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1 – 10 of over 1000Marta Giovannetti, Arun Sharma, Deva Rangarajan, Silvio Cardinali and Elena Cedrola
The COVID-19 pandemic has led to major sales strategy and process changes as many interactions migrated from face-to-face to virtual environments. The nature of the interactions…
Abstract
Purpose
The COVID-19 pandemic has led to major sales strategy and process changes as many interactions migrated from face-to-face to virtual environments. The nature of the interactions changed, and sales firms, the sales function and salespeople created new processes to excel in virtual environments. As sales processes evolve further, this paper aims to focus on understanding the enduring shifts in sales strategy and processes. In addition, this study seeks to understand the characteristics of enduring shifts and how they are distinct from temporary shifts.
Design/methodology/approach
This qualitative analysis provides a comprehensive overview of the sales organizations and salespeople over the period from the start of the pandemic to early 2022. The authors interviewed 66 sales professionals from different countries and industries to better understand the temporary and enduring shifts in sales strategy and processes, adopting ad inductive and narrative approach.
Findings
There are four major findings. First, four key themes emerged: increased digitalization, resistance to digitalization, sales process changes and sales organization transformation. Second, changes are classified as temporary, permanent and accelerated changes. Third, some proposed changes were not supported. Finally, five findings were found that were not discussed in previous literature.
Originality/value
This paper finds distinctive findings that offer additional valuable insights that connect to and extend existing literature. These include emerging themes, classification shifts, unsupported proposed changes and unique findings.
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Weiting Wang, Yi Liao and Jiacan Li
The purpose of this study to improve the efficiency of customer acquisition and retention through the design of salary information disclosure mechanism.
Abstract
Purpose
The purpose of this study to improve the efficiency of customer acquisition and retention through the design of salary information disclosure mechanism.
Design/methodology/approach
This study develops a stylized game-theoretic model of delegating customer acquisition and retention, focusing on how firms choose delegation and wage information disclosure strategy.
Findings
The results confirm the necessity for enterprises to disclose salary information. When sales agents are risk neutral, firms should choose multi-agent (MA) delegation and disclose their wages. However, when agents are risk averse, firms may disclose the wages of acquisition agents or both agents in MA delegation, depending on the uncertainty of the retention market.
Originality/value
This paper contributes to the literature on delegation of customer acquisition and retention and demonstrates that salary disclosure can be used as a supplement to the incentive mechanism.
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Seongsoo Jang, Hwang Kim and Vithala R. Rao
Firms can benefit from designing sales promotion based on the analysis of consumers' physical exercise and purchase data. This study aims to study mobile exercise app data to…
Abstract
Purpose
Firms can benefit from designing sales promotion based on the analysis of consumers' physical exercise and purchase data. This study aims to study mobile exercise app data to explore how purchasing a promoted or nonpromoted product affects exercisers’ subsequent exercise and purchase behaviors.
Design/methodology/approach
Drawing from the theoretical framework of overjustification effect, this study empirically examines the effects of the purchase of promoted – monetary and nonmonetary – or nonpromoted products on relationships (1) between past and subsequent exercise behaviors and (2) between past exercise and subsequent purchase behaviors. Novel data of one million exercise activities and purchase transactions created by 7,517 mobile exercise app users were collected.
Findings
The results reveal that monetary and nonmonetary promotions have a negative effect on overall consumers’ amount of physical exercise but increase heavy exercisers’ exercise amount. In addition, nonmonetary (monetary) promotion has a positive (negative) effect on consumers’ purchase expenditure but has no moderating effect on the exercise–expenditure relationship.
Originality/value
This study provides a theoretical framework explaining how to mitigate the dark side of sales promotions while targeting right exercise consumer segments with the right promotion campaigns.
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Akhilesh Bajaj, Wray Bradley and Li Sun
The purpose of our study is to investigate the impact of corporate culture on sales order backlog.
Abstract
Purpose
The purpose of our study is to investigate the impact of corporate culture on sales order backlog.
Design/methodology/approach
The authors use regression analysis to examine the relation between corporate culture and the level of sales order backlog, an important leading indicator of firm performance.
