Journal articles on the topic 'Sales personnel Training of Australia'
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Tan, Kim, and Eric Newman. "Sales Force Training Evaluation." Journal of Business & Economics Research (JBER) 10, no. 2 (January 23, 2012): 105. http://dx.doi.org/10.19030/jber.v10i2.6790.
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<span style="font-family: Times New Roman; font-size: small;"> </span><p style="margin: 0in 0.5in 0pt; text-align: justify; mso-pagination: none;" class="MsoNormal"><span style="font-family: Times New Roman;"><span style="font-size: 10pt; mso-bidi-font-style: italic;">An important indicator of an effective sales force training program is the evaluation of whether or not the training has directly impacted professional selling in retail organizations as defined by sales volume, sales personnel performance as well as other bottom line metrics<strong>. </strong>Despite spending thousands of dollars training their sales force every year, retail organizations often fail to follow through in evaluating the effectiveness of their training programs, thereby not allowing corrective actions for improvements to take root. This article investigates the importance of sales training evaluations and provides insights into the </span><span style="font-size: 10pt;">challenges and impediments faced by retailers in conducting sales training evaluation<span style="mso-bidi-font-style: italic;">. This study essentially propose utilizing Kirkpatrick's Four-Level Training Evaluation Model (Donald Kirkpatrick, 1994) to examine the interrelationships among its four levels of training evaluation (reaction, learning, behavior change, and organizational outcomes) and how they can be applied in determining sales training effectiveness in retail organizations. Future research emphasis and implications are then discussed that may help retailers better evaluate their sales training provisions while developing effective and accountable sales training efforts that will increase overall sales force productivity.</span></span></span></p><span style="font-family: Times New Roman; font-size: small;"> </span>
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Leigh, Thomas W., and Patrick F. McGraw. "Mapping the Procedural Knowledge of Industrial Sales Personnel: A Script-Theoretic Investigation." Journal of Marketing 53, no. 1 (January 1989): 16–34. http://dx.doi.org/10.1177/002224298905300103.
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Selling is the primary performance-related activity in the sales job, yet descriptions of the task-specific knowledge of sales personnel are rare. In a two-phased (free elicitation and validation) study, the authors used cognitive script methods to map the procedural knowledge of experienced, effective industrial salespersons. Commonalities in the selling objectives, sales call planning activities, and sales call interaction activities for four selling situations are described. These script norms provide rich, activity-based descriptions of salesperson knowledge as empirical content for future theoretical investigations and practical applications in sales performance and sales training.
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Brain, Arthur Donald. "Increasing wine sales through customised wine service training – a quasi-experiment." International Journal of Wine Business Research 31, no. 1 (March 11, 2019): 29–47. http://dx.doi.org/10.1108/ijwbr-05-2018-0018.
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Purpose The selling of wines is usually performed by a sommelier in the context of an upmarket restaurant. However, many restaurants cannot afford to employ a sommelier and must rely on the food and beverage service personnel to assist customers with the selection of wine. The food and beverage service personnel are generally not qualified to do this. Restaurants usually do not provide training with regard to wine knowledge, wine service skills and wine selling skills. The purpose of this paper was to establish whether wine service training had an influence on the wine sales of a restaurant. Design/methodology/approach A quasi-experimental research design used two restaurants from the same franchise. One restaurant was the control group while the other was the experimental group. Wine sales were monitored and recorded for a period of three months, the second month being used for the training intervention of the experimental group. Findings Although the results were not statistically significant, the results indicated that wine service training increased the wine sales in the restaurant of the experimental group. Originality/value This study contributes to the literature in the South African hospitality sector and establishes that wine service training is a necessity for wine sales to explore further in the restaurant industry.
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Setiawan, Sigit, Bedjo Sujanto, and Dedi Purwana. "The Effect of Work Atmosphere, Training, Incentives, and Motivation on Sales Productivity in PT. Suzuki Indonesia." IJHCM (International Journal of Human Capital Management) 3, no. 2 (December 4, 2019): 61–69. http://dx.doi.org/10.21009/ijhcm.03.02.06.
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The aims of this study effect of work atmosphere, training, incentives, and motivation on sales force productivity at PT. Suzuki Indonesia. This study uses correlational studies. The sample from this study was 120 people selling PT. Suzuki Indonesia personnel in the Jabodetabek area. The results of this study indicate that; 1) The work environment has a positive direct effect on the productivity of the sales force of 0.613 with a tcount of 8.43, 2) training has a positive direct effect on sales force productivity of 0.628 with a tcount of 8.77, 3) incentives have a positive direct effect on labor productivity sales of 0.609 with a tcount of 8.34, 4) motivation has a positive direct effect on sales force productivity of 0.635 with a tcount of 8.94, 5) work environment, training, incentives, and motivation together have a positive direct effect on productivity sales force of 0.812 with a tcount of 55.78. Thus an increase in sales force productivity can be achieved well if there is a strong influence of the work environment, training, incentives and motivation that are well-developed.
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Minnullin, Anna, Ruslan Minnullin, Anna Kopytova, and S. Dorofeev. "Assessment of the quality of staff competence: method and application experience." E3S Web of Conferences 217 (2020): 07003. http://dx.doi.org/10.1051/e3sconf/202021707003.
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The method for assessing the quality of training of energy company personnel consists in identifying criteria for assessing the quality of training energy and industrial equipment sales manager, ranking these criteria according to their importance, and determining the weights of these criteria, which will allow separating general and professional criteria of personnel for understanding the importance of basic education and subsequent experience. Approbation of the results obtained on the basis of a multi-criteria assessment allows heads of companies to attract managers with a higher professional level of training.
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Antoshkin, A. "Problems of Staffing Organizations of State and Cooperative Trade in Bashkiria in 1945 to 1953." Bulletin of Science and Practice, no. 9 (September 15, 2022): 608–16. http://dx.doi.org/10.33619/2414-2948/82/67.
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The article considers staff training in organization of state and cooperative trade in Bashkiria during the post-war economic recovery. Based on documents of the National Archive of the Republic of Bashkortostan, the article outlines the main trends in human resources policy of the Ministry for Trade and Bashkir Consumer Union in the context of the steady growth of the goods turnover, increasing the assortment, capital construction of new retail organizations. Following the abolishment of rationing, the demands for qualifications of the sales staff grew significantly. Tenders managers, shop directors, merchandisers, accountants and shop assistants had to meet the growing public demands, examine the changes in the structure of demand among people in the city and in the countryside. Their training was provided by cooperative polytechnics, and School for Sales and Cooking. Apart from that, there were training courses and seminars on various aspects of trade. Each trade organization re-certified its accountants and shop assistants. This disclosed considerable faults in the work with personnel. Incompetent people were hired by trade organizations, which led to poor sales of non-scarce goods, shortages in the sales of convenience goods as well as a growth in embezzlement and theft, of which shop assistants were accused regularly. The author comes to a conclusion that it was a lack of attention on the part of the management of the state and cooperative trade to selecting, training and distributing personnel that was one of the causes of failure of the plans for goods turnover.
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van Scheers, Louise. "The Importance That Customers Place On Service Attributes Of Sale Personnel In The Retail Sector." Foundations of Management 7, no. 1 (June 1, 2015): 191–98. http://dx.doi.org/10.1515/fman-2015-0036.
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Abstract When examining retail patronage, customer satisfaction must also be considered. Secondary resources (American Marketing Association, 2007; Berman, 2011; Berry, 2008; Chang, 2006:209; Helgesen & Nesset, 2007: 129 and Kong and Jogaratnam, 2007:279) observed that customer satisfaction is the degree to which a customer’s expectations agree with the actual performance of the product and or service. South African consumers situated in Gauteng consider a sales person’s product knowledge as the most important attribute when making purchasing decisions. American consumers in contrast consider sales person respect as the most important attribute when making purchasing decisions. The implications for marketers and sales managers are that marketers and sales managers must provide adequate training for their sales personnel in order for them to treat customers in such a way to obtain their loyalty. The quality of the products sold at the retailer does not form part of the trade-off options that customers are presented with.
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Singletary, James C. "Alternate Practice: Sales and Marketing." Journal of Pharmacy Practice 2, no. 2 (April 1989): 117–22. http://dx.doi.org/10.1177/089719008900200210.
