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Article
Publication date: 2 October 2017

Jose Varghese, Manoj Edward and Sunil Sahadev

The study looks at how salesperson’s customer orientation (SCO) mediates the impact of a host of organisational, job-related and personality-related factors on salesperson…

Abstract

Purpose

The study looks at how salesperson’s customer orientation (SCO) mediates the impact of a host of organisational, job-related and personality-related factors on salesperson performance. Previous studies that have considered the impact of customer orientation on performance have often considered a limited number of antecedent variables which has led to inconsistent results. The purpose of this paper is to address this concern by considering the multiple effects of several independent variables.

Design/methodology/approach

The conceptual model was tested through a large-scale survey of financial services salespersons in India. A total of 1,106 respondents participated in the survey. The data were analysed through structural equations modelling. Sobel’s test was employed to test the mediating effects.

Findings

The study found that customer orientation has a significant mediating effect in the case of several antecedent variables. The impact of variables like perceived supportive work environment, experienced meaningfulness, organisational identification, salesperson agreeableness and salesperson instability on salesperson performance is seen to be partially or fully mediated by SCO.

Research limitations/implications

The cross-sectional design and the convenience sampling methodology are the main limitations of the study.

Practical implications

The study develops a more holistic, multipath model which can help managers as a guideline in recruiting and selecting salespersons. The importance of customer orientation points towards the need for better attitudinal training.

Originality/value

Theoretically, the paper highlights the need for developing more comprehensive models for considering the consequences of customer orientation and related issues. The multipath model addresses several calls for research on testing different antecedents of customer orientation as well as how customer orientation enhances salesperson performance.

Details

South Asian Journal of Business Studies, vol. 6 no. 3
Type: Research Article
ISSN: 2398-628X

Keywords

Open Access
Article
Publication date: 10 February 2020

Stephanie Bae, Jun Mo Kwon and Alyssa Bosley

The main purpose of this study is to investigate what affects a customer's decision to use the hotel smartphone applications when he/she makes a room reservation.

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Abstract

Purpose

The main purpose of this study is to investigate what affects a customer's decision to use the hotel smartphone applications when he/she makes a room reservation.

Design/methodology/approach

A total of 266 usable data was collected through an online survey. The research model was tested using confirmatory factor analyses and structural equation modeling.

Findings

This study revealed that perceived usefulness, perceived credibility, perceived equipment risk, and perceived change risk affected customers' intention to book a hotel room using hotel smartphone apps. Perceived ease of use did not have a significant effect on behavioral intention.

Originality/value

This study extended TAM and the existing literature of mobile technology in the lodging industry. This article explored both existing variables and new variables in studying customers' intention to use hotel smartphone apps when booking a hotel room.

Details

International Hospitality Review, vol. 34 no. 1
Type: Research Article
ISSN: 2516-8142

Keywords

Article
Publication date: 15 October 2020

Sunaina Kanojia, Deepti Singh and Ashutosh Goswami

Herd behavior has been studied herein and tested based on primary respondents from Indian markets.

Abstract

Purpose

Herd behavior has been studied herein and tested based on primary respondents from Indian markets.

Design/methodology/approach

The paper expounds the empirical evidence by applying the cross-sectional absolute deviation method and reporting on herd behavior among decision-makers who are engaged in trading in the Indian stock market. Further, the study attempts to analyze the market-wide herding in the Indian stock market using 2230 daily, 470 weekly and 108 monthly observations of Nifty 50 stock returns for a period of nine years from April 1, 2009 to March 31, 2018 during the normal market conditions, extreme market conditions and in both increasing and decreasing market conditions.

Findings

In a span of a decade witnessing different market cycles, the authors’ results exhibit that there is no evidence of herding in any market condition in Indian stock market primarily due to the dominance of institutional investors and secondly because of low market participation by individual investors.

Originality/value

The results reveal that there is no impact of herd behavior on the stock returns in the Indian equity market during the normal market conditions. It highlights that the participation of individuals who are more prone to herding is more evident for short-run investments, contrary to long-term holdings.

Details

Review of Behavioral Finance, vol. 14 no. 1
Type: Research Article
ISSN: 1940-5979

Keywords

Article
Publication date: 13 April 2022

Bindi Varghese, Joseph Chacko Chennattuserry and Joseph Varghese Kureethara

The tourism sector of the state of Kerala in India is highly vulnerable and has been extensively impacted by the global pandemic disaster. This paper aims to analyze the…

Abstract

Purpose

The tourism sector of the state of Kerala in India is highly vulnerable and has been extensively impacted by the global pandemic disaster. This paper aims to analyze the impact of COVID-19 (Corona virus pandemic) on houseboat operators and homestay managers.

Design/methodology/approach

This paper indicates a multi-stakeholder assessment method to examine various pandemic disaster facets through a structured discussion with different destination stakeholders. This study examines qualitative data collected through semi-structured interviews from homestay owners, houseboat operators and government designators in Kerala. This study proposes a conceptual community resilience competency framework that could facilitate speedy crisis management responses. In this study, the sample comprises of nine respondents who play a pivotal role in the travel business, comprising the public sector, private sector, NGO's and community leaders.

