Stefan Sleep, Andrea L. Dixon, Thomas DeCarlo and Son K. Lam
This study aims to explore the changing nature of the inside sales role and the individual capabilities required for success. Additionally, it examines the influence of…
Abstract
Purpose
This study aims to explore the changing nature of the inside sales role and the individual capabilities required for success. Additionally, it examines the influence of organizational structure on inside sales force capabilities. Although business-to-business firms are investing heavily in inside sales forces, academic research lags behind this evolution.
Design/methodology/approach
Using a two-study qualitative approach, the authors examine contemporary inside sales forces’ responsibilities and operational configurations. Study 1 uses a cross-industry sample of sales leaders and professionals to examine roles and responsibilities. Study 2 used the second sample of sales leaders and professionals to explore the impact of various organizational configurations.
Findings
The study identifies important differences between inside and outside salespeople in terms of job demands and resources; inside salespeople’s greater reliance on sales technology and analytics than outside counterparts; and existing control systems’ failure to provide resources and incentives to match with inside salespeople’s increasing strategic benefits and job demands. The study also explores four distinct inside–outside configurations. The differences among these configurations help to explain the distinct benefits and costs of each configuration regarding the company, customer and intra sales force processes, which, in turn, determine inside salespeople’s strategic benefits and job demands.
Research limitations/implications
The authors discuss the theoretical implications of these findings for research on the evolving roles and capabilities of the inside sales force; antecedents and consequences of firms’ choice of inside–outside sales force configurations; and the impact of technology and the inside sales force. They propose a research agenda that includes a series of specific future research questions.
Practical implications
This study informs managers of the unique role of the inside sales force and how it differs from their outside counterpart. The results inform managers of the issues inherent to various inside sales configurations, helping them determine, which configuration best addresses their customers’ needs.
Originality/value
This research provides a detailed, updated account of the differences between inside and outside sales forces and the benefits/costs of major inside–outside sales force configurations. Drawing from job demands-resources, organizational structure and strategy-context fit theories, the authors develop research propositions about the underlying structural differences of inside-outside sales force configurations; how these differences drive the inside sales force’s increasing strategic benefits and job demands; and organizational choice of inside sales force configurations. A research agenda is then presented.
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Recently the advances in wireless communication technology and the popularity of portable computers have rendered mobile computing environments from which mobile users with…
Abstract
Purpose
Recently the advances in wireless communication technology and the popularity of portable computers have rendered mobile computing environments from which mobile users with battery‐operated palmtops can access the information via wireless channels, without space and time restriction. In mobile computing environments, mobile users cache the data items to use the bandwidth efficiently and improve the response time of mobile transactions. If the data items cached in mobile users are updated at the server, the server broadcasts an invalidation report for maintaining the cache consistency of mobile users. However, this method has an obstacle that does not guarantee the serializable execution of mobile transactions. The purpose of this paper is to propose the four types of reports for mobile transaction (FTR‐MT) method for ensuring the serializable execution of mobile transactions.
Design/methodology/approach
The paper describes the FTR‐MT method, which is composed of four types of algorithms, e.g. group report composition algorithm, immediate commit decision algorithm, cache consistency algorithm, and disconnection cache consistency algorithm. FTR‐MT method for improving the response time of mobile transactions makes a commit decision by using the four types of reports.
Findings
With the FTR‐MT method, mobile users can make a commit decision by using the four types of reports. The response time of mobile transactions can be reduced. Furthermore, the FTR‐MT method can improve the cache efficiency in the case that the disconnection of mobile users is longer than the broadcast interval of the window report.
Originality/value
This paper proposes a new method for guaranteeing the serializable execution of mobile transactions, called FTR‐MT, using four types of reports. Also, it can prevent the entire cache dropping, even though the disconnection of a mobile host is longer than the broadcast interval of a window report. Through the analytical model, this method is felt to be superior to other methods, in terms of the average response time and the commit rate of mobile transactions, and bandwidth usage.
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This paper argues that to preserve black lives, teacher educators and teacher candidates need to develop a decolonial lens. A decolonial lens can provide clarity in understanding…
Abstract
Purpose
This paper argues that to preserve black lives, teacher educators and teacher candidates need to develop a decolonial lens. A decolonial lens can provide clarity in understanding how the centering of Western epistemic perspectives perpetuate hierarchies and processes of racialization and invisibilized structures of domination that (re)produce differential learning experiences and outcomes for black students. This study aims to build on prior research to help teacher candidates more effectively recognize and challenge racism and anti-blackness in their schools and teaching practices.
