The development of e-governance has been one of the most striking achievements of the World Wide Web (www). Development of the digital communities connected through internet in the country , a number of challenges and opportunities are rising in front of the today's Indian politics. Government systems in democratic nations are primarily a representative mechanism whereby the selected few debate and enact the legislation for and on behalf of the nation nation's citizens . There are many important dimensions that might prove of importance in the context of e-governance .It is necessary for the successful democratic nation that citizens can communicate with one another and to.
PurposeThis study aims to address the need to study salespersons' thought self-leadership (TSL) and its effectiveness through the interplay of self-efficacy, skills and behavior at the individual level. It also advances the agenda of integrating self-leadership into marketing literature.Design/methodology/approachA model was tested using survey data collected from salespeople within pharmaceutical companies located in India and other Asian countries. A structural equation model was used to test the hypotheses.FindingsThe results suggest an interesting interplay between a salesperson's TSL and his/her sales performance. The results also demonstrate the relationship between TSL and self-efficacy and the mediation mechanism through which self-efficacy influences sales performance. Results support the role of TSL as a distal predictor of performance and delineate the complexity of the mediation mechanism through theoretical grounding and empirical evidence.Research limitations/implicationsThe research suggests that a salesperson's TSL relates positively with the sales performance through three process variables; self-efficacy, selling skills and adaptive selling behavior. The results should encourage managers to leverage salesperson's TSL strategies to build a self-leading sales force and optimize supervision cost. Moreover, training the sales force for enhanced TSL has immediate payoffs in terms of increased selling effectiveness. The study also discusses theoretical implications.Originality/valueBy examining TSL in the sales context, the study makes an original contribution to the extant literature. The results of the study enrich the extant information on self-leadership and sales performance linkages by suggesting a mediation mechanism and proposing an integrated framework with selling skills and adaptive selling behavior.
Pharmaceutical products and their wastes play a major role in the degradation of environment. These drugs have positive as well as negative consequences on different environmental components including biota in different ways. Many types of pharmaceutical substances have been detected with significant concentrations through various advanced instrumental techniques in surface water, subsurface water, ground water, domestic waste water, municipal waste water and industrial effluents. The central as well as state governments in India are providing supports by creating excise duty free zones to promote the pharmaceutical manufacturers for their production. As a result, pharmaceutical companies are producing different types of pharmaceutical products at large scale and also producing complex non-biodegradable toxic wastes byproducts and releasing untreated or partially treated wastes in the environment in absence of strong regulations. These waste pollutants are contaminating all types of drinking water sources. The present paper focuses on water quality pollution by pharmaceutical pollutants, their occurrences, nature, metabolites and their fate in the environment.
PurposeIn this conceptual paper, anchoring on the Hindu philosophical doctrine of karma, this study models the impact of salesperson's karma orientation (KO) (a relatively new construct), in alleviating his/her job burnout. This study also explores the moderating impact of thought self-leadership (TSL).Design/methodology/approachThis study theorizes the impact of KO on salesperson's burnout by integrating the job demand–resource model with spirituality and TSL literatures.FindingsUsing multi-dimensional construct of KO, this study proposes several research propositions to theorize the impact of each of the four dimensions (i.e. work as selfless action, work as duty towards others, detachment from work-related rewards and equanimity under environmental influences) on three aspects of job burnout (i.e. emotional exhaustion, depersonalization and reduced personal accomplishment). Additionally, this study also theorizes the moderating impact of TSL on the above-mentioned relationships.Practical implicationsOrganizations can adopt the karma doctrine for designing new sales jobs that provide higher meaningfulness and a greater sense of purpose to their salespeople, going beyond extrinsic rewards such as money. Higher KO among the business to business salespersons would lead them to derive higher intrinsic motivation to make karmic investments with their customers knowing that their good deeds with customers would eventually lead to good rewards for themselves, reducing their burnout, while also enhancing their well-being.Originality/valueThe paper makes an original theoretical contribution by theorizing the impact of Hindu philosophy of karma on salesperson's job burnout, and hence well-being and eventual impact on organizational effectiveness.
Purpose In the context of an emerging market, this paper empirically investigates the direct as well as the indirect impact of natural reward strategies (NRS) on the sales performance of B2B sales force. It also investigates the mediating impact of salesmanship skills on the NRS–sales performance linkage.
