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The learning outcomes are as follows: what tasks are to be done by medical representatives in pharmaceutical industry? This study also highlights various competencies required to do effective selling in this industry; analyzes and discusses different unethical practices going on in the market; explains why ethical norms are necessary in sales context when sales targets are already achievable with unethical means; and develops and comments on strategies Flori Pharmaceutical can make to overcome on these unethical issues. What should be the response of Dahar to the email of Naveed khan? What course of action should be taken by Dahar in the deceitful reporting case of Mohsin Ali?

Flori is considered a leading and growing multinational organization in the highly competitive environment of Pakistan pharmaceutical industry with over 40 years of experience. The company aims to command a leading position in developing new health-care products as it offers a wide range of diabetic, cardiovascular, respiratory and vitamin products based on quality as a result of high research and examination. Recently, an email to Bilal Dahar on March 2017 from Flori’s star sales person Naveed Khan has forced management to take some strong decisions regarding ethical norms and values to be adopted by medical representatives of Flori pharmaceuticals. The email highlighted the issues related to sales pressure which are leading toward unethical sales practices. Dahar just not have to maintain Flori’s ethical code of conduct but he and his team also has to work hard to achieve more than 26% growth rate in sales revenue as compared to last year. Dahar knew that the highly competitive environment of pharmaceutical industry has led most of the stake holders to indulge in unethical behavior to achieve their individual targets. He knew that this is dangerous in long term for the multinational organizations such as Flori pharmaceuticals as if the similar behavior continues, the sales culture and values of the organization would be on stake. He also has to decide what decision to be taken against deceitful reporting issue of one of the top-performer territory managers, who was key person in helping Flori to close the sales year 2016 with the revenue of Rs. 6.4bn, a 26% growth over the last year. The case is rich enough to provide a platform regarding management of several ethical challenges in pharmaceutical selling and developing strategies based on them.

BBA, MBA final year.

Teaching Notes are available for educators only.

CSS 8: Marketing.

Wind energy has become a distinguished field of energy among the alternative energy resources. Despite economical disadvantages, the production of wind energy is desired to fulfill the demand of the energy. Low reliability is a big issue in the development of wind energy technology that has affected wind farm operations. The purpose of the study is to find the reason for the low reliability and high downtime for wind turbines.

The systems engineering approach has a high success rate in handling complex systems such as wind farms. A failure finding model is presented based on the systems engineering, with the focus to analyze the failures at the interfaces. The required data have been collected by reviewing the literature.

Gear box interfaces are a vital reason for the higher downtime and frequent failures of wind turbines, and the bearing and the lubricant in the gear box are affected because of their inappropriate combination.

The reliability and the maintainability of the wind turbine is a topic of major importance. The study is an attempt to contribute to a more sophisticated solution to the reliability problem of the wind turbine. Moreover, it shows the importance of interfaces in designing the complex systems.

Decreasing sources of fossil fuels has caused an increase in importance of the renewable energy resources and systems that directly utilize renewable energy are even more important. The purpose of the paper is to compare the most common solar cooling technologies against the most important requirements.

A multi-criteria decision methodology, analytical hierarchical process, has been used to prioritize these technologies with respect to each other.

The findings of this study are the priorities of selected solar cooling concepts against performance affecting criteria. The solar vapour adsorption cooling system has been found to be the optimum solar cooling concept with practically the highest performance number compared with the other cooling systems.

This study can be used in the future development of solar cooling technologies to benefit from the best collective features of the specific technologies.

To understand how the external culture of an organization affects the internal decisions; to explore how employment stereotypes are used in recruitment; to grasp the general understanding of how line managers give more value to the bottom line than “non-discrimination statement”; to understand the challenges while managing a diverse workforce; and to critically analyze hiring decision and recommend practical solution.