Design/methodology/approach
In this paper, the author discusses how racism and anti-blackness are perpetuated in schooling and why teacher educators must address them in our work with teacher candidates. Drawing upon existing literature on teacher education, my experiences as a teacher educator and social justice scholar, and insights from the decolonial scholarship, the discusses the importance of a decolonial lens for disrupting racism and anti-blackness, and I offer examples of how teacher educators and teacher candidates can engage in this work.
Findings
Multicultural education has done little to change the conditions of black students in schools. While most teacher education programs have made efforts to become more oriented toward social justice, there is a wide gap between program goals and teachers who can work effectively with the diversity of students that they serve.
Practical implications
This paper outlines an approach that teacher educators can use to further develop an antiracist decolonial teaching and research agenda and support teacher candidates regardless of their racial/ethnic group.
Social implications
A decolonial analysis can help teachers develop a better understanding of the structural and school inequalities that create disparate outcomes for black students and how to intervene. This is urgently necessary, as schooling remains a site of non-belonging and marginalization for black children and youth.
Originality/value
This paper offers a new race-conscious approach to disrupt systemic racism and anti-blackness in education.
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Yaw A. Debrah and Ian G. Smith
Presents over sixty abstracts summarising the 1999 Employment Research Unit annual conference held at the University of Cardiff. Explores the multiple impacts of globalization on…
Abstract
Presents over sixty abstracts summarising the 1999 Employment Research Unit annual conference held at the University of Cardiff. Explores the multiple impacts of globalization on work and employment in contemporary organizations. Covers the human resource management implications of organizational responses to globalization. Examines the theoretical, methodological, empirical and comparative issues pertaining to competitiveness and the management of human resources, the impact of organisational strategies and international production on the workplace, the organization of labour markets, human resource development, cultural change in organisations, trade union responses, and trans‐national corporations. Cites many case studies showing how globalization has brought a lot of opportunities together with much change both to the employee and the employer. Considers the threats to existing cultures, structures and systems.
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Rutger Muurling and Thorsten Lehnert
Employee Stock Options are the most widely used incentive compensation tool, and prior research has shown their advantages. However, research among different peer groups…
Abstract
Employee Stock Options are the most widely used incentive compensation tool, and prior research has shown their advantages. However, research among different peer groups, different time frames, different research methodologies, and the constantly changing public opinion prevents unanimous agreements on the various benefits of Employee Stock Options. In this paper we apply a number of research hypotheses tested in recent US studies to a European sample of EuroStoxx 50 companies. Due to the globalisation, the similar accounting regulations and the IT and telecommunications revolu tions, Europe and the United States have grown closer together than ever before and are expected to display similar business practices. This assessment should be especially relevant for the large European companies, which mostly have a dual listing in the United States and are therefore essentially forced to manage according to American practices. How ever, the results differ significantly from the existing US research, providing insufficient grounds to accept previous findings for European companies.
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Discusses how resources are allocated in capitalist and socialist economies comparing the concept of interest (e.g. for present value calculations) with the use of capital charges…
Abstract
Discusses how resources are allocated in capitalist and socialist economies comparing the concept of interest (e.g. for present value calculations) with the use of capital charges (e.g. for calculating opportunity cost). Contrasts the Islamic economic system, which rejects interest but considers moral factors and the will of Allah when measuring welfare. Explains how these ideas can be expressed in the accounting price of capital (for objective factors) and by Islamic welfare criteria; and how they differ from the Pareto Criterion and capitalist concepts of utility. Lists four principles and 12 welfare criteria for an Islamic allocation of resources; and some hints on their practical application before summarizing the conclusions.
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Gurjeet Kaur, R.D. Sharma and Nitasha Seli
This paper aims to examine the level of internal market orientation (IMO) in Indian banking as seen from the perspective of internal customers and suppliers, particularly with…
Abstract
Purpose
This paper aims to examine the level of internal market orientation (IMO) in Indian banking as seen from the perspective of internal customers and suppliers, particularly with regard to the three components of market orientation: intelligence generation, intelligence dissemination, and responsiveness.
Design/methodology/approach
The study is based on primary research conducted with data gathered from 611 internal customers and 37 internal suppliers of an Indian private sector bank.
Findings
The results indicate that all the three components of market orientation mentioned above determine the IMO level. Furthermore, the continuous emphasis on IMO by internal suppliers results in organizational commitment and job satisfaction among internal customers.
Research limitations/implications
The study is limited to the three main dimensions of IMO: intelligence generation, intelligence dissemination, and responsiveness.
