European Journal of Business and Management Research

Examining the Relationships between Manager Monitoring Styles, Work Engagement, Job Satisfaction and Sales Performance: A Studyin the Cosmetics Industry

Neslihan Ege — 2025-01-20

To examine the distributional role of field change, observational, and interactional monitoring styles of work engagement and job satisfaction in this suitable cosmetics industry, and their relationship with the sales performance of sales personnel. A study was conducted with 293 sales personnel working at cosmetic and care product sales points in Istanbul. The study was analyzed using IBM SPSS 20.0, Process Macro v4.2, and IBM SPSS AMOS 22.0 techniques. Positive effects of work engagement on job satisfaction and interactional monitoring style, work engagement and job satisfaction on sales performance were detected (p < 0.001), but no significant effect of observational monitoring style was found on sales performance (p > 0.05). In addition, the moderate mediation roles of work engagement and job satisfaction between the interactional monitoring style and sales performance were determined. Increasing work engagement in subordinates is important in terms of both increasing job satisfaction and increasing sales. In addition, the increase in work engagement and job satisfaction of subordinates in using the communication perspective will help increase sales performance by assuming the role of an intermediary. The training of salespeople should be kept at a low level and the reinforcement weight should be increased so that managers can be trained to use interactional monitoring style more.

The Role of Advanced Technologies in Automated Trading Systems and Its Influence on Investor Attitudes

Pradip K. Shukla — 2025-01-14

This paper provides an overview of algorithmic trading (robo-trading), which replaces human stockbroker recommendations to investors for buying/selling/holding stocks in their investment portfolio, and the integration of technologies like artificial intelligence and quantum computing within automated systems. The paper covers the impacts of algorithmic trading, the specific implementations of advanced technologies, and the acceptance of these technologies among college students. The cited articles show that robo-trading has existed since the 1970s. Algorithmic trading has increased stock market efficiency. Artificial intelligence allows for predictive models to adjust to the changing financial markets. On the other hand, quantum algorithms like Variational Quantum Eigensolver (VQE) aid in portfolio optimization. The paper also presents findings from an empirical study on college students’ attitudes toward advanced technologies within robo-trading. Although a few other studies exist on investor attitudes about acceptance of algorithmic trading for stock portfolios, no other study examined the attitudes of college students on the potential application of advanced technologies within robo-trading. A statistical analysis was undertaken to see how attitudes shift based on factors like class level and previous stock market experience. The paper discusses the results and policy implications for stock brokerage firms that hope to implement advanced technologies.

Proposed Digital Marketing Strategy on Property Developer Case Study: PT Widyaka Propertindo

Rama Putra Hajinata Usman — 2025-01-22

This thesis examines the implementation of digital marketing strategies to enhance the competitiveness and sales effectiveness of PT. Widyaka Property in Indonesia’s property development market. The company faces challenges in adapting to digital tools amid shifting consumer behaviors and external market conditions. The study develops a tailored digital marketing framework to address these challenges, leveraging PT. Widyaka Property’s strengths in affordable housing outside urban areas. The research employs a combination of internal and external analyses. For internal analysis, it examines the 7P marketing mix and digital strategies. For external analysis, it conducts consumer behavior and PESTEL factors. Insights from interviews with stakeholders identify key influences on digital marketing adoption, including technological capability, company size, government policy, social networking, and perceived benefits. A SWOT analysis and TOWS matrix provide strategic direction, while gap analysis highlights alignment issues between current strategies and market trends. The strategic recommendations include establishing a structured marketing and sales funnel, integrating CRM for personalized and data-driven marketing, enabling real-time insights that guide campaign adjustments and improve lead management, optimizing social media use (Instagram, Facebook, YouTube, and TikTok), and utilizing SEO/SEM to increase visibility. Also, strategies are segmented into short-term (channel optimization and database refinement), mid-term (CRM integration and platform-specific content customization), and long-term (analytics and multi-channel integration). Seasonal campaigns and complementary physical marketing efforts are also advised. The conclusion is the importance of adaptability, continuous training, and alignment between digital and physical marketing to improve customer engagement, reduce marketing costs, and maintain a competitive edge in the digital landscape for PT Widyaka Property

Learning Culture and Organizational Effectiveness in Emerging Market: An Exploratory Study in the Logistics Industry

Andreas Budihardjo — 2025-01-04

In a highly uncertain and complex business environment, a learning culture is crucial to be adopted. Undoubtedly, it encourages continuous organizational learning to produce innovative products, services, or systems to achieve high organizational effectiveness. This study aims to explore the extent to which logistics companies adopted the learning organization paradigm to achieve high organizational effectiveness or performance. This study examines the implementation of the organizational learning practices of the medium-sized logistic companies operating for more than five years. By identifying the critical role of organizational learning aspects, such as structure, culture, knowledge management, and technology, corporate leaders would have the clue to manage it effectively resulting in better organizational effectiveness. Data was collected by interviewing senior managers; then it was qualitatively analyzed. The findings indicated that the implementation of organizational learning supported the logistics companies to achieve their performance. However, it was also implied that several organizational learning practices such as knowledge management, training and development, and technology use were not strategically managed. The study provides significant input for logistics companies to improve their organizational learning practices for better performance achievement.

Earnings Management to Achieve Earnings Expectations Conditioned on Revenue Surprises: Testing by Multinomial Logit Model

Dong Hyun Son — 2025-01-16

This paper examines whether revenue surprises can affect management’s incentive to manipulate their reported earnings to meet or exceed analysts’ earnings forecasts. In particular, it tests whether managers would be more likely to manage earnings upward to achieve earnings expectations depending on the signal of revenue surprises. The empirical analysis using the multinomial logit model shows that managers have the higher likelihood of earnings management to have positive earnings surprises under positive revenue surprises. Further analysis considering all possible situations (R+E+, R+E-, R-E+, R-E-) provides evidence that firms have the strongest incentives to increase their earnings to exceed analysts’ earnings forecasts when they have negative unexpected revenue. These results are consistent with prior research that the major purpose of aligning earnings with market expectations is to avoid asymmetrical negative market responses associated with missing the expected earnings.