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Article
Publication date: 15 February 2022

Bindu Gupta, Rakesh Singh, Sandeep Puri and Pankaj Singh Rawat

This study aims to investigate the impact of a salesperson’s psychological capital (PsyCap) on sales performance through the interplay of work engagement and performance feedback…

Abstract

Purpose

This study aims to investigate the impact of a salesperson’s psychological capital (PsyCap) on sales performance through the interplay of work engagement and performance feedback. This study examines the role of thought self-leadership (TSL) as an antecedent of a salesperson’s PsyCap.

Design/methodology/approach

Grounded in the social cognitive theory and job demands–resources theory, a hypothesized model is proposed. To test the hypothesized model, data on sales professionals were collected from B2B sales organizations, and a structural equation model was used to test the hypotheses.

Findings

The results demonstrate that TSL drives PsyCap in salespeople. The results also suggest an interesting relationship between salesperson’s PsyCap and their sales performance through work engagement as a mediator for PsyCap and sales performance. The moderating effect of performance feedback on work engagement was not significant and thus counterintuitive.

Practical implications

The results suggest that organizations should invest in training to develop the TSL of their salesforce, which will lead to enhanced performance through personal resources such as PsyCap. Further, the findings have implications for sales organization designs and structure.

Originality/value

This study augments the extant information on the linkage between a salesperson’s PsyCap and sales performance by suggesting mediation mechanisms and proposing an integrated framework with work engagement. Further, the authors establish TSL as an important cognitive mechanism to strengthen PsyCap in salespeople.

Details

Journal of Business & Industrial Marketing, vol. 37 no. 12
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 13 August 2021

Shweta Pandey, Deepak Chawla, Sandeep Puri and Luz Suplico Jeong

Notwithstanding the novelty and importance of wearable fitness devices, few studies have focussed on comparing the drivers of adoption and usage of wearable fitness in the context…

Abstract

Purpose

Notwithstanding the novelty and importance of wearable fitness devices, few studies have focussed on comparing the drivers of adoption and usage of wearable fitness in the context of developing countries. This study aims to explore factors that drive overall acceptance of wearable fitness devices in developing countries (India and the Philippines) and whether the impact of these factors on the intention to adopt (INT) differs by country and gender.

Design/methodology/approach

The study extends the existing body of knowledge by developing a model that integrates the impact of various perceived benefits (health, autonomy, social, hedonic, symbolic), health self-efficacy (HEALTHSE) and individual characteristics (technological innovativeness [TI]) on the INT wearable fitness devices and the moderating impact of country and gender. The analysis was carried out using partial least square and data of 343 respondents.

Findings

This study finds that the INT wearable fitness devices by consumers in developing countries are positively impacted by hedonic, health and autonomy, HEALTHSE and TI. Symbolic and social factors do not have any significant impact on the overall INT wearable fitness devices. However, there are country and gender-specific differences that are consequential to the development of marketing strategies.

Research limitations/implications

The framework and results are specific to the two countries and limited by convenience sampling. Future research can focus on replication across different countries and extend the model with additional contextual factors such as perceived risks.

Originality/value

To the best knowledge of the authors, this is one of the few studies to examine and compare the drivers of adoption of wearable fitness devices in lesser researched developing countries. Also, it is one of the few studies to compare the moderating impact of country and gender in the context of the INT wearable devices. The study provides a theoretical and methodological foundation for future research, as well as practical implications for global companies developing and promoting wearable fitness devices.

Details

Journal of Asia Business Studies, vol. 16 no. 4
Type: Research Article
ISSN: 1558-7894

Keywords

Article
Publication date: 13 September 2022

Sandeep Puri, Shweta Pandey and Deepak Chawla

This paper aims to explore factors impacting wearable fitness tracking (WFT) device continued usage intention from perspectives of technology attributes (autonomy benefits)…

Abstract

Purpose

This paper aims to explore factors impacting wearable fitness tracking (WFT) device continued usage intention from perspectives of technology attributes (autonomy benefits), health attributes (self-health management benefits, diet-control benefits and health self-efficacy), and consumer attributes (age, gender, technological innovativeness, symbolic benefits, social benefits and hedonic benefits).

Design/methodology/approach

The study integrates constructs from the technology acceptance theories and the health promotion model to develop the research model and hypothesis. The empirical analysis was conducted using data from 217 respondents from India. Logistic regression was used to identify factors that discriminate between groups with low and high continued usage intentions.

