Showing papers by "Victor R. Prybutok published in 2021"
TL;DR: In this paper, the extent to which mobile augmented reality apps can influence user attitudes and shopping behavior was investigated and found that consumers perceived the MAR app as enjoyable, useful, and contributing to the information acquisition.
72 citations
TL;DR: In this article, the authors assess the effect of sales activities on sales performance and sales agent engagement on sales agent tenure through the lens of autonomous motivation to better understand sales activities as an overall sales process antecedent.
Abstract: Previous sales research remains limited to analyzing the influence of sales activities with sales agent tenure. To date, research on this subject has focused on the downstream direct or indirect impact of sales activities to sales performance, failing to consider whether sales activities impact a sales agent’s tenure. This paper aims to assess the effect of sales activities on sales performance and sales agent engagement on sales agent tenure through the lens of autonomous motivation to better understand sales activities as an overall sales process antecedent,Through the utilization of secondary sales operational data, this research demonstrates the influence of sales activities on multiple sales agent outcomes, while depicting the importance of sales managers creating an autonomous motivational climate.,This research demonstrates the direct relationship between sales activities to job engagement and sales performance. However, sales activities have a negative relationship to sales agent tenure, which require a sales manager to create an autonomous motivation to mediate the relationship between sales activities and sales agent tenure.,Organizations are provided with sample methodology and analysis to better determine how a culture grounded in autonomous motivation mediates sales activities and can be a catalyst for improving sales agent tenure. Then, provide a better understanding of the effect of actual sales activities on important sales department work outcomes.,The model is the first to test holistically the influence of sales activities on sales performance, sales agent engagement and tenure jointly by using actual secondary operational data. This study provides a glimpse of the real world balance a sales manager must consider between climate and activities. Plus, this study takes initial steps to study sales agent engagement, an under-researched construct in sales research.
12 citations
01 Dec 2021
TL;DR: In this paper, a broad and enhanced understanding of the conceptual integration of supply chain management with project management is provided by exploring application areas outside the more common integration domain of the construction industry.
Abstract: Supply chain management (SCM) adoption in a project-based environment brings substantial benefits but requires careful planning and execution. The current research examines a number of publications that are relevant to both SCM and project management in project management journals. First, we identify the key antecedents of successful SCM implementation in a project-based environment. Then we category these factors into four main areas, namely, IT integration, organizational coordination, risk management, and supply chain resilience and complexity. Third, we explore inter-relationships among these factors through a comprehensive literature review. A broad and enhanced understanding of the conceptual integration of SCM with project management is provided by exploring application areas outside the more common integration domain of the construction industry. This research presents and interprets this integration using a systemigram that visually illustrates a SCM strategy adoption pathway and depicts the complex procedures in an understandable manner.
8 citations
TL;DR: In this article, the authors investigate the interaction of 192 inside sales agents who collaborate within discussion forums to create communities of practice (CoPs) and demonstrate the power of CoPs.
Abstract:
Purpose
Through the use of netnography, the purpose of this paper is to investigate the interaction of 192 inside sales agents who collaborate within discussion forums to create communities of practice (CoPs). Drawing on situated learning theory and inside salespersons’ discussion forums, this study showcases how inside sales agents use CoPs to better their sales activity knowledge. This paper discovered how inside sales agents reach outside their organization to seek information within their mesosystem to positively impact sales activity knowledge outcomes.
Design/methodology/approach
This study used the use of netnography to follow the online community from afar, observing and capturing the essence of interaction without intruding on the conversation. Data from two inside sales professional discussion forums, 192 inside sales agents, produced nearly 67,161 words or 496 double-spaced pages.
Findings
This research demonstrates the power of CoPs. Inside sales agents seek information outside their company, within their mesosystem, to gain knowledge to improve sales activities. As boundary spanners, inside sales agents are not restricted, but rather, proactively find ways to consistently keep learning.
Practical implications
Organizations can and should implement internal CoPs to allow the exchange between sales agents in a more controlled matter. Furthermore, sales managers should proactively seek extern CoPs and introduced them to their organization as supplemental training.
