Towards a contextual understanding of B2B salespeople's selling competencies – An exploratory study among purchasing decision-makers of internationally-oriented technology firms

ABSTRACT Towards a contextual understanding of B2B salespeople’s selling competencies − an exploratory study among purchasing decision-makers of internationally-oriented technology firms The characteristics of modern selling can be classified as follows: customer retention and loyalty targets, database and knowledge management, customer relationship management, marketing activities, problem solving and system selling, and satisfying needs and creating value. For salespeople to be successful in this environment, they need a wide range of competencies. Salespeople’s selling skills are well documented in seller side literature through quantitative methods, but the knowledge, skills and competencies from the buyer’s perspective are under-researched. The existing research on selling competencies should be broadened and updated through a qualitative research perspective due to the dynamic nature and the contextual dependence of selling competencies. The purpose of the study is to increase understanding of the professional salesperson’s selling competencies from the industrial purchasing decision- makers’ viewpoint within the relationship selling context. In this study, competencies are defined as sales-related knowledge and skills. The scope of the study includes goods, materials and services managed by a company’s purchasing function and used by an organization on a daily basis. The abductive approach and ‘systematic combining’ have been applied as a research strategy. In this research, data were generated through semi- structured, person-to-person interviews and open-ended questions. The study was conducted among purchasing decision-makers in the technology industry in Finland. The branches consisted of the electronics and electro-technical industries and the mechanical engineering and metals industries. A total of 30 companies and one purchasing decision-maker from each company were purposively chosen for the sampling. The sample covers different company sizes based on their revenues, their differing structures – varying from public to family companies –that represent domestic and international ownerships. Before analyzing the data, they were organized by the purchasing orientations of the buyers: the buying, procurement or supply management orientation. Thematic analysis was chosen as the analysis method. After analyzing the data, the results were contrasted with the theory. There was a continuous interaction between the empirical data and the theory. Based on the findings, a total of 19 major knowledge and skills were identified from the buyers’ perspective. The specific knowledge and skills from the viewpoint of customers’ prevalent purchasing orientations were divided into two categories, generic and contextual. The generic knowledge and skills apply to all purchasing orientations, and the contextual knowledge and skills depend on customers’ prevalent purchasing orientations. Generic knowledge and skills relate to price setting, negotiation, communication and interaction skills, while contextual ones relate to knowledge brokering, ability to present solutions and relationship skills. Buying-oriented buyers value salespeople who are ‘action oriented experts, however at a bit of an arm’s length’, procurement buyers value salespeople who are ‘experts deeply dedicated to the customer and fostering the relationship’ and supply management buyers value salespeople who are ‘corporate-oriented experts’. In addition, the buyer’s perceptions on knowledge and selling skills differ from the seller’s ones. The buyer side emphasizes managing the subject matter, consisting of the expertise, understanding the customers’ business and needs, creating a customized solution and creating value, reliability and an ability to build long-term relationships, while the seller side emphasizes communica- tion, interaction and salesmanship skills. The study integrates the selling skills of the current three-component model− technical knowledge, salesmanship skills, interpersonal skills− and relationship skills and purchasing orientations, into a selling competency model. The findings deepen and update the content of these knowledges and skills in the B2B setting and create new insights into them from the buyer’s perspective, and thus the study increases contextual understanding of selling competencies. It generates new knowledge of the salesperson’s competencies for the relationship selling and personal selling and sales management literature. It also adds knowledge of the buying orientations to the buying behavior literature. The findings challenge sales management to perceive salespeople’s selling skills both from a contingency and competence perspective. The study has several managerial implications: it increases understanding of what the critical selling knowledge and skills from the buyer’s point of view are, understanding of how salespeople effectively implement the relationship marketing concept, sales management’s knowledge of how to manage the sales process more effectively and efficiently, and the knowledge of how sales management should develop a salesperson’s selling competencies when managing and developing the sales force. Keywords: selling competencies, knowledge, selling skills, relationship skills, purchasing orientations, B2B selling, abductive approach, technology firms

Suuren muuton politiikkaa

Kirjallisuusarvostelu

Percepción de los trabajadores acerca del sistema de seguridad y salud en el trabajo en un hospital de III nivel, Bogotá-Colombia. 2014.

Objetivo: Evaluar la percepción que tienen los trabajadores acerca del sistema de seguridad y salud en el trabajo en la población asistencial y administrativa en un Hospital de III nivel de atención., Bogotá-Colombia. Materiales y métodos: Estudio de corte transversal en población de trabajadores asistenciales y administrativos. Se aplicó el “Cuestionario Nórdico Sobre Seguridad en el Trabajo NOSACQ 50 Spanish” validado. La muestra fue probabilística estratificada aleatoria, en 308 trabajadores (230 asistenciales y 78 administrativos). Resultados: El promedio de edad fue 39.5± 12 años, con mayor frecuencia de género femenino (74.68%), estado civil soltero (38.96%) y nivel educativo técnico (34.40%). La percepción que tienen los trabajadores acerca del sistema de seguridad y salud en el trabajo fue independiente de su tipo de actividad laboral administrativa y asistencial (p>0.05), la mayor percepción en ambos grupos fue la confianza de los trabajadores en la eficacia del sistema de seguridad (2.71 y 2.77), y las de menor percepción presentaron el empoderamiento de seguridad de gestión (2.35 y 2.46) y la seguridad como prioridad de los empleados y rechazo del riesgo (2.35 y 2.40). Conclusiones: Los trabajadores del Hospital tienen un nivel adecuado de buena percepción acerca de los aspectos de seguridad y salud en el trabajo donde se evidenció que la fortaleza es la confianza de los trabajadores en la eficacia del sistema y la debilidad del sistema se encuentra en la falta de empoderamiento y rechazo al riesgo.

