1,720,959 research outputs found
Ethical Leadership and Salesperson Job Performance: The Impact of Remote Supervision
Full text linkRemote salespeople are moving away from in-person interactions and toward using technology to keep in contact with their supervisors. There are ethical perspectives that should be considered in a remote work environment. While literature surrounding social learning theory has explored the degree to which behaviors can be acquired by observing and imitating others, there has been little focus on whether salespeople can emulate ethical leadership behavior when they work in a different location from their supervisor. This manuscript proposes a study that examines how remote supervision impacts the relationship between the affective organizational commitment of the salesperson and job performance.Ye
Engaging with Customers on Social Media: Insights from Business-to-Business Companies
Full text linkSocial media are an important part of a company’s ability to directly engage with customers. However, the lack of an established definition of engagement creates challenges for scholars and practitioners attempting to assess return on investment derived from social media marketing. In addition, limited scholarly literature exists regarding how B2B customers specifically react to social media. To enhance understanding of how a B2B company’s social media activity affects customer engagement, this manuscript will examine social media utilization and customer response
Why Sales Managers Matter: How Supervisory Coaching Affects Salespeople\u27s Job Performance
Full text linkToday’s business environment is very competitive, forcing companies to make additional efforts to develop and keep sustainable advantages. Thus, research aimed at finding ways to increase company performance has become critical. One specific managerial tool, sales coaching, has been hailed by academics and practitioners alike as vital to improving a salesperson’s job performance. With a company’s survival dependent on the success of their salespeople, research on sales coaching is crucial. The purpose of this research is to gain a better understanding of the relationship between sales coaching and a salesperson’s work-related attitudes and behaviors. Using self-determination theory, this research examines how a quality coaching relationship with one’s sales manager influences a salesperson’s sale creativity and job performance. This research uses partial least squares structural equation modeling (PLS-SEM) to investigate the direct, mediated, and moderated relationships among the variables studied using data from 332-salespeople working in the United States. Results suggest that a quality coaching experience does positively influence a salesperson’s sales creativity and job performance. Theoretical and managerial implications as well as directions for future research are provided
Examining Audience Reaction to B2B Content Marketing Delivered via Social Media
Full text linkSocial media provide multiple platforms and tactics to reach business-to-business (B2B) audiences with content they may rely upon to make purchasing decisions. But while content marketing has drawn some academic interest over the past decade, particularly in the field of media effects where audience reactions are studied with traditional theoretical frameworks, there is very little scholarly research examining how content marketing in social media influences audiences, particularly with regard to purchase decisions. In the highly competitive B2B marketing space, where those making purchasing decisions must be well informed and expect brands to provide content to that end, audience reaction and tactics are especially valuable to understand.Ye
Why does ethical leadership matter? Exploration and future direction for sales research
Full text linkThe purpose of this study is to gain a better understanding of the relationship between ethical leadership and an employee’s work-related attitudes about, and behaviors for, their company. Using social learning theory, the authors examine how a manager’s ethical leadership influences the relationship between an employee’s job satisfaction and organizational commitment. This research uses structural equation modeling (SEM) to investigate the direct and moderated relationships among these variables using data from 250-employees working in United States-based companies. Results suggest that an employee’s perceptions of ethical leadership moderate the relationship between their job satisfaction and organizational commitment. Implications for managers and directions for future research are provided.Ye
Going Beyond Counting First Authors in Author Co-citation Analysis
Full text linkThe present study examines one of the fundamental aspects of author co-citation analysis (ACA) - the way co-citation
counts are defined. Co-citation counting provides the data on which all subsequent statistical analyses and mappings
are based, and we compare ACA results based on two different types of co-citation counting - the traditional type that
only counts the first one among a cited work's authors on the one hand and a non-traditional type that takes into
account the first 5 authors of a cited work on the other hand. Results indicate that the picture produced through this non-traditional author co-citation counting contains more coherent author groups and is therefore considerably clearer. However, this picture represents fewer specialties in the research field being studied than that produced through the traditional first-author co-citation counting when the same number of top-ranked authors is selected and analyzed. Reasons for these effects are discussed
Variations on the Author
Full text link“Variations on the Author” discusses two of Eduardo Coutinho’s recent films (Um Dia na Vida, from 2010, and Últimas Conversas, posthumously released in 2015) and their contribution to the general question of documentary authorship. The director’s filmography is characterized by a consistent yet self-effacing form of authorial self-inscription: Coutinho often features as an interviewer that rather than express opinions propels discourses; an interviewer that is good at listening. This mode of self-inscription characterizes him as an author who is not expressive but who is nonetheless markedly present on the screen. In Um Dia na Vida, however, Coutinho is completely absent form the image, while Últimas Conversas, on the contrary, includes a confessional prologue that moves the director from the margins to the center of his films. This article examines the ways in which these works stand out in the filmography of a director who offers new insights into the notion of cinematic authorship
Appropriate Similarity Measures for Author Cocitation Analysis
Full text linkWe provide a number of new insights into the methodological discussion about author cocitation analysis. We first argue that the use of the Pearson correlation for measuring the similarity between authors’ cocitation profiles is not very satisfactory. We then discuss what kind of similarity measures may be used as an alternative to the Pearson correlation. We consider three similarity measures in particular. One is the well-known cosine. The other two similarity measures have not been used before in the bibliometric literature. Finally, we show by means of an example that our findings have a high practical relevance.information science;Pearson correlation;cosine;similarity measure;author cocitation analysis
Dispelling the Myths Behind First-author Citation Counts
Full text linkWe conducted a full-scale evaluative citation analysis study of scholars in the XML research field to explore just how different from each other author rankings resulting from different citation counting methods actually are, and to demonstrate the capability of emerging data and tools on the Web in supporting more realistic citation counting methods. Our results contest some common arguments for the continued
use of first-author citation counts in the evaluation of scholars, such as high correlations between author rankings by first-author citation counts and other citation
counting methods, and high costs of using more realistic citation counting methods that are not well-supported by the ISI databases. It is argued that increasingly available digital full text research papers make it possible for citation analysis studies to go beyond what the ISI databases have directly supported and to employ more
sophisticated methods
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