Findings

Results indicate higher continued usage intention for WFT devices is driven by perceived benefits-health, autonomy, social and hedonic, and individual characteristics-technological innovativeness and perceived health self-efficacy. Further, perceived symbolic benefits, diet control benefits, age, and gender does not discriminate between the groups with low and high continued usage intentions.

Research limitations/implications

The results may be limited to the context of the sample and the factors considered. The study suggests future research areas.

Practical implications

The paper offers insights for marketers, governments, insurance firms, and related healthcare services on promoting higher usage of WFT devices to yield dual benefits of preventive healthcare and higher profitability.

Originality/value

The study extends existing research by examining factors across consumer, health, and technological domains in a single framework and adds to the limited research in the context of usage of WFT devices in developing countries.

Details

Benchmarking: An International Journal, vol. 30 no. 9
Type: Research Article
ISSN: 1463-5771

Keywords

Article
Publication date: 5 August 2021

Shweta Pandey, Deepak Chawla and Sandeep Puri

This study explores and compares the reasons for or against including situational triggers on the adoption of food delivery apps (FDAs) across lesser-researched Asian countries…

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Abstract

Purpose

This study explores and compares the reasons for or against including situational triggers on the adoption of food delivery apps (FDAs) across lesser-researched Asian countries like India and the Philippines.

Design/methodology/approach

The study utilises a qualitative research methodology using focus group discussions and interviews across each country.

Findings

Respondents from India highlighted the importance of convenience, aggressive discounts, app service quality, fulfilment and multiple payment options as the key reasons for adopting the FDAs. However, these factors require redressal in the Philippines context. Also, the study findings highlight some country-specific requirements: in the Philippines, food packaging, cheaper options provided by the local convenience stores and lack of variety of food options; in India, the impact of parental beliefs and segregated vegetarian food delivery.

Practical implications

The study makes practical suggestions for consumer behaviour researchers, developers and marketers of FDAs who are confronted with challenges in app development for a multi-cultural audience and to ensure growth and the adoption of the FDAs across the two countries.

Originality/value

This is one of the first studies to compare diverse national markets to uncover differences and similarities in the factors impacting the adoption of FDAs. The results highlight the impact of varying levels of evolution of FDAs and social, technological and cultural contextual differences on the adoption of the FDAs across India and the Philippines.

Details

British Food Journal, vol. 124 no. 3
Type: Research Article
ISSN: 0007-070X

Keywords

Article
Publication date: 23 November 2020

Ashish Kalra, Raj Agnihotri, Rakesh Singh, Sandeep Puri and Narendra Kumar

Although the role of self-leadership is important, it remains understudied in business-to-business (B2B) selling context. This study aims to provide insights into the drivers and…

1650

Abstract

Purpose

Although the role of self-leadership is important, it remains understudied in business-to-business (B2B) selling context. This study aims to provide insights into the drivers and outcomes of behavioral self-leadership tested through a sample working in pharmaceutical sales in an emerging economy. In accord, the authors investigate the relationships between self-efficacy, behavioral self-leadership, adaptive selling and ultimately sales performance. This study also investigates the moderating role of technical knowledge.

Design/methodology/approach

Data were gathered from 208 salespeople working in pharmaceutical industry. AMOS 21.0 and SmartPLS3.0 were utilized to test the conceptual framework.

Findings

The study finds that self-efficacy is positively related to behavioral self-leadership that in turn is positively related to adaptive selling and sales performance. In addition, counter intuitive findings were uncovered related to salesperson’s technical knowledge. Those with high technical knowledge exhibited weaker relationship between self-efficacy and behavioral self-leadership, behavioral self-leadership and adaptive selling and that between behavioral self-leadership and sales performance than their counterparts with low technical knowledge.

Research limitations/implications

This study extends work on self-leadership by exploring the effect of self-efficacy and behavioral self-leadership on sales performance. This study also extends the theory on salesperson’s knowledge by proposing the counter-intuitive effect of knowledge and self-efficacy and knowledge and behavioral self-leadership on adaptive selling and sales performance.

Practical implications

Sales managers should consider that not all employees indulging in behavioral self-leadership would reap benefits from the same. As such, sales managers should assess the level of technical knowledge of the salesforce and when determining their training programs that develop such self-leadership skills.

