Mohammad Khalid Azam

• Doctor of Business Administration
• Professor at Aligarh Muslim University

Customers tend to form strong bonds with the brands and attach firmly to them, which may eventually impact purchasing intentions and enhance customer loyalty. This study intends to investigate the intellectual structure and existing performance trends of the extant literature on brand attachment. We accomplish this goal by employing a bibliometric...

Chatbots are now widely used in the hospitality industry because they offer round-the-clock support, engage clients in human-like dialogue, and lighten the workload of human agents. However, despite being a relevant technology, scholarly research on the application of chatbots in Hospitality and Tourism remains scant and dispersed. The present revi...

Purpose This study aims to identify the changes in different selling situations/styles during and post-COVID scenarios. Design/methodology/approach To attain the above-mentioned objective, a qualitative study drawn upon the principles of the theories-in-use approach is conducted. The data were collected through 23 in-depth semistructured interview...

Anthropomorphism refers to the process in which humans imbue the traits of living beings on non-living beings. Anthropomorphism is a transdisciplinary concept of enormous relevance, and the necessity to improve business and marketing operations in an ever-changing world has further increased the significance of this phenomenon. However, our compreh...

To keep the scope of the study reasonable and relevant, this review is explicitly concerned with the Brand Anthropomorphism Literature. Despite its particularly close nature, it does not consider the Anthropomorphic Literature related to philosophy and Marketing. This paper focuses only on studies that sought to identify factors leading to the Anth...

There has been a noticeable rise in the scholarly investigation of cultural values in consumer-centric research during the last several decades. This increasing pace has resulted in a corpus of research that is currently mostly dispersed but large enough to justify unravelling and dissecting the field’s underlying patterns and conceptual framework....

Previous studies have examined consumer attitudes toward online services, while few studies have explored factors affecting the behavioural intention of online food delivery services. The purpose of this study is to explore factors that affect the adoption of online food delivery services of Indian millennials by examining the structural relationsh...

Since its inception in the field of organizational learning, ambidexterity has now evolved as a ubiquitous phenomenon, permeating all functional units of an organization. Over the last several years, the investigation of ambidexterity in personal selling and sales management has gained much scholarly attention. This paper aims to conduct a systemat...

The issue of environmental sustainability is still a cause of concern for the industries. Globally, the companies have started to adopt these practices in their operations enabling them to enhance their performance. In this paper, the authors have intended to conduct in-depth review on environmental practices and their impact on firm performance. V...

Purpose This study aims to investigate the influence of religiosity (intrinsic and extrinsic) and halal literacy on the intention of Muslim consumers to purchase halal branded food products in India. An extended version of the theory of planned behaviour (TPB) was used as a framework. Apart from religiosity and halal literacy, the influence of atti...

Extant marketing literature manifests ambidextrous behaviour of salespersons as the ability to sell both new and existing products. Previous studies have shown how ambidextrous Salesforce outperform the single-oriented Salesforce in terms of customer satisfaction, increased sales and achieving higher profits with stability. On the other side is the...

Purpose This paper aims to assess how Sharīʿah guidelines improve the working capital needs of the Indian sugar industry. Previous studies reveal that the sugar industry in India is in a state of cash deprivation for decades. Finance is not available for expansion, as well as for working capital requirements. Banks have also declined to provide wor...

The primary aim of this research was to measure the influence of religiosity on the intention of Indian Muslims to purchase halal food products. An extended version of the theory of planned behavior was used as a framework. Apart from Religiosity, the influence of subjective knowledge of halal was also tested. Data was collected from the Muslim con...

Extant sales and marketing literature manifest ambidexterity among frontline employees as the synchronous pursuit of conflicting demands in exploitation of current competencies and exploration of new opportunities. Simultaneous achievement of both service and sales targets, acquiring new customers with retaining old customers, selling of new and ex...

This papers focusses on the purpose of bringing out the working & implementation issues in CRM . The paper takes into account fundamental concerns of CRM including gathering customer information for devising marketing strategies, offering customer enhanced satisfaction through delivering customised offers & moving on to achieving long term relation...

Purpose: This study reviews the research work that has been carried out in the field of cryptocurrency (cc) and financial risk during past five years ( 2013-2018 ).This paper tracks and reviews the research work publish in leading academic journal in above mentioned journal. It then reviews from pragmatic and methodological approach. Design methodo...

Purpose: This study reviews the research work that has been carried out in the field of cryptocurrency (cc) and financial risk during past five years ( 2013- 2018 ).This paper tracks and reviews the research work publish in leading academic journal in above mentioned journal. It then reviews from pragmatic and methodological approach. Design method...

A sales force control system is an organization’s process to monitor, direct, evaluate and reward sales people. It has a lot of important consequences for sales people as well as the organization as it has an impact on sales force ethical behaviour, sales support orientation, customer orientation and sales force performance. As the importance of et...

Salesforce performance is extremely important for the organization as it has a direct impact on the effectiveness of the organization. A number of factors been found to have an impact on salesforce performance such as salesforce characteristics, sales territory design and salesforce control systems. As salesforce control system is an organization’s...

Designing a salesforce compensation plan is an important task for the firm as there are different types of compensation plans with their own advantages and disadvantages, having a diverse impact on the performance of the salesforce. Various studies in the marketing literature have investigated as to what factors determine the choice of a particular...

Research in area of entrepreneurial cognition has been attracting interest of researchers and other stakeholders for many years in recent past. The literature on entrepreneurship attitude and intention has investigated many issues focusing specifically on the factors which can influence intention to start business venture. Despite the fact there is...

