Description
Presentation about relation between leader's role clarity, adaptive selling, Polychronicity and Values
Relation between Leader’s Role Clarity, Adaptive Selling, Polychronicity and Values
Key Words
? Leader’s role clarity and consideration
? Sales persons adaptive selling ? Polychronicity ? Values ? Role Overload
Literature Review
? Polychronicity
? Several goals at the same time
? Individuals are conscious of Polychronic time use ? Increases the productivity and hence Satisfaction ? E.g. Leisure activities, such as reading newspapers
or magazines, were likely to be combined with other activities, such as eating ? Polychronic time use can be implemented in the stages of decision making, purchasing, consumption and disposal
Literature Review
? Sales person’s adaptive selling
? Adaptive selling is the degree to which the sales
person attempt to exploit the unique properties of personal selling ? Effectiveness is not the part of adaptive selling ? Adaptive selling can be effective as well as ineffective ? Practice of adaptive selling results in better sales performance ? Experience of sales person positively effects adaptive selling
Literature Review
? Values
? VALS (Values and lifestyle) had 9 life style groups ? The life style groups included survivors, sustainers,
belongers, emulators, achievers, I-am-me, experiential, societally, conscious and integrated ? Alternative is LOV (List Of Values) which was developed by Kahle in 1983 ? Hers subjects see a list of values and this is used to relate people to the values of their life’s major roles
Literature Review
? Role clarity and consideration
? Study said that early employment gives more role
clarity ? For role clarity, you need to be committed to the organization ? Factors influencing organizational commitment include:
? Personal influence : Age, education, job expectations and
circumstances of job choice ? Non organizational Factors : Alternative job opportunities ? Organizational Factors : Job characteristics, supervision, work group, pay and organizational characteristics
Path Model
Hypothesis
? H1? Values have effect on the Polychronic ? ?
? ?
attitudes of the individual. H2? Role clarity has effect on the Polychronic attitudes of the individual. H3? Values and Role clarity combined have more effect on Polychronic attitude as compared to their individual effects. H4? Polychronicity has effect on adaptive selling on the individual. H5 ? Adaptive selling has effect on Role overload of the individual.
Methodology
? Sample
? Total of 125 responses were collected
? Consisted of 70 males and 55 females ? Age group was between 21 to 26 ? Almost all are doing MBA in different institutes (So
in this regard it has not been a very diverse sample)
Methodology
? Measures
Variables
Polychronicity Role Overload Adaptive selling Values Role clarity and consideration
Number of items used to measure the variable 11 4 9 8 6
All items were measured on the likert scale on the scale of 1 to 5
Reliability tests
Variables
Polychronicity Role Overload Adaptive selling Values Role clarity and consideration
Cronbach’s alpha
.78 ,84 .75 .67 .87
We see that Cronbach alpha’s value suggest that the scale is reliable
Results
? Statistics of all the variables
? On a scale of 1-5, we observed that mean value of
all the variables ranged from 2 to 3.5 Variables
Polychronicity
Role Overload Adaptive selling Values Role clarity and consideration
Mean Value
2.98 3.14 2.96 3.36 3.08
Results
? Independent sample t-test
Variables
Polychronicity Role Overload
Sig Value
.893 .967
Adaptive selling
Values Role clarity and consideration
.429
.779 .886
Be seeing the significance values of all the variables we com to the conclusion that as the values are greater than .05, there is no significance difference between the male and female respondents
Results
? Normality test
Variables
Polychronicity Role Overload
Sig Value
.598 .063
Adaptive selling
Values Role clarity and consideration
.548
.275 .451
We see from the table that all the variables have significance level greater than .05 and so we accept the NULL hypothesis that there is no variation from the NORMAL distribution.