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Marketing and sales offer two areas of alternate practice for the pharmacist. The training received in pharmacy is specialized and highly technical, yet in no way limits the career opportunities available. In fact, many companies needing sales representatives and marketing personnel prefer pharmacists because of their strong educational background in pharmaceuticals. The practice of pharmacy provides interaction with many other members of the healthcare delivery team. Pharmacists who feel the need to incorporate this expertise, combined with their personal abilities and desires, should consider sales, especially pharmaceutical sales, with perhaps a progression into marketing at a later time. These two areas of alternate practice offer the pharmacist a mechanism for fulfilling personal career objectives while constantly drawing upon the vast resources of their educational expertise.
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Qiu, Chuan Fei, Quan Zhi Zhou, Jun Xian Liu, and Hui Yu Nie. "The Design and Implementation of the Software System of the Maintenance Training Simulator for a Certain Type of Communication Controlling Machine." Applied Mechanics and Materials 651-653 (September 2014): 1971–75. http://dx.doi.org/10.4028/www.scientific.net/amm.651-653.1971.
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Owing to the technical complexity and high integration, there are problems of high difficulty and high cost of after-sales service personnel training in a certain type of communication controlling machine. A software system of maintenance and simulator trainer is designed and developed. By integrated use of a variety of techniques, the communication transfer function and maintenance and simulation training function of the simulator trainer are achieved in this paper.
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Vadi, Maaja, and Maive Suuroja. "Training retail sales personnel in transition economies: Applying a model of customer-oriented communication." Journal of Retailing and Consumer Services 13, no. 5 (September 2006): 339–49. http://dx.doi.org/10.1016/j.jretconser.2005.11.001.
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Bellizzi, Joseph A., Michael L. Klassen, and Joseph J. Belonax. "Stereotypical Beliefs about Overweight and Smoking and Decision-Making in Assignments to Sales Territories." Perceptual and Motor Skills 69, no. 2 (October 1989): 419–29. http://dx.doi.org/10.2466/pms.1989.69.2.419.
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This study examined job bias associated with business students' role-playing as sales managers who assigned trainees to sales territories. Personal characteristics of being extremely overweight and being a heavy smoker were studied. Research participants were given a personnel record (training record) of a sales trainee and asked to make a sales territory assignment decision; three vacant territories were also described. The participants were told to assign the trainee to one of the territories or to indicate a preference to not have the recruit assigned to any territory within the role-playing manager's region. Analysis indicates that a sales recruit described as extremely overweight was less likely to be assigned to an important or desirable sales territory and more likely to be assigned to an undesirable territory or not selected at all for an assignment within a sales region. Those described as heavy smokers were similarly treated but to a lesser degree. Overweight saleswomen were discriminated against more than overweight salesmen.
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Pismenyuk, Ekaterina Sergeevna, and Vera Gennadievna Gryazeva-Dobshinskaya. "FEATURES OF EMPLOYEES’ VALUES AND SOCIAL AND ROLE IDENTITY IN PERSONNEL TRAINING." Психология. Психофизиология 13, no. 3 (October 21, 2020): 61–70. http://dx.doi.org/10.14529/jpps200307.
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Background. Market uncertainty expands the capabilities of organizations and creates the need for the development of a training system that meets modern requirements. One of the requirements for personnel training is the need to develop readiness for choice in situations of uncertainty. According to researchers, the readiness for a situation of uncertainty is mediated by the social identity and values shared by the organization members. Features of social identity and values that form effective personnel strategies in a situation of uncertainty have been insufficiently studied. Aim. This study aims to determine the features of the social and role identity and values of employees in personnel training. Materials and methods. The sample of the study consisted of sales managers (80 people) aged from 23 to 45 years. Features of the social and role identity and values of managers were studied before and after the Motivation Skills program chosen for the experiment. Social and role identity was investigated using the ROSSTL method by V.G. Griazeva-Dobshinskaya; managers' values were studied using the eflective choice method by V.A. Petrovsky. The data obtained were subjected to factor analysis. Results. A change in the social and role identity and values of personnel in a learning situation has been revealed. After the experiment, managers identified as leaders began to choose work as subordinates and the values of “development” and “career” as a working requirement. Managers with vague identifications began to choose the activities relevant for the organization and such values as “career” and “money” as a working requirement. Managers without identification began to choose creative work and such values as “money” as a working requirement. Conclusion. It has been established that personnel training contributes to a change in the choice of professional roles and reflection regarding the values chosen by personnel.
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Baranov, Igor' Vladimirovich, Andrey Anatol'evich Pivinskiy, Sergey Aleksandrovich Dubrovin, Mariya Sergeevna Tutova, and Sergey Andreevich Sorokin. "Analiz luchshikh mirovykh praktik podgotovki kadrov v sfere kholodil'noy tekhniki i konditsionirovaniya i vozmozhnosti ikh primeneniya na territorii Leningradskoy oblasti." Refrigeration Technology 109, no. 4 (April 15, 2020): 32–35. http://dx.doi.org/10.17816/rf104053.
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This article analyzes the international experience of training personnel in the field of refrigeration and air conditioning, as well as the application of the best world practices in the territory of the Leningrad region. The experience of such countries as France, Denmark, Germany, the Netherlands, Australia, Canada, the United Kingdom of Great Britain and China is considered. The greatest attention is paid to the system of professional education in the field of refrigeration technology of the Chinese People’s Republic. This country already has the largest refrigerating testing center in Asia, which indicates the successful training of personnel for working with refrigeration equipment [8].
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van Scheers, Louise. "The importance that customers place on service attributes of sale personal in the retail sector." Investment Management and Financial Innovations 13, no. 3 (September 23, 2016): 222–27. http://dx.doi.org/10.21511/imfi.13(3-1).2016.08.
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When examining retail patronage, customer satisfaction must also be considered. Secondary resources (American Marketing Association, 2007; Berman, 2011; Berry, 2008; Chang, 2006, p. 209; Helgesen &amp; Nesset, 2007, p. 129, Kong and Jogaratnam, 2007, p. 279) observed that customer satisfaction is the degree to which customer’s expectations agree with the actual performance of the product and/or service South African consumers situated in Gauteng consider a sales person’s product knowledge as the most important attribute when making purchasing decisions. American consumers, in contrast, consider sales person respect as the most important attribute when making purchasing decisions. The implications for marketers and sales managers are that marketers and sales managers must provide adequate training for their sales personnel in order for them to treat customers in such a way to obtain their loyalty. The quality of the products sold at the retailer does not form part of the trade off options that customers are presented with. Keywords: retail store customer, prices compared to competitors, salesperson product knowledge, salesperson responsiveness, South African retail consumers. JEL Classification: L81, M31
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Patton, Wendy, and Tony Burton. "Training needs of career guidance personnel in Australia and Hong Kong: A comparative study." International Journal for the Advancement of Counselling 19, no. 4 (1997): 361–72. http://dx.doi.org/10.1007/bf00129157.
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Chumba, Janet, Simon Munayi, and Jacob S. Nteere. "Quality Personnel the Bane of the University Students Participation in National Competition?: The Case of Kenya." Journal of Education and Training 7, no. 1 (February 22, 2020): 50. http://dx.doi.org/10.5296/jet.v7i1.16008.
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Kenyan university students have performed relatively poorly compared to their counterparts in Australia and the United Kingdom when it has come to International sports participations. Could this be attributed to the personnel handling sports at the Kenyan Universities? This study went out to look at the perceptions of the students participating in sports at public and private universities in Kenya. Further, the study went out to look at the qualifications and quantification of personnel in both private and public universities in Kenya. The study used a descriptive research design. A questionnaire was used on 268 students responded. An interview schedule was used on 10 directors and chairmen of sports directorates and departments. A further 28 sports personnel in public and private universities in Kenya were also used in the study. The results indicate that personnel in Kenyan University had diverse field of training. There was need to arrest this diversity and create a more focused sports trained personnel if the Kenyan university expect to make the same impact as that of Australia and the United Kingdom in international sport. Results also show that private universities in Kenya have better and available personnel than the public universities.