Practical implications
In order to ensure increased satisfaction of internal customers, internal suppliers have to give due cognizance to the three aspects of IMO as these influence the internal customers' commitment, loyalty and hence their retention.
Originality/value
The research findings should prove to be of immense help to bankers, academicians and policymakers. Bankers will be benefited to the extent of ensuring zero internal customer defection through the implementation of effective intelligence generation, intelligence dissemination and responsiveness to internal market needs. Policymakers can devote their energies and resources towards identifying the constraints that lead to lower internal customer satisfaction and accordingly formulate policies aimed at maximizing their satisfaction level, thereby enhancing both market and financial performance of an organization.
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Nima Gerami Seresht, Rodolfo Lourenzutti, Ahmad Salah and Aminah Robinson Fayek
Due to the increasing size and complexity of construction projects, construction engineering and management involves the coordination of many complex and dynamic processes and…
Abstract
Due to the increasing size and complexity of construction projects, construction engineering and management involves the coordination of many complex and dynamic processes and relies on the analysis of uncertain, imprecise and incomplete information, including subjective and linguistically expressed information. Various modelling and computing techniques have been used by construction researchers and applied to practical construction problems in order to overcome these challenges, including fuzzy hybrid techniques. Fuzzy hybrid techniques combine the human-like reasoning capabilities of fuzzy logic with the capabilities of other techniques, such as optimization, machine learning, multi-criteria decision-making (MCDM) and simulation, to capitalise on their strengths and overcome their limitations. Based on a review of construction literature, this chapter identifies the most common types of fuzzy hybrid techniques applied to construction problems and reviews selected papers in each category of fuzzy hybrid technique to illustrate their capabilities for addressing construction challenges. Finally, this chapter discusses areas for future development of fuzzy hybrid techniques that will increase their capabilities for solving construction-related problems. The contributions of this chapter are threefold: (1) the limitations of some standard techniques for solving construction problems are discussed, as are the ways that fuzzy methods have been hybridized with these techniques in order to address their limitations; (2) a review of existing applications of fuzzy hybrid techniques in construction is provided in order to illustrate the capabilities of these techniques for solving a variety of construction problems and (3) potential improvements in each category of fuzzy hybrid technique in construction are provided, as areas for future research.
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William H. K. Lam and Mei-Lam Tam
This paper attempts to assess the parking reliability with taking into account drivers' travel choice behaviors under various traffic conditions. Apart from the well-known…
Abstract
This paper attempts to assess the parking reliability with taking into account drivers' travel choice behaviors under various traffic conditions. Apart from the well-known travel-time reliability, a parking reliability is newly defined as the probability that the drivers' average searching time for parking is less than a given threshold. This is particularly important under conditions of shortage of parking spaces in urban areas. A Monte Carlo simulation approach, which incorporates a combined trip distribution and assignment model with explicit elastic demand function, is proposed to estimate the two reliability measures of road network (i.e. travel-time and parking reliabilities). A numerical example is used to illustrate the applications of the reliability measures and the proposed approach.
Wassiuw Abdul Rahaman, Ibrahim Mohammed, Festus Ebo Turkson and Priscilla Twumasi Baffour
This study examines the relationships between parents' and children's occupations to determine the existence of intergenerational transmission of occupations.
Abstract
Purpose
This study examines the relationships between parents' and children's occupations to determine the existence of intergenerational transmission of occupations.
Design/methodology/approach
To achieve the purpose of the study, four predominant occupational types based on the International Standard Classification of Occupations (ISCO): agriculture and forestry; services and sales; managerial/administrative; and professional/technical are examined using data from the latest (7th) round of the Ghana Living Standards Survey (GLSS). Two complementary methods involving the correlational analysis and regression-based techniques are used.
Findings
The findings indicate the presence of parental influences on children's occupational choices (same-sex and cross-sex) in the Ghanaian labour market, with maternals and same-sector effects having a more substantial influence on children's occupational choices, especially in agriculture and forestry, and services and sales sectors.
Research limitations/implications
The lack of panel data in observing children's occupational choices over time makes it challenging to assume direct causation.
Originality/value
The study is the first to highlight the relative strengths of paternal influence (father's effect) and maternal impact (mother's effect) on sons' and daughters' occupational choices in Africa. The findings have several implications for intergenerational (im)mobility of occupations including how policymakers can make career guidance more effective.
Peer review
The peer-review history for this article is available at: https://publons.com/publon/10.1108/IJSE-10-2022-0705