A.C. Simintiras

A.C. Simintiras
Gulf University for Science and Technology - GUST (Kuwait) & Swansea University -SU (UK)

Doctor of Philosophy

About

65
Publications
27,118
Reads
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1,820
Citations
Additional affiliations
January 1998 - November 2015
Swansea University
Position
  • Professor

Publications

Publications (65)
Chapter
A lot has been discussed about organisational adaptations in the preceding chapters. Each chapter has expounded new insight about adaptations in organisations. We did this primarily to further our scholarly understanding of organisational adaptations through the lens of pluralism. Our view and call for pluralistic perspective is to articulate a pan...
Chapter
'Dynamic capabilities contrast with ordinary (or operational) capabilities by being concerned with change’ (Winter, 2003:992). A lot has been written on this important concept. For instance, a search performed on Google Scholar for keywords ‘dynamic capabilities’ generated 2.76 million scholarly work within 0.07 s! Dynamic capabilities have been st...
Chapter
Business does not operate in vacuum. It operates in the ambit of environment. Organisation environment has been described as the aggregate of tangible and intangible factors that impact on the decision-making behaviours of individuals in the organisations (Duncan, 1972; Fahey & Narayanan, 1986; Frishammar, 2006; Rosenzweig & Singh, 1991)."These [or...
Chapter
This chapter highlights the conceptualisation and importance of adaptive behaviour paradigms (ABPs). Paradigm connotes an implicit or explicit view of reality (Morgan, 1980); it is a ‘way of seeing’ (Morgan, 1979:137). An important way of viewing the organisation is by identifying its inherent characteristics. By nature behavioural aspect of organi...
Chapter
An extensive theoretical inquiry into existing body of knowledge applicable to organisational adaptations will provide a robust platform in broadening our understanding of the key issues in organisational adaptations. A pluralistic approach is adopted in the course of this inquiry. Adopting a pluralistic approach provides a unique opportunity of re...
Chapter
In the preceding chapters, we have examined the business environment, relevant theories, concepts, and their implications in organisational adaptations. We have also examined the inherent adaptive behaviour paradigms and dynamic capabilities including their roles in adaptation processes. This present chapter is divided into three sections. In Sect....
Chapter
This study examines socializing and networking practices in Kuwait known as the diwaniyas. Diwaniyas are physical spaces where people gather regularly to discuss, among other things, politics, business, history, and/or matters of everyday life. The thesis put forward is that participation in the social establishment of diwaniyas favors the acquirem...
Article
This book explores how enterprises adapt to challenges in their business environments. It focuses on the critical elements within organisations that every executive must address in order to remain competitive. It takes a pluralist approach in trying to broaden our knowledge on organisational adaptations. It also offers an exploratory delve into exi...
Book
This book constitutes the refereed conference proceedings of the 17th IFIP WG 6.11 Conference on e-Business, e-Services and e-Society, I3E 201, held in Kuwait City, Kuwait, in October/November 2018. The 65 revised full papers presented were carefully reviewed and selected from 99 submissions. Topics of interest include, amongst others, the followin...
Article
The literature of guilt in the context of consumer behavior is notably limited. It is particularly limited with respect to examining gender differences across nations. Existing studies have only evaluated gender differences, in terms of consumer guilt, in the United States. In addition, those studies evaluated gender differences in specific consump...
Article
Purpose IS project failure has been a recurring problem for decades. This study examines the key factors that influence project failure and an analysis of the major areas that can have a significant impact on success. The study explores some of the key aspects that have an impact on project management performance from the practitioner perspective a...
Book
This book constitutes the refereed conference proceedings of the 16th IFIP WG 6.11 Conference on e-Business, e-Services and e-Society, I3E 2017, held in Delhi, India, in November 2017. The 45 revised full papers presented were carefully reviewed and selected from 92 submissions. They are organized in the following topical sections: Adoption of Smar...
Conference Paper
Social media information is a useful barometer of value characterising the digital age. To identify the core contributors of value creation, value is in the ‘eye of the beholder’, and ‘sharing’ social media information is indicative of communicating such perceived value. Sharing allows for belongingness, as people do not simply connect with communi...
Article