Programa postural para escolares do ensino fundamental

É sabido que crianças e adolescentes podem ser acometidas de dor nas costas de forma aguda ou até mesmo crônica (SALMINEN, PENTTI E TERHO, 1992; KRISTJÁNDÓTTIR, 1996; WEDDERKOPP et al. 2001). Essa ocorrência muitas vezes está associada às atividades escolares que fazem parte do cotidiano desta população (SOUZA, ÁVILA E MORO, 1999; GRIMMER E WILLIAMS, 2000). Os programas de prevenção, baseados nos princípios da Escola Postural (SOUZA, 1996), podem ser uma alternativa para minimizar os efeitos provocados pela repetição excessiva dos movimentos, na medida em que os discute e pratica de forma biomecanicamente adaptada a sua realidade (MÉNDEZ E GÓMEZ-CONESA, 2001; CARDON, DE CLERCQ E BOURDEAUDHUIJ, 2002). Este trabalho situa-se nessa perspectiva. Seu objetivo foi verificar a influência do Programa Postural para Escolares do Ensino Fundamental na (1) execução e (2) aplicação das Atividades de Vida Diária (AVD’S) dos escolares, na (3) forma como percebem e justificam suas posturas frente a algumas tarefas escolares cotidianas e na (4) Amplitude de Movimento Articular do tornozelo, quadril e coluna lombar. A amostra foi composta de um grupo controle (n=29; idade média=15,38 anos ±0,97) e um grupo experimental (n=32; idade média=14 anos ±0,93), selecionados intencionalmente. O Programa postural consistiu em vinte encontros de 50 minutos cada, duas vezes por semana. Os encontros eram teórico-práticos e abordavam as atividades de vida diária relacionadas ao cotidiano escolar: sentar, permanecer sentado, permanecer sentado para escrever em sala de aula, transportar o material escolar e pegar objetos leves e pesados do chão Foram seis os instrumentos utilizados para avaliar o programa: (1) Observação das Atividades de Vida Diária através de Vídeo (ROCHA e SOUZA, 1999); (2) Questionário sobre as Atividades de Vida Diária – Versão para os Escolares; (3) Observação da Postura Sentada para Escrever em Sala de Aula; (4) Questionário sobre as Atividades de Vida Diária – Versão para os Pais; (5) Entrevista sobre as respostas dos escolares ao seus questionários sobre as AVD’S e (6) mensuração da Amplitude de Movimento Articular do tornozelo, quadril e coluna lombar. Os grupos realizaram todas as avaliações tanto no pré-teste quanto no pós-teste mas apenas o grupo experimental participou do programa postural. Os resultados mostraram que o Programa Postural influenciou significativamente o grupo experimental nas Atividades de Vida Diária (Instrumento 1; p≤0,004), nas tarefas de sentar e sentar para escrever (Instrumento 2; p≤0,02) e na postura sentada para escrever em sala de aula (Instrumento 3; p=0,001). Além disso, as respostas dos alunos às entrevistas mostraram que houve modificação qualitativa na forma de analisar as posições assumidas no ambiente escolar. Não foi observada influência estatisticamente significativa do Programa no questionário sobre as atividades de vida diária – versão para os pais (Instrumento 4) e na avaliação das amplitudes de movimento articular (Instrumento 6). Concluiu-se com este estudo que o Programa Postural para Escolares do Ensino Fundamental foi eficiente na melhoria da execução das AVD’s dos participantes, especialmente nos atos de sentar e permanecer sentado para escrever, assim como, na aplicação da postura sentada para escrever em sala de aula.

Understanding the critical distance in sparse distributed memory

Modelos de tomada de decisão necessitam refletir os aspectos da psi- cologia humana. Com este objetivo, este trabalho é baseado na Sparse Distributed Memory (SDM), um modelo psicologicamente e neuro- cientificamente plausível da memória humana, publicado por Pentti Kanerva, em 1988. O modelo de Kanerva possui um ponto crítico: um item de memória aquém deste ponto é rapidamente encontrado, e items além do ponto crítico não o são. Kanerva calculou este ponto para um caso especial com um seleto conjunto de parâmetros (fixos). Neste trabalho estendemos o conhecimento deste ponto crítico, através de simulações computacionais, e analisamos o comportamento desta “Critical Distance” sob diferentes cenários: em diferentes dimensões; em diferentes números de items armazenados na memória; e em diferentes números de armazenamento do item. Também é derivada uma função que, quando minimizada, determina o valor da “Critical Distance” de acordo com o estado da memória. Um objetivo secundário do trabalho é apresentar a SDM de forma simples e intuitiva para que pesquisadores de outras áreas possam imaginar como ela pode ajudá-los a entender e a resolver seus problemas.

