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Article
Publication date: 31 August 2023

Nils Høgevold, Rocio Rodriguez, Göran Svensson and Carmen Otero-Neira

This study aims to examine the role of salespeople’s skills in relative and absolute SP in business-to-business (B2B) settings of services firms. This conceptual logic reported in…

Abstract

Purpose

This study aims to examine the role of salespeople’s skills in relative and absolute SP in business-to-business (B2B) settings of services firms. This conceptual logic reported in meta-analytical works, that salespeople’s skills relate directly to their sales performance (SP), is questioned.

Design/methodology/approach

his research relies on existing theory and previous studies on SP drivers and SP measures. The literature identifies a set of common denominators on the role of salespeople’s skills regarding their SP, all of which are tested in this study. Based on a deductive approach and questionnaire survey, 732 service firms in Norway were targeted. A total of 389 questionnaires were returned, generating a response rate of 53.1%.

Findings

A total of 10 out of 12 hypothesized relationships in the research model dealing with the relationship between SP drivers and SP turn out to be non-significant. The hypothesized relationship in the research model between relative and absolute SP is also supported.

Research limitations/implications

The results reported in this study, based on a large sample of service firms, empirically confirm that the direct effect is generally overestimated. Empirical evidence is provided that sheds additional light on the role of salespeople’s skills in relative and absolute SP in B2B settings of services firms.

Practical implications

This study offers meaningful and relevant insights into the monitoring of SP drivers to practitioners in B2B sales settings of services firms. Salespeople need to learn about gathering knowledge in training programs about each customer and their specific situation. Firms should strive to recruit salespeople who possess the appropriate skills, taking into consideration their customers and specific situations related to them, such as experiences from competitors. Salespeople may be organized around similar customers and similar customer situations, rather than geographical assignments.

Originality/value

Overall, this research contributes insights into the role played by salespeople’s skills in relative and absolute SP in B2B settings of services firms. In particular, the research contributes additional insights into the non-existent role of interpersonal presentation and communication skills, adaptiveness of sales approach and sales behavior skills and product/technology-related knowledge skills in salespeople’s relative and absolute SP in B2B settings of services firms.

Article
Publication date: 20 February 2024

Carlos Ferro-Soto, Carmen Padin, Mornay Roberts-Lombard, Goran Svensson and Nils Høgevold

This study aims to explore the direct and indirect effects of sales opportunism and sales conflict as well as of non-economic and economic satisfaction in business-to-business…

Abstract

Purpose

This study aims to explore the direct and indirect effects of sales opportunism and sales conflict as well as of non-economic and economic satisfaction in business-to-business (B2B) sales relationships. This understanding offers B2B buyers enhanced knowledge of sales business expectations towards sustainable business relationships in the future.

Design/methodology/approach

Through self-administered questionnaires, data were obtained from 237 sales or marketing managers/directors of small- and medium-sized companies across industries in Spain, who were randomly contacted via LinkedIn. The multivariate analysis of measurement and structural models was based on IBM SPSS Amos 27.

Findings

The study confirms that sales opportunism positively affects sales conflict. Moreover, sales opportunism is negatively associated with non-economic sales satisfaction, whereas non-economic sales satisfaction is positively associated with economic sales satisfaction. Consequently, if all associates are pleased with the relationship and the gains it can provide, a long-standing orientation can be achieved.

Research limitations/implications

The study expands existing theory on seller–buyer relationships in a B2B context. It contextualises direct and indirect relationships between two antecedents (sales opportunism and sales conflict) and two postcedents (economic sales satisfaction and non-economic sales satisfaction) in sales business–buyer settings.

Practical implications

The study guides buyers in B2B relationships towards an improved understanding of how sales businesses perceive opportunism and conflict (as negative precursors) to impact non-economic satisfaction and how it can influence economic satisfaction.

Originality/value

Most studies explore B2B relationship building from the perspective of the buyer, thereby creating a shortfall in developing an understanding of all partner expectations in B2B relational intent. Moreover, the measurement of satisfaction as a multidimensional construct secured the integration of non-economic satisfaction and economic satisfaction within a single model allowing the constructs measured in this study to be holistically assessed.

Details

European Business Review, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0955-534X

Keywords

Open Access
Article
Publication date: 3 November 2022

Zagane Abdelkader, Osamnia Nada and Kaddour Zegga

The purpose of this study is to classify harmonic homomorphisms ϕ : (G, g) → (H, h), where G, H are connected and simply connected three-dimensional unimodular Lie groups and…

Abstract

Purpose

The purpose of this study is to classify harmonic homomorphisms ϕ : (G, g) → (H, h), where G, H are connected and simply connected three-dimensional unimodular Lie groups and g, h are left-invariant Riemannian metrics.