Asma Malik was hired as a management trainee around five years ago. After successful completion of her one year as a management trainee, she was placed in the finance department. She outperformed all of her targets and received multiple rewards of a star performer. However, Malik was passionate and eager to work in the field and to work with the sales team. It was her dream to be an outstanding salesgirl. Based on the company’s policy of equal opportunity employer, she quickly got herself promoted to the position of wholesale manager and she was the first one to be provided such a challenging position. However, the market dynamics and market acceptability in a country like Pakistan were quite thought-provoking for a girl to be a wholesale manager. And it was observed that sales were constantly declining, as she had assigned this role. Now Country Manager (CM) had to make a decision, whether to transfer her to any other position or to retain her in the same position.

Bachelor of Business Administration and MBA.

Teaching Notes are available for educators only. Please contact your library to gain login details or email support@emeraldinsight.com to request teaching notes.

CSS 1: Accounting and Finance.

The learning outcomes are as follows: to understand the strategic importance of location selection within the organization and how it influences other’s performance; to understand the impact of supply chain drivers on sales performance and to understand the role of other stakeholders in location selection strategy; to analyze the constraints in decision-making for selection of warehouse location and its remedies; to analyze the alternative options for warehouse in the light of top level management’s instruction or organizational strategies; to select the best possible alternate for long-term sustainability of warehouse location.

Ishaq Bashir, who has recently joined Super Distribution Services as Facility Manager, is indecisive in selecting a rental location for its offices and warehouse, either SDS had to move back to the old location or continue with existing warehouse facility. This existing location was selected by Ex Facility Manager around six months ago because SDS had to vacate their old location due to graving concern the owner of the premises. SDS had to search for a new facility and vacate the older premises within three months’ time as per “evacuation notice” received from the owner, and finally, the company shifted to the new location by 28 February 2017. After six months in September 2017, sales team realized a serious dip in sales by 1 per cent, and they claimed that this had happened due to wrong selection of the location of the warehouse which was far from the city. Now Bashir had to decide either to continue with the existing facility or move to the previous one or search for any third feasible location.

BBA and MBA.

Teaching Notes are available for educators only. Please contact your library to gain login details or email support@emeraldinsight.com to request teaching notes.

CSS 9: Operations and Logistics.

The emergence of electronic learning during the COVID-19 outbreak has been the way by which higher education has attempted to save the situation. However, e-learning still causes psychological distress because of its crackups and fear. Hence, the authors aim to study the impact of e-learning crackup on fear of academic year loss and psychological distress by incorporating university support as a moderator.

Partial least squares structural equation modeling (PLS-SEM) has been used to analyze data.

The results depict that e-learning crackup fosters students' fear of academic year loss, but e-learning crackup has an insignificant impact on psychological distress. However, psychological distress is driven by fear of an academic year loss. Lastly, university support moderates the relationship between e-learning crackup and psychological distress, but no moderating role exists between fear of academic year loss and psychological distress.

The recent pandemic has severely affected the mental health of students. Therefore, it is crucial to study the reasons that foster distress among them. But, unfortunately, there is a prominent absence of research for inspecting students' psychological distress because of the e-learning crisis, especially in the wake of COVID-19.

The purpose of the study is to analyse the occurrence and distribution of different tree species in Gilgit-Baltistan, Pakistan, as a baseline for further inventories, and estimate the biomass per species and plot. Furthermore, it aims to measure forest biodiversity using established formulae for tree species diversity index, richness, evenness and accumulative curve.

Field data were collected, including stratification of forest sample plots. Statistical analysis of the data was carried out, and locally appropriate allometric equations were applied for biomass estimation.

Representative circular 556 forest sample plots of 1,000 m² contained 13,135 trees belonging to nine tree species with a total aboveground biomass of 12,887 tonnes. Sixty-eight per cent of the trees were found between 2,600 and 3,400 masl; approximately 63 per cent had a diameter at breast height equal to 30 cm, and 45 per cent were less than 12 m in height. The Shannon diversity index was 1.82, and Simpson’s index of diversity was 0.813.

Rough terrain, long distances, harsh weather conditions and location of forest in steep narrow valleys presented challenges for the field crews, and meant that fieldwork took longer than planned.

Estimating biomass in Gilgit-Baltistan’s forests using locally developed allometric equations will provide transparency in estimates of forest reference levels, National Forest Monitoring System in Pakistan and devising Reducing Emissions from Deforestation and Forest Degradation national strategies and for effective implementation.

