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Article
Publication date: 18 October 2022

Pedro Canales-Ronda and Cristina Aragonés-Jericó

This research aims to focus on analysing the opinion of university students on the effects that agile methodologies are having on their education during this time of pandemic that…

410

Abstract

Purpose

This research aims to focus on analysing the opinion of university students on the effects that agile methodologies are having on their education during this time of pandemic that is affecting the normal functioning of on-site universities. Specifically, the authors intend to analyse the effect that different constructs have on the development of their skills for labour markets through the application of agile methodologies in blended learning. Thus, the authors will analyse the effects of intrinsic motivation, the interactivity of the system, the involvement of students, their engagement to these activities and their level of satisfaction with this training process.

Design/methodology/approach

The authors conducted research based on the use of agile methodologies applied to higher education. To this end, various activities were designed within different subjects in marketing area. 115 business students were consulted, who valued their experience and the usefulness of this methodology in relation to the improvement of the learning process.

Findings

The results of the research show the usefulness of agile methodologies for university students. In addition, these methodologies allow them to develop certain skills that will be important for labour markets, such as teamwork, motivation and engagement to tasks to be developed.

Originality/value

The main value of this research lies in the application of a methodology from the business environment in higher education and the subsequent analysis of the students' assessment of these agile methodologies in terms of their usefulness for their professional future. Moreover, this application of agile methodologies has been carried out in an unusual environment due to the pandemic situation that has changed the usual development of face-to-face university training towards the application of e-learning methodologies.

Details

Education + Training, vol. 64 no. 6
Type: Research Article
ISSN: 0040-0912

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Article
Publication date: 27 July 2021

Jose Manuel Gil Guzman, Asuncion Hernandez-Fernandez and Pedro Canales-Ronda

This paper aims to show the advantages that social marketing training programs for disability professionals can play in improving the approach to the problems faced by people with…

671

Abstract

Purpose

This paper aims to show the advantages that social marketing training programs for disability professionals can play in improving the approach to the problems faced by people with disabilities, offering a necessary mutual understanding between both sectors. So, describing what are the training needs in social marketing expressed by disability professionals and providing an initial shared theoretical framework of both fields that could contribute to implementing social marketing strategies in the field of disability as an inducer of quality of life.

Design/methodology/approach

This is a mixed-method approach combining: a quantitative analysis with a web-based self-administered questionnaire completed in six European countries and a qualitative analysis: interviews to experts pre and post questionnaire.

Findings

Quantitative data has identified that: front-line professionals working directly with people with disabilities have high social marketing training needs; these needs are mostly related to the assessment and modification of clients’ behavior and the development of interventions according to the concept of value co-creation. Qualitative data has shown that: both fields share some similar theoretical frameworks. Therefore, it is stated that social marketing has the potential to be better implemented in the disability field.

Research limitations/implications

Considering public policy; stigma and discrimination; regulations; other models and improving the sampling method.

Originality/value

Sharing theoretical framework of both fields, social marketing strategies into the disability field as an inductor for quality of life. No research has analyzed the needs of disability professionals when they have to face a problem and find a solution that social marketing strategies could offer into the disability field.

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Article
Publication date: 12 April 2011

Inés Küster and Pedro Canales

The purpose of this paper is to analyse the relationship among the compensation system (fixed or commission) applied to salespeople, the system by which they are controlled, and…

6811

Abstract

Purpose

The purpose of this paper is to analyse the relationship among the compensation system (fixed or commission) applied to salespeople, the system by which they are controlled, and the effects of both on individual performance and sales organization effectiveness. Previous research has been extended in a different country/context, and from the field sales manager's points of view.

Design/methodology/approach

First, a cluster analysis was used to obtain a set of groups of salespeople characterized by their main compensation system (salary and/or commission). Also, ANOVA is used to analyze the significance of the differences due to the different compensation system.

Findings

The empirical data reflect the results of research involving 108 field sales managers and show that the compensation system used for the salespeople has significant effects on individual salesperson performance and sales organization effectiveness and is related to the control system used by the company. Companies with a compensation system based on a fixed salary use behavior control more than companies with a compensation system based on commission; salespeople who receive a greater proportion of compensation as a fixed salary give better individual performance than those who are paid by commission; salespeople who receive a greater proportion of their pay as a fixed salary are more effective than those paid largely by commission. Results do not show relevant differences among countries.

Research limitations/implications

Any generalisation of results is limited by the characteristics of this study, in particular by the sample used and the particular situation of the country analysed (Spain). At the same time, and because the study relies on the subjective judgment of sales field managers' perceptions, the measurement of some concepts is subject to various cognitive biases.

Practical implications

Compensation for salespeople is one of the most important issues in saleforce management as it has a significant effect on motivation, which is critical, given the conditions of their working environment.

Originality/value

This paper analyzes the field sales manager's points of view and not that of the salesperson or the sales team. This provides a closer perspective because field sales managers operate between the salesperson and sales manager. This paper presents a framework based on Baldauf et al.'s and Piercy et al.'s previous research, with two main contributions. The first contribution is the proposed direct analysis of the relationships between various antecedents of effectiveness. The second contribution is the consideration of two dimensions of the effectiveness construct: financial efficacy and field sales manager satisfaction.

