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Article
Publication date: 19 July 2022

Szu-Yu Kuo, Ya-Ling Kao, Jia-Wei Tang and Pei-Hsuan Tsai

Given the increasing intensity of highly competitive markets, this study aims to evaluate the effect of salespeople's emotional regulation, adaptive selling and customer-oriented…

Abstract

Purpose

Given the increasing intensity of highly competitive markets, this study aims to evaluate the effect of salespeople's emotional regulation, adaptive selling and customer-oriented behavior on sales performance.

Design/methodology/approach

A research model was tested by using a sample of 288 respondents from the logistics industry in Taiwan. Structural equation modeling was used to examine the relationships between emotional regulation, adaptive selling, job resourcefulness, customer-oriented behavior and sales performance.

Findings

The results indicate that emotional regulation, adaptive selling and job resourcefulness can improve customer-oriented behavior, and that customer-oriented behavior and job resourcefulness can enhance sales performance. By highlighting the role of job resourcefulness, the authors find a positive moderating effect among these four dimensions.

Originality/value

The findings can help salespeople integrate customer-oriented behaviors into strategic changes to regulate their own emotions and those of others to productively address and resolve difficult business conditions. The theoretical and managerial implications of this work's contributions to international logistics are also discussed.

Details

Asia Pacific Journal of Marketing and Logistics, vol. 35 no. 5
Type: Research Article
ISSN: 1355-5855

Keywords

Article
Publication date: 7 July 2022

Helen Murphy and Ya-Ling Chang

This paper explores two museums in Taiwan, both former sites of incarceration, and asks how they reflect Taiwan’s evolving relationship with the past. Taiwan has successfully…

Abstract

Purpose

This paper explores two museums in Taiwan, both former sites of incarceration, and asks how they reflect Taiwan’s evolving relationship with the past. Taiwan has successfully emerged from its authoritarian past into a democratic present; yet, it still bears the scars of its traumatic and violent history in the places where trauma and pain was exacted over Taiwanese people by different regimes. Two of these places are former prisons, now museums with common histories of incarceration, but very different approaches to presentation of traumatic pasts. This paper aims to understand the selective presentation of narratives of punishment in prison museums in Taiwan and what they reflect about Taiwan’s national identity.

Design/methodology/approach

This research used a qualitative ethnographic methodology, approaching prison museums as research sites with multidimensional textual, spatial and visual data. This study used a narrative ethnology approach to analyse the content, structure and social context surrounding the stories told about punishment at the sites.

Findings

While the Jingmei White Terror Memorial Park documents past abuses under the authoritarian Kuomindang Government (1945–1987), the narratives presented at the Chiayi Prison Museum, constructed under Japanese colonial rule (1895–1945), ignore past colonial violence. This study argues that the invisibility of past colonial violence in Chiayi prison museum acts to strengthen Taiwan’s multicultural national identity, while Jingmei WTMP acts to valorise political prisoners as heroic fighters for Taiwan’s democracy and human rights.

Originality/value

This research makes a contribution to the museum studies literature through extending understanding of the relationship between former carceral spaces and national identity projects.

Details

International Journal of Tourism Cities, vol. 9 no. 2
Type: Research Article
ISSN: 2056-5607

Keywords

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