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Article
Publication date: 25 January 2024

Linna Zhu, Hui Yang, Yong Gao and Qiong Wang

Targeting at the inconsistent relationship between protean career orientation and turnover intentions, this study aims to uncover when and why such inconsistency occurs. It…

Abstract

Purpose

Targeting at the inconsistent relationship between protean career orientation and turnover intentions, this study aims to uncover when and why such inconsistency occurs. It emphasized the mediating role of organizational identification and moderating effects of current organizational career growth and future organizational career growth prospect.

Design/methodology/approach

The authors conducted a three-wave time-lagged study over seven months, with a sample of 1,012 participants from various occupations.

Findings

The relationship of protean career orientation to turnover intentions via organizational identification was negative when current organizational career growth was high, and it was positive when current growth was low. Future organizational career growth prospect weakened organizational identification–turnover intentions relationship. Those two moderators jointly influenced the indirect relationship. For employees low in both states, the positive indirect relationship was the most significant.

Originality/value

By integrating social identity theory and social cognitive theory, this study provides a comprehensive understanding of protean career orientation–turnover intentions relationship. It also enriches studies on protean career orientation and organizational identification–turnover intentions relationship.

Details

Career Development International, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 1362-0436

Keywords

Article
Publication date: 1 August 1996

Thomas L. Ainscough, homas E. DeCarlo and homas W. Leigh

Expert systems seek to solve problems by using a computer to apply reasoning methodologies to knowledge in a specific domain in order to render advice or recommendations, much…

868

Abstract

Expert systems seek to solve problems by using a computer to apply reasoning methodologies to knowledge in a specific domain in order to render advice or recommendations, much like a human expert. Presents a methodology which uses the behavioral rules of multiple expert salespeople to develop a prototype of a flexible, yet systematic, sales expert system. The prototype expert system in this study was built using the selling scripts and if‐then contingency rules of expert salespeople in the insurance industry. The system mimics the selling process for interviewing, qualifying, and scheduling an appointment with an insurance prospect. While the expert system describes a relatively simple selling process, relative to the complexity of an actual face‐to‐face sales call, the procedure described is quite general.

Details

Journal of Services Marketing, vol. 10 no. 4
Type: Research Article
ISSN: 0887-6045

Keywords

Article
Publication date: 12 January 2015

Jianwei Gao and Huihui Liu

– The purpose of this paper is to provide a new approach to solving the interval-valued intuitionistic fuzzy stochastic multi-criteria decision-making (MCDM) problems.

Abstract

Purpose

The purpose of this paper is to provide a new approach to solving the interval-valued intuitionistic fuzzy stochastic multi-criteria decision-making (MCDM) problems.

Design/methodology/approach

To transform the interval-valued intuitionistic fuzzy number (IVIFN) into a computational numerical value, a new precision score (P-score) function is developed based on the degrees of membership, non-membership and hesitation. The prospect decision-making matrix is derived by applying P-score function and Prospect theory. A new criteria weighting model is put forward based on the least square method, the maximizing deviation method and Prospect theory. Consequently, combined criteria weighting model with the prospect decision-making matrix, the integrated prospect value is derived which presents a measurement scale for ranking the order of alternatives.

Findings

As a result, the method of the interval-valued intuitionistic fuzzy stochastic MCDM is suggested. In this method, the new P-score function responses the comprehensive information of the criteria. The prospect decision-making matrix can reflect the risk attitude of the decision maker. The new criteria weighting model can express both the subjective considerations of the decision maker and the objective information meaning.

Research limitations/implications

The research results may lack generalizability for other fuzzy decision making because of the chosen research approach for IVIFN decision making. Therefore, researchers are encouraged to test the proposed propositions further.

Practical implications

The developed approach can be applied in many decision-making fields such as selection of renewable energy alternatives, assessment of flexible manufacturing system alternatives and human resource alternatives performance evaluation, etc. where the evaluation values are IVIFNs.

Originality/value

This paper succeeds in studying the interval-valued intuitionistic fuzzy MCDM based on Prospect theory, which has not been reported in the existing academic literature.

Details

Kybernetes, vol. 44 no. 1
Type: Research Article
ISSN: 0368-492X

Keywords

Article
Publication date: 1 July 2002

Ray A. DeCormier

Establishing an appointment with a potential industrial or commercial client is typically an unnerving experience. In fact, this author believes it is the most important and the…

865

Abstract

Establishing an appointment with a potential industrial or commercial client is typically an unnerving experience. In fact, this author believes it is the most important and the most difficult step in the entire sales process. One reason why it is so important is because it is the first sale in a series of negotiations leading to a contract. Speaking candidly, if one cannot sell an appointment, one cannot sell. Often, this is the acid test for hiring an industrial salesperson. Suggests certain rules and attitudes as well as illustrates practical techniques to overcome objections enhancing the probability of getting face to face with a prospect.