Design/methodology/approach

This study aims the classification up to conjugation by automorphism of Lie groups of harmonic homomorphism, between twodifferent non-abelian connected and simply connected three-dimensional unimodular Lie groups (G, g) and (H, h), where g and h are two left-invariant Riemannian metrics on G and H, respectively.

Findings

This study managed to classify some homomorphisms between two different non-abelian connected and simply connected three-dimensional uni-modular Lie groups.

Originality/value

The theory of harmonic maps into Lie groups has been extensively studied related homomorphism in compact Lie groups by many mathematicians, harmonic maps into Lie group and harmonics inner automorphisms of compact connected semi-simple Lie groups and intensively study harmonic and biharmonic homomorphisms between Riemannian Lie groups equipped with a left-invariant Riemannian metric.

Details

Arab Journal of Mathematical Sciences, vol. 30 no. 1
Type: Research Article
ISSN: 1319-5166

Keywords

Article
Publication date: 31 May 2022

Dhruba Jyoti Borgohain, Mohammad Nazim and Manoj Kumar Verma

Mucormycosis has evolved as a post-COVID-19 complication globally, especially in India. The research on fungus has been very primitive, and many scientific publications have been…

Abstract

Purpose

Mucormycosis has evolved as a post-COVID-19 complication globally, especially in India. The research on fungus has been very primitive, and many scientific publications have been discovered. The current COVID-19 pandemic needs further investigation into this unusual fungal infection. This review study aims to provide a pen-picture to researchers, science policymakers and scientists about different bibliometric indicators related to the research literature on mucormycosis.

Design/methodology/approach

The quantitative research was conducted using the established procedure of bibliometric investigation on data collected from Scopus from 2011 to 2020 using a validated search query. The search query consisted of keywords “Mucormycosis” or “Mucormycoses” or “Mucormycose” or “Mucorales Infection” or “Mucorales Infections” or “Black Fungus Infection” or “Black Fungus Infections” or “Zygomycosis” in the “Title-Keyword-Abstract” search option for data extraction. The analysis of data is performed using MS-Excel. Mapping was done with state-of-the-art visualization tools Biblioshiny and VOSviewer, using bibliometric indicators as units of analysis.

Findings

The analysis reveals that the first publication on this topic was reported from 1923 onwards. In total, 9,423 authors contributed 1,896 papers with 11,437 collaborated authors, documents per author are 0.201, authors per document are 4.97 and co-authors per document are 6.03. Total records were published in 779 journals in the English language from 75 countries globally. Mucormycosis literature is mostly open access, with 1,210 publications available via different open access routes. The highest number of articles (204) published in the journal “Mycoses” with 1,333 authors received 4,875 cited references, and the h-index has 24. The growth of publications is exponential, as depicted by the Price Law. The USA has recorded a maximum number of publications at both country and institutional levels compared to the other nations. There has been extensive research on mucormycosis before the outbreak as a post-COVID complication, as indicated by the highest number of publications in 2019.

Practical implications

The research hot spots have altered from “Mucormycosis,” “fungi,” “Zygomycosis” and “Drug efficacy”, “Drug Safety” to “Microbiology,” “Pathology,” “nucleotide sequence,” “surgical debridement” which indicates that potential area of research in the near future will be concerned with more extensive research in mucormycosis to develop standard treatment procedures to fight this infection. The quantity of scientific publications has also increased over time. The research and health community are called upon to join forces to activate existing knowledge, generate new insights and develop decision-supporting tools for health authorities in different nations to leverage vaccination in its transformational role toward successfully attaining nil cases of COVID-19.

Originality/value

The analysis of collaboration, findings, the research networks and visualization makes this study novel and separates from traditional metrics analysis. To the best of the authors’ knowledge, this work is original, and no similar studies have been found with the objectives included here.

Details

Library Hi Tech, vol. 42 no. 1
Type: Research Article
ISSN: 0737-8831

Keywords

Open Access
Article
Publication date: 27 November 2023

J.I. Ramos and Carmen María García López

The purpose of this paper is to analyze numerically the blowup in finite time of the solutions to a one-dimensional, bidirectional, nonlinear wave model equation for the…

198

Abstract

Purpose

The purpose of this paper is to analyze numerically the blowup in finite time of the solutions to a one-dimensional, bidirectional, nonlinear wave model equation for the propagation of small-amplitude waves in shallow water, as a function of the relaxation time, linear and nonlinear drift, power of the nonlinear advection flux, viscosity coefficient, viscous attenuation, and amplitude, smoothness and width of three types of initial conditions.

