Relationship Selling as a Strategic Weapon for Sustainable Performance

Denga, Edna Mngusughun; Vajjhala, Narasimha Rao; Rakshit, Sandip

doi:10.4018/978-1-6684-3430-7.ch005

“…Different Dedicating human resources to the organization is viewed as a valuable and competitive edge over its rival (Hamadamin & Atan, 2019). It is a tactical tool to expand its market and boost its market share (Denga et al, 2022). There are two types of business organizations: product and service providers (Gaiardelli et al, 2021).…”

Section: Introductionmentioning

confidence: 99%

Administrative Practices and Faculty Performance: A Case study of Higher Education Institutes of Balochistan

2022

AHSS

View full text Add to dashboard Cite

The importance of educational institutes is recognized globally for the development of any country. Faculty members are the direct human resource of any educational institute directly involved in reshaping the students. This study aims to determine the administrative practices directly associated with the faculty members at higher education institutes in Balochistan. Furthermore, this study will also investigate how these practices will contribute to their performance by the mediating role of job satisfaction. Primary data was collected from the 275 faculty members of Baluchistan's overall higher education institutes by convenience sampling. The finding of this study shows that all three independent variables, training and development, compensation and benefits and working conditions in higher education institutes, were satisfactory. Then this will lead to the faculty member's job satisfaction, and ultimately, their performance will be increased due to job satisfaction. The findings of this study will help the universities and the higher education commission of Pakistan to improve the performance of the faculty members by taking corrective measures in administrative practices.

show abstract

Environmental strategic performance of SMEs in developing countries: perspectives of environmental strategic capabilities, environmental strategic assessment, and stakeholder engagement

Khan,

Majid

2023

Environ Sci Pollut Res

1

0

View full text Add to dashboard Cite

The purpose of this study is to empirically evaluate the model that explains the methods involved in the transformation of environmental strategic Capabilities (ESC) into environmental strategic performance (ESP) of manufacturing SMEs in developing economies such as Pakistan. This study also analyzes the role of environmental strategic assessment (ESA) as a mediator as well as the contingent impacts of stakeholder engagement (SE). To evaluate the conceptual model, a cross-sectional design was employed in this study. Data from 489 owners, production managers, nance managers, and CEOs of 133 production units dealing with agriculture equipment (31 units), auto parts (18 units), electrical equipment (25 units), gas appliances (23 units), pharmaceutical instruments (15 units), and plastic products manufacturing (21 units) was gathered to validate the moderated mediation framework. The outcomes of the study support the notion that ESC and ESP are positively correlated. Furthermore, results also support the mediation role of ESA in the association between ESC and ESP. Additionally, the moderation of SE is validated, and this construct is portrayed as a catalyst in interaction of ESC and ESP. The current study contributes to strategic management literature by concentrating on intangible assets such as ESC and its key aspects. As a result, it introduces a new framework as well as a roadmap that will support in the accomplishment of ESP's aspirations. Through focusing on the mediating mechanism in which ESC may well be transformed to ESP of manufacturing SMEs by ESA, the study ndings signi cantly contributed to the understanding of environmental dynamism in contemporary management era. The ndings of the study also assist in clarifying the moderating impact of SE and how its interactions with ESC and ESP strengthen the in uence that enterprises have on ESA.Lanka. These nations are using variety of natural resources to ful ll the demands of their manufacturing sector (Zhan et al., 2021). In return, the manufacturing sector of these nations is assisting them in becoming industrialized economies (Chang & Andreoni, 2020). The manufacturing sector of these nations is serving them towards industrialization while posing a huge threat to environmental protection through business operational activities such as the use of disposable packaging materials, excessive use of fossil energy, carbon emissions, and utilization of harmful raw materials (Byaro, Nkonoki & Mafwolo, 2023). There is a dire need to include environmental concerns in strategic policy making and management for the purpose of environmental sustainability and long-term protection (Ranjbari et. al., 2021).According to the report of US Environmental Protection Agency (2022), ESP may enable enterprises to evaluate and improve their environmental impacts. Organizations may minimize resource utilization, waste creation, and pollution by de ning targets and executing sustainability-focused practices (Hegab et al., 2023). However, sustainable practices reduce the environmental...

show abstract

Environmental Strategic Performance of SMEs in Developing Countries: Perspectives of Environmental Strategic Capabilities, Environmental Strategic Assessment and Stakeholder Engagement

Khan,

Majid

2023

Preprint

0

View full text Add to dashboard Cite

The purpose of this study is to empirically evaluate the model that explains the methods involved in the transformation of environmental strategic Capabilities (ESC) into environmental strategic performance (ESP) of manufacturing SMEs in developing economies such as Pakistan. This study also analyzes the role of environmental strategic assessment (ESA) as a mediator as well as the contingent impacts of stakeholder engagement (SE). To evaluate the conceptual model, a cross-sectional design was employed in this study. Data from 489 owners, production managers, finance managers, and CEOs of 133 production units dealing with agriculture equipment (31 units), auto parts (18 units), electrical equipment (25 units), gas appliances (23 units), pharmaceutical instruments (15 units), and plastic products manufacturing (21 units) was gathered to validate the moderated mediation framework. The outcomes of the study support the notion that ESC and ESP are positively correlated. Furthermore, results also support the mediation role of ESA in the association between ESC and ESP. Additionally, the moderation of SE is validated, and this construct is portrayed as a catalyst in interaction of ESC and ESP. The current study contributes to strategic management literature by concentrating on intangible assets such as ESC and its key aspects. As a result, it introduces a new framework as well as a roadmap that will support in the accomplishment of ESP's aspirations. Through focusing on the mediating mechanism in which ESC may well be transformed to ESP of manufacturing SMEs by ESA, the study findings significantly contributed to the understanding of environmental dynamism in contemporary management era. The findings of the study also assist in clarifying the moderating impact of SE and how its interactions with ESC and ESP strengthen the influence that enterprises have on ESA.

show abstract

Relationship Selling as a Strategic Weapon for Sustainable Performance

Cited by 6 publications

References 42 publications

Administrative Practices and Faculty Performance: A Case study of Higher Education Institutes of Balochistan

Administrative Practices and Faculty Performance: A Case study of Higher Education Institutes of Balochistan

Environmental strategic performance of SMEs in developing countries: perspectives of environmental strategic capabilities, environmental strategic assessment, and stakeholder engagement

Environmental Strategic Performance of SMEs in Developing Countries: Perspectives of Environmental Strategic Capabilities, Environmental Strategic Assessment and Stakeholder Engagement

Contact Info

Product

Resources

About