Findings
Using a large panel sample of US firms for the period of 2003–2021, the authors find a significant and positive relation, suggesting that firms with strong corporate culture have a higher level of sales order backlog.
Originality/value
The study findings contribute to two separate areas of research: corporate culture in management literature and sales order backlog in accounting literature. Prior study has focused on the impact of corporate culture on current firm performance. This study extends prior research by investigating the impact of corporate culture on order backlog, an important leading indicator of future performance.
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Ganesh Thapa, Dyutiman Choudhary, Narayan Prasad Khanal and Shriniwas Gautam
Farmers in developing countries are used to recycling and purchasing seeds of old and low-yielding varieties, leading to low seed and varietal replacement rates. Seed companies in…
Abstract
Purpose
Farmers in developing countries are used to recycling and purchasing seeds of old and low-yielding varieties, leading to low seed and varietal replacement rates. Seed companies in Nepal have started to conduct traders' meetings (TMs) to promote new rice varieties. This paper aims to assess the effectiveness of this approach in promoting new rice varieties.
Design/methodology/approach
The authors assess the effectiveness of TMs by surveying 238 agrodealers from 7 districts of Nepal. The authors used the binary logit model to study the determinants of participation in TM and an instrumental variable approach to estimate the impact of TMs on sales of the promoted rice varieties.
Findings
Results indicate that the TM significantly influences traders' knowledge and increases the probability of selling new rice varieties promoted. However, TMs did not significantly increase the overall sales of promoted rice varieties.
Research limitations/implications
The study is based on cross-section data; thus, unobserved fixed effects could not be accounted for. The study finds only one relevant and valid instrumental variable and therefore could not conduct any exogeneity test.
Originality/value
Seed companies in Nepal started to conduct TMs to promote new rice varieties since 2019. However, to the best of the authors’ knowledge, the usefulness of TMs and the impact of these events in changing traders' attitudes toward domestic rice seed varieties or in business performance (annual sales of the promoted varieties) have not been assessed. Therefore, the study findings will help to promote the market-driven seed system and increase the seed replacement rate.
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This paper aims to discuss Harymawan et al. (2023) and suggest a few areas for improvement.
Abstract
Purpose
This paper aims to discuss Harymawan et al. (2023) and suggest a few areas for improvement.
Design/methodology/approach
This paper critically assesses Harymawan et al.’s (2023) position in the extant literature and discusses pertinent aspects.
Findings
This paper's primary focus is on Harymawan et al.’s (2023) conceptual development, especially chief executive officers' (CEOs) role in footnote disclosures.
Originality/value
This paper's viewpoints are relevant to readers interested in corporate textual disclosure and governance.
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Terry Lease, Marni Goldenberg, Matt Haberland and Sam Wallan
The paper has a twofold purpose: (1) to test the application of means-end theory to providers of hospitality goods and services, and (2) to explore this question in the context of…
Abstract
Purpose
The paper has a twofold purpose: (1) to test the application of means-end theory to providers of hospitality goods and services, and (2) to explore this question in the context of winery tasting rooms when they had a unique opportunity to restructure their hospitality experience due to government restrictions in response to COVID.
Design/methodology/approach
A qualitative approach was adopted, and a convenience sample was used to conduct semi-structured laddering interviews. Forty interview transcripts were coded as means-end ladders, which were analyzed using a custom computer program to develop the implication matrix and the hierarchical value map.
Findings
This paper demonstrates that means-end is a useful approach to investigate the values and behaviors of the producer, specifically hospitality hosts. It finds that the principal goal of tasting rooms is to generate sales, and offering a compelling guest experience is the characteristic that contributes the most to achieving that goal. The staff and the atmosphere created for the guests are the two factors with the greatest influence on the guest experience.
Originality/value
This is the first paper to use means-end theory to study the hospitality host, or the producer of goods and services in general, and the first to study winery hospitality primarily through the lens of means-end theory. The study also helps fill a gap in research on tasting room sales focused on the winery’s goals.