This paper presents the first detailed forest inventory carried out for the dry temperate and semi-arid cold region of Gilgit-Baltistan, Pakistan.

Sustainable tourism will be an appropriate strategy to be promoted during the post COVID-19 pandemic, as this is a turning point for the tourism industry to grab the unique chance to have a true reset by focussing on achieving long-term sustainability and a shift from a ‘me to we’ economy. To support sustainable tourism and foster future success in the tourism industry, the process of integrating green knowledge and knowledge management can begin with entrepreneurial education in higher education institutions (HEIs). However, empirical research on university students' green entrepreneurial intention in sustainable tourism has not been exhaustively studied. Additionally, there is a need to further explore knowledge management process and entrepreneurial learning in HEIs. Hence, the aim of this study is to analyze knowledge management as a technique to explore the green entrepreneurial intention of students in HEIs in sustaining Malaysia's tourism post COVID-19 pandemic. Exploratory research with quantitative analysis was conducted through partial least squares structural equation modelling (PLS-SEM). The findings reveal that there is a positive and significant relationship between green entrepreneurial knowledge and green entrepreneurial intention in sustainable tourism among university business students. Additionally, knowledge revision and conceptual change positively and significantly influence green entrepreneurial knowledge and green entrepreneurial intention in sustainable tourism. However, knowledge application has no impact on green entrepreneurial knowledge and green entrepreneurial intention. The results of this study also reveal that green entrepreneurial knowledge does not have a mediation effect on green entrepreneurial intention. The present work contributes by going beyond the study of entrepreneurial intention, as the research focusses on interconnection among these three major areas: knowledge management, sustainable tourism, and entrepreneurship education post COVID-19 pandemic. Hence, the combination of these diverse aspects in this study provides insights to educators and policy makers to investigate the importance of green entrepreneurial knowledge and benefits of knowledge management that can be integrated into entrepreneurship education for current and future sustainable tourism development.

Collaboration, communication, critical thinking and creativity are the most essential Cs of education. However, at present, these Cs are interlinked with technology to make it more effective and reliable. Educational technology infuses higher education, many people use it on a daily basis. Students are eager to adopt such technologies that help them in academia. Hence, this study aims to investigate how cloud computing adoption influences the academic performance of students by incorporating innovative, knowledge, economic and technological factors in the model.

The data are collected by using the survey method and the five-point Likert scale is used for this purpose. The statistical techniques applied to the data set were confirmatory factor analysis and partial least square structural equation modeling.

All dimensions have been observed to have a positive association with perceived ease of use and perceived usefulness. On the other hand, the innovative factors which include relative advantage and complexity have a negative impact on perceived ease of use and perceived usefulness except for compatibility. Moreover, economic factors, all have a negative relationship. Finally, research shows that perceived ease of use and perceived usefulness have a direct and significant relationship with cloud computing adoption among students, which ultimately predicts their academic performance.

Present research makes the following vital contributions; first, focus on the role of innovative factors, economical, technological and knowledge factors together that were previously largely ignored. Second, it extends the model of technology acceptance model for analyzing the cloud computing adoption pattern among university students. Finally, this study uses PLS-SEM for analyzing the relationship.

The present research aims to investigate the impact of “COVID-19 phobia” factors (psychological, social, economic and psychosomatic) on career anxiety and perceived distress. Further, this research assesses whether career anxiety and perceived distress foster or diminish students' employability confidence.

“Partial Least Squares Structural Equation Modeling (PLS-SEM)” has been used to analyze the data.

The results depict that factors (psychological, economic and psychosomatic) are positively and significantly associated with career anxiety and perceived distress. However, social factors indicate an adverse impact on perceived distress. Further, career anxiety and perceived distress positively influence employability confidence, but the associations are not highly impactful.

This research elucidates an unexplored phenomenon in the context of a developing country that coronavirus disease 2019 (COVID-19) phobia scale (i.e. psychological, social, economic and psychosomatic) result in career anxiety and distress. Moreover, no studies highlighted the direct impact of career anxiety and perceived distress on employability confidence.