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Book part
Publication date: 2 July 2003

Giulia Balboni and Patrizia Ceccarani

The purpose of this investigation was to examine the utility of the Vineland Scales-Expanded Form for an assessment of disabilities in individuals with Mental Retardation…

Abstract

The purpose of this investigation was to examine the utility of the Vineland Scales-Expanded Form for an assessment of disabilities in individuals with Mental Retardation (MR) and a sensorimotor disorder. The Vineland score profiles of individuals with MR and a sensorimotor disorder were compared with those of matched peers with MR but without the associated disorder. The disorder group exhibited lower scores only in the adaptive areas relating to the sensorimotor disorder. The Vineland Scales can therefore evaluate the adaptive area deficits of individuals with MR and a sensorimotor disorder. As the Vineland Scales measure everyday living skills, they can be used for an assessment of sensorimotor disabilities. The utility of disability assessment in individuals with MR is discussed.

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Advances in Learning and Behavioral Disabilities
Type: Book
ISBN: 978-0-76231-029-6

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Article
Publication date: 4 January 2016

Seaton Patrick Tarrant and Leslie Paul Thiele

The purpose of this paper is to ground contemporary sustainability education in John Dewey’s democratic pedagogy. Specifically, the authors argue that Dewey’s thought…

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4510

Abstract

Purpose

The purpose of this paper is to ground contemporary sustainability education in John Dewey’s democratic pedagogy. Specifically, the authors argue that Dewey’s thought anticipates, and theoretically informs, the sustainability skill set required of contemporary citizens in a complex and changing world.

Design/methodology/approach

For illustrative purposes, the authors consider how these skills are at work in current approaches to the adaptive co-management of ecosystems, and they argue that these same skills are at work across professional and cultural contexts, toward the achievement of sustainable societies. In turn, the authors situate Dewey’s relevance to contemporary sustainability education in his writing on interdependence, fallibilism and experimentalism.

Findings

Dewey’s writings provide both a historical antecedent and still valid moral and practical justification for sustainability education’s emphasis on integrated and adaptive learning.

Practical implications

Grounding sustainability education in Dewey’s democratic pedagogy underlines its capacity and obligation to develop critical thinking and systems thinking skills, communication skills and collaboration skills in students.

Originality/value

The paper acknowledges the many ways Dewey has been incorporated into environmental philosophy, experiential pedagogy and sustainability theory. But Dewey’s role in the historical development of skills-based pedagogy and, more specifically, his continuing contribution to contemporary practices of sustainability education has yet to be explored. By grounding sustainability education in Dewey’s democratic pedagogy, the authors underline its civic mandate to empower citizens to become lifelong learners and skillful stewards.

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International Journal of Sustainability in Higher Education, vol. 17 no. 1
Type: Research Article
ISSN: 1467-6370

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Article
Publication date: 1 August 2006

Mark C. Johlke

The purpose of this article is to examine the relations between important sales presentation skills and salesperson job performance.

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12484

Abstract

Purpose

The purpose of this article is to examine the relations between important sales presentation skills and salesperson job performance.

Design/methodology/approach

Data on each construct in the model was gathered and the relations analyzed using LISREL software.

Findings

Salesperson experience, and to a lesser degree training, underlie sales presentation skills. Salesperson skill at using adaptive selling techniques and closing are related with increased performance.

Research limitations/implications

Additional sales skills need to be considered and salespeople other than those in the B‐B environment should be studied.

Practical implications

Sales managers are urged to ensure their B‐B salespeople develop their skills in adaptive communication and closing as one means to improve sales performance.

Originality/value

The findings highlight the importance of salesperson experience and training in developing the skills that contribute to sales performance.

Details

Journal of Business & Industrial Marketing, vol. 21 no. 5
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 26 October 2021

Myoung-Soung Lee and Jaewon Yoo

This study investigated the effects of social capital on frontline bank employee's adaptive selling behavior via the psychological process. Frontline bank employees'…

Abstract

Purpose

This study investigated the effects of social capital on frontline bank employee's adaptive selling behavior via the psychological process. Frontline bank employees' positive social relationships enhance their perception of the work environment and encourage work engagement. With the multiple mediation model, both internal and external social capital have direct and indirect influence on the frontline bank employee's adaptive selling behavior.

Design/methodology/approach

Data for this study were collected from a cross-sectional sample of retail banking industry in Korea. Specifically, using two-step procedures, employees of financial service or insurance sales department in banks were selected and online survey questionnaires were distributed to them. Data from 330 employees were collected and analyzed.

Findings

The results of this study showed how social capital affects frontline bank employees' person–job fit as a cognitive psychological process, leading to work engagement as an emotional psychological process and, in turn, more adaptive selling behavior. Using multiple mediation analysis, the results showed that work engagement on its own exerts a mediating effect on social capital, whereas a person–job fit does not.

Research limitations/implications

This study applied both aspects of the social capital concept by dividing it into internal and external social capital, and exploring each separately. This study examined the influence on psychological processes and behavioral response by distinguishing between the two forms of social capital. Second, this study expands the previous studies by introducing social capital as an antecedent factor of frontline bank employees' adaptive selling behavior. Finally, this study explains how frontline bank employees' relational resources (i.e. social capital) influence their emotional aspect (i.e. work engagement) and cognitive aspect (i.e. person–job fit), which ultimately influence performance-driven behavior (i.e. adaptive selling behavior).

