• Journal of Distribution Science
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• v.20 no.10
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• pp.119-129
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• 2022

Purpose: The purpose of this study was to investigate sales managers' strategic focus on customer acquisition, specifically its effect on salespeople's performance. In addition, this study aimed to determine how salespeople's interpersonal skills, salesmanship skills, and technical knowledge affect the relationship between customer-acquisition management and salespeople's performance. Research design, data, and methodology: This study conducted a survey of 310 salespeople working at pharmaceutical companies. A structural equation modeling approach was applied to test the main effects and interaction effects using AMOS. Results: The results indicated that both managers' customer-acquisition orientation and salespeople's salesmanship skills and technical knowledge positively affected the latter's performance. Further, it was found that the higher the technical knowledge of the salesperson, the greater the effect of the customer-acquisition orientation on sales performance. Conclusions: Sales managers should enable salespeople to quickly acquire technical knowledge with respect to the market, products, competitors, and company policy so that they can bring greater synergy to the customer-acquisition orientation.

• Journal of Distribution Science
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• v.22 no.1
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• pp.69-78
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• 2024

Purpose: This study is undertaken from the standpoint of student-centered learning and theoretical paradigms that have developed in the business world and display conceptual affinities: the transfer of knowledge and training. Research design, data and methodology: Utilizing questionnaire surveys and multivariate data analysis are two research methodologies (CFA, SEM). Around 201 undergraduate students who were studying in Vietnam provided the data. Results: The results show importance of the faculty role in students' knowledge acquisition. The findings show that Ability to form a good relationship positively influences the development of competence. Additionally, neither ability to develop a good relationship nor learning drive or knowledge acquisition are significantly correlated with one another. The growth of competencies is positively impacted by the suitability of teaching approaches. Knowledge acquisition is favorably impacted by learning motivation, and knowledge acquisition in turn is positively impacted by competence development. Conclusions: Research has shown the important role of lecturers in students' knowledge acquisition. From this result, some implications related to lecturers are also given to help improve students' ability to acquire knowledge. Building good relationships with students (ready to answer questions, positive relationships) and good expertise will help increase learning motivation, ability to acquire knowledge as well as improve development for students.

• The Journal of Industrial Distribution & Business
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• v.8 no.6
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• pp.61-73
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• 2017

Purpose - Aviation control, navigation, and aircraft control in the air transportation area are very specialized. Each part is in progress for safety, efficiency, automation, and further. On the other hand co-work among each part including knowledge sharing has been inattentive for many reasons. The purpose of this research is to show how practicians and professionals in the air transportation area perceive the issue of knowledge sharing and to recall the necessity of knowledge sharing in the area. And we try to find ways to activate the knowledge sharing in the area. Research design, data, methodology - For the research, we inquired into whether practicians and professionals think knowledge sharing can effect safe aviation positively or not and what steps are necessary to activate knowledge sharing in the area. We adopted survey method using questionnaires for current practicians and interview for specialists. The survey and interview results were analyzed using regression analysis and AHP method. The interview for specialists and analyzing the results using AHP was to investigate what are the precedence factors to activate the knowledge sharing. Results - First, practicians perceive that knowledge sharing will affect aviation safe positively. Second objective knowledges such as, tower air traffic control procedure of aviation control area, flight principle and structure of aircraft control area, instrument landing system of navigation area, for knowledge sharing of each area were identified. Also the precedence factors such as, knowledge absorbability of personal factor, personal expectation of result of expectation factor, leadership of management of Structure factor, method of knowledge spread of application factor for knowledge sharing were found. Conclusions - Knowledge sharing for practicians and professionals in the aviation area is very important especially from the perspective of safety. However, for various many reasons including the environment of each special area that focusing on their own area, knowledge sharing has not been emphasized. We found that practicians in the area feel that knowledge sharing is necessary and helpful. For it, each practician's active participation is the most important and many ways such as chatting room to share knowledge are to be developed. And the organization culture should be changed to encourage knowledge sharing.

