Michael Rodriguez and Kevin Trainor
Many organizations still struggle with sales force technology implementation because of low user adoption rates. The ubiquity of mobile computing devices, such as smartphones and…
Abstract
Purpose
Many organizations still struggle with sales force technology implementation because of low user adoption rates. The ubiquity of mobile computing devices, such as smartphones and tablets, and the proliferation of mobile customer relationship management (mCRM) applications, may lead to increased CRM adoption and higher returns on CRM technology investments. The purpose of this study is to attempt to extend the current literature by developing a model of mCRM antecedents and outcomes by incorporating the idiosyncratic mCRM characteristics that have not yet been examined in the sales technology literature.
Design/methodology/approach
This research utilizes the technology acceptance model and the technology-to-performance chain as the foundation of a conceptual model of the drivers and outcomes of mCRM adoption.
Findings
This conceptual study provides several contributions to both the sales technology literature and to practitioners within sales organizations. The proposed conceptual model outlines the benefits of providing mCRM capabilities to sales professionals. These benefits include increased productivity, sales activity and collaboration among both internal stakeholders (management and peers) and external stakeholders (prospects and customers).
Originality/value
Despite the increased use of mobile applications in sales, research on this particular form of technology is limited, and sales researchers have yet to examine mCRM or its relationship to sales performance. Therefore, the purpose of this research is to forward a conceptual model that allows researchers to explore the drivers of mCRM use and how mCRM influences individual and organizational-level outcomes.
Details
Keywords
Antonia Madrid-Guijarro, Gonzalo Maldonado-Guzmán and Rubén Rodríguez-González
This research investigates the impact of Industry 4.0 technologies (I4.0) on the resilience of manufacturing firms against the COVID-19 pandemic. The study explores the mediating…
Abstract
Purpose
This research investigates the impact of Industry 4.0 technologies (I4.0) on the resilience of manufacturing firms against the COVID-19 pandemic. The study explores the mediating effects linked to the firm’s supply chain resilience and absorptive capacity in this relationship.
Design/methodology/approach
The empirical analysis involves 304 manufacturing firms and uses Partial Least Squares Structural Equation Modeling (PLS-SEM). A two-step hierarchical component model has been employed, considering the statistical analysis validation (reliability and validity) of the LOC and HOC models. The choice of the manufacturing industry is justified due to its degree of automation in emerging economies, such as Mexico, and its significant impact on job creation and the national gross domestic product.
Findings
The results confirm the positive impact of I4.0 technologies on companies’ resilience to COVID-19. They also support the indirect effects of the firm’s supply chain resilience and absorptive capacity. Absorptive capacity was found to have a higher significant indirect effect than supply chain resilience. Consequently, the study accentuates the significance of leveraging external knowledge and highlights the role of acquisition, assimilation, transformation, and exploitation capabilities in enhancing absorptive capacity.
Research limitations/implications
The implications of this research extend to both manufacturing companies and public administrations, suggesting the need for I4.0 technologies implementation and supportive policies aimed at fostering absorptive capacity.
Originality/value
This research contributes to the literature by filling gaps in empirical studies in the context of developing economies. It provides valuable insights into the effects of I4.0 on absorptive capacity, supply chain resilience, and COVID-19 resilience, particularly in non-essential supply chains. It enriches the understanding of how I4.0 impacts the absorptive capacity and resilience of the supply chain during the COVID-19 crisis.
Details
Keywords
Gerald K. LeTendre and Alexander W. Wiseman
Teacher effectiveness and teacher quality have become the focus of intense international attention and national concern. Dozens of nations are implementing a diverse set of…
Abstract
Teacher effectiveness and teacher quality have become the focus of intense international attention and national concern. Dozens of nations are implementing a diverse set of strategies that aim to improve the quality of education by improving the quality of teachers. These efforts have not been well coordinated, and as the authors in this volume show, core constructs of quality have not been well defined. In this introductory chapter, we discuss why teachers are now “under the microscope” of policymaker’s attention and elaborate how the chapters in this volume identify particularly fruitful avenues for further study. The assembled chapters address two complex questions: (1) what existing cross-national measures of teacher effectiveness and teacher quality are most promising and how can these be aligned to maximize their research potential? and (2) what core constructs of teacher quality or effectiveness are missing from the evidence-base, and how can cross-national comparative research help refine these? To investigate these questions, the chapters in this volume address different aspects of “quality.” While quality may be politically contested, there is a significant need to continue to articulate a truly global perspective on teacher quality. The authors look at a wide range of aspects of quality in order to advance thinking about teacher education, instructional quality and workforce or organizational conditions that affect quality; to analyze instruments, tools, or measures used to assess quality; and identify what measures need to be developed further. We also note how scholarly study of the spread of transnational teacher reforms has failed to keep pace with national policy changes regarding teacher quality, and advance a more general theory of the forces affecting national policymakers.