The analysis of the root causes of information systems project failure has been the subject of intense scrutiny for some time within industry and the academic community. Researchers have developed various models, notions of failure and categorisations to succinctly classify project failure into a set of key factors for organisations and project man...
Article
Purpose – The purpose of this paper is to examine the main factors predicting the Jordanian customers’ intention and adoption of telebanking. Design/methodology/approach – Perceived usefulness, trust, and self-efficacy are all formulated over the proposed conceptual model as key factors determining behavioural intention while the adoption of teleb...
Article
Full-text available
This study examines the critical role of perceived effectiveness of the Marketing function (MF) in small and medium-sized enterprises (SMEs) in leveraging entrepreneurial network ties to improve strategic adaptiveness (SA). The study tests whether a MF perceived as effective by SMEs’ managers/owners moderates the relationship between SMEs network t...
Chapter
In the previous section, we dealt with the complexities in defining project failure and the underlying factors that cause projects to fail. In order to deliver projects that have consistent successful outcomes we need to understand project success itself, what success looks like, how it is defined, and the characteristics of projects that are deliv...
Chapter
In the last section, we covered the issues in contextualizing project success and some of the key critical success factors that have been presented in the literature. We now turn our attention to project management and highlight some of the key areas in standards, performance, and approach. The initial section of this section describes two of the m...
Chapter
Although studies have attempted to articulate an accepted theory of IS failure, the literature has demonstrated many alternative views of definition and causes. What is clear is that the failure of systems is complex and multifaceted. Failure itself can have many levels, in that a project can be an outright failure and abandoned or is delivered to...
Chapter
This book was written to provide a comprehensive text on the subject of IS project success and failure taking account of some of the actualities of project and change management. The key areas of the available literature have been analyzed and discussed where relevant. There are numerous studies exploring this subject, with many attempting to provi...
Chapter
This section discusses the closer integration of change and project management as a mechanism that could add potential benefits to project outcomes. The literature has not focused much attention on this particular topic, but those studies that have addressed this area are analyzed and discussed to develop a case for closer integration. The narrativ...
Chapter
In the previous section, we discussed some of the methodological aspects of managing projects, highlighting that project managers need to look beyond the prescribed standards to deal with the complexities of delivering projects. This section describes the background and key processes that underpin change management. The concept of change management...
Chapter
Complaint behavior is triggered by a customer’s level of dissatisfaction with a product, service and/or consumption episode and leads to a range of behavioral and non-behavioral responses involving the communication of negative perceptions (Day, 1984; Singh and Howell, 1985; Rogers and Williams, 1990; Volkov, et al., 2002). Over the years, extensiv...
Article
This book examines the link between change and project management and how creating a closer alignment between these two methodologies can yield greater benefits and mitigate elements of failure of information systems (IS) projects. This study explores the underlying challenges and practicalities of closer integration of the two disciplines and asse...
Book
This book constitutes the refereed conference proceedings of the 15th IFIP WG 6.11 Conference on e-Business, e-Services and e-Society, I3E 2016, held in Swansea, UK, in September 2016 The 47 full and 17 short papers presented were carefully reviewed and selected from 90 submissions. They are organized in the following topical sections: social media...
Article
Full-text available
Purpose – The purpose of this paper is to provide response around three commentaries: Lowe’s view on key mechanisms through which greater transparency could influence consumer product evaluations (Lowe, 2015); Kuah and Weerakkody’s critical assessment on whether cost transparency is good for consumers (Kuah and Weerakkody, 2015); and Singh’s perspe...
Article
Full-text available
Purpose – The purpose of this paper is to propose that consumer choice be guided by price fairness judgements to increase consumer satisfaction and subsequently enhance market efficiency. Consumers en masse lack the information to judge price fairness, thereby causing their ability to influence the economy to be overlooked. Design/methodology/appr...
Chapter
In the contemporary sales literature, it is implied that sales management will be tasked with the change of the sales organisation (Marshall et al, 1999; Jones et al, 2005). Yet, few attempts have been made to model change and transformation in sales organisations. The purpose of this study is to examine the impact of sales process activity change...
