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Salespeople Motivation: A TCCM-Based Review and Future Research Agenda
No full textPurpose: Motivated salespeople tend to perform better, meet targets, and contribute positively to the organization’s bottom line. Researchers have extensively explored this area to uncover insights that can inform more effective motivational practices. However, the existing literature lacks a comprehensive review that synthesizes previous research findings.
Design/Methodology/Approach: This study involves asystematic literature review of research on salespeople’s motivation using the TCCM framework. We analyzed 186 articles covering salespeople motivation over the past five decades. Through this analysis, we provide a comprehensive summary of existing literature and outline a future research agenda.
Findings: We identify opportunities for advancing the field, urging researchers to leverage theories like job-demand resource theory, self-compassion theory, social identity theory, and social learning theory. This exploration aims to comprehend the development of salespeople motivation and its influence on performance, attitudes, behaviors, organizational impact, and consumer behavior. Additionally, we encourage researchers to enhance their research designs, adopt multilevel approaches, and consider contexts such as AI and technology, career management, sales job transition, and geo-cultural factors for a more meaningful understanding of salespeople motivation in the future.
Originality/Value: This study provides the first comprehensive synthesis of five decades of research on salespeople motivation. It integrates fragmented findings to present a clear overview of key themes, theories, and trends. By identifying gaps and future research directions, the study advances understanding of what drives salespeople motivation. The insights offer valuable guidance for scholars and practitioners aiming to enhance sales performance
Why access to knowledge is crucial for innovation | Explained
No full textThe current Nobel Prize in Economics has been given to three economists — Joel Mokyr, Philippe Aghion, and Peter Howitt — who have studied the role of technological change and creative destruction in economic growth. While the work of the latter two would be more readily recognisable to the modern economist, Mokyr adopts a historical lens to study the relationship between knowledge, ideas and economic growth
Assessment of food-related geographical indications in India
Get PDFThe paper assesses the applications filed for Geographical Indication (GI henceforth) tag in India in the classes 29 to 34
which for the purpose of this paper are referred to as ‘food-related applications’. It explores The Geographical Indications of
Goods (Registration and Protection) Act, 1999 (GI Act henceforth) of the Indian Constitution synchronically as it stands
now and suggests widening the scope of several terms like ‘reputation’ and ‘geographical’ which are decisive in granting GI
status to a product. The author carefully maneuvers an unexplored territory of legal theories supporting Intellectual Property
Rights and propounding that the theories support the rights of individuals and that ‘intellect’ is purely a human and not a
geographical virtue. Thus, the right to Geographical Indication needs a new perspective with an intent that maximum
products receive due protection with a streamlined and smooth process. The author also suggests adopting the nuances of the
process of obtaining the GI from the European Commission in a culturally-sensitive manner. Towards the end, the author
has briefly touched upon the role cultural and food anthropologists can play in bridging the gap between legal processes and
its beneficiaries and has also talked about the potential topics for further research
Green Brand Knowledge and Green Consumption Intention : moderating role in food and beverage industry in Hanoi, Vietnam
Get PDFThis study aims to investigate the key factors influencing green consumption intention within Hanoi's food and beverage industry. Data were collected from 211 consumers in Hanoi using a structured questionnaire. Exploratory factor analysis and multiple regression analysis were employed to analyze the data. The results indicate that green brand knowledge has the most significant favorable influence on green purchase intention, followed by green brand attitude, green brand image, and green brand positioning. However, green brand knowledge does not moderate the relationships between green brand attitude and purchase intention. This research provides valuable insights into the determinants of green consumption intention in Hanoi's food and beverage sector. These findings offer actionable insights for food and beverage businesses seeking to enhance their green branding strategies and promote sustainable consumption in emerging market
Degrees of smell: understanding and resisting caste
No full textExamining two short stories centred on the relationship between odours and caste in contemporary India, this chapter will discuss how the discourse of caste and the resistance to it are mediated through a politics which is deeply sensorial in nature. Odours are a bio-social phenomenon, often laden with meanings, values, and hierarchies. This is especially true in deeply stratified and violent discourses like caste, where the sensory management of bodies, objects, and spaces is often the predominant method through which caste is experienced and invoked. The smells of caste are thus indicative of how caste manifests and also how it is often resisted. This chapter deals with two such narratives of reproduction of and resistance to caste in order to open up the idea of subaltern politics against caste to a sensorial discourse
Your rights in Rasrang: Compensation will have to be given for negligence in swimming pool
Get PDFWith the onset of summer, swimming pools are being opened across the country. Swimming pools are certainly a means of entertainment, but they also carry serious risks, which need to be properly managed. Recent decisions of courts and consumer commissions have established important legal principles related to the responsibility of pool operators under consumer protection laws
Speech emotion recognition using machine learning
No full textSpeech, our natural communication tool, conveys not just words, but emotions too. Speech Emotion Recognition (SER) aims to decode these hidden feelings, bridging the gap between humans and machines. While annotating emotions and capturing their subjectivity pose challenges, SER unlocks immense potential. Our work proposes an ANN-based system to extract emotions from speech, focusing on crucial acoustic features. Leveraging existing datasets and models, we trained our ANN to recognize seven emotions: anger, disgust, fear, happiness, neutral, sadness, and surprise. The proposed model achieved remarkable accuracy, reaching 100% during training and 99% during validation. This work contributes to advancing SER technology, paving the way for more empathetic human-computer interactions
An Investigation into Bitcoin Trading: are the bans sufficient to regulate the trade?
No full textOur paper empirically examines whether policy stance on Bitcoin trading affect its actual trading or not. Using data from Coin Dance on trade volumes of Bitcoins and cryptocurrency policy stance of 45 countries, we find that bans on cryptocurrencies lead to a decline in Bitcoin trade more than any other policy stances, legal (countries that consider cryptocurrency transactions in some legal ambit) and neutral (countries that are silent on the policy stance on cryptocurrencies). Further, we find that where some legal recognition has been given to some form of cryptocurrency trade, it has restricted the trade in comparison to those countries where the regulatory bodies are silent on cryptocurrencies
Cryptocurrency Policy Stance of BRICS Countries
No full textCryptocurrencies have been in the news of late because of evolving regulations to facilitate or contain their trade. Therefore, one observes an extreme range of policy stances—from highly positive to negative. This paper aims to understand and compares the policy stance of BRICS countries towards cryptocurrency. We find that the policy stance of BRICS countries is still evolving and except for Brazil, no clear picture of any positive changes in adapting crypto for the other four countries emerges. This may have a domino like effect on the crypto policies of the G-20 nations with India heading it for the next 5 years. This paper also highlights the implications of positive policies on further adaptation of cryptocurrencies and therefore the blockchain technology
PCK in Inclusive Classrooms : how do teachers with PCK address the needs of diverse learners?
No full textThis study examines the application of Pedagogical Content Knowledge (PCK) in diverse educational settings through case studies of Cedarwood Elementary School, Greenwood High School, and Harmony College. PCK integrates content expertise with effective teaching strategies, crucial for addressing the needs of diverse learners. The research explores how PCK principles, including differentiated instruction, formative assessment, collaborative learning, and cultural responsiveness, are implemented to support inclusive education. Findings reveal that while the application of PCK varies across educational levels, its core components remain essential for fostering equitable learning environments. The study highlights the importance of ongoing professional development and contextual adaptation in implementing PCK effectively. This research provides insights for educators and policymakers to enhance teaching practices and improve educational outcomes for all students