Originality/value

The study is one of the first to consider the drivers and outcomes of behavioral self-leadership and technical knowledge in a B2B sales context. By focusing on the interplay between knowledge and self-efficacy and knowledge and behavioral self-leadership, this study provides greater understanding of the effects of behavioral self-leadership than previously expected by sales researchers.

Details

European Journal of Marketing, vol. 55 no. 4
Type: Research Article
ISSN: 0309-0566

Keywords

Article
Publication date: 18 May 2020

Babak Hayati and Sandeep Puri

Extant sales management literature shows that holding negative headquarters stereotypes (NHS) by salespeople is harmful to their sales performance. However, there is a lack of…

Abstract

Purpose

Extant sales management literature shows that holding negative headquarters stereotypes (NHS) by salespeople is harmful to their sales performance. However, there is a lack of research on how managers can leverage organizational structures to minimize NHS in sales forces. This study aims to know how social network patterns influence the flow of NHS among salespeople and sales managers in a large B2B sales organization.

Design/methodology/approach

The authors hypothesize and test whether patterns of social networks among salespeople and sales managers determine the stereotypical attitudes of salespeople toward corporate directors and, eventually, impact their sales performance. The authors analyzed a multi-level data set from the B2B sales forces of a large US-based media company.

Findings

The authors found that organizational social network properties including the sales manager’s team centrality, sales team’s network density and sales team’s external connectivity moderate the flow of NHS from sales managers and peer salespeople to a focal salesperson.

Research limitations/implications

First, the data was cross-sectional and did not allow the authors to examine the dynamics of social network patterns and their impact on NHS. Second, The authors only focused on advice-seeking social networks and did not examine other types of social networks such as friendship and trust networks. Third, the context was limited to one company in the media industry.

Practical implications

The authors provide recommendations to sales managers on how to leverage and influence social networks to minimize the development and flow of NHS in sales forces.

Originality/value

The findings advance existing knowledge on how NHS gets shared and transferred in sales organizations. Moreover, this study provides crucial managerial insights with regard to controlling and managing NHS in sales forces.

Details

Journal of Business & Industrial Marketing, vol. 35 no. 12
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 5 June 2017

Rakesh Singh, Narendra Kumar and Sandeep Puri

This study aims to address the need to study salespersons’ thought self-leadership (TSL) and its effectiveness through the interplay of self-efficacy, skills and behavior at the…

2638

Abstract

Purpose

This study aims to address the need to study salespersons’ thought self-leadership (TSL) and its effectiveness through the interplay of self-efficacy, skills and behavior at the individual level. It also advances the agenda of integrating self-leadership into marketing literature.

Design/methodology/approach

A model was tested using survey data collected from salespeople within pharmaceutical companies located in India and other Asian countries. A structural equation model was used to test the hypotheses.

Findings

The results suggest an interesting interplay between a salesperson’s TSL and his/her sales performance. The results also demonstrate the relationship between TSL and self-efficacy and the mediation mechanism through which self-efficacy influences sales performance. Results support the role of TSL as a distal predictor of performance and delineate the complexity of the mediation mechanism through theoretical grounding and empirical evidence.

Research limitations/implications

The research suggests that a salesperson’s TSL relates positively with the sales performance through three process variables; self-efficacy, selling skills and adaptive selling behavior. The results should encourage managers to leverage salesperson’s TSL strategies to build a self-leading sales force and optimize supervision cost. Moreover, training the sales force for enhanced TSL has immediate payoffs in terms of increased selling effectiveness. The study also discusses theoretical implications.

Originality/value

By examining TSL in the sales context, the study makes an original contribution to the extant literature. The results of the study enrich the extant information on self-leadership and sales performance linkages by suggesting a mediation mechanism and proposing an integrated framework with selling skills and adaptive selling behavior.

Details

Journal of Business & Industrial Marketing, vol. 32 no. 5
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 9 February 2022

Sven Dahms, Ambika Zutshi and Sandeep Puri

This research investigates performance determinants of service sector foreign-owned subsidiaries located in an emerging market. The focus is on the two dimensions of…

Abstract

Purpose

This research investigates performance determinants of service sector foreign-owned subsidiaries located in an emerging market. The focus is on the two dimensions of organizational networks (Who do you know?) and competencies (What do you know?).