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Splete, Howard, and Dorothy Hutton. "Training Needs of Career Development Counsellors and Facilitators." Australian Journal of Career Development 4, no. 2 (July 1995): 43–46. http://dx.doi.org/10.1177/103841629500400213.
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This article describes the need for trained career development personnel to assist in a variety of settings. The professional role and training requirements in the United States and Australia show a marked similarity in recent government attention to the area and in the sequence and timing of initiatives. A disparity that exists between state provisions of training and expectations of standards is receiving attention from national government bodies and national professional associations. Professional bodies in both countries are currently developing national certification and accreditation guidelines and procedures, but the United States, with its tradition of training, supervision and examination, has moved much further along the accreditation path than Australia. Some of the major issues concerning the certification and accreditation of careers practitioners and examples of training and curriculum models are provided. The article provides a glimpse of future directions in the profession of career counselling.
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Borisenko, V. P. "The Basic Methods of the Control System of Preparation and Implementation of Strategic Decisions." Izvestiya of Saratov University. Economics. Management. Law 12, no. 1 (2012): 93–96. http://dx.doi.org/10.18500/1994-2540-2012-12-1-93-96.
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The basic methods used at the stages of preparation, strategic decisionmaking, forecasting sales (prediction) of strategic decisions and the implementation phase of the strategy are considered. Implementing of a strategy, the following used methods are classified and described: the organizational management of stakeholders, the implementation of the strategy, building teams support, personnel training, prevention of resistance, increase of effectiveness of the system of links, searching the corrective actions, monitoring, strategic management accounts, valuation and performance evaluation of business.
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Storrie, Jamie, Mick Fleming, and Lynette McWilliam. "IMPLEMENTING A NATIONALLY ACCREDITED TRAINING SYSTEM FOR MARINE POLLUTION RESPONSE." International Oil Spill Conference Proceedings 2014, no. 1 (May 1, 2014): 1922–33. http://dx.doi.org/10.7901/2169-3358-2014.1.1922.
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ABSTRACT Australia's National Plan for Maritime Environmental Emergencies (‘the National Plan’) is the national strategy for preparing, responding and recovering from marine pollution incidents. A core activity of the National Plan arrangements is the training and ongoing development of marine pollution response personnel. The Australian Maritime Safety Authority (AMSA) has fundamentally restructured the way in which marine pollution training is developed and delivered within the National Plan. While remaining consistent with international frameworks, AMSA has integrated marine pollution training into Australia's vocational education system. Such an approach has enabled the alignment of training, particularly at the management level, with mainstream emergency services, a multi-disciplinary approach to the development and delivery of training courses, the formal and documented assessment of response personnel to confirm competence, the issuance of nationally recognised and transferable qualifications and the incorporation of a continual improvement as a fundamental principle of the national training program. This paper discusses the reasons for the restructure of the training program, the challenges and benefits of integrating marine pollution training into the vocational educational systems and the future opportunities for training within Australia.
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O’Reilly, Norm, Tim Stroebel, Michael Pfahl, and Jim Kahler. "An empirical exploration of sponsorship sales in North American professional sport." Sport, Business and Management: An International Journal 8, no. 1 (March 12, 2018): 15–34. http://dx.doi.org/10.1108/sbm-07-2016-0035.
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Purpose Sponsorship sales in professional sport is an area of increasing attention and growing investment, but the sport management literature offers only limited research about sales strategies and tactics. As a result, practitioners and academics alike have called for investigation in the area. In response to this need, the purpose of this paper is to empirically explore sponsorship sales in professional sport. Design/methodology/approach Sponsorship sales professionals working for sport properties in the four major North American sport leagues were surveyed on a variety of sponsorship sales-related variables and factors. Findings A total of 92 sponsorship sales professionals responded to the study, for an estimated 15.3 percent response rate. At the time of the data collection, the 92 respondents worked in the National Football League (NFL) (37), Major League Baseball (MLB) (16), National Basketball Association (NBA) (18), and National Hockey League (NHL) (21). A series of practical, conceptual, and comparative results are presented, highlighted by turnover as a problem, the importance of activation/servicing in sponsorship sales, and the high level of investment clubs are making in sponsorship sales. Research limitations/implications First, on “coverage,” the authors acknowledge that variations in the data can be linked, to a large extent, to reporting issues due to the nature of the study, the data, and the sample. Variations in sponsor number or training, for example, are not necessarily indicative of weaknesses in the industry, but occur because of strategic differences among properties. Second, it is important to note that not all properties had personnel respond to the study. Consequently, the figures presented in this study might be a function of the individual personnel who responded rather than a true average figure for a particular league. Third, in terms of the sample, this study deals with a very specific context in the four North American major sport leagues (NFL, MLB, NBA, and NHL). Thus, one should be careful in generalizing to minor professional, collegiate, Olympic, or other sport contexts. Practical implications The finding of this paper states that the turnover of sponsors may be a structural issue and is certainly related to the demand for the particular property (Seaver Marketing Group, 2010). Driven by a number of factors, including technology shifts to digital channels and increased sophistication by the sponsorship sales departments of professional sport properties, a shift in the activation and service paradigm is reported and extended to the specific context of sponsorship sales. Social implications Results show that sport properties in the North American major sport leagues have a strong commitment to sponsorship sales by the organization (commitment of resources), by sport personnel (who support the business side), and by their sponsorship sales professionals who report satisfaction, motivation, and support from their property. Originality/value To the authors’ knowledge, this is the first empirical research study specific on sponsorship sales in professional sport, thus providing direction for practice and future research on an issue of high importance to the sport industry.
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A.Sh. Zhumasheva, G.Kh. Demessinova, and A.K.Zhetpisbay. "EDUCATIONAL PROGRAMS OF APPLIED BACHELOR'S DEGREE: MODERN LABOR MARKET REQUIREMENTS FOR PERSONNEL TRAINING." Bulletin of Toraighyrov University. Pedagogics series, no. 4.2022 (December 30, 2022): 206–16. http://dx.doi.org/10.48081/sphh2734.
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Currently, in the context of education modernization in the Republic of Kazakhstan, the problem of developing educational programs for applied bachelor's degree is becoming very urgent. Based on the analysis of statistical data, the article discusses the need for their implementation and successful functioning in the Republic of Kazakhstan. When analyzing the demand, it is necessary to take into account that the object of this analysis is the approximate ratio of supply and demand in the regional and republican labor markets for a particular specialty or profession, in which training is or will be conducted in a TVE organization. The analysis of sociological studies of international and domestic labor market shows which specialties and professions are most in demand. They are associated with the following areas of activity: nanotechnology, high-tech engineering, biotechnology, sales and marketing, IT technology, services, logistics and transport, medicine, chemical industry, “clean” energy and environment. Training in OPPB is carried out in the areas that combine groups of related professions, specialties and skill levels. The most in-demand areas are: business and management, metallurgy and metalworking, electrical engineering, construction, woodworking, textiles and clothing production, chemistry, physics and biology, printing, interior design, health and hygiene, food processing, agriculture, ecology and environmental protection environment, etc.
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Mamatelashvili, Olga, Elvira Mukhamadieva, and Tsiala Khisamova. "Corporate training as a strategic factor of competitiveness." E3S Web of Conferences 208 (2020): 09026. http://dx.doi.org/10.1051/e3sconf/202020809026.
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In modern conditions, there is an urgent need for qualified personnel capable of forming a development strategy in a market innovative economy, mastering new types of business and new markets, and flexibly managing production and sales. The problem of special economic, legal and managerial education has become especially acute in a competitive environment. Business success is determined more and more not only by special knowledge in a specific area, but also by qualitatively new requirements for the company’s management.The purpose of the article is to assess the effectiveness of corporate training, to identify factors directly or indirectly related to the training of company employees in order to increase their potential and thus ensure the economic security of the business. Also relevant is the search for ways to further develop corporate training, ensure its compliance with the modern requirements of a market economy, as well as change the attitude of specialists to their work on the basis of optimally planned training programs to attract the hidden resources of the company and the person.
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Srivastava, Rajesh V., and Thomas Tang. "Coping intelligence theory: coping strategies, satisfaction and sales commission." Journal of Business & Industrial Marketing 33, no. 5 (June 4, 2018): 610–24. http://dx.doi.org/10.1108/jbim-03-2017-0072.
