scholarly journals Clustering the mediators between the sales control systems and the sales performance using the AMO model: A narrative systematic literature review

2018 ◽  
Vol 14 (3) ◽  
pp. 387 ◽  
Author(s):  
Alejandro Benet-Zepf ◽  
Juan A. Marin-Garcia ◽  
Ines Küster
Keyword(s):  
Literature Review ◽  
Control Systems ◽  
Systematic Literature Review ◽  
Customer Orientation ◽  
Behavioral Control ◽  
Sales Performance ◽  
Sales Force ◽  
Organizational Conditions ◽  
Scientific Papers ◽  
Business Source Premier

Purpose: To identify all types of sales force control systems in the academic literature, and to cluster the mediators between these controls and the performances, according to the AMO model (abilities, motivations, and opportunities), analysing how each of these three groups of mediators are influenced by control systems, and how they impact on the sales performance, using a systematic literature review]Design/methodology/approach: Scientific papers published during the last 32 years, using as databases: Business Source Premier (EBSCO), Science Direct, Scopus, Web of Science, and Google Scholar. Business, Management and Social Sciences were taken as selection fields. False positives identification, exclusions after reading the abstracts, and after reading the whole article, was performed by the authors by consensus. 114 articles of the initial selection of non-repeated references, together with 28 additional citations integrated the final selection.Findings: A new framework based on a grouping of mediators between the control systems and the performances, into abilities, motivations and capabilities is proposed. Originality/value: As academic result, the review highlights that all three groups from the AMO model evidence positive impacts on sales performance when a behavioral control system (mostly from the capability part) is in use, by enhancing salesperson’s skills, motivation, and organizational conditions and support, fostering as a result, a salesperson relational approach and a customer orientation, which generate the best outcomes in the long term. These findings suggest as a managerial contribution, that coaching and leading -rather than commanding- to be a more appropriate control attitude, especially when the salesperson is younger or unexperienced.

scholarly journals INNOVATION AT AIRPORTS: A SYSTEMATIC LITERATURE REVIEW (2000–2019)

Aviation ◽  
2021 ◽  
Vol 25 (3) ◽  
pp. 220-231
Author(s):  
Sena Kiliç ◽  
Caglar Ucler ◽  
Luis Martin-Domingo
Keyword(s):  
Literature Review ◽  
Communication Technology ◽  
Systematic Literature Review ◽  
Ad Hoc ◽  
Academic Research ◽  
Focal Points ◽  
Information Communication ◽  
Strategic Approach ◽  
Scientific Papers ◽  
Challenging Environment

Airports operate in a highly-competitive and challenging environment. Therefore, in order to remain competitive, innovation is imperative for airports. This paper aims to conduct academic research into innovation at airports by reviewing studies published from 2000 to 2019 for presenting key findings. A systematic literature review was made based on scientific papers indexed in Scopus with the keywords innovation and airport in the title, abstract or keywords sections, consolidating the innovation focus, approach and degree discussed with respect to innovation areas and territorial focal points. Consequently, it was found that research on airport innovation is: (i) mainly focused on products/services, (ii) concerned with leveraging ICT (Informatıon Communication Technology), (iii) implemented ad-hoc without a consolidated strategic approach, and (iv) lacks the input of external innovation scholars and specialists.

scholarly journals Study Literature of Development Model of Mathematics Curriculum in Queensland

2021 ◽  
Vol 4 (1) ◽  
pp. 7
Author(s):  
Zahid Abdush Shomad ◽  
Iwan Junaedi ◽  
Mulyono Mulyono
Keyword(s):  
Literature Review ◽  
Systematic Literature Review ◽  
Mathematics Curriculum ◽  
School Mathematics ◽  
Development Model ◽  
Relevant Research ◽  
Scientific Papers ◽  
Research Questions ◽  
Mathematics Curricula ◽  
And Mathematics

