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Article
Publication date: 9 February 2021

Umayal Palaniappan, L. Suganthi and Shameem Shagirbasha

Higher education management institutions play a vibrant role in imparting managerial skills to the students to face the corporate world. Performance evaluation of such…

Abstract

Purpose

Higher education management institutions play a vibrant role in imparting managerial skills to the students to face the corporate world. Performance evaluation of such institutions is mandate to ensure the outcome quality. To establish this, the present research explored the critical performance indicators of management institutions using the balanced scorecard (BSC) approach.

Design/methodology/approach

This research explored the critical performance indicators of public, private and standalone management institutions in India. Data were collected from the representative sample of all the stakeholders in those management institutions. A specific vision was created and a systematic procedure was employed to arrive at the objectives, measures and metrics of the scorecard specific to the vision. Confirmatory factor analysis was used to perform analysis on the collected data. For the objectives and measures that evolved from confirmatory factor analysis, metrics were formulated based on the expert opinion.

Findings

The study resulted in 16 objectives, 46 measures and 54 metrics encompassing all the four perspectives of BSC. This paper has contributed a concrete, concise, comprehensive and context specific framework.

Research limitations/implications

The nature of the BSC framework paves the way for continuous assessment and eventually helps the institutions to attain sustainable growth. This research contributes to the literature of balanced scorecard and also to the performance assessment of the management institutions.

Originality/value

BSC-based benchmarking is a unique contribution to the academia of management education to precisely measure the performance of institutions. The model comprehensively includes the indicators from all the perspectives of stakeholders in terms of objectives, measures and metrics, thus proposing a holistic assessment.

Details

Benchmarking: An International Journal, vol. 28 no. 8
Type: Research Article
ISSN: 1463-5771

Keywords

Open Access
Article
Publication date: 11 October 2021

Syed Ahamed Suban, Kumar Madhan and Shameem Shagirbasha

Halal and Islamic tourism is gaining attention in the tourism literature in recent years. This study uses bibliometric analytical techniques to explore all the…

1333

Abstract

Purpose

Halal and Islamic tourism is gaining attention in the tourism literature in recent years. This study uses bibliometric analytical techniques to explore all the publications indexed in the Scopus database in the broad subject of Halal and Islamic tourism from 2004 to 2021.

Design/methodology/approach

The authors found 238 publications that fit the function, subject and set criteria. The papers were analysed in terms of publication by knowledge area, number of studies published every year, contribution by countries, number of authors and most influential journals. VOS viewer was used to perform a visual analysis on co-occurrence of keywords and document citations.

Findings

According to the findings, the Scopus database includes 151 (34.40%) documents on business, management and accounting, and 89 (20.27%) documents on social science. It was reported that 29 documents were published in 2018, followed by 54 documents in 2019 and 56 documents in 2021. Malaysia has contributed 86 documents on Islamic tourism, whereas Indonesia has contributed 64 documents. The paper also discusses other interesting findings.

Research limitations/implications

The bibliometric analysis carried out was confined to Scopus data. Other national and international databases were not taken into account for this research.

Originality/value

Between 2004 and 2021, this study examined relevant studies on Halal and Islamic tourism. The study presents a concise review of the literature accessible to researchers working in this area and provides recommendations for future research.

Details

International Hospitality Review, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 2516-8142

Keywords

Article
Publication date: 22 March 2021

Abishek Santhosh Raj, Shameem Shagirbasha and Kumar Madhan

Cold calling being one of the most preferred modes of sales strategies in the past, with all digital platforms setting in, is it still the best option a B2B service firm…

Abstract

Purpose

Cold calling being one of the most preferred modes of sales strategies in the past, with all digital platforms setting in, is it still the best option a B2B service firm has? To seek answer to this interesting question is the purpose of this paper. The study seeks to understand the contributions of both the sales force and the digital marketing team towards lead conversion. The paper also aims to derive a sense-making model for lead conversion based on a few propositions of the study.

Design/methodology/approach

The authors have adopted mixed method approach. The authors have chosen a small enterprise offering B2B services to understand the sales process. The past one-year cold calling data were analyzed. In addition, 15 in-depth interviews were conducted among the managers and the executives of the firm. The study adopts the AIDA model of customer response and the stages of selling process to better map the sales process of the firm. Based on the analysis, a new model is proposed to aid lead conversions.

Findings

The findings suggest that cold calling is not an effective mode of sales strategies in this case as the firm experienced a very low conversion rate. However, with the integration of digital marketing efforts with sales process, the sales team could achieve higher conversion rate.

Originality/value

Very few studies in the literature examines the effectiveness of cold calling strategy integrated with digital marketing efforts. This is one of the few studies examining cold calling strategy in B2B service firm in India.

Details

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

Keywords

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