Findings

The qualitative findings identify India’s and the state of Kerala's roles in handling crisis management scenarios over internal strategies and strategy formulation. The results indicate that the supplementary industry practitioners explore tactical and strategic management initiatives to sustain their businesses. The dynamics of stakeholder engagement adopted by the state is given prominence.

Originality/value

This study suggests mechanisms to re-establish the brand image and the possible strategies and suggestions that could help in the survival of the Kerala tourism industry in the post-disaster period. The “new normal” has been substantiated in the study by incorporating strategies and precautionary methods adopted by the homestay and houseboat operators so as to address the guests' safety concerns.

Details

International Journal of Tourism Cities, vol. 8 no. 4
Type: Research Article
ISSN: 2056-5607

Keywords

Article
Publication date: 6 November 2018

Luis Felipe Zegarra

The purpose of this paper is to analyze the functioning of the rural credit market of Lima from 1825 to 1865, paying special attention to the effect of information…

Abstract

Purpose

The purpose of this paper is to analyze the functioning of the rural credit market of Lima from 1825 to 1865, paying special attention to the effect of information asymmetries on the access to rural credit.

Design/methodology/approach

The article relies on primary sources for the study of the early credit market of Lima. In particular, the study relies on a sample of notarized loans for 1825–1865 and on property tax reports, collected from the National Archives of Peru, to determine the effect of information asymmetries, collateral and regional lending on access to credit. The article also analyzes the legal system of Peru during this period to determine whether property rights were well protected and so collateral could be used in the rural credit market.

Findings

A revision of the legislation shows that the legal system had some deficiencies, but allowed landlords and tenants to use their assets as collateral. Tax reports show that landlords and tenants owned valuable capital that could be used as collateral. Evidence from notarized loans shows that information asymmetries severely restricted inter-regional lending. In Lima, however, notaries played a role as financial intermediaries, providing the information about potential borrowers and allowing landlords and tenants to access credit. As a result, access to credit was significant for landlords and tenants.

Originality/value

This paper is one of the few historical studies on the role of information asymmetries in the allocation of rural credit in Latin America. It contributes to our understanding of credit markets prior to the creation of banks.

Details

Agricultural Finance Review, vol. 79 no. 2
Type: Research Article
ISSN: 0002-1466

Keywords

Article
Publication date: 9 April 2019

Sergio Rodríguez Cañamero, Jorge García-Unanue, José Luis Felipe, Javier Sánchez-Sánchez and Leonor Gallardo

The purpose of this paper is to analyse the ways clients find out about a sport centre and the factors that lead them to enrol and influence their satisfaction with their…

Abstract

Purpose

The purpose of this paper is to analyse the ways clients find out about a sport centre and the factors that lead them to enrol and influence their satisfaction with their membership. A secondary objective was to determine the reasons for continuing to attend a sport centre and how they influenced satisfaction towards achievement. Finally, the authors aimed to identify differences between reasons for enroling and reasons for continuing at a sport centre.

Design/methodology/approach

A specially developed 16-item questionnaire was sent to 125,000 clients and 21,043 responses were obtained.

Findings

Clients who found out about the centre through a recommendation or the internet were 25 per cent more likely to be satisfied with it than those who knew of the centre due to proximity. Similarly, clients who had a specific motive to continue using the centre, for example, to prepare for a sports competition were twice as likely to be satisfied with their membership as any other group (p<0.001).

Research limitations/implications

It identifies a set of research priorities for the journal and the field.

Practical implications

In conclusion, the option of staying fit is established as the most effective recruitment method for retaining clients at the sport centre.

Originality/value

This paper intends to do is to establish the bases of information and knowledge for the treatment of high motives, as well as for managers of sports centres to remodel their strategies of marketing to attracting customers.

Details

Sport, Business and Management: An International Journal, vol. 9 no. 3
Type: Research Article
ISSN: 2042-678X

Keywords

Book part
Publication date: 29 August 2022

Aaditeshwar Seth

Abstract

Details

Technology and (Dis)Empowerment: A Call to Technologists
Type: Book
ISBN: 978-1-80382-393-5

Article
Publication date: 14 May 2018

Sakchai Jarernsiripornkul and I.M. Pandey

The purpose of this paper is to examine the governance system of autonomous universities in an emerging economy, i.e., Thailand. The authors examine the degree of freedom…

Abstract

Purpose

The purpose of this paper is to examine the governance system of autonomous universities in an emerging economy, i.e., Thailand. The authors examine the degree of freedom that Thai autonomous universities enjoy and the process that they follow in instituting their governance system.

Design/methodology/approach

The authors use case study method of research where units of analysis are 16 public autonomous universities. Data are collected directly from the Universities and available documents and through interviews with ten informants from five universities. Data are analysed using the triangulation method before presenting findings.