Estudio computacional de la difusión del óxido nítrico y sus implicaciones en los procesos de comunicación y acoplamiento celular, aprendizaje y memoria : modelos y teorías

Programa de doctorado: Cibernética y Telecomunicaciones.

Probabilistic models for the prediction of a ship performance in dynamic ice

We introduce two probabilistic, data-driven models that predict a ship's speed and the situations where a ship is probable to get stuck in ice based on the joint effect of ice features such as the thickness and concentration of level ice, ice ridges, rafted ice, moreover ice compression is considered. To develop the models to datasets were utilized. First, the data from the Automatic Identification System about the performance of a selected ship was used. Second, a numerical ice model HELMI, developed in the Finnish Meteorological Institute, provided information about the ice field. The relations between the ice conditions and ship movements were established using Bayesian learning algorithms. The case study presented in this paper considers a single and unassisted trip of an ice-strengthened bulk carrier between two Finnish ports in the presence of challenging ice conditions, which varied in time and space. The obtained results show good prediction power of the models. This means, on average 80% for predicting the ship's speed within specified bins, and above 90% for predicting cases where a ship may get stuck in ice. We expect this new approach to facilitate the safe and effective route selection problem for ice-covered waters where the ship performance is reflected in the objective function.

A probabilistic model estimating oil spill clean-up costs - a case study for the Gulf of Finland

Existing models estimating oil spill costs at sea are based on data from the past, and they usually lack a systematic approach. This make them passive, and limits their ability to forecast the effect of the changes in the oil combating fleet or location of a spill on the oil spill costs. In this paper we make an attempt towards the development of a probabilistic and systematic model estimating the costs of clean-up operations for the Gulf of Finland. For this purpose we utilize expert knowledge along with the available data and information from literature. Then, the obtained information is combined into a framework with the use of a Bayesian Belief Networks. Due to lack of data, we validate the model by comparing its results with existing models, with which we found good agreement. We anticipate that the presented model can contribute to the cost-effective oil-combating fleet optimization for the Gulf of Finland. It can also facilitate the accident consequences estimation in the framework of formal safety assessment (FSA).

Framework for risk assessment for maritime transportation systems

Maritime accidents involving ships carrying passengers may pose a high risk with respect to human casualties. For effective risk mitigation, an insight into the process of risk escalation is needed. This requires a proactive approach when it comes to risk modelling for maritime transportation systems. Most of the existing models are based on historical data on maritime accidents, and thus they can be considered reactive instead of proactive. This paper introduces a systematic, transferable and proactive framework estimating the risk for maritime transportation systems, meeting the requirements stemming from the adopted formal definition of risk. The framework focuses on ship-ship collisions in the open sea, with a RoRo/Passenger ship (RoPax) being considered as the struck ship. First, it covers an identification of the events that follow a collision between two ships in the open sea, and, second, it evaluates the probabilities of these events, concluding by determining the severity of a collision. The risk framework is developed with the use of Bayesian Belief Networks and utilizes a set of analytical methods for the estimation of the risk model parameters. The model can be run with the use of GeNIe software package. Finally, a case study is presented, in which the risk framework developed here is applied to a maritime transportation system operating in the Gulf of Finland (GoF). The results obtained are compared to the historical data and available models, in which a RoPax was involved in a collision, and good agreement with the available records is found.

Dissecting the role of the Golgi complex and lipid rafts in biosynthetic transport of cholesterol to the cell surface

In this study, we compared the transport of newly synthesized cholesterol with that of influenza virus hemagglutinin (HA) from the endoplasmic reticulum to the plasma membrane. The arrival of cholesterol on the cell surface was monitored by cyclodextrin removal, and HA transport was monitored by surface trypsinization and endoglycosidase H digestion. We found that disassembly of the Golgi complex by brefeldin A treatment resulted in partial inhibition of cholesterol transport while completely blocking HA transport. Further, microtubule depolymerization by nocodazole inhibited cholesterol and HA transport to a similar extent. When the partitioning of cholesterol into lipid rafts was analyzed, we found that newly synthesized cholesterol began to associate with low-density detergent-resistant membranes rapidly after synthesis, before it was detectable on the cell surface, and its raft association increased further upon chasing. When cholesterol transport was blocked by using 15°C incubation, the association of newly synthesized cholesterol with low-density detergent-insoluble membranes was decreased and cholesterol accumulated in a fraction with intermediate density. Our results provide evidence for the partial contribution of the Golgi complex to the transport of newly synthesized cholesterol to the cell surface and suggest that detergent-resistant membranes are involved in the process.