Customer-Orientation Behaviour: Antecedents And Its Impact On Sales Performance Of Life Insurance Agents

Tingkahlaku berorientasikan · pelanggan yang merujuk kepada sejauhmana jurujual mengamalkan konsep pemasaran dengan menolong pelanggan membuat keputusan pembelian yang memenuhi keperluan dan kep~n mereka telah dianggap sebagai ciri penting untuk menjadi jurujual yang berjaya. Customer-orientation behaviour, which refers to the degree to which salespeople practice the marketing concept by trying to help their customers make purchase decisions that will satisfy customers' needs and satisfaction has been acknowledged as an important characteristics of high performers

Faktor penentu kepada sinisisme pekerja terhadap perubahan khusus dan hubungannya dengan niat untuk menentang perubahan dalam sistem Politeknik di Malaysia.

Sinisisme pekerja terhadap perubahan organisasi atau dikenali sebagai sinisisme perubahan khusus merujuk pada kecenderungan pekerja untuk bersikap sinis terhadap sesuatu perubahan yang diperkenalkan oleh organisasi mereka. Kajian ini mengkaji peranan faktor kepercayaan terhadap organisasi, identifikasi organisasi dan penglibatan dalam membuat keputusan dalam mempengaruhi sinisisme pekerja ketika berhadapan dengan perubahan organisasi.Kajian ini juga mengkaji hubungan antara sinisme perubahan khusus pekerja dengan niat untuk menentang perubahan tersebut. Seramai 263 tenaga pengajar yang bertugas di Politeknik Malaysia telah dipilih sebagai sampel kajian ini.Dapatan kajian ini menunjukkan terdapat dua faktor yang secara negatif mempengaruhi sinisisme perubahan khusus; kepercayaan terhadap organisasi dan penglibatan dalam membuat keputusan. Keputusan kajian ini juga menunjukkan bahawa wujud hubungan yang positif antara perubahan khusus dengan niat untuk menentang perubahan..Implikasi terhadap teori dan amalan secara terperinci serta cadangan kajian pada masa hadapan turut dibincangkan

The Influences of Attitude, Social Influence and Price Consciousness in Promoting Consumers’ Intention to Purchase Counterfeit Products

Counterfeiting has been proven to be a serious issue around the globe since the last few decades where counterfeiting is linked with varies of problems that causes chaos in economic activities and social life. This article sets out to examine factors influencing consumers’ intention to purchase counterfeit products. An intercept survey involving 390 respondents was conducted at three hot spot areas selling counterfeit products in Malaysia. A self-administered questionnaire was designed using established scales. This study utilized PLS-SEM to establish the validity and reliability of the measurement model and to test the hypotheses. The outcomes of this study show that intention to purchase counterfeit products is positively influenced by attitude and social influence of the consumers, while price consciousness does not significantly influence consumers’ intention to purchase counterfeit products. This study offers theoretical and practical contributions for academics and professionals. This study provides an understanding of consumers’ counterfeit purchase behavior of counterfeit products. The findings can be used by policy makers and genuine product producers to formulate strategies to curb counterfeiting activities

Faktor penentu kepada sinisisme pekerja terhadap perubahan khusus dan hubungannya dengan niat untuk menentang perubahan dalam sistem politeknik di Malaysia

Employee’s cynicism towards organizational change or known as change-specific cynicism refers to the tendency of employees to be cynical about any changes introduced by their respective organisations.This study examines the roles of trust in management, organizational identification and participation in decision making factors in influencing employees’ cynicism when dealing with organisational change.It also assesses the relationship between change-specific cynicism with intention to resist changes. A total of 263 teachers working in the Polytechnics in Malaysia have been chosen as sample in this study. The findings of this study state that there are two factors that negatively influencing change-specific cynicism; trust in management and participation in decision making.Result of the present study also shows that there is a positive relationship between change-specific cynicism with the intention to resist change.Theoretical and practical= implications of the study details as well as suggestions for future research are discussed

Trust and commitment: do they influence e-customer relationship performance?