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Purpose This study aims to develop and test a new formative theory of coping intelligence (CI). It asserts that problem- and emotion-focused coping strategies contribute differently to the overall CI latent construct, which, in turn, relates to three outcome variables – job satisfaction, life satisfaction and sales commission. Design/methodology/approach The study collected data from multiple sources: survey data from 452 boundary-spanning salespeople and sales commission from a company’s personnel record. It then investigated the goodness of fit between the study’s theoretical SEM model and empirical data. Findings Problem-focused coping and emotion-focused coping strategies, respectively, define CI positively and negatively. This, in turn, is related to high levels of job satisfaction, life satisfaction and sales commission. After controlling for gender and sales commission, results remain significant. Commission is related to satisfaction. Gender (male) is negatively related to emotion-focused strategy, but positively related to commission. Males have higher sales commission than females, yet both genders have similar life and job satisfaction. Practical implications Problem-focused coping contributes to life satisfaction, job satisfaction and sales commission, but emotion-focused coping undermines them. Researchers and policymakers need to develop training programs, promote problem-focused coping strategies and help them improve life satisfaction, job satisfaction and sales commission, for females, in particular. Originality/value CI is more related to job satisfaction and life satisfaction than to commission. The study’s concurrent validity demonstrates that CI improves sales commission (objective data) and employee satisfaction. It pays to improve CI.
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Pu, Congcong. "Discussion on the Course Teaching of Textile Economics." Review of Educational Theory 4, no. 3 (August 19, 2021): 1. http://dx.doi.org/10.30564/ret.v4i3.3134.
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Textile economics is a discipline that uses the basic principles and methods of economics to study textile production, sales and international trade. Learning the course is conducive to training applied senior engineering and technical personnel who understand both technology and management. There are problems such as students have no foundation in economics, students have no enthusiasm for studying textile economics, not enough teachers in textile economics, unreasonable textbook layout, single teaching methods and means, lack of teaching experience, teaching resources and teaching conditions, etc. Therefore, the teaching of textile economics is in urgent need of reform.
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Dharma, I. Gusti Ngurah Satya, I. B. A. Yasa, and A. A. P. Suardani. "Management Audit as a Basis to Assess the Efficiency and Effectiveness of Marketing Function at the Inaya Putri Bali Hotel." Journal of Applied Sciences in Accounting, Finance and Tax 3, no. 2 (October 30, 2020): 125–30. http://dx.doi.org/10.31940/jasafint.v3i2.2135.
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This study aims to assess the efficiency and effectiveness of the implementation of the marketing function at the Inaya Putri Bali Hotel and reveal the findings obtained during the management audit. Based on findings audit, it can be given right recommendations to make company's future performance better. The data analysis techniques used are quantitative and qualitative methods. Data used is sourced from primary and secondary data through interviews, observations, and documentation. The research begins with collection of data and information relevant to marketing function then processed and analyzed in conformity with the company's plans and guidelines as well as calculation of effectiveness and efficiency levels of Revenue and marketing costs. The results of this research show efficiency of marketing function in Inaya Putri Bali Hotel runs efficiently, but effectiveness marketing function is still under standards company caused by decrease in income room, food and beverage. The company needs to evaluate all sales and marketing management staff, make an innovative promotion programs, make all sales personel to be active to attend exhibition,sales mission also hotel events and provide training to sales personnel periodically to support performance Inaya Putri Bali Hotel in maximizing the income of room, food and beverage for company.
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Meadley, Liz, Jane Conway, and Margaret McMillan. "Education and training needs of nurses in general practice." Australian Journal of Primary Health 10, no. 1 (2004): 21. http://dx.doi.org/10.1071/py04004.
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Practice nurses have been identified as key personnel in management of patients either in the prevention of hospitalisation or follow-up post-discharge from acute settings. There is an increase in numbers of practice nurses (PNs) in Australia, but the role of nurses who work in general practice is poorly understood. There is considerable variation in the activities of PNs, which can include functions as diverse as receptionist duties, performing a range of clinical skills at the direction of the medical practitioner, and conducting independent patient assessment and education. This paper reports on an investigation of PNs? perceptions of their ongoing professional development needs, and identifies issues in providing education and training to nurses who work with general practitioners (GPs).
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Andrews, Kate S., and Tijani Mohammed. "Strategies for Reducing Employee Turnover in Small- and Medium-Sized Enterprises." WIJAR Volume 4 Issue 1 4, no. 1 (November 20, 2020): 57–71. http://dx.doi.org/10.47670/wuwijar202041katm.
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Employee turnover leads to increased operational costs and workloads and affects sales performance. Reducing employee turnover is essential for managers of small and medium sized enterprises to minimize costs and increase sales performance. Grounded in the job embeddedness theory, the purpose of this qualitative multiple case study was to explore strategies the managers of small and medium sized enterprises use to reduce employee turnover that negatively affects sales performance. Data were collected using semistructured, face-to-face interviews, and a review of organizational documents. The participants consisted of three managers of small and medium sized enterprises in the Bronx, New York. After conducting the interviews, the interviews were transcribed. The transcripts and organizational documents were then uploaded into NVivo v12 software to analyze the data (i.e., organize data, create codes, and identify themes). The analysis revealed that recognition and rewards, training and career advancement opportunities, effective communication, and pay, compensation, and benefits are effective in helping to reduce employee turnover. Managers of small and medium sized enterprises may use the findings to devise recognition and reward strategies to decrease employee turnover. The findings and recommendations from this inquiry may help managers of small and medium sized enterprises, business leaders or owners, and human resource personnel to reduce employee turnover and improve sales performance, profitability, and competitiveness. Keywords: employee turnover, job embeddedness, employee retention, employee retention strategies, and employee engagement
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Duch, Mariàngels, Elena Gervilla, Montse Juan, Clarisse Guimarães, Maite Kefauver, Tobias H. Elgán, Johanna Gripenberg, and Zara Quigg. "Effectiveness of a Community-Based Intervention to Increase Supermarket Vendors’ Compliance with Age Restrictions for Alcohol Sales in Spain: A Pilot Study." International Journal of Environmental Research and Public Health 17, no. 16 (August 18, 2020): 5991. http://dx.doi.org/10.3390/ijerph17165991.
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In Spain the legal age to buy alcohol is 18 years. However, official surveys show that minors perceive alcohol availability to be easy. This paper describes the impacts of a community-based intervention to increase vendors’ compliance with age limits regarding alcohol sales in supermarkets. The aim of this study was to explore the association between implementation of a multicomponent intervention to reduce adolescents’ alcohol use and sale of alcohol to minors in the city of Palma (Spain). Twenty trained adolescents (14–17 years old) conducted 138 alcohol test purchases in nine supermarket chains in August 2018 (baseline; n = 73) prior to the intervention, and again in January 2020 (follow-up; n = 65). Analysis was conducted according to three levels of intervention implemented across the supermarkets: (i) personnel from the supermarkets’ Human Resources or Corporate Social Responsibility teams received alcohol service training as trainers (i.e., community mobilization); (ii) managers and vendors training by the capacitated trainers; and (iii) no training of managers or vendors (i.e., control group). In the supermarkets that completed the Training of Trainers and the vendors’ training program, average sales decreased significantly from 76.9% in 2018 to 45.5% in 2020, asking for the age of the shopper significantly increased from 3.8% to 45.4%, and asking for proof of age significantly increased from 15.4% to 72.7%. Additionally, a statistically significant increase was observed in the visibility of prohibition to sell alcohol to minors’ signs, from 61.5% to 100%. No statistically significant differences were found for the Training of Trainers intervention alone nor in the control group. In conclusion, community mobilization combined with staff training is associated with significant increases in supermarket vendors’ compliance with alcohol legislation in Spain.
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Cummins, Phyllis, Philip Taylor, Takashi Yamashita, and Leah Janssen. "Adult Learning and Employment Opportunities for Older Workers in Australia and the United States: Lessons for Adult Education." Innovation in Aging 5, Supplement_1 (December 1, 2021): 145. http://dx.doi.org/10.1093/geroni/igab046.561.
