Systematic review of determinants of sales performance: Verbeke et al.’s (2011) classification extended

Abstract Purpose Considering recent changes in sales practices, such as the sales role becoming more strategic, increased reliance on technology for sales activities, increased stress from adding technological responsibilities to the sales role and decreased avenues of social support (such as traditional forms of community) to cope with work-related stressors, there is a need to reconsider Verbeke et al.’s (2011) classification scheme of determinants of sales performance, which was based on literature published before these critical changes became apparent. This paper aims to conduct a systematic review of sales performance research published during 1983–2018 to propose an extension to Verbeke et al.’s (2011) classification. Design/methodology/approach This paper followed a systematic approach to the literature review in five sequential steps – search, selection, quality control, extraction and synthesis – as suggested by Tranfield et al. (2003). In total, 261 peer-reviewed journal papers from 36 different journals were selected for extraction and synthesis. Findings The findings make the following additions to the classification: strategic and nonstrategic activities as a new category, technological drivers of sales performance and job-related psychosocial factors as a broader category to replace role perceptions. Derived from the job demand–control–support model, three subcategories within the category of job-related psychosocial factors are psychological demands (encompasses role perceptions and digital-age stressors such as technostress creators), job control and work-related social support. Research limitations/implications This paper identifies that manager’s role in facilitating technology skills, providing informal social support to remote or virtual salespeople using technology, and encouraging strategic behaviors in salespeople are future research areas having good potential. Understanding and building positive psychology aspects in salespeople and their effect on sales performance is another promising area. Practical implications Newly added technological drivers draw the attention of sales firms toward the influence of technology and its skilful usage on salesperson performance. Newly added strategic activities makes a case for the importance of strategic participation in salesperson performance. Originality/value This review extends Verbeke et al.’s (2011) classification scheme to include recent changes that sales profession and literature have undergone

Antecedents and consequences of problematic smartphone use: A systematic literature review of an emerging research area

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Job integration and motivation of foreigners workers: A cluster analysis

Currently in several countries worldwide there is a huge mass of immigrants from every corner of the world. This work aims to understand what the immigrant seeks when he decides to live in a specific country. We know that it is very difficult for an immigrant to decide to live in another country and not work, taking into consideration this fact, this study seeks to address the issues of immigrant career management in Portugal trying to understand what are the factors that lead to immigration, such as the behaviour of the immigrant within the organisations to be integrated into the organisation, what are the factors that make the immigrant motivated within the organisations. To achieve this a questionnaire was launched to get answers from immigrants or immigrants who have already worked in Portugal. After the data gathered was studied using exploratory analysis and confirmatory analysis through a cluster model. We can see in this research that the integration of immigrants is the relevant factor when it comes to job satisfaction. The results show that self-knowledge, network, integration and motivation contribute positively to job satisfaction.info:eu-repo/semantics/acceptedVersio

Are social media bad for your employees? : effects of at-work break activities on recovery experiences, job satisfaction, and life satisfaction

Despite the alleged importance of work breaks, little is known about antecedents and consequences of social media break activities besides non-social media break activities. Since individuals use social media to contact friends and families, find information, and be entertained, this study theorized that engaging in social media break activities while at work can help employees to experience psychological detachment and relaxation during work hours. The purpose of this study was to explore this growingly popular topic of social media use at work by focusing on job demands that may explain why employees perceive social media are vital for them at work. Further, this study seeks to understand when and how employees use social media at work to experience recovery, which, in turn, increases their job satisfaction and life satisfaction. Questionnaires were collected from current hospitality non-managerial and managerial employees in the United States. Structural equation modeling was employed to analyze data. Results of the study confirm that at-work break activities including social and non-social media break activities can be a channel for employees to experience recovery and deal with job demands. Moreover, the results suggest that when employees reported their perceptions of recovery experiences, positive perceptions had a positive impact on job satisfaction and life satisfaction. The findings also indicate that employees who are happy at work have a high life satisfaction. The results fill an empirical gap in the theoretical literature on at-work break activities and recovery. This study offers further insight and empirical evidence about the positive outcomes of both social and non-social media break activities to researchers, practitioners, and human resource professionals.Includes bibliographical reference