Results
? To Test H1 ? Values have effect on the
Polychronic attitudes of the individual
? Performed Regression analysis having independent
variable as Values and Dependent variable as Polychronicity ? Significance level came out to be .038 ? So we accept hypothesis H1 ? It indicates that there is a effect of values on the Polychronic attitudes of the individuals
Results
? To Test H2 ? Role Clarity have effect on the
Polychronic attitudes of the individual
? Performed Regression analysis having independent
variable as Role Clarity and Dependent variable as Polychronicity ? Significance level came out to be .809 ? So we reject hypothesis H2 ? It indicates that there is a little or NO effect of Role Clarity on the Polychronic attitudes of the individuals
? So H3 is also rejected
Results
? To Test H4 ? Polychronicity has effect on the
Adaptive selling of the individual
? Performed Regression analysis having independent
variable as Polychronicity and dependent variable as Adaptive selling ? Significance level came out to be .318 ? So we reject hypothesis H4 ? It indicates that there is a little or NO effect of Polychronicity on the Adaptive selling of the individuals
Results
? To Test H5 ? Adaptive selling has effect on the
Role overload of the individual
? Performed Regression analysis having independent
variable as Adaptive selling and dependent variable as Role clarity ? Significance level came out to be .687 ? So we reject hypothesis H5 ? It indicates that there is a little or NO effect of Adaptive selling on Role overload of the individual
Interpretation
? Values have effect on the Polychronic attitudes of ?
?
?
?
the individual Since H2 is rejected so we can say that Role clarity might not have any effect on the Polychronic attitudes of the individual There may be some other factors on which the Polychronic attitude may depend One factor is Level of internet use Study found that people having high PAI (Polychronic Attitude Index) are those who spend more time on internet
Interpretation
? Since H4 is rejected we conclude that Adaptive
selling does not depend Only on the Polychronic attitude of the individual ? Studies show that other factors effecting adaptive selling are Knowledge and motivation ? The theories of job performance also suggest that three factors affect adaptive selling
? Role perceptions ? Motivation ? Ability
Interpretation
? Since H5 is also rejected, we conclude that Role
overload is not only due to Adaptive selling ? Some of the other factors on which Role overload depends are:
? Leader role clarification
? Leader work assignment
? Leader specification of procedures
Thank You !!!
doc_559601932.pptx
Presentation about relation between leader's role clarity, adaptive selling, Polychronicity and Values
Relation between Leader’s Role Clarity, Adaptive Selling, Polychronicity and Values
Key Words
? Leader’s role clarity and consideration
? Sales persons adaptive selling ? Polychronicity ? Values ? Role Overload
Literature Review
? Polychronicity
? Several goals at the same time
? Individuals are conscious of Polychronic time use ? Increases the productivity and hence Satisfaction ? E.g. Leisure activities, such as reading newspapers
or magazines, were likely to be combined with other activities, such as eating ? Polychronic time use can be implemented in the stages of decision making, purchasing, consumption and disposal
Literature Review
? Sales person’s adaptive selling
? Adaptive selling is the degree to which the sales
person attempt to exploit the unique properties of personal selling ? Effectiveness is not the part of adaptive selling ? Adaptive selling can be effective as well as ineffective ? Practice of adaptive selling results in better sales performance ? Experience of sales person positively effects adaptive selling
Literature Review
? Values
? VALS (Values and lifestyle) had 9 life style groups ? The life style groups included survivors, sustainers,
belongers, emulators, achievers, I-am-me, experiential, societally, conscious and integrated ? Alternative is LOV (List Of Values) which was developed by Kahle in 1983 ? Hers subjects see a list of values and this is used to relate people to the values of their life’s major roles
Literature Review
? Role clarity and consideration
? Study said that early employment gives more role
clarity ? For role clarity, you need to be committed to the organization ? Factors influencing organizational commitment include:
? Personal influence : Age, education, job expectations and
circumstances of job choice ? Non organizational Factors : Alternative job opportunities ? Organizational Factors : Job characteristics, supervision, work group, pay and organizational characteristics
Path Model
Hypothesis
? H1? Values have effect on the Polychronic ? ?
? ?
attitudes of the individual. H2? Role clarity has effect on the Polychronic attitudes of the individual. H3? Values and Role clarity combined have more effect on Polychronic attitude as compared to their individual effects. H4? Polychronicity has effect on adaptive selling on the individual. H5 ? Adaptive selling has effect on Role overload of the individual.