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Abstract This study examined the role community colleges (U.S.) and Technical and Further Education (TAFE; Australia) institutes play in providing educational opportunities to older workers in the U.S. and Australia. Employment for adults of all ages has been impacted by job automation in recent decades. We analyzed national level data to estimate the impacts of job automation by age group. In both the U.S. and Australia, about 65% of older workers in sales occupations are at risk for job loss due to automation. Additionally, we reviewed occupational projection data and employment opportunities for workers who may be displaced by automation. Needs for health care support occupations, such as nursing assistants and occupational and physical therapy assistants are expected to grow rapidly. We will provide several recommendations based on the integration of our findings related to education/training programs and the aging workforce in the context of community colleges and TAFEs.
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Browne, Lois H., and Peter H. Graham. "Good intentions and ICH-GCP: Trial conduct training needs to go beyond the ICH-GCP document and include the intention-to-treat principle." Clinical Trials 11, no. 6 (July 14, 2014): 629–34. http://dx.doi.org/10.1177/1740774514542620.
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Background: It is assumed investigators and statisticians fully understand the importance of avoiding missing outcomes and the intention-to-treat principle during design and analysis phases of a randomised controlled trial in order to obtain the most valuable and reliable results. However, many personnel undertaking day-to-day trial conduct and data collection commonly rely exclusively for guidance on the widely implemented, indeed regulated, International Conference on Harmonisation–Good Clinical Practice document as the guideline and standard for trial conduct. Purpose: This article describes adverse consequences of omission of intention-to-treat principles from training for trial personnel and explores the need for training in addition to the International Conference on Harmonisation–Good Clinical Practice guideline document. Methods: Data from the Breast Boost Study were used to illustrate a comparison of actual results, where vigilant senior investigators re-enforced intention-to-treat requirements throughout all aspects of trial conduct with results that could easily have occurred if study personnel did not understand the importance of intention-to-treat principles. Experience as a co-ordinating centre for an international trial (Trans-Tasman Radiation Oncology Group 08.06 Breast STARS) acted as an audit of data-management culture regarding intention-to-treat in Australia and New Zealand. Results: Despite the Breast Boost Study exceeding planned accrual, it was demonstrated that the study, which found a statistically significant result, could have reported a negative or inconclusive result under the scenario of trial conduct personnel having lack of understanding of the importance of avoiding losses to follow-up. Trans-Tasman Radiation Oncology 08.06 co-ordination experience verified that data-management culture in Australia and New Zealand does not adequately recognise intention-to-treat principles, and this is reflected in trial conduct. Limitations: Trial data described are limited to two trials and in the Australian and New Zealand setting. Conclusion: To be both scientifically and ethically valid, guidelines for trial conduct should include and stress the importance of the intention-to-treat principle and in particular avoiding missing outcomes. Our discussion highlights the vitally important role played by personnel involved in day-to-day trial conduct. Inclusion of scientific principles in guideline documents and/or training which goes beyond International Conference on Harmonisation–Good Clinical Practice to include intention-to-treat is essential to achieve robust research results. Related aspects of randomised trial consent and ethics are discussed.
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Kizu, Jo, Christina Neuman, Luke Le Grand, and Wenjun Liu. "Discovery of Cocirculating Ross River Virus and Barmah Forest Virus At Wide Bay Military Training Area, Northeastern Australia." Journal of the American Mosquito Control Association 35, no. 3 (September 1, 2019): 220–23. http://dx.doi.org/10.2987/19-6821.1.
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ABSTRACT An arbovirus surveillance military exercise was conducted to assess the risk of Ross River virus (RRV) and Barmah Forest virus (BFV) in the Australian Defence Force (ADF) Wide Bay training area (WBTA), northeastern Australia, in April 2018. Of the 5,540 female mosquitoes collected, 3,702 were screened for RRV and BFV by quantitative reverse transcription–polymerase chain reaction in a field laboratory. One pool of Verrallina funerea was positive for RRV and 8 pools (7 pools of Aedes vigilax and 1 pool of Culex annulirostris) were positive for BFV. Phylogenetic analysis of the complete nucleotide sequence of the E2 protein subgrouped both RRV and BFV with viruses previously isolated from human infections, indicating the potential risk of RRV and BFV infection to ADF personnel while training in WBTA. This is the 1st time that both RRV and BFV have been detected in a military training area.
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Vuori, Johanna. "A foresight process as an institutional sensemaking tool." Education + Training 57, no. 1 (February 9, 2015): 2–12. http://dx.doi.org/10.1108/et-07-2013-0090.
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Purpose – The purpose of this paper is to examine how a foresight project supports institutional positioning efforts through joint sensemaking. Design/methodology/approach – This paper describes a case study that investigated the design, implementation, and outcomes of a foresight project at a Finnish higher education institution that selected sales and services as its institutional focus areas. According to the institutional strategy, all students should have acquired solid sales and service skills before the completion of their studies. The foresight methods used in this study were e-Delphi, futures workshops, and futures narratives. The data gathered in this iterative foresight process resulted in the delineation of eight future sales and service roles and their related competences, which were subsequently used for redesigning curricula, new programme development, and personnel training. Findings – With the careful choice of foresight methods, the organisation was not only able to define future competence needs based on the collective wisdom of its stakeholders, but also fostered the organisation’s strategic transformation process. Practical implications – This paper gives insight into how to use a foresight process to foster institution-wide change. Originality/value – This is one of only a few studies on how higher education institutions could implement their positioning strategies.
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Сахарчук, Елена, and Elena Sakharchuk. "Leading world trends in tourism education." Universities for Tourism and Service Association Bulletin 9, no. 4 (December 1, 2015): 39–49. http://dx.doi.org/10.12737/14582.
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The article is based on the results of the examination of ten national training models for tourism. The author has analyzed the experience of vocational education in Austria, Australia, great Britain, Germany, Canada, Norway, Russia, Finland, France and Switzerland; the results of the analysis of some national models have been published previously [2]. The aim of this work is the generalization of the leading trends of education in tourism; identification of the most typical parameters of educational systems in situation specialized in foreign education which allow more clearly to represent the ratio of global and national in the Russian model of personnel training for tourism, and justify organizational and pedagogical conditions of functioning of a more effective, innovative model of industrial education in the field of tourism. Sustainable system of relations and common characteristics to all studied models of training personnel for tourism identified in the comparative international study are understood as the trends of educational development in the field of tourism. The article made the following conclusions: 1) the invariant of organizational and pedagogical conditions of development of structure and content possess national characteristics, expressed in the identity management and pedagogical technologies, organization and forms of operation; 2) current situation is characterized by the combination in each of the national model of personnel training for tourism biased and specific features that leads to summarizing an assumption about the value of constructive adaptation of the individual who discovered the bias, the mechanisms of formation of effective models in the Russian model of specialized tourism education.
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Abramova, Irina. "Anti-Crisis Personnel Management in the Modern Realities of Business Development." Modern Economics 24, no. 1 (December 16, 2020): 6–11. http://dx.doi.org/10.31521/modecon.v24(2020)-01.
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Annotation. Introduction. The main problem of modern crisis management is associated with the lack of preventive crisis management practices of socio-economic systems, resulting in a set of emergency response measures: staff reductions, salary cuts, curtailment of training programs and staff development, which destroys the foundation of the organization – human capital. Purpose. At the same time, there are certain problematic and debatable points in terms of the formation of anti-crisis management of human resources in terms of theory and practice. Results. Accordingly, the article forms approach to the interpretation of the concept of crisis management of personnel in terms of discussion aspects such as definition, elements, principles and functions, stages. It is determined that anti-crisis personnel management is considered in terms of preventive, reactive and comprehensive approach depending on the situation in the personnel system of the enterprise. The author’s definition of “anti-crisis personnel management” is formed, which means a type of management activity that includes a set of specific functions, forms, methods and means of preventive and reactive management influence on human resources, aimed at identifying crisis phenomena, preventing crisis, its localization and liquidation; minimization of its negative impact on the further development of the enterprise. It is proved that anti-crisis personnel management is a type of anti-crisis management, ie it is characterized by specific methods, subjects and tools. The causes of personnel crises are systematized and the varieties depending on the situation in the personnel and personnel policy of the enterprise are singled out. Conclusions. Regardless of the source (external or internal), the crisis is always accompanied by extremely negative phenomena for both the organization and staff: falling production and sales, financial insolvency, a clear deterioration in the financial situation of workers, lack of employment guarantees, uncertainty of the future, lack of initiative, etc. Therefore, the issues of forming an effective system of anti-crisis personnel management, based on a clear mechanism and tools for personnel management, are relevant. Keywords: anti-crisis management; personnel; principles of anti-crisis personnel management; functions and methods of management.