Design/methodology/approach

An implicit, first-order accurate in time, finite difference method valid for semipositive relaxation times has been used to solve the equation in a truncated domain for three different initial conditions, a first-order time derivative initially equal to zero and several constant wave speeds.

Findings

The numerical experiments show a very rapid transient from the initial conditions to the formation of a leading propagating wave, whose duration depends strongly on the shape, amplitude and width of the initial data as well as on the coefficients of the bidirectional equation. The blowup times for the triangular conditions have been found to be larger than those for the Gaussian ones, and the latter are larger than those for rectangular conditions, thus indicating that the blowup time decreases as the smoothness of the initial conditions decreases. The blowup time has also been found to decrease as the relaxation time, degree of nonlinearity, linear drift coefficient and amplitude of the initial conditions are increased, and as the width of the initial condition is decreased, but it increases as the viscosity coefficient is increased. No blowup has been observed for relaxation times smaller than one-hundredth, viscosity coefficients larger than ten-thousandths, quadratic and cubic nonlinearities, and initial Gaussian, triangular and rectangular conditions of unity amplitude.

Originality/value

The blowup of a one-dimensional, bidirectional equation that is a model for the propagation of waves in shallow water, longitudinal displacement in homogeneous viscoelastic bars, nerve conduction, nonlinear acoustics and heat transfer in very small devices and/or at very high transfer rates has been determined numerically as a function of the linear and nonlinear drift coefficients, power of the nonlinear drift, viscosity coefficient, viscous attenuation, and amplitude, smoothness and width of the initial conditions for nonzero relaxation times.

Details

International Journal of Numerical Methods for Heat & Fluid Flow, vol. 34 no. 3
Type: Research Article
ISSN: 0961-5539

Keywords

Article
Publication date: 16 May 2023

T. Bettina Cornwell, Abby Frank and Rachel Miller-Moudgil

The purpose of this work is (1) to supply a framework of actors in sport sponsorship and articulate the service relationships that support these partnerships and (2) to propose…

Abstract

Purpose

The purpose of this work is (1) to supply a framework of actors in sport sponsorship and articulate the service relationships that support these partnerships and (2) to propose research questions in this space that are unaddressed and forward-looking.

Design/methodology/approach

Sponsorship is part of a complex network of actors and service relationships found in sport. The sports team, activity, or event is a sport property, often with long-term and dynamic service relationships. The authors consider how a sponsor's relationship with the sport property intersects with organizing bodies, venues, communities and society. The authors identify clusters of actors that interact with and influence other clusters (e.g. governing bodies, media, host community and venue/teams/fans) within an ecosystem, paying special attention to aspects of co-creation and co-destruction and the feedback loops that cause them.

Findings

Through this analysis, the authors identify areas of needed research at the intersection of sport sponsorship and service. The model synthesizes the literature from service-dominant logic, sports, sponsorship, systems thinking and co-creation/co-destruction research areas. Using the model and relevant cases, the authors can better understand the complexities of sport service relationships and advance research at the intersection of sport sponsorship and service.

Originality/value

This is the first sport sponsorship service ecosystem model. It is also the first integration of systems thinking with constructs in sport sponsorship and services.

Details

Journal of Service Management, vol. 35 no. 1
Type: Research Article
ISSN: 1757-5818

Keywords

Book part
Publication date: 29 January 2024

Hieu Nguyen, Neal M. Ashkanasy and Stacey Parker

The existing literature on abusive supervision, defined as a perception by subordinates that their supervisor displays hostility toward them (but falling short of physical abuse)…

Abstract

Purpose

The existing literature on abusive supervision, defined as a perception by subordinates that their supervisor displays hostility toward them (but falling short of physical abuse), is deficient insofar as it fails to account for workgroup differences in employees' perceptions of abusive supervision. We therefore sought to study such differences, which refer to as “abusive supervision dispersion (ASD).”

Methods

We interviewed 40 employees from a variety of organizations in Australia, focusing on the role of affective events in ASD dynamics, with a view to understanding how this phenomenon relates to individual and team processes.

Findings

We found that ASD stimulates employees to harbor negative emotions and resentment toward their supervisor, causing them to perceive even positive events negatively. We found further that, while low ASD facilitates team-member exchange by forcing abused members to band together resulting in low team conflict, high dispersion facilitates formation of subgroups and high team conflict.