Findings

The authors find that Thai autonomous universities had different degree of readiness when they were granted autonomy status by the government. According to their Acts, the universities can specify their own governance pattern, leadership recruitment, revenue management, budgeting and personnel management. With the strengthening role and accountability, the university councils have enjoyed wider space of actions in institutional governance. Size and composition of the councils differ. Big and more mature universities tend to have more members and their councils comprise more outside experts than the small ones. Thai autonomous universities’ governance structure is in the pattern of corporate-like structure. Participatory process is applied in the university decision making. Big universities are strategically directed towards being research universities, while small and newly established universities are striving to expand to health science education. In academic governance, there is an academic board which helps the council to handle academic standards and give academic related recommendations. The launch of Education Criteria for Performance Excellence Framework to standardise the country’s higher education system has become controversial and is said to lessen the universities’ degree of academic freedom. In financial autonomy, the study finds that most universities are still dependent on government budget.

Originality/value

This case study depicts the governance system of autonomous universities in Thailand, which is one of the emerging countries. Taken into account that existing literature regarding university governance, especially in the emerging countries is limited, the study, which eventually proposes recommendations for lifting these universities’ governance performance, should be able to contribute fruitful knowledge in the area.

Details

Journal of Advances in Management Research, vol. 15 no. 3
Type: Research Article
ISSN: 0972-7981

Keywords

Article
Publication date: 26 June 2019

Gulizhaer Aisaiti, Luhao Liu, Jiaping Xie and Jun Yang

The purpose of this paper is to investigate and understand China’s rural farmers’ financing intention of inclusive finance, and it examines related drivers like knowledge…

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Abstract

Purpose

The purpose of this paper is to investigate and understand China’s rural farmers’ financing intention of inclusive finance, and it examines related drivers like knowledge of inclusive finance, perceived benefits and perceived risks of ordering finance. Besides, the social enterprise embeddedness and digital finance are integrated into the conceptual model to further investigate their moderating impact.

Design/methodology/approach

The authors designed an inclusive finance intention model to examine the relations between dependent variable knowledge of inclusive finance, intermediary variables perceived benefits and perceived risks of ordering finance and the independent variable financing intention of inclusive finance. The embeddedness of social enterprise and digital finance were identified as modifying factors. Both exploratory and conclusive research strategies were applied. A structured questionnaire was developed to collect empirical data from the rural areas of China.

Findings

It suggests that knowledge of inclusive finance can strengthen both perceived benefits and perceived risk of ordering finance. Interestingly, the embeddness of social enterprise can significantly reduce risk perceptions and improve perceived benefits of ordering finance. Furthermore, perceived benefits of ordering finance can positively enhance rural farmers’ financing intention of inclusive finance, whereas perceived risks can negatively influence the financing intention. Moreover, digital finance as a modifying factor can significantly strengthen the positive correlation between perceived benefits of ordering finance and financing intention of inclusive finance.

Practical implications

The research indicates that a systematic inclusive finance educational project is needed to enhance rural farmers’ understanding of inclusive finance and its components. Moreover, the study reveals that it is crucial to promote social enterprise participation and digital finance to develop inclusive finance in rural China, as the service attributes of social enterprise and efficiency of digital finance can greatly reduce the existing transaction cost of farmers.

Originality/value

The conceptual model would potentially contribute to researchers interested in investigating the financing intention of inclusive financial services relating to rural population. The integration of social enterprise embeddedness and digital finance is the uniqueness of this research conceptual model.

Details

Industrial Management & Data Systems, vol. 119 no. 7
Type: Research Article
ISSN: 0263-5577

Keywords

Article
Publication date: 1 May 2007

David Fátima and Rute Abreu

The purpose of this paper is to discuss the implementation and developments of the Bologna Process in the Higher Education Institutions (HEIs) as a new paradigm of the…

Abstract

Purpose

The purpose of this paper is to discuss the implementation and developments of the Bologna Process in the Higher Education Institutions (HEIs) as a new paradigm of the European system of higher education, in general, and of the Portuguese system, in particular.

Design/methodology/approach

The paper uses firstly, higher education system statistics; secondly, Government and European Union documents; and thirdly, academic papers that conceptual frame the issues under discussion.

Findings

Portuguese HEIs are engaged in the Bologna process, but it shows some contradictions within the higher education system. One of these contradictions is the restructuring of the degrees and cycles had led to the apparently destruction of the binary system (universities and polytechnics) which existed in for more than 30 years. Another contradiction is carry out common European priorities and, at the same time, maintaining the national culture, language, education systems and HEIs autonomy. Although, the system promotes the cooperation between HEIs and increases the research, the innovation and the sustainable development, at a national level, as well as, an international level.

Practical implications

HEIs need to promote the strategic function of higher education and it demands a constant adaptation of the conceptual field, especially, in the social, economic and technological perspectives. These perspectives will assurance the enhancement and the preservation of quality of teaching/learning. These will improve the education for sustainable development that it develops higher growth and better educational performance.

Originality/value

Provides empirical evidence about the social dimension of the higher education system and analyse the Bologna Process in the HEIs.

Details

Social Responsibility Journal, vol. 3 no. 2
Type: Research Article
ISSN: 1747-1117

Keywords

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