Details
Keywords
Maria Teresa Tatto, Michael Rodriguez and Yang Lu
Are education systems converging toward a global model of teacher education or do local models tend to predominate in spite of attempts to reform them? How much do global…
Abstract
Are education systems converging toward a global model of teacher education or do local models tend to predominate in spite of attempts to reform them? How much do global, national, and local cultures shape and condition future teachers’ opportunities to learn to teach? How do these opportunities influence teachers’ pedagogical content knowledge? In this chapter we use data from the IEA’s first study of the effectiveness of pre-service teacher education in order to investigate teacher education policy, program structure, and outcomes. Using multilevel modeling we found that across countries individual characteristics have a similar and powerful influence on what future teachers come to know at the end of their pre-service programs. The effects of teacher education curriculum on future teachers’ mathematics pedagogical content knowledge reaffirm the prevalence of local cultures on the implementation of an increasingly globalized ideal. We conclude that while the provision of teacher education shares many common features in goals and structure across countries, it is strongly influenced by local conditions and norms, and by cultural notions of the knowledge that is considered essential – framing how quality is to be defined and operationalized – when learning to teach.
Details
Keywords
Michael Rodriguez, Andrea L. Dixon and James W. Peltier
The purpose of this 16-year review is to summarize interactive marketing literature in the context of personal selling and sales management. This paper serves as precursor to the…
Abstract
Purpose
The purpose of this 16-year review is to summarize interactive marketing literature in the context of personal selling and sales management. This paper serves as precursor to the Special Issue on the Convergence of Interactive Marketing and Personal Selling and Sales Management to be published by the Journal of Research in Interactive Marketing. Key research needs are identified.
Design/methodology/approach
A content analysis was performed on 106 articles categorized over 1998-2013. Ebsco Host was used as the database search engine, running impendent searches using personal selling, professional selling and sales management as identifiers across a variety of interactive marketing topics identified by Journal of Research in Interactive Marketing (JRIM)’s Editorial Board.
Findings
The examination of the convergence of interactive marketing in a personal selling/sales management context revealed 106 articles, with approximately 60 per cent being published in the past eight years. Although the interactive marking field is growing, there is clearly a significant opportunity for scholarly work across wide-ranging personal selling and sales management topics, and specifically in the areas of performance indices, evolving technologies, social media and tactical sales and management issues.
Practical implications
The paper reviews personal selling and sales management articles that have been published in the time period of 1998-2013 across marketing, business and non-business journals. While the Journal of Personal Selling and Sales Management has been the dominant outlet, other marketing and non-marketing journals are increasing their exposure in these areas.
Originality/value
The study provides both academics and practitioners with an updated review of the interactive marketing literature along with a sense of how personal selling and sales management research is evolving. This review offers value as a standalone article and as input for scholars submitting manuscripts to JRIM’s Special Issue on the Convergence of Interactive Marketing and Personal Selling and Sales Management.
Details
Keywords
Mounira M. Charrad, Amina Zarrugh and Hyun Jeong Ha
We examine frames expressed during the Arab Uprisings that toppled authoritarian regimes in Tunisia, Egypt, and Libya in 2011. Through a visual analysis of 3,506 photographs taken…
Abstract
We examine frames expressed during the Arab Uprisings that toppled authoritarian regimes in Tunisia, Egypt, and Libya in 2011. Through a visual analysis of 3,506 photographs taken at protest sites, we identify a new type of master frame, the “reclamation” master frame, in which protestors assert their right to what they feel they should have but has not been delivered or has been stolen from them by dictators. In the cases we consider, protestors reclaimed their right to (1) integrity of governance; (2) a proud nation, and (3) the dignity of the victims of state violence. They framed their struggle as a redefinition of the relationship between state and citizens. Identifying the master frame of reclamation as central to the Arab Uprisings, we argue that it helps us understand how protestors sustained mobilization over days and weeks in the face of brutal repressions. We suggest that it opens avenues for research on protests in authoritarian regimes.