Details

Industrial and Commercial Training, vol. 34 no. 4
Type: Research Article
ISSN: 0019-7858

Keywords

Article
Publication date: 1 April 1996

Christine Jeffery

Prospect research aims to provide all the information necessary for the solicitation process (i.e. asking a potential donor for a gift), from compiling lists of names in the first…

Abstract

Prospect research aims to provide all the information necessary for the solicitation process (i.e. asking a potential donor for a gift), from compiling lists of names in the first instance, to building up an in‐depth profile of the prospect. There are a number of resources available to the researcher, including biographical books, newspapers and magazines and electronic media such as online databases and CD‐ROMs. In addition to researching individuals, companies and trusts in the United Kingdom and possibly the United States, the prospect researcher in Britain is increasingly being asked to investigate prospects around the world, to provide country profiling, as wealthy individuals become ‘citizens of the world’, rather than just one country, and as British charities begin to look overseas for donors.

Details

Aslib Proceedings, vol. 48 no. 4
Type: Research Article
ISSN: 0001-253X

Article
Publication date: 3 December 2018

Arthur Joseph Avwokeni

Potential investors need information on corporate social issues to choose less risky investments, but the IASB framework excludes corporate social disclosure from financial…

Abstract

Purpose

Potential investors need information on corporate social issues to choose less risky investments, but the IASB framework excludes corporate social disclosure from financial reporting, and this corroborates Ohlson (1995) and Myers’ (1999) view that financial statements do not provide all domain variables to predict value relevance. The purpose of this study is to ascertain whether market participants place a premium on the future prospect of the firm when making investment decisions, and if they do, then Ohlson and Myers are correct, and this would be glaring evidence to recommend a rethink on the IASB reporting framework.

Design/methodology/approach

Nigeria provides a realistic research setting to detect value relevance attributable to the IFRS because it is less affected by the 2007/2008 financial crisis. The price model was estimated for Nigerian domestic accounting standards and the International Financial Reporting Standards (IFRS). The means for each predictor were plugged into each estimated equation to obtain the average value relevance of each financial reporting system. Then, the IFRS accounting policies were made to play by the rules of the domestic accounting standards. If, in fact, accounting information is the dominant factor that drives value relevance, then equalizing backgrounds should equalize value relevance, otherwise market participants place a premium on the future prospect of the firm.

Findings

The study detects, inter alia, a significant gap even after equalizing backgrounds, suggesting that market participants look beyond the financial statements in forming perceptions on the future prospect of the firm; e.g. relationship with host communities, development stages of new products in their life cycles, etc.

Practical implications

The findings ring a bell for the IASB to include metrics of future prospect of the firm in corporate financial reporting so that investors can choose less risky investment portfolios. Furthermore, the findings lend support to Ohlson and Myers’ argument that financial statements do not provide all domain variables to predict value relevance.

Originality/value

To date, no study has reported the amount of value relevance attributable to the IFRS vis-à-vis domestic accounting standards and future prospect of the firm.

Details

Journal of Financial Reporting and Accounting, vol. 16 no. 4
Type: Research Article
ISSN: 1985-2517

Keywords

Article
Publication date: 1 April 2005

Michael Nwogugu

To: evaluate Prospect Theory and Cumulative Prospect Theory as functional models of decision making and risk within various contexts; compare and analyze risk models and…

3824

Abstract

Purpose

To: evaluate Prospect Theory and Cumulative Prospect Theory as functional models of decision making and risk within various contexts; compare and analyze risk models and decision‐making models; evaluate models of stock risk developed by Robert Engle and related models; establish whether the models are related and have the same foundations; relate risk, decision making and options theory; and develop the foundations for a new model of decision making and risk named “belief systems”.

Design/methodology/approach

Critiques existing academic work in different contexts. Analyzes the shortcomings of various measures of risk, and group decision making, which was not addressed in developing Prospect Theory and Cumulative Prospect Theory. Develops the characteristics of a mew model for decision making and risk named “belief systems”, and then differentiates it from belief networks.

Findings

Decision making is a multi‐factor, multi‐dimensional process that often requires the processing of information, and thus, it is inaccurate to impose rigid models in decision making; the existing metrics for quantifying risk are inadequate; Prospect Theory and Cumulative Prospect Theory were developed using questionable methods and data, and are impractical; the analysis of probabilistic insurance and most of the theories and “effects” developed by Kahneman and Tversky's articles are invalid and impractical; Prospect Theory, Cumulative Prospect Theory, Expected Utility Theory, and market‐risk models are conceptually the same and do not account for many facets of risk and decision making; risk and decision making are better quantified and modeled using a mix of situation‐specific dynamic, quantitative and qualitative factors; belief systems can better account for the multi‐dimensional characteristics of risk and decision making.

Research limitations/implications

Areas for further research include: development of dynamic market‐risk models that incorporate asset‐market psychology, liquidity, market size, frequency of trading, knowledge differences among market participants, and trading rules in each market; and further development of concepts in belief systems.