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Ghandour, Ahmad, Aliya Kintonova, Natalya Demidchik, and Elena Sverdlikova. "Solving Tourism Management Challenges by Means of Mobile Augmented Reality Applications." International Journal of Web-Based Learning and Teaching Technologies 16, no. 6 (November 2021): 1–16. http://dx.doi.org/10.4018/ijwltt.293280.
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The purpose of the present article was to examine the use of mobile augmented reality technologies in the process of planning and organizing tourist activities. The analysis of the attitude of TUI Showroom’s clients and managers of Russian travel agencies to the application of immersive technologies in travel consulting unveiled several possibilities for the practical use of mobile augmented reality applications in the travel business. The study concludes with the opinion that stimulation of the client's interest in the historical and cultural context of the tour by providing additional argumentation and high-quality information on the marketing proposal in a new, unusual manner forms the cultural, epistemic, and educational values of augmented reality, necessary in sales, personnel training and interaction with business partners.
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Bossler, Mario, Nicole Gürtzgen, Benjamin Lochner, Ute Betzl, and Lisa Feist. "The German Minimum Wage: Effects on Productivity, Profitability, and Investments." Jahrbücher für Nationalökonomie und Statistik 240, no. 2-3 (February 25, 2020): 321–50. http://dx.doi.org/10.1515/jbnst-2018-0074.
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AbstractIn this article, we analyze the effects of the introduction of the German minimum wage using difference-in-differences estimations applied to the IAB Establishment Panel. The treatment effects on the treated establishments show a significant increase in personnel costs. When we analyze the effects of the minimum wage on the net sales of intermediates, we observe a reduction, which is fully explained by the increase in wage costs induced by the minimum wage. The results do not point to effects on establishment-level productivity or capital investments. Looking at investments in human capital, we do not observe any effects on apprenticeship offers or the placement of apprentices. If anything, the results point at a slight reduction in the provision of further training.
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Kumar, Manoj, and Bhausaheb Londhe. "Sales Professionals’ Perspective on Digital Marketing in Indian Pharmaceutical Industry." Asian Journal of Managerial Science 8, no. 1 (February 5, 2019): 80–84. http://dx.doi.org/10.51983/ajms-2019.8.1.1355.
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Indian pharmaceutical industry is one amongst the leading players of pharmaceutical industry around the world. In present digital times, every aspect of the society has been digitalized. There are major transitions noted in pharmaceutical industry as well. Digital technology, has changed the working methods and emerged, as a cost effective means, with impressive target reach around the world. Yet, this platform, is not being utilized to its complete potential, due to the lack of awareness, acceptability and the deficient training of the working personnel. The marketing and sales professionals had a major impact of the digitalization on their working methods. It has changed the traditional marketing methods of industry, resulting in the urgent need of up-gradation of the skills of sales professionals. Hence, the views, trainings, awareness and acceptability of sales professionals regarding the digital technology is essential and must be kept into consideration for success of the industry. This is an indispensable component for any pharmaceutical company to attain growth and stand at par with the other pharmaceutical giants around the world. In this study, data of 303 sales professionals was collected and analyzed, recording their perspectives on digital marketing. We found that these professionals were aware and had good acceptability for the same. Most commonly used tools were website promotions, social media advertising, awareness campaigns, creation and management of subject related blogs. These professionals used it extensively on a day-to-day basis, for the maximal benefit of the company with providing the comfort of digitalization to their customers and other users.
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Karami, Masoud, Omid Olfati, and Alan J. Dubinsky. "Influence of religiosity on retail salespeople's ethical perceptions: the case in Iran." Journal of Islamic Marketing 5, no. 1 (March 4, 2014): 144–72. http://dx.doi.org/10.1108/jima-12-2012-0068.
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Purpose – The main purpose of this research was to investigate whether there is a relationship between religiosity and ethical behavior of salespeople. Design/methodology/approach – To investigate this association, structural equation modeling (SEM) was used; also, both exploratory and confirmatory factor analyses were undertaken to examine a scale measuring salespeople's ethical behaviors. The context in which the study was conducted was in Iranian retail specialty stores. Findings – The results revealed for the first time the impact of religiosity on ethical behavior of the seller, a key entity in the buyer-seller dyad, that had been virtually ignored in extant empirical work. Research limitations/implications – The study focused solely on retail salespeople in Iran. Future research should examine the religiosity-ethical behavior nexus using other kinds of sales personnel and those practicing other kinds of religion than the Shia Muslim faith investigated here. The investigation examined the association between religiosity and ethical behavior. Future work could include additional measures of religion (e.g. religious orientation) as well other individual, cultural, and organizational factors that may have an influence on salespeople's ethical conduct. Practical implications – Sales managers should try to convince salespeople to behave ethically. Also, sales managers should not establish unachievable sales objectives for salespeople and try to employ more religious individuals as salespeople. Multinational corporations (MNCs) should treat Shia Muslim salespersons with the utmost of respect, relying on their word. Similarly, MNCs should incorporate ethical guidelines into their training classes in order to be able to communicate conveniently with local salespeople and persuade them to act more ethically. Originality/value – The authors believe that this research can arouse managers in retail stores to set specific plans for evaluating their ethical behaviors. This research also has managerial and research implications for designing and formulating operations strategy in providing ethical standards for sales force.
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Watt, Kerrianne, Vivienne C. Tippett, Steven G. Raven, Konrad Jamrozik, Michael Coory, Frank Archer, and Heath A. Kelly. "Attitudes to Living and Working in Pandemic Conditions among Emergency Prehospital Medical Care Personnel." Prehospital and Disaster Medicine 25, no. 1 (February 2010): 13–19. http://dx.doi.org/10.1017/s1049023x00007597.
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AbstractIntroduction:Little is known about the risk perceptions and attitudes of healthcare personnel, especially of emergency prehospital medical care personnel, regarding the possibility of an outbreak or epidemic event.Problem:This study was designed to investigate pre-event knowledge and attitudes of a national sample of the emergency prehospital medical care providers in relation to a potential human influenza pandemic, and to determine predictors of these attitudes.Methods:Surveys were distributed to a random, cross-sectional sample of 20% of the Australian emergency prehospital medical care workforce (n = 2,929), stratified by the nine services operating in Australia, as well as by gender and location. The surveys included: (1) demographic information; (2) knowledge of influenza; and (3) attitudes and perceptions related to working during influenza pandemic conditions. Multiple logistic regression models were constructed to identify predictors of pandemic-related risk perceptions.Results:Among the 725 Australian emergency prehospital medical care personnel who responded, 89% were very anxious about working during pandemic conditions, and 85% perceived a high personal risk associated with working in such conditions. In general, respondents demonstrated poor knowledge in relation to avian influenza, influenza generally, and infection transmission methods. Less than 5% of respondents perceived that they had adequate education/training about avian influenza. Logistic regression analyses indicate that, in managing the attitudes and risk perceptions of emergency prehospital medical care staff, particular attention should be directed toward the paid, male workforce (as opposed to volunteers), and on personnel whose relationship partners do not work in the health industry.Conclusions:These results highlight the potentially crucial role of education and training in pandemic preparedness. Organizations that provide emergency prehospital medical care must address this apparent lack of knowledge regarding infection transmission, and procedures for protection and decontamination. Careful management of the perceptions of emergency prehospital medical care personnel during a pandemic is likely to be critical in achieving an effective response to a widespread outbreak of infectious disease.
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Tadajewski, Mark, and D. G. Brian Jones. "The Knack of Selling: scientific salesmanship, relational themes and military metaphors in early marketing thought." Journal of Historical Research in Marketing 12, no. 2 (June 1, 2020): 239–62. http://dx.doi.org/10.1108/jhrm-10-2019-0035.