Details

Journal of Business & Industrial Marketing, vol. 26 no. 4
Type: Research Article
ISSN: 0885-8624

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Article
Publication date: 17 October 2008

Inés Küster and Pedro Canales

This paper aims to find out what characterises salespeople in the most effective salesforce in Spain.

3077

Abstract

Purpose

This paper aims to find out what characterises salespeople in the most effective salesforce in Spain.

Design/methodology/approach

An empirical analysis has been done with 108 field sales managers from different sectors of activity to determine the conditions of the salesperson's control, professionalism and behaviour that affect his/her performance and the effectiveness of companies. A structural equations model or second generation multivariate model was used – PLS.

Findings

The results show that more effective salesforces are controlled through behaviour control systems, salespersons in this team identify with the company's strategic objectives and an important part of their remuneration is based on a fixed salary.

Research limitations/implications

First, the information has been gathered on a unique hierarchical level – team managers. Second, the company's activity sector and the type of salesperson can modify the results. Finally, the size of the sample has limited the potential application of specific statistical techniques and even the generalisation of the results.

Practical implications

Field sales managers must help to define the salespeople's tasks to reach the company's objectives in the most effective way. This situation implies, logically, that control is exerted over behaviour and to a lesser extent over the results achieved by the salesperson.

Originality/value

The paper determines those variables which allow companies, and especially those persons holding responsibility in the salesforce, to increase their effectiveness. The objective enriches the knowledge on sales effectiveness and also applies, in the Spanish case, a study methodology that has been applied in other countries.

Details

Team Performance Management: An International Journal, vol. 14 no. 7/8
Type: Research Article
ISSN: 1352-7592

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Article
Publication date: 31 January 2025

Oscar Espinoza, Catalina Miranda, Noel McGinn, Bruno Corradi, Luis Sandoval and Luis González

This study seeks to assess the impact of three factors related to graduates’ situation in the labor market on their satisfaction with university education. The dimensions are: (1…

7

Abstract

Purpose

This study seeks to assess the impact of three factors related to graduates’ situation in the labor market on their satisfaction with university education. The dimensions are: (1) the gender of the graduates; (2) the institutional features of the institution attended, such as the selectivity of the university, and (3) the work experiences of young graduates once employed.

Design/methodology/approach

Responses from a sample of 718 graduates from 11 Chilean universities surveyed in 2021 were used to estimate the association between sociodemographic and institutional characteristics and satisfaction. The data analysis was carried out in two steps. First, nonlinear principal component analysis (PCA) assessed the variance shared by the three ordinal variables measuring satisfaction. In the second step, ordinary least squares (OLS) regression analysis assessed the relative contribution of the independent variables to scores on the satisfaction variable.

Findings

The main results emphasize the relevance of two main influences on satisfaction with their university education. These were the selectivity of the university and the graduates’ experiences in the labor market. Graduates from the most selective universities tend to show a higher level of satisfaction with their university education. Satisfaction is also highest among those graduates who rapidly entered the workforce and secured employment closely aligned with their degree.

Originality/value

This is the first study in Chile on the satisfaction of graduates conducted in a representative number of universities.

Details

Education + Training, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0040-0912

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Article
Publication date: 25 May 2021

Yasmina Alvarez-Gonzalez

This article focuses on the study of the shaping of pedagogy as a discipline in Spain prior to the Civil War. Its aim is to identify those elements that helped pedagogy become…

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Abstract

Purpose

This article focuses on the study of the shaping of pedagogy as a discipline in Spain prior to the Civil War. Its aim is to identify those elements that helped pedagogy become constituted as a distinct field of knowledge that could offer rigorous insight into the world of education.

Design/methodology/approach

The article uses the framework proposed by Rita Hofstetter and Bernard Schneuwly for the shaping of a disciplinary field. Finally, it briefly examines the process of professionalization, using the approach advocated by the sociologist Elliott Freidson.

Findings

The analysis carried out concludes that at the outbreak of the Civil War in 1936 the process of professionalization and consolidation of pedagogy as a discipline had been completed in Spain.

Originality/value

The article presents the originality of reinterpreting the elements offered by Spanish history of education in the light of an international theoretical framework. This allows a new understanding of the process of constitution of pedagogy as a disciplinary field while offering the international public a case study according to international standards.