Practical implications

This research showed the importance of hiring frontline bank employees with excellent social capital capabilities. Furthermore, this study underscored the fact that organizations require preparing and providing practical management methods that can improve the social capital of their current frontline employees. Last, organization need to design the job in a way that innately improves frontline employees' social capital. Therefore, these jobs provide many opportunities for frontline bank employees to use their ability to build relationships in their interactions with customers and make practical decisions to achieve job performance.

Originality/value

This study improved our understanding regarding the importance of employees' social capital by revealing the psychological process of how frontline bank employees' social capital affects adaptive selling behavior. Second, this study expands on the literature by introducing internal and external social capital as an antecedent factor affecting the adaptive selling behavior of frontline bank employees. Furthermore, this study advances understanding on the manner in which relational resources of frontline bank employees (i.e. social capital) influence the emotional (i.e. work engagement) as well as the cognitive aspects (i.e. person–job fit), which ultimately influence performance-driven behavior (i.e. adaptive selling behavior).

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International Journal of Bank Marketing, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0265-2323

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Article
Publication date: 17 August 2010

Rudolph Garrity

The purpose of this paper is to share findings and offer insight on putting organizational learning and knowledge to work in future organizations.

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1546

Abstract

Purpose

The purpose of this paper is to share findings and offer insight on putting organizational learning and knowledge to work in future organizations.

Design/methodology/approach

The need for “adaptive leadership” is stressed in managing organizational change. The characteristics of those leaders are identified and shown to be essential in implementing knowledge management and achieving organizational results.

Findings

Competent and trustworthy leaders, applying learning and facilitation skills as they encourage workforce conversation and dialogue, will be better able to maintain organizational support and customer attention in matters of concern to their organizations.

Social implications

Leaders who embrace and demonstrate skills in organizational learning, knowledge management, and who are adaptive to changing situations are more likely to empower their workforce in a manner consistent with the expectations of tomorrow's workforce.

Originality/value

While there is no model to fully represent the respective interests and motivations of the future organization and its workforce, common expectations regarding the need for social system integration and teamwork is well established. Leaders who use learning and knowledge management to clarify and stimulate organizational action toward customer requirements and satisfaction are models of high performance.

Details

On the Horizon, vol. 18 no. 3
Type: Research Article
ISSN: 1074-8121

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Article
Publication date: 18 August 2021

Fortune Edem Amenuvor, Ho-Taek Yi and Henry Boateng

This paper aims to assess the effect of adaptive selling behavior on customer outcomes, mutual outcomes and salesperson outcomes.

Abstract

Purpose

This paper aims to assess the effect of adaptive selling behavior on customer outcomes, mutual outcomes and salesperson outcomes.

Design/methodology/approach

The respondents were salespeople and customers in selected door-to-door cosmetics companies in South Korea. A questionnaire was used to collect the data. Structural equation modeling was used to analyze the data in this study.

Findings

Findings show that adaptive selling behavior positively affects customer satisfaction, customer loyalty, sales performance, job satisfaction and relationship quality. These findings suggest that adaptive selling is crucial for the firm's survival depending on the industry and the product. Additionally, unlike previous studies, the authors use salespeople's self-reporting responses and customer-reporting of salespeople, which further enhances the richness and uniqueness of the results.

Originality/value

Studies investigating mutual outcomes of adaptive selling behavior are scarce. The study also emphasizes that adaptive selling behavior enhances salesperson outcomes and customer outcomes and primarily uses dyadic data between door-to-door salespeople and their customers, which is not very common.

Details

Asia Pacific Journal of Marketing and Logistics, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 1355-5855

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Article
Publication date: 7 April 2015

Erica Gralla, Jarrod Goentzel and Bernard Chomilier

The purpose of this paper is to describe and analyze a successful training exercise in detail, through both a practical and a theoretical lens, in order to identify…

Abstract

Purpose

The purpose of this paper is to describe and analyze a successful training exercise in detail, through both a practical and a theoretical lens, in order to identify critical aspects of its success and enable others to build upon it; and to capture insights and lessons learned in a framework that will facilitate the design of future trainings for a variety of goals and audiences.

Design/methodology/approach

The authors document and analyze the case study of a successful humanitarian logistics training exercise: the World Food Programme’s Logistics Response Team (WFP’s LRT) training. The LRT is described in detail in order to capture the extensive knowledge and experience that went into developing the full-scale, immersive exercise.

Findings

The authors evaluate the LRT training through a theoretical lens, considering how it teaches the diverse set of skills required and identifying reasons for its success. The authors contrast the LRT with a light version developed for classroom use, and capture insights in a framework that highlights critical aspects of training design.

Research limitations/implications

The requirements and design aspects highlighted in the framework are very high level, but they focus attention on key aspects that should be considered. Future research should develop more targeted metrics for evaluating what people learn from training exercises. More generally, a systematic approach to capturing knowledge and codifying good practices should be developed.

