Lesia Pavliukh, Sergii Shamanskyi, Sergii Boichenko and Artur Jaworski
This paper aims to evaluate of the microalgae potential for commercial application, in particular to conduct experimental study of biogenic compounds removal from sewage waters by…
Abstract
Purpose
This paper aims to evaluate of the microalgae potential for commercial application, in particular to conduct experimental study of biogenic compounds removal from sewage waters by microalgae, and to calculate economical benefits from biofertizers and biofuel production.
Design/methodology/approach
Experimental study in the concentration change of nitrogen and phosphorus compounds in the cultivation of Chlorella Vulgaris microalgae in various types of sewage water was carried out.
Findings
The efficiency wastewater treatment by microalgae was confirmed. The economic benefit from the biomass utilization as biofuel production was calculated.
Practical implications
Implementation of wastewater treatment technology with biomass recycling for biofuel and biofertilizers production will minimize the impact on the environment.
Originality/value
As a results of experimental studies, the ability of microalgae to reduce biogenic elements in wastewater was confirmed. Microalgae can be used both for wastewater treatment to biogenic elements removal, such as phosphorous and nitrogen compounds, and biofuel, biofertilizers production. Prospects of the commercial use of microalgae are obvious. They are specially adapted to an environment dominated by viscous forces.
Details
Keywords
Artur Baldauf, David W. Cravens and Nigel F. Piercy
The effective management of sales organizations is important to managers of international marketing operations spanning multiple countries, but also to managers of local…
Abstract
The effective management of sales organizations is important to managers of international marketing operations spanning multiple countries, but also to managers of local operations who may question the validity of many of the prescriptions of US‐based research. Studies sales management control in companies in Austria and the UK to contribute a European perspective on behaviour‐based control compared to outcome‐based control. Focuses on the pivotal role of the field sales manager compared to prior research at the salesperson and chief sales executive levels. Confirms the robustness of the behaviour‐based control in these international contexts, and also contributes a number of new insights to the general sales management control research literature. Identifies a number of important research directions in this important area, as well as implications for managers of international selling organizations.
Details
Keywords
Artur Baldauf and David W. Cravens
Salesperson behavior performance is conceptualized as a predictor of outcome performance and sales organization effectiveness. The research considers the effects of salesperson…
Abstract
Salesperson behavior performance is conceptualized as a predictor of outcome performance and sales organization effectiveness. The research considers the effects of salesperson capabilities, industrial/consumer products, and industry growth moderators on salesperson performance and sales organization effectiveness relationships. Empirical analyses are conducted using data from a sample of 174 field sales managers in Austrian sales organizations. The results of moderator regression analyses indicate that salesperson capabilities, product type, and industry growth are relevant moderators. The roles of the moderators vary across the relationships analyzed. Several management and research implications are examined.
Details
Keywords
Füsun Altıntas, Feride Bahar Kurtulmusoglu, Murat Hakan Altintas, Hans-Rudiger Kaufmann and Sanem Alkibay
The purpose of this paper is to present a comprehensive model of the relationship between control and sales performance contingent upon the commitment and adaptive selling…
Abstract
Purpose
The purpose of this paper is to present a comprehensive model of the relationship between control and sales performance contingent upon the commitment and adaptive selling variables. Specifically, the study tests the mediator effects of adaptive selling and organizational commitment on the effect of managerial control systems on self-assessed performance of the salespeople working in the field of industrial marketing.
Design/methodology/approach
In total, 472 firms active in the industrial marketing field for tangible industry products in Turkey were selected for the research. The proposed model that tested posits relationships among management control variables and adaptive selling, organizational commitment and sales performance measures. Management controls are related to sales performance through the mediating effect of adaptive selling and organizational commitment. Management control styles (output as formal and professional as informal) were the independent variables, while changes in organizational commitment and adaptive selling were tested both as mediators and sales performance as dependent variable, consistent with the reciprocal effects model under analysis.
Findings
The findings demonstrated that “control” is positively associated with “sales performance” and “commitment” and “adaptive selling” mediate this relationship. Findings indicate that control impacts sales performance through a mediating mechanism that involves adaptive selling and commitment. Taken together, results showed that adaptive selling and commitment played a critical role in sales performance.
Originality/value
This research is the first to empirically analyse the model regarding the relationship between sales performance, control, adaptive selling and commitment variables.