Article
Full-text available
Purpose – Despite the ever-growing number of PhD students all over the world, there remain significant doubts about whether entering students in business and management disciplines fully understand the process of producing a PhD thesis, defending it and developing a coherent publication strategy. Hence, the purpose of this paper is to offer some gu...
Article
Which antecedents affect the adoption by users is still often a puzzle for policy-makers. Antecedents examined in this research include technological artefacts from the Unified Theory of Acceptance and Use of Technology (UTAUT), consumer context from UTAUT2 and psychological behaviour concepts such as citizens' channel preference and product select...
Chapter
During the last decade, consumer awareness and concern about environmental issues has graown and gained momentum. During the same period governments were criticised for not taking appropriate action on most environmental issues and many manufacturers were also denounced because they had either been reluctant to make necessary modifications to proce...
Chapter
Customer satisfaction/dissatisfaction (CS/D) is considered to be a determinant of repeat purchase behavior and brand loyalty (e.g., Oliver & Linda 1981). As such, it has been widely used in the design and management of defensive marketing strategies which seek to retain existing customers (Bloemer & Lemmick, 1992). There are many difficulties which...
Chapter
Committed retail salespeople are a key success factor in retail businesses, since commitment urges them to engage in discretionary efforts leading to customer satisfaction and retention (Zeithaml et al., 1990). Research findings indicate that there are many important predictors of organizational commitment of salespeople: these include, amongst oth...
Article
Full-text available
Although quintessential to market exchange and trade, consumer confidence evokes little interest from marketing scholars, and largely persists as an untapped dimension in consumer behavior research. Nevertheless, the dearth of confidence research provides a most useful foundation for investigating how it is both relevant and informative to the stud...
Article
This article assesses the role and likely impact of marketing on the adoption of e-government initiatives. Although the role of tactical marketing in increasing awareness and enhancing adoption has been recognised, strategies required for realising the benefits of marketing e-government services have not been forthcoming. Given that citizens' usage...
Article
Full-text available
Salesperson characteristics as well as managerial approaches have been found to play an important role in the development of positive attitudes by salespersons towards an organisation. This study integrates these two research areas to investigate the personal and contextual antecedents of affective organisational commitment of retail salespeople. F...
Conference Paper
Prompted by literature findings suggesting that error attributed to measures used in generating retrospective change reports are excessive, this paper explores error caused by methods that individuals use for calculating change retrospectively. According to Dowling (2001) simple, common-sense ideas of how to measure change in marketing settings can...
Article
Response style effects are a source of bias in cross-national studies, with some nationalities being more susceptible to particular response styles than others. While response styles, by their very nature, vary with the form of the stimulus involved, previous research has not investigated whether cross-national differences in response styles are st...
Article
Loyalty, its antecedents, and its consequences have been considered extensively. Store loyalty, in particular e-store loyalty, has not, however, received the same level of attention despite the increase in the number of organisations that sell directly over the Internet. This paper focuses on two antecedents of e-store loyalty, perceived switching...
Article
Full-text available
Sampling in the international environment needs to satisfy the same requirements as sampling in the domestic environment, but there are additional issues to consider, such as the need to balance within-country representativeness with cross-national comparability. However, most international marketing research studies fail to provide theoretical jus...
Article
Full-text available
Global companies increasingly rely on the effectiveness of business negotiations for their survival and growth. As an important business function for creating and maintaining successful relationships, international business negotiations during the last decade (1990-2000) have attracted considerable attention among researchers. Although these resear...
Article
Full-text available
This paper examines the role of tautologies and equivalence in cross-cultural sales negotiations. Tautologies are logically valid statement patterns which are completely independent of the truth values of the propositions involved, whereas equivalence is a “bi-conditional relation” in which a given object or representation is identical or denotes t...
