Purpose – This study aims to address the need to study salesperson’s customer orientation and its effectiveness to explain the efficacy of predispositions and skills at individual level. This study is set in the Indian context and, therefore, offers a detailed insight from an Indian sales force perspective. Also, this study introduces self-leadership into sales literature. Design/methodology/approach – A model was tested using survey data collected from salespeople within a print media company located in India. A structural equation model was used to test the hypotheses. Findings – The results suggest an interesting interplay between salesperson’s customer orientation and his/her sales performance. The relationship between customer orientation is fully mediated by salesperson’s emotion regulation ability and his/her salesmanship skills. Results support the role of natural rewards strategies as driver of individual level customer orientation which will be of great interest in future research in this area. Research limitations/implications – The research suggests that a salesperson’s customer orientation relates positively with sales performance through two process variables – emotion regulation and salesmanship skills. Within an Indian sales force, individual salesperson’s customer orientation is significantly influenced by his/her natural rewards strategies which have important implication for sales force recruitment. Moreover, sales training and other interventions targeted toward building salesmanship skills and emotion regulation abilities may actually enhance effectiveness of customer-oriented sales force. Theoretical and managerial applications are also discussed. Originality/value – This study extends the literature through its examination of an Indian sales force, the incorporation of self-leadership construct (natural rewards strategies) and its argument for an alternative approach toward salesperson’s customer orientation effectiveness.

Microalgae possess the ability to grow and glean nutrients from wastewater; such wastewater-grown biomass can be used as a biofertilizer for crops. The present investigation was undertaken to evaluate two formulations (formulation with unicellular microalgae (MC1) and formulation with filamentous microalgae (MC2); T4 and T5, respectively), prepared using wastewater-grown microalgal biomass, as a biofertilizer (after mixing with vermiculite/compost as a carrier) in wheat crop (Triticum aestivum L. HD2967) under controlled conditions. The highest values of available nitrogen (N), phosphorus (P), and potassium (K) in soil and nitrogen-fixing potential were recorded in treatment T5 (75% N + full-dose PK + formulation with filamentous microalgae (MC2). Microbial biomass carbon was significantly enhanced by 31.8-67.0% in both the inoculated treatments over control (recommended dose of fertilizers), with highest values in T4 (75% N + full-dose PK + formulation with unicellular microalgae (MC1)). Both the microalgal formulations significantly increased the N, P, and K content of roots, shoots, and grains, and the highest total N content of 3.56% in grains was observed in treatment T5. At harvest stage, the treatments inoculated with microalgal formulations (T4 and T5) recorded a 7.4-33% increase in plant dry weight and up to 10% in spike weight. The values of 1000-grain weight showed an enhancement of 5.6-8.4%, compared with T1 (recommended doses of fertilizers). A positive correlation was observed between soil nutrient availability at mid crop stage and plant biometrical parameters at harvest stage. This study revealed the promise of such microalgal consortia as a biofertilizer for 25% N savings and improved yields of wheat crop.

Purpose This 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/approach A 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. Findings The 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/implications The 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/value By 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.

The phenolic composition was determined in the leaves, petioles and bark tissues of male and female plants of two papaya eultivars. The same kind of phenolics were isolated from the male and female plants. However, a marked difference was observed between the plant organs of different cultivars. The important free and bound phenolics extracted after acidic and alkaline hydrolysis were caffeic acid, gentisic acid, m-coumaric acid, peoumarie aeid, salicylic acid and quercetin. Four phenolic compounds were not identified. The amounts of free, acid-hydrolysable and alkali-hydrolysable phenolic compounds were considerably higher in male plants.1

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.

Screening for drought tolerance is severely handicapped by the lack of a simple and reliable phenotyping technique. The objective of this study was to develop a new screening technique based on seedling survivability, drought tolerance score, root and shoot length, and fresh and dry weight of roots and shoots of lentil plants exposed to drought under hydroponic conditions. Its effectiveness was compared with two soil culture techniques. The hydroponic technique involved removing 15‐day‐old seedlings of 80 genotypes from the nutrient solution and exposing them to air for 5 h daily for 6 days. Three genotypes received from ICARDA, ‘ILL‐10700’, ‘ILL‐10823’ and ‘FLIP‐96‐51’, showed maximum seedling survivability and minimum reduction in the growth parameters with a drought score of 0.0–0.2 indicating higher tolerance to drought stress, while Indian genotypes ‘JL‐3’, ‘E‐153’ and ‘VL‐507’ showed no seedling survivability and maximum reduction in growth parameters with a drought score of 4.0 indicating low drought tolerance. The results suggest that this new phenotyping technique is effective, rapid and easy for screening a large number of genotypes.

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