• Journal of Distribution Science
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• v.19 no.5
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• pp.35-48
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• 2021

Purpose: This research aims to analyze the influence of relational penetration capability on salesperson performance and the influence of customer orientation, customer knowledge accessibility, and salesperson-customer relationship quality on the relational penetration capability of the insurance service industry in Central Java. Research design, data, and methodology: This explanatory research involved 211 respondents. Path analysis was used to analyze the primary data obtained. Results: The customer orientation positively influences relational penetration capability and customer knowledge accessibility which can improve salesperson performance. The salesperson-customer relationship quality shows a positive impact on the salesperson's relational penetration capability, salesperson performance, and relational penetration capability which will lead to an improved salesperson-customer relationship. Higher knowledge levels of customer necessity have important implications for a salesperson's capability of finding potential customers and of fulfilling customers' requirements through careful analysis of necessity. Conclusions: The salespeople should be capable of building and maintaining a good relationship with their customers as an indication that salespeople of Insurance Service Company Distribution in Central Java have good performance.

• Journal of Distribution Science
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• v.20 no.9
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• pp.47-59
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• 2022

Purpose: This study aims to analyze a triangulation model: 1) the effect of entrepreneurship education (EE) on entrepreneurship knowledge (EK) and entrepreneurship mindset (EM) and 2) the effect of EK on EM. Entrepreneurship education is a medium and pedagogical tool to cultivate EK and EM with the purpose enhancing of students who will be interested in entrepreneurial activities. Knowledge of adequate entrepreneurship is a stimulus strategic tool to develop the entrepreneurial mindset of students. Research design, data, and methodology: There were 278 respondents from Business and Non-Business both Indonesian and Malaysian students. The research design was quantitative and evaluated three hypotheses by PLS-SEM using WarpPLS v.7 software. Statistic descriptive for respondent used SPSS IBM v.26. Results: The results showed that the three hypotheses had supported with a significant level of p-value < 0.001. It's meant EE enhanced both EK and EM. Furthermore, increasing EM was not only by EE, but also EM could be increased through EK. Conclusions: The novelty of this research contributes to filling the knowledge gap in the development of pedagogy in the pursuit of entrepreneurship using a triangulation model of the relationship among EE, EK, and EM.

• The Journal of Information Systems
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• v.11 no.1
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• pp.29-49
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• 2002

Recently the paradigm of business management has changed. The businesses have restored to ERP or BPR to integrate their information system. But now they are trying to find out a new competitiveness in tacit knowledge of individuals. The creative company has come to put much weigh on the value of their employee′s "non-patternized" knowledge. And this trend has seen a development into a theory of knowledge management in which "non-patternized" knowledge, along with explicit knowledge, is also considered as a source of competitiveness. With the hypothesis that the recognition of the knowledge management and the utilization of the information technology will have influence on the integration of the integrating the information system information system into a new phase, this study carries out a research on the effects of knowledge management and information technology on management achievement. According to this study the distribution of knowledge has an effect on the integration of information system and management achievement. The asset of knowledge, however, has little effect on them. This means that the recognition of the asset of knowledge alone can't affect the management achievement, but when combined with the recognition of the distribution of knowledge, it can have influence on the management achievement. Thus, a company has to enhance the recognition of the distribution of knowledge. And with this, a company can have a business management based on management achievement and the integration of information system utilizing information technology and the recognition of knowledge management. A company has to promote it business achievement by integrating the information system utilizing information technology and recognizing knowledge management.