Design/methodology/approach

Data were collected via a large-scale survey of managing directors located in the midrange emerging economy of Taiwan. The data are analyzed using partial least squares structured equation modeling (PLS-SEM) and fuzzy set qualitative comparative analysis (fsQCA) techniques.

Findings

The results show the importance of intraorganizational network strength as a key determinant of subsidiary performance, and that combinations of interorganizational network strength and competencies can determine performance in several subsidiaries.

Originality/value

This article offers new insights by testing a theoretical framework based on network perspective and the competence-based view of the firm in an emerging market context. It also offers an additional twist by employing symmetric (PLS-SEM) and nonsymmetric (fsQCA) methods to test the framework. This allows to arrive at robust conclusions about the complementarity and substitutability of the applied theories. This research also contributes to the current literature by providing fine-grained insights into the nature and impact of competencies and networks. It is also one of the few studies to focus specifically on service sector subsidiaries.

Details

International Journal of Emerging Markets, vol. 18 no. 11
Type: Research Article
ISSN: 1746-8809

Keywords

Article
Publication date: 6 August 2020

Sandeep Kaur, Vikas Kumar, Satish Kumar, Sheenam Suri and Jaspreet Kaur

Malnutrition is a serious public health problem, which occurs because of an inadequate supply of nutrients and therefore affects many children and women (especially pregnant and…

Abstract

Purpose

Malnutrition is a serious public health problem, which occurs because of an inadequate supply of nutrients and therefore affects many children and women (especially pregnant and lactating women of low economic class) worldwide. There is a great need to develop cost-effective fortified food supplements to overcome this problem. Therefore, this study aims to examine the factors that should be considered in the development of low-cost supplementary foods for breastfeeding women.

Design/methodology/approach

A wide variety of relevant publications were identified through search in electronic databases (ScienceDirect, PubMed, SciELO, Google Scholar, SpringerLink and ResearchGate) based on different keywords such as malnutrition, specific considerations, supplementary foods and breastfeeding women, which were published before 2020. After looking for adequate literature, 71 articles were examined, which provided an overview of these aspects.

Findings

Various food supplements and food products already available in the market are generally expensive and go beyond the purchasing power of lower- or middle-class families. Traditionally, efforts have been made to prepare such supplements at home, but the composition of these products varies based on the economic status of consumers. Therefore, the nutritional status is clearly compromised because of the low standard of living, which requires a great need to develop low-cost nutritious food products, accessible to all and that meet the appropriate nutritional, sensory and economic attributes without ignoring the regulatory guidelines.

Originality/value

This review is majorly focused on the specific considerations, alternative sources, ensuring nutritional and sensorial attributes and economic aspects for the development of supplementary low-cost food products for breastfeeding women with the goal of eliminating malnutrition.

Details

Nutrition & Food Science , vol. 51 no. 3
Type: Research Article
ISSN: 0034-6659

Keywords

Article
Publication date: 3 November 2022

Sandeep Singh Sheoran, Shilpa Chaudhary and Kapil Kumar Kalkal

The purpose of this paper is to study the transient thermoelastic interactions in a nonlocal rotating magneto-thermoelastic medium with temperature-dependent properties…

Abstract

Purpose

The purpose of this paper is to study the transient thermoelastic interactions in a nonlocal rotating magneto-thermoelastic medium with temperature-dependent properties. Three-phase-lag (TPL) model of generalized thermoelasticity is employed to study the problem. An initial magnetic field with constant intensity acts parallel to the bounding plane. Therefore, Maxwell's theory of electrodynamics has been effectively introduced and the expression for Lorentz's force is obtained with the help of modified Ohm's law.

Design/methodology/approach

The normal mode technique has been adopted to solve the resulting non-dimensional coupled field equations to obtain the expressions of physical field variables.

Findings

For uniformly distributed thermal load, normal displacement, temperature distribution and stress components are calculated numerically with the help of MATLAB software for a copper material and the results are illustrated graphically. Some particular cases of interest are also deduced from the present study.

Originality/value

Influences of nonlocal parameter, rotation, temperature-dependent properties, magnetic field and time are carefully analyzed for mechanically stress free boundary and uniformly distributed thermal load. The present work is useful and valuable for analysis of problem involving thermal shock, nonlocal parameter, temperature-dependent elastic and thermal moduli.

Details

Multidiscipline Modeling in Materials and Structures, vol. 18 no. 6
Type: Research Article
ISSN: 1573-6105

Keywords

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