Szu-Yu Kuo, Ya-Ling Kao, Jia-Wei Tang and Pei-Hsuan Tsai
Given the increasing intensity of highly competitive markets, this study aims to evaluate the effect of salespeople's emotional regulation, adaptive selling and customer-oriented…
Abstract
Purpose
Given the increasing intensity of highly competitive markets, this study aims to evaluate the effect of salespeople's emotional regulation, adaptive selling and customer-oriented behavior on sales performance.
Design/methodology/approach
A research model was tested by using a sample of 288 respondents from the logistics industry in Taiwan. Structural equation modeling was used to examine the relationships between emotional regulation, adaptive selling, job resourcefulness, customer-oriented behavior and sales performance.
Findings
The results indicate that emotional regulation, adaptive selling and job resourcefulness can improve customer-oriented behavior, and that customer-oriented behavior and job resourcefulness can enhance sales performance. By highlighting the role of job resourcefulness, the authors find a positive moderating effect among these four dimensions.
Originality/value
The findings can help salespeople integrate customer-oriented behaviors into strategic changes to regulate their own emotions and those of others to productively address and resolve difficult business conditions. The theoretical and managerial implications of this work's contributions to international logistics are also discussed.
Details
Keywords
Hsin Hsin Chang, Pei-Hsuan Hsieh and Chen Su Fu
The purpose of this paper is to provide a comprehensive model to illustrate the mediating role of sense of virtual community (SOVC) in virtual communities of practices (VCoPs)…
Abstract
Purpose
The purpose of this paper is to provide a comprehensive model to illustrate the mediating role of sense of virtual community (SOVC) in virtual communities of practices (VCoPs). The interrelations between social capital and collective action in terms of knowledge contribution in the VCoP context are also examined.
Design/methodology/approach
A total of 253 members from the Zclub and Jorsindo, responded to the survey. PLS-SEM path modeling was used to analyze survey data.
Findings
Members’ structural capital and cognitive capital both positively and significantly influence members’ SOVC, and, in turn, their SOVC influences relational capital.
Research limitations/implications
The study linked two theories, namely, social capital and theory of collective action, to discuss knowledge contribution in VCoPs. Social capital and SOVC have significant and positive effects on knowledge contribution in VCoPs.
Practical implications
Knowledge contributions in VCoPs are created through interactions among members, as well as the facilitation resulting from shared visions. Administrators can promote the formation of social-interaction ties in VCoPs to reinforce the formation of social capital and a SOVC.
Social implications
Administrators of knowledge-oriented groups must strive to sustain proper levels of SOVC among members to ensure their continued participation in VCoPs.
Originality/value
The main objectives of this study were to examine the effects of social capital (structural, cognitive, and relational capitals) on the quality and quantity of knowledge contribution. SOVC was proposed as a mediator in the relationship between structural and/or cognitive capital toward relational capital.
Details
Keywords
Yueh-Min Huang and Pei Hsuan Lin
Advances in technology have led to continuous innovations in teaching and learning methods. Ubiquitous-learning (u-learning) practices are still in the development stages. The…
Abstract
Purpose
Advances in technology have led to continuous innovations in teaching and learning methods. Ubiquitous-learning (u-learning) practices are still in the development stages. The current lack of effective learning strategy tools means that students often experience difficulty focusing on the learning objectives. Little research has been done on the educational benefits of integrating augmented reality (AR) technology running on tablet PCs (TPCs), either in the classroom or in a u-learning environment. Still, classroom instruction using TPCs has been shown to be attractive to students and able to effectively increase their motivation to learn. The paper aims to discuss these issues.
Design/methodology/approach
This paper uses a TPC game (an app called SkyView) to help young students understand the theory and practically implement the astronomy concepts of prograde and retrograde motion. The study design is based on the use of AR technology, and the authors divide students into “tablet PC application” (experimental group) and “astrolabe” (control group) games. The authors investigate whether the experimental group surpasses the control group in terms of learning motivation, flow experience (FE), self-efficacy regarding technology, self-efficacy regarding science, positive feelings about the learning experience, and satisfaction with the learning approach (SL).
Findings
The findings show that students in the experimental group performed better in regards to learning achievement. In general, the improved FE helped students enjoy the learning activity to the point that they did not notice the passage of time. In regards to SL, the findings show that the students in the experimental group had an increased willingness to use the TPC to learn.
Originality/value
There is a lack of research investigating the effects of the FE with tangible and AR technology in learning environments. The results of this study show the responses and performance of elementary students who participated in such a learning experience, in terms of their feelings regarding the method and tools, and in terms of their motivation, willingness to learn, and actual learning achievement.