<p class="JRPMAbstractBodyEnglish">Australia grants individual states autonomy to develop school mathematics curricula. This article aims to find out a model for developing a school mathematics curriculum in Queensland. The method used in this research is Systematic Literature Review (SLR). This SLR method can be used to identify, review, evaluate, and interpret studies related to the topics discussed in this study, with specific relevant research questions. The SLR method in this research is carried out by systematically reviewing and identifying journals, which follow the steps or protocols that have been set in each process. The documents studied and researched include journals and professional scientific papers and Queensland mathematics curriculum documents for grades 11 and 12, namely the Queensland Curriculum &amp; Assessment Authority (QCAA). Based on the results of the literature review, it was found that in Queensland, the mathematics curriculum in grades 11 and 12 is divided into three types, namely Mathematics A curriculum, Mathematics B curriculum, and Mathematics C curriculum. Each type of curriculum is developed according to the conditions and skills required by students.</p>

scholarly journals Product Recommendation System: A Systematic Literature Review

2021 ◽  
Vol 9 (VII) ◽  
pp. 3330-3339
Author(s):  
Ketki Kinkar
Keyword(s):  
Literature Review ◽  
Performance Measures ◽  
Systematic Literature Review ◽  
Recommender System ◽  
Recommendation System ◽  
Consumer Preferences ◽  
Research Work ◽  
Product Recommendation ◽  
System A ◽  
Scientific Papers

In today's world, we find a wide variety of search options and we may have difficulty selecting what we really need. The recommendation System plays an important part in dealing with these problems. A recommender system is a framework that is a filtering system that filters the data with various algorithms and recommends the user with the most relevant data. Recommendation systems are productive customization mechanisms, often up-to-date and recommendations based on current consumer preferences. These systems have shown to be extremely helpful in different areas of e-commerce, education, movies, music, books, films, scientific papers, and various products. This paper reviews many approaches of recommendation techniques with their upsides and downsides and diverse performance measures. We have reviewed various articles, analyzed their technique and approach, major features of the algorithm utilized, and potential areas for improvement in that research work.

scholarly journals Key competencies for critical infrastructure cyber-security: a systematic literature review

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Nabin Chowdhury ◽  
Vasileios Gkioulos
Keyword(s):  
Literature Review ◽  
Systematic Literature Review ◽  
Cyber Security ◽  
Critical Infrastructure ◽  
Soft Skills ◽  
Future Research ◽  
Content Type ◽  
Scientific Papers ◽  
Questionnaire Surveys ◽  
In Cis

Purpose The purpose of this paper can be encapsulated in the following points: identify the research papers published on the topic: competencies and skills necessary for critical infrastructure (CI) cyber-security (CS) protection; determine main focus areas within the identified literature and evaluate the dependency or lack thereof between them: make recommendations for future research. Design/methodology/approach This study is based on a systematic literature review conducted to identify scientific papers discussing and evaluating competencies, skills and essential attributes needed by the CI workforce for CS and preparedness to attacks and incidents. Findings After a comparative analysis of the articles reviewed in this study, a variety of skills and competencies was found to be necessary for CS assurance in CIs. These skills have been grouped into four categories, namely, technical, managerial, implementation and soft skills. Nonetheless, there is still a lack of agreement on which skills are the most critical and further research should be conducted on the relation between specific soft skills and CS assurance. Research limitations/implications Investigation of which skills are required by industry for specific CS roles, by conducting interviews and sending questionnaire\surveys, would allow consolidating whether literature and industry requirements are equivalent. Practical implications Findings from this literature review suggest that more effort should be taken to conciliate current CS curricula in academia with the skills and competencies required for CS roles in the industry. Originality/value This study provides a previously lacking current mapping and review of literature discussing skills and competencies evidenced as critical for CS assurance for CI. The findings of this research are useful for the development of comprehensive solutions for CS awareness and training.