Customer relationship management can help companies build lasting relationships with their customers. Today, CRM has dramatically changed because the internet can be used for CRM applications.Thus, Electronic Customer relationship management (e-CRM) is a comprehensive business and marketing strategy that integrates people, processes, technology and all business activities for attracting and retaining customers through the internet and mobile phones.E-CRM results in repeat purchases, word of mouth, retention, cross buying, brand loyalty and customer satisfaction.The keen competition in the communication and mobile phone service market place and the increasing numbers of mobile phone users worldwide has influenced researchers to investigate factors that contribute to e-CRM performance. This study investigates the influence of customer trust and commitment on e-CRM performance in the Jordanian mobile phone services industry.The analysis shows that customer trust and commitment were positively related to e-CRM performance

Consumer behavior and counterfeit purchase in the Tanzanian mainland

The primary focus of the present study is to examine the influence of moral judgement, subjective norm and self-regulatory efficacy in predicting behavioural intention to purchase counterfeit products among Tanzanian consumers. This study also aims to examine the direct relationship between self-regulatory efficacy and purchase behaviour of counterfeit products. In addition, the present study also fills the gap in the intention-actual behaviour relationship by examining the moderating effect of idolatry on the relationship between consumers’ behavioural intention and purchase behaviour of counterfeit products. The present study also aims to examine to what extent intention to purchase counterfeit products contributes to the purchase behaviour of counterfeit products among Tanzanian consumers.It is an attempt to develop a conceptual framework for determining purchasing behaviour of counterfeit products in Tanzania. The aim is to provide adequate information to marketers on how to reap the expected benefits of sales as well as to facilitate prompt decision-making by the government through the execution and implementation of stringent regulations

Managing key accounts in the readymade garments industry: to what extent Bangladeshi companies perform

With the paramount importance of key account management in business-to-business relationship, today companies are using this approach as a strategic weapon in their selling efforts targeted at the most important customers to solve their complex requirements with special treatment that eventually ensures both parties’ financial and nonfinancial objectives. The aim of this paper is to investigate the level of key account management performance among the export-oriented readymade garments companies in Bangladesh with regards to company’s experience in business, size of the company and key account serving capacity of the company. Using a questionnaire, data from 112 ready made garments companies in Bangladesh were collected and analyzed using descriptive analysis and ANOVA to test the level of key account management performance. Results show that the level of key account management performance by the garments companies did not vary by the company’s experience in business and size of the company respectively. In contrast, the level of key account management performance was found to be different concerning high, medium, and low customer service capacity. Apparently, companies with big number of customers show better performance than companies with small number of customer. Implications for this study are discussed along with suggestions for future research avenues

The moderating effect of convenience towards the relationship between satisfaction and loyalty in Malaysian banking industry

The aim of this research was to explore the influence of e-satisfaction towards e-loyalty among the internet banking users in Malaysia. The moderating effect of convenience on the relationship between e-satisfaction and e-loyalty was also analysed.The study employed systematic sampling technique to recruit respondents. Intercept survey was chosen as method of data collection in which a 25-item questionnaire was used to measure respondents’ e-satisfaction (5 items), e-loyalty (13 items) and convenience (7 items).The survey yielded 120 usable responses. Data were analysed using variance-based partial least squares (PLS) structural equation modelling advanced statistical technique with the help of Smart-PLS version 3. PLS, which has become popular in marketing and social science research, was used to determine the factor loadings and path coefficients in the theoretical model. The study has concluded that e-satisfaction has an effect on e-loyalty; however the moderation effect of convenience was not significant

Case study: Does cellular market saturated in Malaysia?

Mobile phone services in Malaysia have seen a remarkable growth in the number of subscribers since year 2000. At the end of 2014, Malaysia has 44.9 million subscribers in total, or 148.3 percent penetration rate according to the statistics on "Cellular Phone Subscribers" by the Malaysian Communications and Multimedia Commission (MCMC)