How is Your Boss? Impact of Transformational Leadership Behavior of Manager on Customers’ Selling Orientation-Special Reference to Corporate Banking Sector in Sri Lanka

Selling is paramount important in marketing and considered as a lifeblood in marketing. Customer oriented selling plays a vital role in this regards .On the other hand, managers need transformational leadership behavior to manage sales staff. This study aims to integrate the concept of customer orientation and transformational leadership of a manager by conceptualizing the concepts in Sri Lankan corporate banking sector. Responses were gathered via a questionnaire survey from a sample of 100 managers  and 100 customer relationship officers(CRO). The results provide evidence for the significant relationship between transformational leadership of a manager and  their customer orientation. Key Words-Transformational Leadership, Customer Orientation selling Orientation (SOCO),Customer Relationship Officer(CRO),Sri Lank

Customer relationship marketing as a strategy for better banking relationship -a comparative study of Peoples bank and Sampath bank

Since the end of the war in May 2009 the Central Bank has approved new bank 45 branches to be setup in the Northern peninsula. Already 11 banks have commenced operations. Hence it is clear that a bank operation in the war affected area is booming. It is worthwhile to compare this operation by looking at the perspective of private bank and state bank. The purpose of this study was to find out how customer relationship marketing (CRM) can be sued as a strategy to compete in the market. This study found out how the concept of relationship marketing helps to increase the operation in the banking system. Primary data were collected from the customers of Peoples bank and Sampath bank through focus group discussion and interview. The Sample was 100 customers who visit once in a week at least. Most of the collected data analyses by qualitative methods to find out the Relationship marketing orientation of customers. Relationship marketing has been operational zed by using the model of trust and commitment (Morgan and Hunt 1994). It has found out there is significance difference in "relationship marketing orientation" in state bank and private bank. Additionally it has revealed mat most of the female customers preferred Customers relationship marketing (CRM) than male customers. Further it has disclosed there is an impact on duration which customers spend with the bank and CRM. This research will highlight the importance of relationship marketing practice in both private and the state banking sector. This research can be expanded in other areas of services in business to business as well as business to customer

Green intraprenurial flexibility towards sustaining competitive advantage: A case of South Asian context

This study explores how green based intrapreneurial flexibility affects sustainable business performance of the Sri Lankan hotel industry. A survey was administered to a random sample of senior managers of hotels in Sri Lanka. Linear regression analysis revealed a significant path coefficient which explained green based intrapreneurial flexibility positively influenced sustainable competitive advantage. The findings suggest that hotel industry policy makers develop green specific intrapreneurial capabilities so that they can quickly adapt their green based product and service offerings in responding to changes of the green market requirements by focusing on green based new venture creation, green innovation, green related self-renewal exercises, and eco-friendly proactive decision making in order to sustain their competitive advantage from green initiatives

Facebook Marketing by Private Design Schools in the Higher Education Industry in Sri Lanka

The swift growth and revolution in the social media globally catapulted by easy access to internet supported by technological advancements and availability of mobile devices for the public, social media marketing has become an unlimited way to reach the high school students (HSS) in Si Lanka. The growth of social media is phenomenal supported by technological advancement by globally multinational companies specialised in making better and stronger phones with faster and superior software and applications. The usage of Facebook as the main tool to reach the target audience is phenomenal in Sri Lanka. Despite the fact that the growth and development of social media especially the usage of Facebook in Sri Lanka which is assisted by the factors that support the growth and usage of mobile devices and development of ICT, many Private Design Schools (PDS) in Sri Lanka are not realizing the full potential. Many contributing factors such as the know-how, the speed the social media is growing, the disadvantages of having a very open marketing and many reasons of not using social media for marketing. Information of the result on the investment, the effectiveness of Facebook to gain the required results will be encouraging to all PDS that this may be a good channel to pay more attention to. Understanding the reasons of such gap and the factors affecting the growth and development of social media would be very useful for the marketing arms of the PDS to make use of Facebook to reach the high school students at the relatively lower cost ratio

The Use of Social Media for Private Higher Education to High School Students in Sri Lanka