Factors for choosing production control systems in make-to-order shops: a systematic literature review

2020 ◽  
Author(s):  
Fernando José Gómez Paredes ◽  
Moacir Godinho Filho ◽  
Matthias Thürer ◽  
Nuno O. Fernandes ◽  
Charbel José Chiappeta Jabbour
Keyword(s):  
Literature Review ◽  
Control Systems ◽  
Systematic Literature Review ◽  
Production Control ◽  
Make To Order ◽  
Production Control Systems

Key knowledge management processes for innovation: a systematic literature review

2016 ◽  
Vol 46 (3) ◽  
pp. 386-410 ◽  
Author(s):  
Vítor Costa ◽  
Samuel Monteiro
Keyword(s):  
Knowledge Management ◽  
Literature Review ◽  
Knowledge Acquisition ◽  
Systematic Literature Review ◽  
Knowledge Process ◽  
Content Type ◽  
Knowledge Processes ◽  
Management Processes ◽  
Scientific Papers ◽  
Knowledge Management Processes

Purpose The purpose of this paper is to review current literature on knowledge management processes considering the relationship between the key knowledge processes of acquisition, sharing, storage, codification, creation, application and different types of innovation, through a systematic literature review. Design/methodology/approach This study follows systematic review protocols for management and organisational sciences and analyses 45 full papers on knowledge management processes and innovation. Findings Results not only show that all knowledge processes can directly support innovation but also that other organisational variables (e.g. organisational learning, absorptive capacity) mediate this relationship. Moreover, knowledge creation and knowledge application appear as two central processes through which knowledge acquisition, sharing, codification and storage influence innovation. Knowledge acquisition and knowledge sharing are the most frequently studied knowledge processes. The majority of the sample papers present traditional innovation definitions (product vs process, radical vs incremental and technical vs administrative). However, organisational innovation, innovation capability and innovation performance approaches emerge from the papers’ analysis. Research limitations/implications The present review includes major scientific papers; however, the search is limited to the Web of ScienceTM platform. Originality/value This literature review analyses high-quality, peer-reviewed papers, following a systematic methodology that can be tested and updated. Papers were divided based upon the knowledge process(es) being analysed and the innovation type/approach, providing a twofold contribution to knowledge management and innovation literature.

scholarly journals Semantic Search on Scientific Repositories: A Systematic Literature Review

2020 ◽  
Author(s):  
Thiago Gottardi ◽  
Claudia Bauzer Medeiros ◽  
Julio Cesar Dos Reis
Keyword(s):  
Literature Review ◽  
Systematic Literature Review ◽  
Scientific Collaboration ◽  
Open Data ◽  
Open Science ◽  
Semantic Search ◽  
High Quality ◽  
High Quality Research ◽  
Scientific Papers ◽  
The Web

Open Science has been recognized as one of the most important movements for leveraging scientific collaboration, helping scientists produce high quality research through sharing and reuse. It is usually defined as a combination of three factors: open access, open data and open processes, and relies on the corresponding publication of papers, data and software in repositories that can be publicly accessed on the Web. However, finding relevant papers, data and software has become one of the associated problems. Many search mechanisms – in particular semantic search – have risen as a means to solve this issue. Nevertheless, implementing these mechanisms and integrating them into scientific repositories presents many challenges. This paper presents a systematic literature review of research efforts on mechanisms for supporting search for scientific papers, data and processes, based on extracting and analyzing the entire contents of Scopus and IEEE Xplore.

Antecedents of Frontline Employees' Customer Orientation: A Comprehensive Review

2021 ◽  
Vol 5 (1) ◽  
pp. 50-70
Author(s):  
Björn A. Hüttel
Keyword(s):  
Literature Review ◽  
Empirical Research ◽  
Influencing Factors ◽  
Systematic Literature Review ◽  
Customer Orientation ◽  
Future Research ◽  
Frontline Employees ◽  
Comprehensive Review ◽  
Comprehensive Literature Review ◽  
Approaches To Study

This systematic literature review investigates the antecedents of frontline employees’ (FLEs) customer orientation (CO). In the literature various understandings of CO co-exist, which put an emphasis on different influencing factors and use different measurement approaches to study FLEs’ CO. The literature lacks a comprehensive literature review that structures and summarizes the fragmented empirical research on antecedents of FLEs’ CO. This study closes this gap by first, providing an extensive overview of the antecedents of FLEs’ CO, identifying and categorizing the factors that influence FLEs’ CO into four broad areas. Second, the study sheds light on the different understandings of CO and structures the fragmented literature. Based on the literature review, the study identifies avenues for future research in the field. Finally, the literature review gives guidance to managers by structuring starting points to enhance FLEs’ CO.

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