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Purpose The purpose of this paper is to provide an historical analysis of an important early contribution to the history of marketing thought literature – the six-book series titled The Knack of Selling – which was published in 1913 and intended as an early training course for salesmanship. Design/methodology/approach This research utilized a close, systematic reading of The Knack of Selling series and places it in the professional and intellectual context of the early twentieth century. Books published about marketing are primary source materials for any study of the history of marketing thought. In this case, The Knack series constitutes significant primary source material for a study of early thinking about personal selling. Findings Echoing A.W. Shaw, Watson offers a more sophisticated interpretation of the “one best way” approach associated with Frederick Taylor. Watson’s advice did not entail the repetition of canned sales talks to each customer. His vision of practice was more complicated. Sales presentations were temporally and locationally relative. They were subject to ongoing evolution. As the marketplace changed, as customer needs and interests shifted, so did organizational and salesperson performances. To keep sales talks relevant to the consumer, personnel were encouraged to undertake rudimentary ethnographic research and interviews. Unusually, there is oscillation in the way power relations between marketer and customer were described. While relational themes are present, so are military metaphors. Originality/value This is the first systematic reading of The Knack of Selling that has been produced. It is an important contribution to the literature inasmuch as this book set is not in wide circulation. The material itself was significant as an input into scholarship subsequently hailed as seminal within sales management.
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Angliss, V. E. "Holte Revisited — A Review of the Quality of Prosthetic Treatment." Prosthetics and Orthotics International 10, no. 1 (April 1986): 9–14. http://dx.doi.org/10.3109/03093648609103073.
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The standards recommended at the United Nations Inter regional Seminar on Standards for the Training of Prosthetists in Holte, Denmark, in 1968 were universally accepted as being ideal, practical and economical. As these standards and the services to patients are not always observed, world wide, a study was made to investigate the situation in Australia. Australia is a federation with responsibility for health and education vested in six States. The Federal Government is the principal taxing authority with the States dependent on it for financing services. The isolation of Australia led the Government during 1960 to send a rehabilitation medical officer to survey the system in Europe and North America. The best features of overseas practice became the basis for updating an Australian Service and establishing the Central Development Unit. The Artificial Limb Service is based on clinical care, formal in-service training of limb makers and fitters, patient training by therapists and the purchase of components from mass producers. The Service is answerable to lay and medical staff in the State Branches and to the Central Office of the Department, located in Canberra. The division of responsibility between the State and Federal Governments seems to lead to competition for control of services rather than to an integrated plan for Prosthetic-Orthotic training with services. Industrial conflict due to a perceived threat of the supplanting of apprentices by formally trained prosthetists-orthotists has also adversely affected development. In this paper the views of Government authorities, medical prosthetic prescribers and of personnel who conducted a pilot study in delivery of a prosthetic service are discussed.
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Degeneffe, Charles Edmund. "Families of veterans with traumatic brain injury in Australia and the United States: Implications for rehabilitation counselors." Australian Journal of Rehabilitation Counselling 27, no. 2 (December 2021): 137–47. http://dx.doi.org/10.1017/jrc.2021.5.
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AbstractStarting with World War I, Australia and the United States have been allies in military operations. Since then, both countries have been challenged by meeting the needs of military personnel incurring traumatic brain injury (TBI), especially during recent operations in Iraq and Afghanistan. TBI impacts all members of the veteran’s family. This paper articulates the shared responsibility both countries assume in meeting the support needs faced by families of military veterans with TBI and how TBI in the military is different than in the civilian population. The paper describes how both countries differently address the needs of family caregivers of veterans with TBI and outlines areas for rehabilitation counselor collaborations in research and training.
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Baker, A. B. "Genesis of the College of Intensive Care Medicine of Australia and New Zealand." Anaesthesia and Intensive Care 46, no. 1_suppl (July 2018): 35–51. http://dx.doi.org/10.1177/0310057x180460s106.
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In 2009 the College of Intensive Care Medicine (CICM) of Australia and New Zealand was inaugurated in Melbourne, Australia. This College now regulates the education, training and accreditation for specialist intensivists for Australia and New Zealand. CICM origins started in 1975 with the formation of the Section of Intensive Care of the Faculty of Anaesthetists, Royal Australasian College of Surgeons (RACS), which moved through intermediary stages as the Faculty of Intensive Care, Australian and New Zealand College of Anaesthetists (ANZCA) when that College was formed from the former Faculty of Anaesthetists RACS, and then the Joint Faculty of Intensive Care Medicine (ANZCA and the Royal Australasian College of Physicians [RACP]), until becoming completely independent as CICM in 2010. There was a period of about 40–50 years evolution from the first formations of intensive care units in Australia and New Zealand, and discussions by the personnel staffing those units amongst themselves and with Members of the Board of the Faculty of Anaesthetists RACS, to the formation of the Section of Intensive Care, then through two intermediary Faculties of Intensive Care Medicine, to the final independent formation of the College of Intensive Care Medicine of Australia and New Zealand in 2010.
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Mathers, A. J., and S. Savva. "EFFECTIVE SAFETY CASE DEVELOPMENT." APPEA Journal 43, no. 1 (2003): 805. http://dx.doi.org/10.1071/aj02050.
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Esso Australia Pty Ltd, in Victoria, Australia has recently been involved in the preparation of over 20 safety cases to meet both offshore (Victoria and Western Australia) [Petroleum {Submerged Lands} Act] and onshore [Victorian Occupational Health and Safety Act] regulatory requirements.This paper focusses on the development of the onshore safety cases for both Longford and Long Island Point plants to meet the Victorian Occupational Health and Safety (Major Hazard Facilities) Regulations 2000. Both plants have been granted a five-year unconditional licence to operate.The objectives of the safety case development were to ensure that Esso:addressed major hazard facilities regulatory requirements; maximised benefit from the process, and to maximise benefit from existing work; was consistent with site approach to risk assessment/ safety culture; involved appropriate workforce from all areas— operations, maintenance and technical support; enhanced the effective knowledge and understanding of the workforce; and developed a communication tool to enable ease of understanding by site personnel.Esso’s approach of using qualitative risk assessment techniques (familiar to many site personnel) enabled the process to use tools that provided ease of involvement for the non-technical or safety specialists. This paper will explain this approach in greater detail, demonstrating how this successfully met the stringent requirements of the regulations whilst providing Hazard Register documentation readily understood by the key customer— our site workforce.The hazard register clearly identifies the relevant hazards and their controls, as well as highlighting the linkages to the safety management system and documented performance standards. A comprehensive training program provides all personnel working at site with an overview of the safety case, and the necessary skills and knowledge to be able to use the safety case and hazard register to its maximum advantage. The safety case resource booklet (similar to our offshore approach) is an integral part of the training program, and provides an ongoing reference source for trainees. It continues to receive recognition by both regulators and industry.
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Uhrich, Sebastian, and Michael Luck. "Not too many but also not too few." Qualitative Market Research: An International Journal 15, no. 3 (June 8, 2012): 290–308. http://dx.doi.org/10.1108/13522751211231996.
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PurposeThe purpose of this paper is to explore the theoretical mechanisms that underlie the negative effects of low customer density on shoppers' emotions and behavioural responses in retail settings.Design/methodology/approachThis study uses three different qualitative techniques to explore the research question: semi‐structured interviews, shopping with consumers, and focus groups.FindingsThree major issues contribute to unfavorable consumer responses to low customer density levels in retail stores: exposure to undesired social influence from sales personnel; loss of social cues and evaluation criteria; and lack of social stimulation.Practical implicationsThe findings of this research assist store managers to resolve the problems associated with low customer density in retail stores. For example, the results suggest that the negative effects of low customer density can be mitigated by providing appropriate training for sales staff as well as by actively communicating the quality, price level, and image of the store.Originality/valueEmpirical evidence shows that the effects of customer density on shopper outcomes follow an inverted U‐shaped trend. Previous research has focused on explaining the negative consequences of high customer density, while the explanatory mechanisms for the negative effects of low customer density remain largely unclear. This research partially fills this gap in the literature by identifying the psychological processes that account for the negative effects of low customer density.