Investigating the non-work antecedents of workplace deviance

Deviance in the workplace, which has a huge destructive and harmful impact on the organization, is of key concern to academicians and practitioners. Existing literature focuses on the work-related antecedents of workplace deviance. However, the non-work-related antecedents have received little attention. Hence, the present research attempts to understand, the non-work antecedents that aggravate deviant behavior among employees at a workplace. The Gioia qualitative research approach was used to understand, examine, analyze, and interpret the views of respondents. A semi-structured interviewing technique was adopted. The respondents were encouraged to share their own experiences, thoughts, and understanding regarding the phenomenon. A sample of 25 experienced respondents from public and private organisations in Pakistan were interviewed. The results indicate that commuting factors (road hindrances, conflict behaviors, traffic discipline, and over-speeding), social factors (family-work conflict, and disturbed social relations), and an individual's lifestyle (attitude, physical inactivity, and sleep deprivation) are the contributing factors pertaining to the non-work antecedents of workplace deviance. The current study contributes to the literature by focusing on the non-work antecedents of workplace deviance

Essays on enterprise social media: moderation, shop floor integration and information system induced organizational change

The digital transformation increases the pressure on innovation capabilities and challenges organizations to adapt their business models. In order to cope with the increased competitiveness, organizations face two significant internal challenges: Enabling internal digital collaboration and knowledge sharing as well as information system-induced change. This dissertation will investigate seven related research questions divided in two main parts. The first part focuses on how an organization can foster digital knowledge exchanges and collaboration in global organizations. Enterprise social media has attracted the attention of organizations as a technology for social collaboration and knowledge sharing. The dissertation will investigate how organizations can moderate the employee discourse in such platforms from a novel organizational perspective and provide insights on how to increase the encouragement for employees to contribute and assure content quality. The developed framework will provide detailed moderation approaches. In addition, the risk of privacy concerns associated with organizational interference in the new digital collaboration technologies are evaluated. The second part of the dissertation shifts the focus to the shop floor environment, an area that has faced substantial digital advancements. Those advancements change the organizational role of the shop floor to a more knowledge work-oriented environment. Firstly, a state of research regarding technology acceptance and professional diversity is presented to create an enterprise social media job-characteristic framework. Further, a unique and longitudinal shop floor case study is investigated to derive organizational challenges for enterprise social media and potentials for empowerment. To validate the future shop floor environment needs use cases for the shop floor are derived and a user profile is established. The case study is extended by expert interviews to focus on conceptualizing organizational information systems-induced change. In this regard, the role of work practices, organizational and employee mindset and information system change are integrated into a holistic organizational change model that targets employee empowerment. This dissertation provides a comprehensive overview of enterprise social media from an organizational management and shop floor perspective. It contributes to understanding new digital needs at the shop floor and the information systems-induced change journey towards digital employee empowerment

Internet and Smartphone Use-Related Addiction Health Problems: Treatment, Education and Research

This Special Issue presents some of the main emerging research on technological topics of health and education approaches to Internet use-related problems, before and during the beginning of coronavirus disease 2019 (COVID-19). The objective is to provide an overview to facilitate a comprehensive and practical approach to these new trends to promote research, interventions, education, and prevention. It contains 40 papers, four reviews and thirty-five empirical papers and an editorial introducing everything in a rapid review format. Overall, the empirical ones are of a relational type, associating specific behavioral addictive problems with individual factors, and a few with contextual factors, generally in adult populations. Many have adapted scales to measure these problems, and a few cover experiments and mixed methods studies. The reviews tend to be about the concepts and measures of these problems, intervention options, and prevention. In summary, it seems that these are a global culture trend impacting health and educational domains. Internet use-related addiction problems have emerged in almost all societies, and strategies to cope with them are under development to offer solutions to these contemporary challenges, especially during the pandemic situation that has highlighted the global health problems that we have, and how to holistically tackle them

How does proactive personality promote calling at work? A dual-path mediation model