Marketing is an important part of a company's operation in revenue generation.  Marketing in the private higher education (PHE) is no difference with any other companies.  At the turn of this era, there is no denial that social media is one of the most cost effective method to reach a vast group of people at the shortest period of time in comparison to other available marketing channels. With the rapid growth and revolution in the social media helped catapult by the easy access to internet, the advancement and availability of mobile devices, social media marketing has become an infinite way to reach the huge customer base in Sri Lanka.  Despite the fact that the growth and development of social media assisted by the factors that support the growth and usage of mobile devices and development of ICT, many PHE in Sri Lanka are not realizing the full potential. Understanding the reasons of such gaps and the factors affecting the growth and development of social media would be very useful for the marketing arms of the PHE to make use of social media to reach the target market at the relatively lower cost ratio. The purpose of the research is to find out how PHE in Sri Lanka could use social media marketing to tap into their target market.  Surveys are done with the high school students to understand their social media behavior.  In the findings, we have found out a number of very useful information such as the peak period of the day, what are their favorite social media, what are the applications in the social media that they use the most and including the usage of the people closes to them.  These information can be used by PHE is plan their online marketing. Keywords: Social media marketing, higher education, high school student, promotion, Sri Lank

Facebook Marketing by Private Design Schools in the Higher Education Industry in Sri Lanka

The swift growth and revolution in the social media globally catapulted by easy access to internet supported by technological advancements and availability of mobile devices for the public, social media marketing has become an unlimited way to reach the high school students (HSS) in Si Lanka. The growth of social media is phenomenal supported by technological advancement by globally multinational companies specialised in making better and stronger phones with faster and superior software and applications. The usage of Facebook as the main tool to reach the target audience is phenomenal in Sri Lanka. Despite the fact that the growth and development of social media especially the usage of Facebook in Sri Lanka which is assisted by the factors that support the growth and usage of mobile devices and development of ICT, many Private Design Schools (PDS) in Sri Lanka are not realizing the full potential. Many contributing factors such as the know-how, the speed the social media is growing, the disadvantages of having a very open marketing and many reasons of not using social media for marketing. Information of the result on the investment, the effectiveness of Facebook to gain the required results will be encouraging to all PDS that this may be a good channel to pay more attention to. Understanding the reasons of such gap and the factors affecting the growth and development of social media would be very useful for the marketing arms of the PDS to make use of Facebook to reach the high school students at the relatively lower cost ratio

How is your boss? Impact of transformational leadership behavior of manager on customers\u27 selling orientation-special reference to corporate banking sector in Sri Lanka

Selling is paramount important in marketing and considered as a lifeblood in marketing. Customer oriented selling plays a vital role in this regards .On the other hand, managers need transformational leadership behavior to manage sales staff. This study aims to integrate the concept of customer orientation and transformational leadership of a manager by conceptualizing the concepts in Sri Lankan corporate banking sector. Responses were gathered via a questionnaire survey from a sample of 100 managers and 100 customer relationship officers(CRO). The results provide evidence for the significant relationship between transformational leadership of a manager and their customer orientation

Transforming nobody to somebody : do transformational leadership and relationship marketing make a difference for sustainable marketing?

With a complex, dynamic and fiercely competitive business environment and consumerism, sustainable relationship marketing is a challenge that is critical for businesses. The concept of transformational leadership can be considered as the most influential over the last two decades in changing the ways that businesses are operating – in particular, in marketing their products, and attracting, delighting and retaining customers for the long run. This conceptual paper examines the relationship between transformational leadership and relationship marketing in the context of selling. In particular, the usage of trust and commitment used by both theories has been discussed extensively. Ultimately this study will try to link transformational leadership with relationship marketing while suggesting the use of these concepts side by side for better sustainable marketing

Measuring the mediating effect of customer trust - a case of corporate banking sector

Understanding transformational leadership and relationship marketing is essential to exploit the future marketing strategies in the contemporary market environment, particularly in volatile and complex marketplace. This study attempts to explore and establish a link between these concepts through variables of transformational leadership; namely, intellectual stimulation and idealized influence with popular trust-commitment framework in relationship marketing. The corporate banking sector in Sri Lanka has been selected and one hundred salespersons were selected as a sample. It has been found that customer trust significantly mediates the relationship between the idealized influence behavior of a salesperson and customer commitment. Additionally customer trust significantly mediates the relationship between intellectual stimulation behavior of a salesperson and customer commitment .Thus the role of trust can be considered as important in the context of banking in bank-corporate client partnership strategy

Relationship marketing and customer orientation of sales people: learning from banks

Selling is supremely important in marketing and considered as lifeblood in marketing. It is evident that selling based on customer orientation and relationship marketing will play a vital role in attracting and retaining more and more customers. This study, based on the Sri Lankan banking sector, aims to attempt such integration by conceptualizing the concepts of customer orientation and relationship marketing in the Sri Lankan corporate banking sector. Responses were gathered via a survey questionnaire to measure the interaction and impact on customer orientation of relationship marketing. The results show that there is a significant relationship between customer orientation and relationship marketing. This has been highlighted in Sri Lankan banking context as it can be considered as one of the major contributors to the national economy, and non-price determinates can be considered as key to gain a competitive advantage in the market