Design/methodology/approach Structural equation modeling (using AMOS 18 software) is used to analyze the data collected, using a survey questionnaire from a sample of 317 B2B salespersons of a single media firm in India.
Findings Results indicate that NRS are influenced primarily by a salesperson's emotion regulation abilities, while salesmanship skills partially mediate in the NRS–performance relationship.
Research limitations/implications The study results are based on convenience sampling, which may limit the theoretical generalization of the results across all emerging markets.
Originality/value It is one of the earliest studies in the B2B sales literature that integrates multiple theoretical perspectives from job-demands-resources theory, self-regulation theory, motivation and skills theory and social cognitive theory. These theories have been synthesized; then they have been used to develop and test the impact of emotional regulation on NRS components of self-leadership among salespersons, and its subsequent direct impact on sales performance, as well as mediating impact via salesmanship skills.
The Clinical Establishments Act 2010, as passed by Parliament provides for Registration and Regulation of the clinical establishments with a view to prescribe minimum standards of facilities and services which may be provided by the Clinical Establishments, so that mandate of article 47 of the constitution can be fulfilled. The Clinical Establishments Registration and Regulation System (CERRS) Project enables on line registration and approval. The main challenges in implementation of the project are adoption of the Act by all the States and those who have adopted, the implementation be emphasized in some specific period by the regulating authorities. Some limitations for online registration/renewal of Clinical Establishments have been observed and software needs to be upgraded. In addition, for wider and effective implementation, there should be regular dissemination of information and stakeholders' participation. The project will pave the way in improving public health for the citizens of the country in due course of time.
The Clinical Establishments Act 2010, as passed by Parliament provides for Registration and Regulation of the clinical establishments with a view to prescribe minimum standards of facilities and services which may be provided by the Clinical Establishments, so that mandate of article 47 of the constitution can be fulfilled. The Clinical Establishments Registration and Regulation System (CERRS) Project enables on line registration and approval. The main challenges in implementation of the project are adoption of the Act by all the States and those who have adopted, the implementation be emphasized in some specific period by the regulating authorities. Some limitations for online registration/renewal of Clinical Establishments have been observed and software needs to be upgraded. In addition, for wider and effective implementation, there should be regular dissemination of information and stakeholders' participation. The project will pave the way in improving public health for the citizens of the country in due course of time.
The current breast cancer detection techniques are mostly invasive and suffer from high cost, high false rate and inefficacy in early detection. These limitations can be subdued by development of non-invasive microwave detection system whose performance is predominantly dependent on the antenna used in the system. The designing of a compact wideband antenna and matching its impedance with breast phantom is a challenging task. In this paper, we have designed a compact antenna matched with the breast phantom operating in wideband frequency from 1 to 6 GHz capable to detect the dielectric (or impedance) contrast of the benign and malignant tissue. The impedance of the antenna is matched to a cubically shaped breast phantom and a very small tumor (volume=1 cm3). The antenna is tuned to the possible range of electrical properties of breast phantom and tumour (permittivity ranging from 10 to 20 and conductivity from 1.5 to 2.5 S/m). The return loss (S11), E-field distribution and specific absorption rate (SAR) are simulated. The operating band of antenna placed near the phantom without tumor was found to be (1.11-5.47)GHz and with tumor inside phantom is (1.29-5.50)GHz. Results also show that the SAR of the antenna is within the safety limit.
Purpose This study aims to investigate the impact of a salesperson's psychological capital (PsyCap) on sales performance through the interplay of work engagement and performance feedback. This study examines the role of thought self-leadership (TSL) as an antecedent of a salesperson's PsyCap.
Design/methodology/approach Grounded in the social cognitive theory and job demands–resources theory, a hypothesized model is proposed. To test the hypothesized model, data on sales professionals were collected from B2B sales organizations, and a structural equation model was used to test the hypotheses.
Findings The results demonstrate that TSL drives PsyCap in salespeople. The results also suggest an interesting relationship between salesperson's PsyCap and their sales performance through work engagement as a mediator for PsyCap and sales performance. The moderating effect of performance feedback on work engagement was not significant and thus counterintuitive.
Practical implications The results suggest that organizations should invest in training to develop the TSL of their salesforce, which will lead to enhanced performance through personal resources such as PsyCap. Further, the findings have implications for sales organization designs and structure.
Originality/value This study augments the extant information on the linkage between a salesperson's PsyCap and sales performance by suggesting mediation mechanisms and proposing an integrated framework with work engagement. Further, the authors establish TSL as an important cognitive mechanism to strengthen PsyCap in salespeople.