Originality/value
The use of netnography is limited in sales literature. The research provides support for the use of netnography as it provides researchers firsthand access to multiple sales roles. This unadulterated access provides sales researchers the opportunity to study the many facets of sales, with pure, genuine data.
7 citations
TL;DR: Examining the job market and used text analytics to discern a space of skill and qualification dimensions from job announcements related to five big data professions indicated a good alignment between the industry view and the academic view of data science as a blend of statistical and programming skills.
Abstract: PurposeThe lack of clarity in defining data science is problematic in both academia and industry because the former has a need for clarity to establish curriculum guidelines in their work to prepare future professionals, and the latter has a need for information to establish clear job description guidelines to recruit professionals. This lack of clarity has resulted in job descriptions with significant overlap among different related professional groups. This study examines the industry view of five professions: statistical analysts (SAs), big data analytics professionals (BDAs), data scientists (DSs), data analysts (DAs) and business analytics professionals (BAs). The study compares the five fields with the unified backdrop of their common semantic dimensions and examines their recent dynamics.Design/methodology/approach1,200 job descriptions for the five Big Data professions (SA, DS, BDA, DA and BA) were pulled from the Monster website at four points in time, and a document library was created. The collected job qualification records were analyzed using the text analytic method of Latent Semantic Analysis (LSAs), which extract topics based on observed text usage patterns.FindingsThe findings indicated a good alignment between the industry view and the academic view of data science as a blend of statistical and programming skills. This industry view remained relatively stable during the 4 years of our study period.Originality/valueThis research paper builds upon a long tradition of related studies and commentaries. Rather than relying on subjective expertise, this study examined the job market and used text analytics to discern a space of skill and qualification dimensions from job announcements related to five big data professions.
7 citations
TL;DR: This work integrated Stimuli Organism Response (SOR) and Information Technology (IT) continuance decision model to develop a new model that explained 58% of satisfaction, which consequently explained 61% of continuance intention decision.
Abstract: Understanding the factors that determine a user’s decision to continue using cloud storage services is critical for providers and their users. We integrated Stimuli Organism Response (SOR) and Info...
6 citations
TL;DR: In this paper, the authors explore the need to bifurcate outcome controls into two distinct variables: sales and phone operational controls, which act collectively to impact an inside sales agent's job performance and satisfaction.
Abstract:
Purpose
Previous sales control research has limited the definition of outcome controls exclusively to sales outcomes in an outside sales context. In addition to sales outcome controls, inside sales managers use phone operational outcomes to influence inside sales agent performance, supporting the need to expand the broader definition of outcome controls. Hence, the purpose of this paper is to explore the need to bifurcate outcome controls into two distinct variables: sales and phone operational controls. Researchers know little about the application of sales outcome controls beyond sales-only outcomes, which, in turn, limits the definition of outcome controls.
Design/methodology/approach
Through the utilization of survey, secondary operational data and sales manager’s feedback, this paper demonstrates that the definition of outcome controls needs to be divided into two distinct areas, sales and phone operational controls for inside sales agents, which, in turn, acts collectively to impact an inside sales agent’s job performance and satisfaction.
Findings
This research demonstrates that inside sales managers depend on both sales and phone operational outcome controls to drive sales agent performance, varying in degrees by industry. Even as inside sales managers focus on creating an employee-centric autonomous motivational work culture, the overarching controlling factors associated with phone operational outcomes dampen an inside sales agent’s performance and job satisfaction.
Research limitations/implications
To the best of the authors’ knowledge, as the first sales control research to examine an inside sales context, this study provides support to further study sales controls in an inside sales context. This research can be enhanced by examining business-to-consumer inside sales environments, behavior controls, greater sample size and additional work outcomes such as turnover and tenure.
Practical implications
The findings have important implications because they can help practitioners understand the effect that both sales and phone operational outcomes have on sales agent performance. It also illuminates the need for inside sales managers to be less controlling in their focus on phone operational outcomes, as such a practice has a negative influence on key sales agent job outcomes.
Originality/value
To the best of the authors’ knowledge, this study is the first to triangulate multiple data sources to illustrate the need to evaluate both sales and phone operational outcomes as broader components of sales outcome controls. The study of sales controls in a different sales context suggests that sales management controls may differ by sales context, opening the door to extend the vast sales control literature beyond its current context of outside sales.