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The global automobile industry is striving towards a sustainable future. Emerging countries including India are gearing up for the revolution. Considering the key role of customer…
Abstract
Purpose
The global automobile industry is striving towards a sustainable future. Emerging countries including India are gearing up for the revolution. Considering the key role of customer acceptance in the success of any technological shift, the study endeavors to ascertain the catalysts accelerating the adoption of Electric Two-Wheelers (E2W) in India by leveraging an extended Unified Theory of Acceptance and Use of Technology-2 model. The same would assist Electric Vehicle (EV) stakeholders in directing their efforts toward pivotal aspects having the potential to significantly bolster E2W penetration.
Design/methodology/approach
Data was collected using convenience sampling technique from 1,254 electric two-wheeler owners across four Indian states and analyzed using Structural Equation Modelling.
Findings
Performance Expectancy, Price Value and Hedonic Motivation have a significant influence on purchase intention leading to actual buying behavior. Effort Expectancy, Social Influence, habit value and facilitating conditions were insignificant. Pro-Environmental Approach and Government Support significantly impact adoption intention and behavior respectively in addition to model predictors thus supporting the study’s novelty. Purchase intention proved to influence Actual Buying Behavior. Synergized efforts of EV stakeholders towards performance innovation, cost-effectiveness, improved infrastructure and information diffusion on sustainability and user-friendliness could aid in achieving transition to green mobility.
Originality/value
The study predominantly intends to address the intention–behavior gap related to electric two-wheelers in India. Also, two additional constructs, government support and pro-environmental approach, were incorporated resulting in a novel research framework that aims to test their nuanced ability to impact the model predictors.
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Komal Kamran, Akbar Azam and Mian Muhammad Atif
This study aims to investigate the situational factors that intensify the impact of leader bottom-line mentality (BLM) on employee pro-self-unethical behavior. In particular, the…
Abstract
Purpose
This study aims to investigate the situational factors that intensify the impact of leader bottom-line mentality (BLM) on employee pro-self-unethical behavior. In particular, the moderating role of contingent rewards and punishments is evaluated under the lens of situational strength theory.
Design/methodology/approach
Data were collected from 218 full-time employees working in the USA in a time-lagged study and analyzed using SPSS Process Macro.
Findings
Statistical analysis reveal contingent rewards and punishments significantly moderate the positive relationship between BLM and pro-self-unethical behavior.
Practical implications
This paper highlights the need for more balanced reward systems that incorporate moral conduct into work performance. It also emphasizes the role of robust accountability and monitoring systems in minimizing employees’ unethical behavior.
Originality/value
To the best of the authors’ knowledge, this is the first study to investigate the moderating role of contingent rewards and punishments on the relationship between leader BLM and subordinate pro-self-unethical behavior. Moreover, it provides significant empirical support to situational strength theory.
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Fatema Kawaf, Annaleis Montgomery and Marius Thuemmler
The paper addresses the privacy–personalisation paradox in the post-GDPR-2018 era. As the regulation came in a bid to regulate the collection and use of personal data, its…
Abstract
Purpose
The paper addresses the privacy–personalisation paradox in the post-GDPR-2018 era. As the regulation came in a bid to regulate the collection and use of personal data, its implications remain underexplored. The research question is: How do consumers perceive the matter of personal data collection for the use of highly targeted and personalised ads post-GDPR-2018? The invasion of privacy vs the benefits of highly personalised digital marketing.
Design/methodology/approach
To address the research question, this qualitative study conducts semi-structured interviews with 14 individuals, consisting of average users and digital experts.
Findings
This paper reports on increasing consumer vulnerability post-GDPR-2018 due to increased awareness of personal data collection yet incessant lack of control, particularly regarding the repercussions of the digital footprint. The privacy paradox remains an issue except among experts, and personalisation remains necessary, yet critical challenges arise (e.g. filter bubbles and intrusion).
Practical implications
Policy implications include education, regulating consent platforms and encouraging consensual sharing of personal data.
Originality/value
While the privacy–personalisation paradox has been widely studied, the impact of GDPR-2018 has rarely been addressed in the literature. GDPR-2018 has seemingly had little impact on instilling a sense of security for consumers; if anything, this paper highlights greater concerns for privacy as users sign away their rights on consent forms to access websites, thus contributing novel insights to this area of research.
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