Details

History of Education Review, vol. 51 no. 1
Type: Research Article
ISSN: 0819-8691

Keywords

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Book part
Publication date: 1 March 2021

Daniel Kuehn

In 1969, Warren Nutter left the University of Virginia Department of Economics to serve as the Assistant Secretary of Defense for International Security Affairs in the Nixon…

Abstract

In 1969, Warren Nutter left the University of Virginia Department of Economics to serve as the Assistant Secretary of Defense for International Security Affairs in the Nixon administration. During his time in the Defense Department, Nutter was deeply involved in laying the groundwork for a military coup against the democratically elected president of Chile, Salvador Allende. Although Nutter left the Pentagon several months before the successful 1973 coup, his role in Chile was far more direct than the better-known cases of Friedrich Hayek, Milton Friedman, James Buchanan, and Arnold Harberger. This chapter describes Nutter’s role in Chile policymaking in the Nixon administration. It shows how Nutter’s criticisms of Henry Kissinger are grounded in his economics, and compares and contrasts Nutter with other economists who have been connected to Pinochet’s dictatorship.

Details

Research in the History of Economic Thought and Methodology: Including a Selection of Papers Presented at the 2019 ALAHPE Conference
Type: Book
ISBN: 978-1-80071-140-2

Keywords

Available. Content available

Abstract

Details

International Journal of Structural Integrity, vol. 1 no. 1
Type: Research Article
ISSN: 1757-9864

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Article
Publication date: 10 April 2018

Luis Miguel Fonseca and José Pedro Domingues

ISO 9001:2015 edition, by adopting modern management and quality approaches, can foster the application of continuous improvement (CI) methodologies. The purpose of this paper is…

1664

Abstract

Purpose

ISO 9001:2015 edition, by adopting modern management and quality approaches, can foster the application of continuous improvement (CI) methodologies. The purpose of this paper is to assess the level of utilization of Kaizen and other CI methodologies within Portuguese ISO 9001 certified organizations, namely, amid organizations that have already implemented ISO 9001:2015.

Design/methodology/approach

After the literature review, a quantitative research, supported on an online survey, was adopted. The survey yielded 309 valid responses (response rate 18 percent) encompassing 71 organizations already certified against ISO 9001:2015 and the remaining 238 against ISO 9001:2008. The results of the statistical analysis performed were reviewed with a focus group of five quality and organizational excellence managers.

Findings

The results show a mildly use of Kaizen, Lean and Six Sigma (SS) by Portuguese ISO 9001 certified organizations, which is increase when compared to previous studies. The sample of organizations that are already certified by ISO 9001:2015 have mean and median levels of customer improvement methodologies adoption (Lean, Kaizen, SS) higher than those that are still certified against ISO 9001:2008. However, the Kruskal-Wallis test showed that these differences are not statistically significant. Concerning the adoption of these methodologies by activity sector, the sample median values seem to suggest that Lean and SS are more commonly adopted in the industry than in the services, but according to the Kruskal-Wallis test these differences are not statistically significant. Checklists, plan-do-check-act cycle and process diagrams, followed by DMAIC, are the quality tools that are most frequently adopted. A high workload due to the transition process for ISO 9001:2015 and the lack of qualified people were suggested as possible explanations for these results by the Expert Focus Group.

Research limitations/implications

The study is restricted to ISO 9001 certified organizations in Portugal and due to the short time since ISO 9001:2015 implementation it should be considered as having an explanatory nature and subject to future confirmation.

Originality/value

This study on the application of CI methodologies between ISO 9001:2015 and ISO 9001:2008 certified organizations contributes to the Kaizen and CI body of knowledge and provides inputs to the organizations and professionals that aim to successfully apply it.

Details

The TQM Journal, vol. 30 no. 4
Type: Research Article
ISSN: 1754-2731

Keywords

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Article
Publication date: 12 November 2020

Gloria Parra-Requena, María José Ruiz-Ortega, Pedro M. Garcia-Villaverde and F. Javier Ramírez

This work aims to develop a configurational model to explain how relational trust and combinative capability can jointly improve the relationship between innovativeness and firm's…

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Abstract

Purpose

This work aims to develop a configurational model to explain how relational trust and combinative capability can jointly improve the relationship between innovativeness and firm's performance.

Design/methodology/approach

The empirical study was developed on a sample of 224 companies in the footwear industry in Spain. Hierarchical regression analysis was used to test the hypotheses in order to confirm the proposed configurational model.

Findings

The partial results demonstrate the significant effect of relational trust on the innovativeness-performance relationship but, unexpectedly, reveals the non-significant effect of combinative capability on this relationship. The triple interaction effects model provides new insights into the positive effect of combinative capability on the innovativeness-performance relationship once firms gain relational trust from their contacts.

Research limitations/implications

The cross-sectional nature of the study imposes a limitation on the results. Nevertheless, due to the detailed information required to achieve the aims of the research, a longitudinal study could be excessively complex. In any event, the cross-sectional approach of the study accomplishes the proposed aim.

Practical implications

Managers should involve the employees of the firm in order to improve the effectiveness of continuous innovation, encouraging them to establish trusting relationships with external agents and contributing to combine the relevant external knowledge with the individual and collective knowledge available in the firm.

Originality/value

This work contributes to the existing literature with a more complete picture of the influence of innovativeness on firms' performance, highlighting that performance is affected by the coherence of the configuration of innovativeness, relational trust and combination capability.

Details

European Journal of Innovation Management, vol. 25 no. 1
Type: Research Article
ISSN: 1460-1060

Keywords

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