6 citations
TL;DR: In this paper, visual quality is an emergent factor in explaining behavioral intention in online shopping, as online retail technology continues to evolve, and the authors develop, an algorithm to identify visual quality as one of the most important factors for online shopping intention.
Abstract: This study demonstrates that visual quality is an emergent factor in explaining behavioral intention in online shopping, as online retail technology continues to evolve. The researchers develop, an...
5 citations
TL;DR: In this article, the relative importance of five key determinants of service quality in fast-food restaurants (FFRs), also known as quick-service restaurants, in the United States is investigated.
Abstract: This research posits and empirically tests the relative importance of five key determinants of service quality in fast-food restaurants (FFRs, also known as quick-service restaurants) in the United...
5 citations
TL;DR: In this paper, a theoretical framework for evaluating antecedents of the information seeking behaviors of online forum participants with chronic obstructive pulmonary disease (COPD) was established. But, it was found that perceived ease of use does not singularly influence COPD forum users' information seeking behavior.
Abstract: This research establishes a theoretical framework for evaluating antecedents of the information seeking behaviors of online forum participants with chronic obstructive pulmonary disease (COPD). We evaluated the proposed framework using partial least squares structural equation modeling (PLS-SEM) after gathering data using a cross-sectional survey. We subsequently assessed the framework using importance-performance map analysis (IPMA). Findings suggest that perceived ease of use does not singularly influence COPD forum users' information seeking behavior. IPMA analysis reveals that the opportunity to interact with other forum members creates the greatest impact on COPD forum users' mindsets, among all the indicators. For healthcare professionals, the results of this study provide a blueprint in terms of utilizing COPD online forums to foster recurrent associations among forum administrators and users and by creating a strong social and informational resource for COPD information seekers.
4 citations
TL;DR: In this article, the authors explored the direct and indirect effects of perceived provider professionalism and service recovery in enhancing patient satisfaction in a developing country and found that service recovery has a significant direct effect on patient satisfaction.
Abstract:
Purpose
The purpose of this study is to explore the direct and indirect effects of perceived provider professionalism and service recovery in enhancing patient satisfaction in a developing country.
Design/methodology/approach
This study used a survey method to investigate satisfaction among health-care consumers. This study used data collected from 210 health-care consumers to empirically test the hypotheses via structural equation modeling
Findings
This study found that service recovery has a significant direct effect on patient satisfaction. Though this study did not find perceived provider professionalism to have a direct effect on patient satisfaction, it found an indirect effect in the relationship via service experience. Thus, service experience fully/completely mediates the relationship between perceived provider professionalism and patient satisfaction, while partially mediating the significant relationship between service recovery and patient satisfaction.
Originality/value
The results further underscore the need for health-care organizations in developing countries to focus on mindfully developing operations-oriented strategies that lead to the delivery of memorable service experiences for patients.
TL;DR: Social commerce is a new development in e-commerce and social networks and consumers belonging to various social communities of interest often rely on information generated by these communities to make decisions as discussed by the authors.
Abstract: Social commerce is a new development in e-commerce and social networks. Consumers belonging to various social communities of interest often rely on information generated by these communities to mak...
TL;DR: This study determines that SNS impression management, SNS stalking awareness, and technological SNS privacy controls are good predictors of online SNS behaviors.
01 Jul 2021
TL;DR: The importance of leading applications for conducting data science operations that can improve care in healthcare networks by addressing such factors as health disparities is demonstrated.
Abstract: The article assesses data science software to evaluate the usefulness of data science technology in addressing concerns such as health disparities. Data science software was analyzed using KDnuggets data related to analytics, data science, and machine learning software. Data science functionalities include computational processes and frameworks that are relevant for healthcare. This study demonstrates the importance of leading applications for conducting data science operations that can improve care in healthcare networks by addressing such factors as health disparities.
TL;DR: In this paper, the authors investigate how the relational connectedness is an important factor for identifying requirements of and building long-term customer-organization relationships and investigate how to build longterm customer relationships.
Abstract: Relational connectedness is an important factor for identifying requirements of and building long-term customer–organization relationships This research investigates how the relational connectedne