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Alanazy, Ahmed, John Fraser, and Stuart Wark. "Provision of Emergency Medical Services in Rural and Urban Saudi Arabia: An overview of personnel experiences." Asia Pacific Journal of Health Management 16, no. 2 (June 27, 2021): 148–57. http://dx.doi.org/10.24083/apjhm.v16i2.559.
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Objective: Pre-hospital emergency medical services (EMS) are a vital component of health management, however there are disparities in the provision of EMS between rural and urban locations. While rural people experience lower levels of pre-hospital care, there has been little examination of the reasons underpinning these differences through discussion with the providers of EMS, and particularly in countries other than the USA, UK and Australia. The purpose of this paper is to provide an overview of the lived experience of EMS personnel in Saudi Arabia regarding the key issues they face in their work practice. Design: This research focussed on frontline workers and middle-level station managers within the Saudi Arabian EMS system and adopted a hermeneutic phenomenology design to better understand the factors contributing to observed disparities between rural and urban areas in Riyadh region in Saudi Arabia. A semi-structured interview approach was used to collect data reflecting realistic experiences of EMS personnel in both urban and rural locations. Results: 20 interviews (10 each with rural and urban personnel) were done. Data analyses identified three primary thematic categories impacting EMS delivery: EMS Personnel Factors; Patient Factors; and, Organisational Factors. Underpinning each category were sub-themes, including Working Conditions, Stress, Education and training, and Resources, amongst others. Conclusions: The quality and efficiency of EMS services, in both rural and urban areas, was affected by a number of over-arching organizational factors. Implementing major policy shifts, such as recruitment of female EMS professionals, will be critical in addressing these challenges, but is acknowledged that this will take time. Quicker changes, such as improving the advanced training options for rural EMS staff, may help to remediate some of the issues. Public awareness campaigns may also be effective in addressing the identified misconceptions about the role of EMS in Saudi Arabia.
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Hnatkivskyi, Bohdan. "DIVERSIFICATION AS ONE OF THE DIRECTIONS OF INNOVATIVE DEVELOPMENT OF AGRICULTURAL ENTERPRISES." MODELING THE DEVELOPMENT OF THE ECONOMIC SYSTEMS, no. 3 (September 29, 2022): 158–62. http://dx.doi.org/10.31891/mdes/2022-5-22.
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The article analyzes the theoretical foundations of the introduction of diversification into the activities of agrarian business entities as an innovative process. The peculiarities of diversification activities of agricultural enterprises are revealed and their expediency is substantiated. It was determined that diversification in the innovative activity of agricultural enterprises determines the production of innovative products, which will ensure an increase in its level of competitiveness and level of profitability. It was revealed that the main problems that will restrain the development of full-fledged diversification and innovation activities in modern agricultural enterprises are: lack of interrelationships between monetary, credit, budget, financial policies and the policy of economic growth; lack of close relationships between scientific developments and production; imperfection of intellectual property law systems; lack of financing, demand for goods, adequate personnel potential; lack of information provision regarding new and innovative technologies and target sales markets for the introduction of new production and some others. It was determined that the introduction of diversification strategies into the innovative activity of agrarian enterprises, as the basis of the innovation process, should become the main factor for ensuring its effective functioning and ensuring strategic development. The directions for intensifying diversification in the activities of agricultural enterprises, as the main innovative process, are substantiated, including the production of fundamentally updated and improved existing types of products through the toolkit of increasing their quality characteristics and effectiveness of implementation; introduction and development of innovative progressive technological processes, technical equipment and production mechanisms; full and effective use of the available technical and technological potential; effective redistribution and use of existing resources in the directions of modern technical development; search for new sources of obtaining and attracting investment resources, as well as improving ways to increase them; development and implementation of personnel training and retraining programs; improvement of sales and marketing policy, etc.
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Taek Yi, Ho, Alan J. Dubinsky, and Chae Un Lim. "Determinants of telemarketer misselling in life insurance services." Journal of Services Marketing 26, no. 6 (September 7, 2012): 403–18. http://dx.doi.org/10.1108/08876041211257891.
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PurposeThe purpose of the article is to present and test a model regarding important factors that may help reduce unethical behavior (i.e. misselling) of salespeople in the financial services industry.Design/methodology/approachTo test the hypotheses, telemarketers from the life insurance industry in South Korea were surveyed (n=204).FindingsUsing structural equation modeling, the results indicate that: ethics training is positively related to salesperson ethical attitude; ethical climate is positively related to salesperson ethical attitude; selling pressure is unrelated to ethical attitude; competitive intensity is positively related to salesperson ethical attitude; competitive intensity is unrelated to misselling; and misselling is inversely related to salesperson ethical attitude, positively associated with product complexity, and positively related to product variety.Research limitations/implicationsFuture empirical work could: investigate different variables from those utilized in this study; consider inter‐country and gender differences; use alternate sources of data to examine stability of the findings; and employ samples of firms in other industries and other marketing channels. Limitations include a limited number of study variables, use of solely the telemarketing channel for life insurance, a preponderance of female respondents, and potential for socially desirable responses.Practical implicationsManagement should seek to maintain a high ethical attitude among sales agents to help foster a reduction in unethical behavior. Sales personnel should receive extensive ethics training to help enhance their ethical attitude in the job. Salespeople should also seek to establish and maintain long‐term relationships with their customers and to pursue long‐term profitability. Sales managers should seek to educate consumers about the various types of financial products, their respective strengths and weaknesses, and the appropriate conditions under which they should be purchased.Originality/valueThe potential for financial services industry salespeople to behave unethically has received extensive research attention. A key area, though, which has been virtually ignored is antecedents of misselling of financial services. The article seeks to address partially this gap in the literature.
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Firdaus, Aos Yuli. "The Effects of Australia's Foreign Policy on Indonesia Post-Independence Timor Leste." British Journal of Philosophy, Sociology and History 2, no. 1 (January 13, 2022): 24–29. http://dx.doi.org/10.32996/bjpsh.2022.2.1.4.
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As initially, Australia supported the integration of Timor Leste into the Republic of Indonesia, many events occurred which caused the relationship between Indonesia and Australia to be slightly disturbed. The changes that have taken place in Australia's relationship with Indonesia illustrate the real effects of Timor-Leste's independence. As a result of Australia's role in the East Timorese independence process, its relationship underwent many changes, especially in the political and military fields. The changes taking place in military relations are evident. The Agreement on Mutual Security (AMS) was released, the joint training was canceled, and the troops that used to work together became enemies. Eventually, Australian arms sales to Indonesia were stopped. Changes in the political and diplomatic sphere, including all political visits, were canceled, and politicians within Australia and Indonesia publicly denounced others. Furthermore, cooperation within the global framework is limited, and the Ambassador's 'high alert' status is. Overall, Australia's relations with Indonesia became hostile. This study aims to determine how the influence of Australian foreign policy on Indonesia after the independence of Timor Leste. This research shows that the independence of Timor Leste and Australia's role in this process directly influenced government relations between Australia and Indonesia. Most Indonesians view the Australian government's actions and policies as separate from its relationship with Australian citizens.
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Swanson, Bert T., James B. Calkins, and Debra L. Newman. "MANUAL FOR CERTIFIED NURSERY AND LANDSCAPE PROFESSIONALS." HortScience 25, no. 9 (September 1990): 1113a—1113. http://dx.doi.org/10.21273/hortsci.25.9.1113a.
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A manual for certified nursery and landscape professionals has been developed by the University of Minnesota Extension Service in conjunction with the Minnesota Nursery and Landscape Association (MNLA). The purpose of the certification manual is to facilitate the improvement of basic skills and knowledge of nursery and landscape professionals, to further the education and training of competent nursery and landscape professionals, and to serve as a training and reference manual for most levels of nursery and landscape culture and management. The manual consists of thirty-four chapters covering all aspects of woody plant biology and culture: abiotic and biotic plant stress; landscape design; installation and maintenance; plant marketing, merchandising and sales; and laws, regulations and safety concerns for nursery, landscape and garden center personnel. A concise glossary, the American Standard For Nursery Stock, and an illustrated nursery catalog are also included in the manual. The manual is an important part of the MNLA Certification Program whose purpose is to improve the skills, knowledge and, expertise of nursery and landscape professionals. The Certification Program also strives for faster recognition and promotion of professionalism within the industry and to the general public.