Implications

These findings illuminate the paradoxical nature of ASD and suggest that employees experience dispersion through three paradoxes: (1) dispersion paradox, (2) resentment paradox, and (3) team paradox. Overall, these findings suggest that subordinates' perceptions of high ASD are associated with detrimental impacts on team performance.

Details

Emotion in Organizations
Type: Book
ISBN: 978-1-83797-251-7

Keywords

Article
Publication date: 24 November 2023

Kim Man Erica Lee, Yanto Chandra and Ho Lee

The social venture (SV) is an increasingly popular form of organization to pursue social goals using a commercial approach. Although marketing plays an important role in SV…

Abstract

Purpose

The social venture (SV) is an increasingly popular form of organization to pursue social goals using a commercial approach. Although marketing plays an important role in SV research and a key driver of the performance of SVs, how and the extent to which market conditions play a role remains understudied. This study examines if market turbulence can moderate marketing capabilities and performance relationships.

Design/methodology/approach

The authors developed several hypotheses rooted in the marketing literature and tested them using data collected from a sample of 109 SVs from East Asia (i.e. Hong Kong and Taiwan). Using multiple regression analysis and structural equation modeling, the authors analyzed the marketing capabilities and financial and social performance relationships and the positive moderating role of market turbulence.

Findings

The results suggested that market turbulence is a positive moderator which influences the effect of the marketing capabilities–financial performance relationship, but not the marketing capabilities and social performance relationship.

Originality/value

This paper attempts to interrogate the SV's marketing capabilities–performance relationship in the East Asian context and how market turbulence may enhance or weaken the relationship. This is one of the earliest papers in this research area. The key findings from this research offer valuable theoretical contribution to the study of SV performance.

Details

Journal of Small Business and Enterprise Development, vol. 31 no. 2
Type: Research Article
ISSN: 1462-6004

Keywords

Article
Publication date: 17 January 2024

Raiswa Saha, Sakshi Ahlawat, Umair Akram, Uttara Jangbahadur, Amol S. Dhaigude, Pooja Sharma and Sarika Kumar

The study aims to examine the conceptualization of online abuse (OA) and identifies theories, countries of research, top-cited articles, methodologies, antecedents, mediators…

Abstract

Purpose

The study aims to examine the conceptualization of online abuse (OA) and identifies theories, countries of research, top-cited articles, methodologies, antecedents, mediators, outcomes and moderators of OA and future research opportunities. Two research questions are addressed. How have the past studies on OA progressed regarding theories, context, characteristics and methodology? What future research opportunities can be done in this area?

Design/methodology/approach

This study systematically reviews, synthesizes and integrates OA literature using the well-recommended preferred reporting items for systematic reviews and meta-analyses (PRISMA) rules. The literature on OA was synthesized based on the Theory–Context–Characteristics–Methodologies (TCCM) framework given by Paul and Rosado-Serrano.

Findings

Through an examination of TCCM used in OA research, the review presents an all-inclusive and up-to-date overview of the research in this arena and sets a future research agenda to spur scholarly research. This systematic literature review has analyzed top-quality sample papers, published in the past decade. As a result, it contributes to a better understanding of this relationship by analyzing the different types of use and the value added to the shopping experience.

Originality/value

This study provides groundwork for researchers and promotes a deeper understanding of OA.

Details

International Journal of Conflict Management, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 1044-4068

Keywords

Article
Publication date: 25 March 2024

Likhil Sukumaran and Ritanjali Majhi

This study aims to explore and understand the challenges and opportunities presented by the rising demand for organic products in the context of toddy consumption and marketing.

Abstract

Purpose

This study aims to explore and understand the challenges and opportunities presented by the rising demand for organic products in the context of toddy consumption and marketing.

Design/methodology/approach

This research examines consumer behaviour and decision-making patterns using decision tree analysis. A survey questionnaire based on established theories was distributed to individuals above the legal drinking age of 23 in Kerala, India, using purposive and random sampling.

Findings

The study found that people's fondness for toddy shop food plays a crucial role in their food choices. When the fondness is low, subjective norms can override personal preferences. But when the fondness is high, individual perceptions take precedence.

Originality/value

Using machine learning techniques, we created a compass to guide marketing strategies and cultural preservation efforts in toddy shops by considering the complex factors that influence consumer decisions.

Details

British Food Journal, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0007-070X

Keywords

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