Purpose This study aims to investigate salespersons' self-monitoring and its effect on adaptive selling behavior. As salespeople are constantly facing different customers with various needs and want and engaging in a different sales situation, salespeople must deploy their inner capabilities in practicing adaptive selling behavior during and across sales interactions. This study also investigates the impact of salesperson's intrapersonal leadership – where leadership stems from the individuals with the purpose to influence oneself.
Design/methodology/approach Authors draw on the social cognitive theory of self-regulation to develop our model and examine the relationship between self-monitoring, thought self-leadership and adaptive selling behavior. We empirically test the model using data from 335 pharmaceutical salespeople working across several countries in Asia.
Findings The results support the role of self-monitoring and thought self-leadership as antecedents to adaptive selling. Further, the results suggest that self-monitoring positively moderates the relationship between thought self-leadership and adaptive selling behavior. In light of these results, we explore implications and limitations and conclude by suggesting directions for further research.
Research limitations/implications The sampling method used was convenience sampling, which may limit the theoretical generalization of our results across all emerging markets. Moreover, this study examines the direct impact of self-management mechanism on adaptive selling behavior and the way it interacts with salesperson's thought self-leadership to strengthen adaptive selling behavior. However, the research model does not include organization-level drivers.
Originality/value This study makes an important and original contribution to sales literature by demonstrating the direct and interaction effects of self-monitoring mechanism on a critical component of a business to business sales process, adaptive selling behavior. Results from this study highlight the critical importance of cognitive processes that drives positive selling behavior.
PurposeFactors such as globalization and market size have made India a major consideration for multinational firms and their salespeople. Despite the appeal of the market, the majority of theories and empirical studies of sales have been based on Western thought and within a Western context. This study seeks to address the issue of what interpersonal traits impel outcomes and behaviors of Indian salespeople.Design/methodology/approachA model was tested using survey data collected from salespeople and their respective sales managers within a print media company located in India. A structural equation model was used to test the hypotheses.FindingsThe results suggest an interesting interplay between interpersonal traits and pro‐social sales behaviors. Empathy proneness was positively related to helping behaviors targeted at other salespeople, while guilt proneness was positively associated with behaviors targeted at customers.Practical implicationsThe research suggests that a salesperson's capacity for empathy does not always translate into customer‐based behaviors. Hence sales training and other interventions targeted towards building empathy may actually impact on behaviors between salespeople versus the interface between the salesperson and the customer. Theoretical and managerial applications are also discussed.Originality/valueThe paper combines a data collection of salesperson‐sales manager dyadic responses and examines whether the theoretical undergirding of the Western‐based pro‐social literature is appropriate to apply in Eastern cultures such as India.
Purpose The main purpose of this research is to understand how the sudden shift to work from home (WFH) after the onset of the COVID-19 pandemic has caught several sales organizations underprepared and ill-equipped to combat emergent challenges. In this research, the authors provide initial evidence into how the WFH arrangement impacts salespeople and sales organizations. Specifically, this research is guided by two objectives: to understand how the shift to WFH environment is affecting salespeople, and to explore how organizations can mitigate dysfunctional effects of the shift to WFH practices and enhance salespeople's commitment toward this new reality.
Design/methodology/approach The authors did preliminary in-depth interviews with 13 executives operating in the business-to-business (B2B) space to identify themes that reflected the reality faced by B2B sales organizations when transitioning to WFH. The authors then conducted a quantitative study involving a survey with 130 B2B salespeople.
Findings The findings from the qualitative research suggested that the WFH situation is quite different from the more traditional remote selling situations that B2B salespeople are used to. More specifically, salespeople experienced more anxiety because of the WFH situations. This finding was supported in the empirical study done by the authors where stress associated with WFH and job insecurity had a significant impact on salesperson anxiety.
Research limitations/implications The study primarily used subjective responses of salespeople with no objective measures. Furthermore, this study is cross-sectional in nature. Future research should build on the present work to understand the long-term consequences of WFH and factor in customer responses to the same. The impact of increased use of technology in the sales process will need further attention, including the sales management implication for the same.
Originality/value Given the unforeseen nature of the COVID pandemic and how unprepared salespeople and sales organizations were to deal with it, this study is one of the first studies that documents the impact of WFH situations on salespeople.