Practical implications

Decision making and risk assessment are multi‐criteria processes that typically require some processing of information, and thus cannot be defined accurately by rigid quantitative models; Prospect Theory and Cumulative Prospect Theory are abstract, rigid, and are not practical models for decision making; and existing market‐risk models are inaccurate, and thus the international financial system may be compromised.

Originality/value

The issues discussed are relevant to government regulators, central banks, judges, risk managers, executives, derivatives regulators, stock exchange regulators, legislators, psychologists, boards of directors, finance professionals, management science/operations research professionals, health‐care‐informatics professionals, scientists, engineers, and people in any situation that requires decision making and risk assessment.

Details

The Journal of Risk Finance, vol. 6 no. 2
Type: Research Article
ISSN: 1526-5943

Keywords

Article
Publication date: 1 December 1998

Ray A. DeCormier and Anita Jackson

First impressions last forever! Often this initial meeting sets the impression buyers will have about the salesperson and his or her company. For this reason, the introduction…

1193

Abstract

First impressions last forever! Often this initial meeting sets the impression buyers will have about the salesperson and his or her company. For this reason, the introduction cannot be taken lightly. The introduction consists of these steps, the first three of which are presented in part I: assess the environment and prospect personality type; introduce the salesperson to include name, company name, reason and anticipated length of time for the call; establish first‐name terms. State the rules: business philosophy and payment terms. Request permission to ask questions. Reposition the salesperson ‐ remove physical barriers. To understand what constitutes a successful introduction, we also need to know what the goals or objectives of the introduction stage are and how they can be achieved. A successful introduction should enhance a fair and level “playing field” between the buyer and the seller.

Details

Industrial and Commercial Training, vol. 30 no. 7
Type: Research Article
ISSN: 0019-7858

Keywords

Article
Publication date: 11 December 2023

Nuri Gökhan Torlak, Taylan Budur and Noor Us Sabbah Khan

This study aims to investigate the relationships between affective commitment (AC), innovative work behavior (IWB) and organizational socialization strategies (training, coworker…

Abstract

Purpose

This study aims to investigate the relationships between affective commitment (AC), innovative work behavior (IWB) and organizational socialization strategies (training, coworker support, understanding and future prospects) to ensure the viability and prosperity of businesses in Iraq.

Design/methodology/approach

The methodology includes demographic analysis, confirmatory factor analysis and structural equation modeling.

Findings

An analysis of survey data based on a random sample of participating employees shows that training, understanding and future prospects all significantly and positively affect employee AC. Coworker support does not significantly affect AC. Employees’ AC to their companies significantly positively affects their IWB. Employees’ AC to their companies significantly mediates the relationships between training, understanding, future prospects and IWB. Company practices regarding training, understanding, coworker support and future prospects do not affect employees’ IWB.

Research limitations/implications

The authors conducted the study in Sulaymaniyah. The results may not apply to Iraq and other nations. Researchers from various industries and countries can evaluate the model. The research ignores company age, size and fit between individuals and organizations.

Originality/value

The study closes a research gap in organizational behavior by exploring the association between managerial socialization strategies, AC and creative work behavior in Iraq.

Details

The Learning Organization, vol. 31 no. 2
Type: Research Article
ISSN: 0969-6474

Keywords

Article
Publication date: 15 September 2023

Rohit Raj, Vimal Kumar and Bhavin Shah

Despite the current progress in realizing how Big Data Analytics can considerably enhance the Sustainable Manufacturing Supply Chain (SMSC), there is a major gap in the storyline…

Abstract

Purpose

Despite the current progress in realizing how Big Data Analytics can considerably enhance the Sustainable Manufacturing Supply Chain (SMSC), there is a major gap in the storyline relating factors of Big Data operations in managing information and trust among several operations of SMSC. This study attempts to fill this gap by studying the key enablers of using Big Data in SMSC operations obtained from the internet of Things (IoT) devices, group behavior parameters, social networks and ecosystem framework.

Design/methodology/approach

Adaptive Prospects (Improving SC performance, combating counterfeits, Productivity, Transparency, Security and Safety, Asset Management and Communication) are the constructs that this research first conceptualizes, defines and then evaluates in studying Big Data Analytics based operations in SMSC considering best worst method (BWM) technique.

Findings

To begin, two situations are explored one with Big Data Analytics and the other without are addressed using empirical studies. Second, Big Data deployment in addressing MSC barriers and synergistic role in achieving the goals of SMSC is analyzed. The study identifies lesser encounters of barriers and higher benefits of big data analytics in the SMSC scenario.

Research limitations/implications

The research outcome revealed that to handle operations efficiently a 360-degree view of suppliers, distributors and logistics providers' information and trust is essential.

Practical implications

In the Post-COVID scenario, the supply chain practitioners may use the supply chain partner's data to develop resiliency and achieve sustainability.

Originality/value

The unique value that this study adds to the research is, it links the data, trust and sustainability aspects of the Manufacturing Supply Chain (MSC).

Details

Benchmarking: An International Journal, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 1463-5771

Keywords

21 – 30 of over 78000