• Journal of Distribution Science
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• v.18 no.2
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• pp.49-58
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• 2020

Purpose: This study focuses on the performance of the strategy of Indonesia's companies in facing the development of e-commerce business. The relationship between Knowledge Management (Organizational Memory, Knowledge Sharing, Knowledge Absorption, Knowledge Acceptance), Organizational Innovativeness, Competitive Advantage (Time, Quality, Cost, Flexibility) and E-Commerce (Humanistic Factors: Management, Competence, Organizational Structures) examined in this case study. Research design, data, and methodology: This study uses two types such us qualitative and quantitative. A survey approach were conducted to collect data from the Group of Companies (Director and Manager), Academician (Lecturer), Regulator (Head of Government Institution Division), and Master of Management (at least five years). Total of 114 samples was collected and processed for statistical analysis using Smart PLS. Results: This study provide the findings proved that Knowledge Management and Organization Innovativeness simultaneously have positive influence on Competitive Advantage, while Knowledge Management, Organization Innovativeness, and Competitive Advantage simultaneously have positive influence on E-commerce where Competitive Advantage positively influence to E-commerce. Conclusions: The implementation of strategies or steps in this study are expected to steer and motivate an organization to successfully implement a good knowledge management system to pass on knowledge from generation to generation in the company Organizational Innovativeness strategies to improve e-commerce performance.

• Journal of Distribution Science
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• v.22 no.4
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• pp.47-58
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• 2024

Purpose: Achieving organizational effectiveness is the ultimate goal that every business entity or institution targets. To achieve this, organizations need to consider various factors that have an impact on their performance. This article analyzes the distribution influence of six main elements that have a central role in shaping sustainable organizational effectiveness, which are organizational culture, job satisfaction, interpersonal communication, talent management, knowledge management, and information technology. Research Design Data and Methodology: This research uses a quantitative approach, focusing on manufacturing companies located in Surabaya as the main object, involving twenty manufacturing companies as research targets, and 10 employees in each company. The sample selection process was carried out through the application of random sampling techniques. The analysis in this research uses the multiple linear regression method and uses SPSS version 26 software. Results: Distribution of six major factors used in this research are related to each other and contribute significantly to overall organizational effectiveness. Conclusion: Organizations that can combine the distribution of a positive culture, prioritize employee satisfaction, encourage effective communication, manage talent and knowledge efficiently, and utilize information technology wisely will have greater potential to achieve their goals and survive in the intensely competitive business environment.

• Knowledge Management Research
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• v.6 no.2
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• pp.23-47
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• 2005

This study is performed the multinomial logistic regression with the officials needs level about a component of knowledge administration for drawing a demand estimation model in the knowledge administration activities. This study is not that an activity and domain of knowledge administration is to apply and to operate uniformly it in public sector, one is suggested an application with a demand diagnose of knowledge administration in order to saw a course of the knowledge administration programs to suit a function and role of public administration. A result of this study is that an activity and domain of the knowledge administration is different from a component of it namely, knowledge creating, knowledge organizing, knowledge sharing and distribution, knowledge utility, and knowledge store. And the officials individual characteristics, administration agency, a kind of business, and a function and role of work are different from demand of knowledge administration. Also, the practical use of KMS (knowledge management system) is not so high in public sector. Accordingly, the tools of knowledge administration will deliberate on a consolidation with the existing system in the device.

• The Journal of Industrial Distribution & Business
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• v.13 no.2
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• pp.1-15
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• 2022

Purpose: This study established the state of the utilisation of information and communication technologies (ICTs) in Zimbabwean urban district councils to manage municipal knowledge. The way municipal knowledge and service delivery information are managed influences the usefulness and accessibility of the information to the various stakeholders. The effective management of this information thus determines the quality of decisions made by Zimbabwean urban councils. Research design, data and methodology: The study adopted a single case study design, employing a purely qualitative research approach. The purposive sampling technique was used to select key informants who participated in the study. Collected data were analysed using thematic content analysis. Results: The findings revealed that the Masvingo City Council was not fully utilising ICTs to manage service delivery knowledge. It has been at a minimum level in cases where they have been used. Conclusions: This research contributes to the Zimbabwean local government body of knowledge, providing the evidence needed to form a basis for future research, focusing on knowledge management and information technology utilisation in municipal organisations. The researchers recommended that Masvingo City Council direct more resources towards improving the existing ICT infrastructure and employee training programmes to improve the management of the organisation's knowledge.