The interaction effects of adhocracy culture, work experience on information acquisition and job performance of bank salespeople

Hamzah, Muhammad Iskandar; Othman, Abdul Kadir; Fikry, Amily; Abdullah, Mohd Zulkifli

doi:10.1057/s41264-022-00166-9

Cited by 5 publications

(4 citation statements)

References 61 publications

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“…Based on the data shown the respondents who finished Secondary Education, Tertiary Education, Bachelor's Degree, Master's Degree, and Doctorate Degree dominantly utilized this management competency. Highly educated salespeople tend to develop higher-level knowledge structures (Hamzah et al, 2023). Table 15 presents the summary of the respondents categorized by their Number of Years in Service regarding their utilization of management competencies.…”

Section: Competenciesmentioning

confidence: 99%

The Competencies of Sales Associates on the Ready-To-Wear Industry in Qatar: Basis of Improving Sales Performance

C. Jacob,

Cassandra F. Samson,

Anne M. Chavez

et al. 2024

IJRP

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The utilization of sales competencies plays a crucial role in enhancing the performance of sales associates and achieving organizational objectives. The objective of this study aims to investigate the sales competencies exhibited by sales associates on the ready-to-wear industry in Qatar. This study utilized the quantitative descriptive research design, wherein a survey questionnaire was given to sales associates to describe their sales competencies. The study involved one hundred participants, evenly distributed with fifty (50) males and fifty (50) females, selected as respondents. The results of this study showed that a majority of sales associates on the ready-to-wear industry in Qatar fall within the 21-25 age range, with a finished tertiary level of education, and have been working for 1-3 years. All of the six sales competencies, Product Knowledge, Presentation Skills, Listening Ability, Objection Handling, Convincing Skills, and Interpersonal Ability, have been always used. The study identified Product Knowledge as the most frequently utilized sales competency, with the highest weighted mean of 3.67. This competency, which empowers consumers with comprehensive product information, can lead to advantageous outcomes such as upselling, cross-selling, and increased profitability. The overall order of utilization for sales competencies, from most to least employed, includes Product Knowledge, Convincing Skills, Interpersonal Ability, Presentation Skill, Objection Handling, and Listening Ability. It is recommended that sales associates must have a comprehensive understanding of their products and enhance their communication skills to elevate customer engagement, increase sales effectiveness, and improve overall success in the competitive ready-to-wear industry.

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Section: Competenciesmentioning

confidence: 99%

The Competencies of Sales Associates on the Ready-To-Wear Industry in Qatar: Basis of Improving Sales Performance

C. Jacob,

Cassandra F. Samson,

Anne M. Chavez

et al. 2024

IJRP

View full text Add to dashboard Cite

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“…Workplaces characterized by an adhocracy culture are entrepreneurial and inventive ( Misigo et al, 2019 ; Noone et al, 2022 ). Adhocracy culture is viewed as a culture that fosters innovation ( Hamzah et al, 2022 ). Moreover, Aladwan and Alshami (2021) found that invention significantly impacts a company’s reputation.…”

Section: Theories and Hypotheses Developmentmentioning

confidence: 99%

The impact of corporate social responsibility on firm reputation and organizational citizenship behavior: The mediation of organic organizational cultures

et al. 2023

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This study investigates the impact of corporate social responsibility (CSR) on firm reputation and organizational citizenship behavior, along with the mediating inclusion of organic organizational cultures (Clan and Adhocracy) in the medium and large enterprises of Pakistan. To do the path analysis and to investigate the mediating role of organic organization culture, Smart PLS was used. For data collection, the convenience sampling technique was used and responses from 360 questionnaires were the main data source. The results displayed that CSR has a significant and optimistic effect on a firm reputation and employees’ organizational citizenship behavior (OCB). Secondly, the outcomes showed a positive and full mediation effect of organic organizational cultures between CSR and firm reputation but a partial mediation effect of organic organizational cultures between CSR and employees OCB. Further, the results demonstrated a positive and significant influence of employees’ OCB on a firm reputation. The extensive analysis of all factors of the study was autonomously examined to identify the insights that verify how the inclusion of organic organizational cultures can boost the firm reputation and employees’ OCB. Theoretical implications and future research direction are discussed.

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“…Schaufeli et al (2002:74) defined work engagement as 'positive, fulfilling, work-related state of mind that is characterized by vigor, dedication, and absorption'. Work engagement encompasses aspects, including enthusiasm and job involvement (Buchanan 1974;Schaufeli et al 2002), where employees' eagerness to perform a specific task is influenced by multiple factors that are internal and external to the organisation (Hamzah et al 2022). In addition, the level of job involvement that employees experience guides their attitude towards their job, ultimately influencing their future productivity output delivered (Chong et al 2021).…”

Section: Work Engagementmentioning

confidence: 99%

Business-to-Business sellers’ motivations in sales performance – A six-dimensional framework proposition

Rodriquez,

Roberts-Lombard,

Høgevold

et al. 2023

South African Journal of Economic and management Sciences

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Background: Whether internal or external, motivational factors serve as stimulants influencing individual ability to execute sales tasks. A meta-analysis was conducted highlighting three broad categories of individual motivations that are imperative within the context of sales performance, namely cognitive choice, goal orientation, and work engagement. However, marketing and sales management scholars argue that there is a need for further research exploring the influence of intrinsic and extrinsic motivational factors on overall sales performance in multiple business settings. Aim:The aim of the study is to test a six-dimensional framework of business-to-business (B2B) sellers' motivations in sales performance. Setting:The application of a six-dimensional framework on sales performance within a Norwegian context. Different companies from multiple industries operating in the productorientated sector of Norway were selected to measure the relevance of the six-dimensional framework to sales performance in these companies. Method:In total, 236 usable questionnaires representing multiple industries of different sizes across Norway were used. Data were collected using self-administered questionnaires. Results:The findings indicate that the dimensions of B2B sellers' motivations are relevant in a B2B sales setting. Therefore, sales businesses operating in a B2B environment need to become increasingly aware that motivations drive sellers to achieve their goals. Conclusion:The study offers an increased understanding on how to structure B2B sellers' motivations in a six-dimensional framework, including cognitive choice, goal orientation, and work engagement. Contribution:The study develops an improved understanding of the intrinsic and extrinsic motivational factors that influence the sales performance of B2B sellers. Furthermore, it contributes to an increased understanding of how to structure B2B sellers' motivations in a six-dimensional framework.

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The interaction effects of adhocracy culture, work experience on information acquisition and job performance of bank salespeople

Cited by 5 publications

References 61 publications

The Competencies of Sales Associates on the Ready-To-Wear Industry in Qatar: Basis of Improving Sales Performance

The Competencies of Sales Associates on the Ready-To-Wear Industry in Qatar: Basis of Improving Sales Performance

The impact of corporate social responsibility on firm reputation and organizational citizenship behavior: The mediation of organic organizational cultures

Business-to-Business sellers’ motivations in sales performance – A six-dimensional framework proposition

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