Pada studi sebelumnya mekanisme calling sebagai adaptation result mampu dijelaskan menggunakan career construction theory (CCT) melalui adaptive readiness dan adapting response yang dimiliki dan dilakukan karyawan, namun perspektif tersebut diketahui belum memperhitungkan faktor eksternal yang mungkin dapat mempengaruhi adapting response sehingga dapat berdampak pada pembentukan calling mereka. Penelitian ini bertujuan untuk mengatasi kesenjangan tersebut dengan menggunakan tidak hanya perspektif CCT, melainkan perspektif social exchange theory (SET) untuk melihat hubungan proactive personality dengan calling individu melalui peranan dua mediator yaitu job crafting dan LMX. Data penelitian dikumpulkan menggunakan survei daring dengan melibatkan karyawan aktif (N=222) yang telah bekerja minimal satu tahun di berbagai industri perbankan. Data kemudian dianalisis menggunakan analisis model mediasi paralel dari Hayes (2017) dengan SPSS for Windows. Hasil menunjukkan bahwa proactive personality secara positif berkontribusi pada calling baik secara langsung maupun tidak langsung melalui kedua mediator (i.e job crafting dan LMX). Model mediasi jalur ganda ini memberikan perspektif baru dalam memahami bahwa job crafting dan LMX masing-masing memiliki peran tersendiri dalam menjelaskan mekanisme hubungan proactive personality dengan calling karyawan dalam pekerjaannya. Maka dari itu temuan ini dapat melengkapi literatur yang ada tentang implikasi teoritis dan praktis dari calling.In previous studies, calling mechanism as an adaptation result can be explained using the career construction theory (CCT) through the adaptive readiness and adapting response that employees have and do. However, this perspective has not accounted for external factors that might affect the adapting response impact on the formation of their calling. This study aimed at addressing this gap by using not only the CCT perspective but also the social exchange theory (SET) to see the relationship between proactive personality and individual calling through the roles of two mediators, namely job crafting and LMX. The research data were collected using an online survey involving active employees (N = 222) who have worked for at least one year in various banking industries. The data were analysed using a parallel mediation model analysis from Hayes (2017) with SPSS for Windows. The results show that proactive personality positively contributes to calling either directly or indirectly through both mediators (i.e job crafting and LMX). This dual path mediation model provides a new perspective in understanding that each job crafting and LMX has their role in explaining the mechanism of the relationship between proactive personality and the calling of the employees in their work. Therefore, this study has both theoretical and practical implications for the existing literature of calling

Intentions behind the use of social network sites and its association with peronality, job performance and psychological well-being of employees in China and Pakistan : qualitative and quantitative approaches

Social networking sites (SNSs) are becoming our focus of attention to fulfill our basic need to associate and communicate with other beings. During the last few years, there has been a drastic increase in SNSs users and statistics represent a huge number of people and even workers who log in to SNSs at least once during their office hours. Many studies have explored the SNSs use in students, but limited literature is available that studied employees’ use of SNSs during their working hours. The present study is divided into three phases: scale development, survey, and a quasi-experiment. The first phase was scale development, in which we focused on developing a scale to measure employees’ attitude towards use of social network sites specifically intention behind the use of SNSs. Focus groups were conducted to gather the information related to employee intention to use social network sites during office hours. Based on the focus group findings, themes were generated. A scale to measure the attitudes of employees’ toward use of SNSs, specifically intentions behind the use of SNSs, was developed from two countries: China and Pakistan. Psychometric properties of the scale were established by explanatory factor analysis. In the second phase, we conducted a survey study in China and Pakistan respectively. In the surveys, we investigate the relationship among personality traits, use of social network sites and how it affects the psychological well-being and employee’s job performance. The data was collected from employees in China (n=380) and Pakistan (n=450). SEM was used to analyze the data and the results revealed positive relations between employees’ use of social network sites and performance and also showed some differences between the two country samples. In the third phase, an experimental study was conducted, in which the main focus was to decrease self-interruptions caused by SNSs among employees during office hours. To conduct the experiment, a quasi-experimental design was used to mitigate the effect of interruptions by using a mindfulness intervention. In the experiment, control and experimental groups were recruited. The results showed significant decreases in interruption and increases in mindfulness level in the experimental group. Findings from the present research would add to existing literature and bridge the gap of knowledge by highlighting employees’ attitudes towards SNSs use, specifically intentions behind the use of SNSs, during office hours. This thesis has also provided recommendations to help employers enhance their employees’ job performance through policies and training that support overall well-being while managing SNS use at work