Sales force is important for sales organisations in generating revenue and building image of the organisation among the customers. Organisations are making efforts to improve the productivity of of the sales force and the organisation. Ever since the study of Anderson and Oliver (1987), several studies have attempted to highlight the relationship b...

It is the salesperson who is in direct contact with the customers. The image and reputation of the company rests on the behaviour of salespeople. One wrong behaviour on the part of salespeople can cost much to the company. Therefore, it is extremely important for salespeople to exercise ethical sales behaviour. It has numerous benefits not only for...

A salesforce control system is an organization‟s process to monitor, direct, evaluate and reward salespeople (Anderson and Oliver, 1987). It has an impact on salesforce job satisfaction, job performance as well as on the results achieved by the organization. Due to its importance in affecting salespeople and organizational variables, sales organiza...

A salesforce control system is an organization " s process to monitor, direct, evaluate and reward salespeople (Anderson and Oliver, 1987). It has an impact on salesforce job satisfaction, job performance as well as on the results achieved by the organization. Due to its importance in affecting salespeople and organizational variables, sales organi...

As the selling environment is changing and companies are trying to distinguish themselves, salesforce motivation plays an important role in building reputation of the company. This study explores the antecedents of salesforce motivation by reviewing previous studies. The review of studies revealed that career stages, age, job tenure, income level,...

Salesforce motivation has been found to have important consequences for salespeople as well as sales organization. This study analyzes the consequences of salesforce motivation based on the review of studies. The review of studies showed that motivation has an impact on salesforce behavioural and outcome performance, sales territory performance, jo...

A salesforce control system has important consequences for salesperson and sales organization variables like characteristics of salespeople, salesforce performance and the overall results achieved by the organization. Sales management literature provides evidence that salesforce control system not only have direct effects but also indirect effects...

It is the salesperson who is in direct contact with the customers. The image and reputation of the company rests on the behaviour of salespeople. One wrong behaviour on the part of salespeople can cost much to the company. Therefore, it is extremely important for salespeople to exercise ethical sales behaviour. It has numerous benefits not only for...

Salesforce is important for sales organizations in generating revenue and building image of the organization among the customers. Organizations are making efforts to improve the productivity of the salesforce and the organization. Ever since the study of Anderson and Oliver (1987), several studies have attempted to highlight the relationship betwee...

Role conflict and role ambiguity has effect on important salesforce and organizational outcomes like salesforce performance and sales organization effectiveness. Therefore organizations are making efforts to reduce role conflict and role ambiguity of salespeople. Salesforce control system, which is an organization’s set of procedures for monitoring...

The sales force is an important asset for the organization as it helps in earning revenue. In order to make them effective, sales people are subjected to a particular kind of sales force control system. A sales force control system is an organization's set of procedures for monitoring, directing, evaluating and compensating its employees (Anderson...

This study is aimed at analysing the long term financial performance of domestic acquisitions in India. In India M&A activity has spurred in post 2000 period. Organisations have used widely mergers and acquisitions (M&A) as a tool for growth. The existing research work does not lead to any definitive conclusion regarding the success of M&A

A salesforce control system is an organization’s set of procedures for monitoring, directing, evaluating and compensating its employees (Anderson and Oliver, 1987). There are two kinds of salesforce control system: Behaviour based and outcome based salesforce control system. These systems have been found to have an impact on important outcomes rela...

The emergence of experience economy has resulted in drawing research attention towards the use of experiential marketing in different sectors. The concept of social media is of utmost importance for most of the business executives today. Marketers are trying to woo customers through Facebook, Twitter, Instagram, etc. This study aims at exploring th...

In recent past the relationship marketing has received great significance from both academicians as well as marketing practitioners. The marketing relationships have been observed to be more important in business-to-business environment and in such context service quality is being replaced by relationship quality (RQ) as a crucial basis of better o...

This research investigates consumer purchase intention for halal certified products in India and the motives which influence the consumption behavior of these consumers. Globally, marketers and researchers have discovered a consumer segment that is halal market, with a very high potential. The potential of global halal market, excluding Islamic fin...

Salesforce behaviour can be affected by many factors such as factors associated with the organization and salespeople themselves. Out of these factors the role played by the supervisor of salespeople is of utmost importance. The supervisor is in touch with salespeople and he is capable of influencing them to be effective or ineffective. This resear...

A sales force control system is an organization’s process to monitor, direct, evaluate and reward sales people. It has a lot of important consequences for sales people as well as the organization as it has an impact on sales force ethical behaviour, sales support orientation, customer orientation and sales force performance. As the importance of et...

The concept of shopping is one of the oldest activities that the human race has been performing with high level of regularity and involvement. Over the years, unorganized retail shoppers' orientation towards this routine activity has been changing with the inception of organized retail. The innovations brought by retailers and marketers in the prac...

Pu b l i s h ed b y : S o u th As i a n Aca d e m i c Re s ea r ch J o u rn a l s SAJMMR: S o u t h A s i a n J o u r n a l o f M a r k e t i n g & M a n a g e m e n t R e s e a r c h ABSTRACT The concept of shopping is one of the oldest activities that the human race has been performing with high level of regularity and involvement. Over the years...

Advertising is not an end in itself; it is a means to an end, or more correctly to several ends. In business, advertising is used as one of the major promotion tools to stimulate demands for the product or enhance the image of the organisation. These are its long-range objectives. However, the short-range objectives of advertising may be more narro...