behavior. This ongoing examination has tended to emphasize those characteristics of human cognitive capabilities that call into question the descriptive adequacy of the rational-choice model, focusing on departures from individual rationality that may have economic consequences at the market level.¹ Such a move may be the obvious one for an economist confronted with this interdisciplinary challenge, but it is not the only one. The new insights into the functioning of the brain can also be deployed in the understanding of complex systems in general – and of specific social arrangements in particular – and that is the direction taken here. By critically examining the systemic similarities and differences between the social arrangements of science and market, the aim is to show how a complex systems approach, inspired by developments in cognitive psychology but applying these at the level of the system rather than of the individual, can provide a new and useful way of understanding social systems.

Prior research has documented a generally positive relationship between employees’ standing on constructs that are commonly studied by positive psychologists and workplace outcomes, such as job performance and retention. Constructs such as adaptability, empowerment, hope, optimism, and resilience are believed to reflect psychological resources that employees can draw upon when facing adversity and challenges in their work, while also reflecting a general tendency or disposition to experience positive emotions and engage with others in ways that reflect such positive emotions. As such, positive psychology constructs may be particularly important for performance in jobs characterized by high levels of social interaction, stress, and challenge. In order to explore the manner in which different positive psychology constructs are related to sales performance, this chapter presents findings from a meta-analytic investigation into the relationships between sales performance and a variety of positive psychology constructs. Findings based on data from 59 unique samples and 14,334 salespeople indicate that some positive psychology constructs exhibit moderate to even strong relationships with the performance of salespeople, although the strength of these relationships appears to have been substantially inflated by common-source bias. The authors discuss the implications of these findings for selection and training within sales occupations, and advance an agenda for future research.

Applying concepts from the theory of complex adaptive systems, we investigated the emergence over time of a local foods system that embodies values of traditional agriculture and the preservation of the earth and its biodiversity, community, and equitable access to food. The purpose was to learn, from this place-based transformation, the process of self-organization that can underpin a transition from an unsustainable food system primarily based on values of wealth creation to one where resources are used in a sustainable manner.

The local foods system of Northeast Ohio was examined through interviews with key agents in the system at three points in time ranging from 2007 to 2016, and through the collection of archival data chronicling various aspects of the system. Qualitative data were coded and analyzed in a multi-dimensional manner that focused on variation and interaction (exchange of resources) of agents through time.

The system has evolved to be increasingly complex both in numbers and kinds of agents. Collective agency has enabled increased capacity in the system to address the diverse purposes of participants. Yet in this self-organizing system, securing resources for longer term, collective focuses required to advance the local food system has proved to be a challenge.

This longitudinal and qualitative approach shines a light on how common and diverse purposes shape the unfolding of complex social systems with expanded capabilities.