Article
In this paper the authors argue that the internationalisation of business requires, amongst other things, a sound knowledge of the impact of cross-cultural equivalence on international sales negotiations. A literature review provides evidence that there is little or scant attention paid on the nature, role and impact of equivalence on the cross-cul...
Article
Full-text available
The growth of online shopping and companies' desire to capture a large share of the existing and future Internet market, necessitate an understanding, amongst others, of the impact of users' demographic characteristics on attitudes towards purchasing over the Internet. Such knowledge will assist managers to better understand and segment their marke...
Article
Full-text available
States that the involvement of a sales organisation in international business requires sales interactions that transcend national boundaries. Understanding the complexities of cross-cultural sales negotiations is most important and is a difficult task for sales managers. States that despite the importance and complex nature of cross-cultural negoti...
Article
While the customer satisfaction/dissatisfaction literature is extensive and continually expanding, there has been little focus on pre-purchase satisfaction of first-time buyers and its likely impact on buying behaviour. Applies a field-based approach to examine and assess the nature of pre-purchase satisfaction and investigate its impact on first-t...
Article
Sales force turnover and productivity have absorbed a great deal of thinking among researchers and practicing managers alike. The problems of high turnover and low productivity, however, still remain pervasive in contemporary sales organizations. Recently, it has been found that self-managed work teams (SMWTs), as an alternative organizational desi...
Article
This article is concerned with the determinants of salesperson behavior. In this broadly defined field, an attempt has been made to develop a conceptual framework yielding the dynamics and impact of the fulfillment approach (a proactive mechanism of uncovering and influencing the behavioral outcomes of salespeople). Specifically, this study suggest...
Article
Despite the acknowledged importance of an understanding of the determinants of and processes affecting the salesperson-customer interaction, this issue still remains an enigma. Posits that, of the two main philosophical stances available in the study of human behaviour (i.e. mediationism and behaviourism), the prevailing approaches adopted in the s...
Article
Examines business process re-engineering (BPR) from a theoretical standpoint. Elaborates on antecedent concepts to the BPR construct and highlights their usefulness in strengthening the conceptual foundation of BPR. Develops a model of BPR based on the elements of process, radical transformation and sociotechnics interaction, increasing the level o...
Article
The literature examining the behaviour of environmentally conscious consumers has focused mainly on the examination of non-product specific environmental knowledge and attitudes or environmental knowledge and attitudes in relation to single product lines. Employs the constructs of product-line-specific environmental knowledge and attitudes, that is...
Article
This paper studies the role of personal selling and the salesforce as an information source and the impact potential information gaps in a downstream business chain can have. It offers a conceptual model of information gaps in an on-licence wine business channel and suggests areas necessitating further research.
Article
Examines salespeople's attitudes towards specific sales tasks and work-related aspects; anticipated fulfilment or non-fulfilment to various organizational outcomes; and self-perceived emotional and performance-related outcomes at the workplace. Suggests that there is a relationship between anticipated (non)-fulfilment and perceived levels of job (d...
Article
This study adapts a radical behaviourist ‐perspective in the study of the sales manager‐salesperson interaction, and analyses the impact of a behaviour modification programme on both the effort and performance behaviours of salespeople. To this end, a field experiment was conducted with the co‐operation of an industrial sales organization. Subjects...
Article
Field sales people have an unusual position in organisations in that they must be highly self-motivated and self-reliant, are largely unsupervised, but are often the major conduit for income into a firm. This article explores some theories of motivation in terms of sales staff, some sales and non-sales activities of salespeople, learning, job satis...
Article
The second of a two-part study, this article focuses on motivational theories and how they relate to the specific concerns of sales management. The categories of theory considered are: need, value and reinforcement; and then three further approaches are covered: attribution theory, goal-setting theory and the dynamics of action. It is concluded tha...

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