Methodology
? Sample
? Total of 125 responses were collected
? Consisted of 70 males and 55 females ? Age group was between 21 to 26 ? Almost all are doing MBA in different institutes (So
in this regard it has not been a very diverse sample)
Methodology
? Measures
Variables
Polychronicity Role Overload Adaptive selling Values Role clarity and consideration
Number of items used to measure the variable 11 4 9 8 6
All items were measured on the likert scale on the scale of 1 to 5
Reliability tests
Variables
Polychronicity Role Overload Adaptive selling Values Role clarity and consideration
Cronbach’s alpha
.78 ,84 .75 .67 .87
We see that Cronbach alpha’s value suggest that the scale is reliable
Results
? Statistics of all the variables
? On a scale of 1-5, we observed that mean value of
all the variables ranged from 2 to 3.5 Variables
Polychronicity
Role Overload Adaptive selling Values Role clarity and consideration
Mean Value
2.98 3.14 2.96 3.36 3.08
Results
? Independent sample t-test
Variables
Polychronicity Role Overload
Sig Value
.893 .967
Adaptive selling
Values Role clarity and consideration
.429
.779 .886
Be seeing the significance values of all the variables we com to the conclusion that as the values are greater than .05, there is no significance difference between the male and female respondents
Results
? Normality test
Variables
Polychronicity Role Overload
Sig Value
.598 .063
Adaptive selling
Values Role clarity and consideration
.548
.275 .451
We see from the table that all the variables have significance level greater than .05 and so we accept the NULL hypothesis that there is no variation from the NORMAL distribution.
Results
? To Test H1 ? Values have effect on the
Polychronic attitudes of the individual
? Performed Regression analysis having independent
variable as Values and Dependent variable as Polychronicity ? Significance level came out to be .038 ? So we accept hypothesis H1 ? It indicates that there is a effect of values on the Polychronic attitudes of the individuals
Results
? To Test H2 ? Role Clarity have effect on the
Polychronic attitudes of the individual
? Performed Regression analysis having independent
variable as Role Clarity and Dependent variable as Polychronicity ? Significance level came out to be .809 ? So we reject hypothesis H2 ? It indicates that there is a little or NO effect of Role Clarity on the Polychronic attitudes of the individuals
? So H3 is also rejected
Results
? To Test H4 ? Polychronicity has effect on the
Adaptive selling of the individual
? Performed Regression analysis having independent
variable as Polychronicity and dependent variable as Adaptive selling ? Significance level came out to be .318 ? So we reject hypothesis H4 ? It indicates that there is a little or NO effect of Polychronicity on the Adaptive selling of the individuals
Results
? To Test H5 ? Adaptive selling has effect on the
Role overload of the individual
? Performed Regression analysis having independent
variable as Adaptive selling and dependent variable as Role clarity ? Significance level came out to be .687 ? So we reject hypothesis H5 ? It indicates that there is a little or NO effect of Adaptive selling on Role overload of the individual
Interpretation
? Values have effect on the Polychronic attitudes of ?
?
?
?
the individual Since H2 is rejected so we can say that Role clarity might not have any effect on the Polychronic attitudes of the individual There may be some other factors on which the Polychronic attitude may depend One factor is Level of internet use Study found that people having high PAI (Polychronic Attitude Index) are those who spend more time on internet
Interpretation
? Since H4 is rejected we conclude that Adaptive
selling does not depend Only on the Polychronic attitude of the individual ? Studies show that other factors effecting adaptive selling are Knowledge and motivation ? The theories of job performance also suggest that three factors affect adaptive selling
? Role perceptions ? Motivation ? Ability
Interpretation
? Since H5 is also rejected, we conclude that Role
overload is not only due to Adaptive selling ? Some of the other factors on which Role overload depends are:
? Leader role clarification
? Leader work assignment
? Leader specification of procedures
Thank You !!!
doc_559601932.pptx