Practical implications

The detailed case study and framework provide a basis for the design and improvement of simulated emergency training exercises, which are common in the humanitarian practice community.

Originality/value

The case study of WFP’s LRT training formally documents valuable knowledge and experience that went into its development. The humanitarian community can use the proposed framework to more systematically evaluate, improve, and extend training exercises.

Details

Journal of Humanitarian Logistics and Supply Chain Management, vol. 5 no. 1
Type: Research Article
ISSN: 2042-6747

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Article
Publication date: 1 April 2006

Alfred Pelham

This study seeks to investigate causal relationships between sales management programs designed to build customer relationships by solving customer problems and selling…

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4085

Abstract

Purpose

This study seeks to investigate causal relationships between sales management programs designed to build customer relationships by solving customer problems and selling firm performance.

Design/methodology/approach

Hypotheses were developed and supported based on theories developed from the market orientation and sales management literature. Using survey results from sales managers and reported profitability data, those hypotheses were tested using multiple regression.

Findings

Results indicate that consulting‐oriented post‐sales training and consulting‐oriented evaluation are significant influences on salesforce efficiency. Consulting‐oriented evaluation is a significant influence on customer retention. The strongest influences on profit growth are initial sales training and post‐sales training learning, but a composite variable of all elements of the consulting‐oriented sales management program is a significant influence on profit growth.

Research limitations/implications

The sampling frame of this study was limited to medium to large industrial manufacturing firms; therefore any conclusions drawn from this study cannot be generalized beyond these types of firms. Future consulting‐oriented sales management research should expand the types of firms studied. Future research should also measure the relationships between consulting‐oriented sales management programs, firm market and learning orientation, adaptive selling, and salesperson customer orientation.

Practical implications

In industries where relationship building and partnering are considered mutually beneficial and important by buyers and sellers there should be greater emphasis on: listening skills, diagnostic skills, and problem solving skills in sales training; sharing effective strategies to build customer relationships and sharing of effective customer problem‐solving strategies in post‐sales training learning; measuring customer cost savings and obtaining customer satisfaction feedback in evaluation systems; and compensating salespeople for customer retention, positive customer feedback, and increased sales from current customers.

Originality/value

This study fills a gap in the literature for firm level research on the consequences of sales management programs, particularly programs that encourage sales consulting. This study makes a contribution to the literature by determining whether industry conditions encourage those programs or moderate their relationship to performance.

Details

Journal of Business & Industrial Marketing, vol. 21 no. 3
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 28 November 2019

Tamar Tas, Thoni Houtveen and Wim Van de Grift

The purpose of this paper is to answer the question, what progress student teachers make during one academic year, while being trained in a professional learning…

Abstract

Purpose

The purpose of this paper is to answer the question, what progress student teachers make during one academic year, while being trained in a professional learning community, using objective classroom observation, using lesson preparation templates that match their developmental stage and stage-focused mentor feedback.

Design/methodology/approach

The teaching skills of the student teachers (n=101) were measured at the start and at the end of the academic year. For the measurements, the standardized and psychometrically tested International Comparative Analysis of Learning and Teaching observation instrument is used.

Findings

The student teachers achieved a small growth on the basic teaching skills and a medium growth on two of the three advanced skills for teachers.

Research limitations/implications

Because of the lack of a control group, causal conclusions cannot be made. This research provides knowledge on the actual observed level of teaching skills of student teachers trained in a close collaborating professional learning community.

Originality/value

Little is known about the actual growth of observable teaching skills of student teachers in elementary education. Teacher training colleges and internship schools in the Netherlands are in search of better ways to collaborate more closely in order to improve the quality of teaching of their student teachers. These findings can inspire teacher training communities to improve their own teaching quality and the teaching quality of their student teachers.

Details

Journal of Professional Capital and Community, vol. 5 no. 1
Type: Research Article
ISSN: 2056-9548

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Article
Publication date: 12 January 2015

Hong Huang

– The purpose of this paper is to understand genomics scientists’ perceptions in data quality assurances based on their domain knowledge.

Abstract

Purpose

The purpose of this paper is to understand genomics scientists’ perceptions in data quality assurances based on their domain knowledge.

Design/methodology/approach

The study used a survey method to collect responses from 149 genomics scientists grouped by domain knowledge. They ranked the top-five quality criteria based on hypothetical curation scenarios. The results were compared using χ2 test.

Findings

Scientists with domain knowledge of biology, bioinformatics, and computational science did not reach a consensus in ranking data quality criteria. Findings showed that biologists cared more about curated data that can be concise and traceable. They were also concerned about skills dealing with information overloading. Computational scientists on the other hand value making curation understandable. They paid more attention to the specific skills for data wrangling.

Originality/value

This study takes a new approach in comparing the data quality perceptions for scientists across different domains of knowledge. Few studies have been able to synthesize models to interpret data quality perception across domains. The findings may help develop data quality assurance policies, training seminars, and maximize the efficiency of genome data management.

Details

Journal of Documentation, vol. 71 no. 1
Type: Research Article
ISSN: 0022-0418

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