<abstract xmlns="http://www.w3.org/1999/xhtml">

This study aims to develop a conceptual framework that describes efforts to improve sales force performance using a relevant theoretical approach. The novelty of this study was developed and synthesized from relevant marketing theories. It is a conceptual model construction that proposes Energizing Customer Bond (ECB) as an intervening variable to address the research gap in explaining the influence of relational capital on the performance of salespeople at consumer goods companies. This study involved salespeople at large-scale fast moving consumer goods (FMCG) companies in Indonesia. The acceptance of all of the hypotheses proposed in this study shows the importance of relational capital, ECB, and value-based selling in driving the performance of the sales force. ECB, as a proposed novelty, is also proven as a mediating variable, thus clarifying the relationship between relational capitals in improving sales force performance.
</abstract>

Universitas Muhammadiyah Purworejo, Indonesia National Research and Innovation Agency

Building an energizing customer bond model in the consumer goods industry: the evidence of sales force-retailer relations in Indonesia

<abstract xmlns="http://www.w3.org/1999/xhtml">

Despite the increasing interest in modern solutions for energy performance improvement in residential sector, a gap persists between literature development and current implementation practices on domestic heating and cooling through heat pumps technology. Homeowners are encouraged to manage their energy-related issues in a systematic manner to ensure continual improvement of energy efficiency. This paper attempts to explore the drivers and obstacles to the use of heat pumps system for domestic heating, cooling, and hot water production in the residential sector, in order to improve dwellings’ energy performance and reduce the carbon footprint. The study uses a regression model with a sample of 389 participants from Romania and shows that the availability of energy plans, voluntary association in an energy community, and mixed funding exert a positive influence, whereas bureaucracy, poor energy efficiency-related information, and fiscal incentives exert a negative influence on the intention of adopting heat pumps technology by homeowners.
</abstract>

Managing energy performance through heat pumps. Success drivers and barriers in residential sector

<abstract xmlns="http://www.w3.org/1999/xhtml">

This study aims to present an innovative conceptual model of learning, teaching, and training that appears to be applicable to the field of hybrid warfare. It is based on integrating three critical elements such as reference curriculum, teaching methodology, and online support capabilities. By using qualitative research through correlating critical analysis of relevant sources, logical scheme, and cognitive task analysis, each descriptive element is analysed in order to provide an eloquent image of the proposed conceptual model. Also, to gain real feedback on the proposed model as well as on its constitutive elements, the quantitative research using statistical data grouping is performed. The analysis and interpretation of the collected data demonstrate not only a high interest in the designed conceptual model, but also a positive impact at the level of each descriptive element on the academic staff and students from the military and civilian university environment.
</abstract>

“Ludovika” University of Public Services

An innovative conceptual model for education and training on hybrid warfare

<abstract xmlns="http://www.w3.org/1999/xhtml">

Previous studies have examined changes in software sales using the network effect theory framework based on hardware sales. This study aims to examine the effects of a software series’ length on software sales. We also investigate the moderating effects of how a platform’s life cycle influences the series’ sales. We adopted the double-jeopardy theory and brand loyalty discussions for both products and corporations. To test our hypotheses, we analysed 11,863 video game software samples in the Japanese market, addressing the following research questions: How does the length of a software series influence sales in terms of both the product and the corporate brand? How is the influence of the software series’ length on sales moderated by the stage of the platform’s lifecycle? Our findings show that a longer software series led to higher software sales for both the specific series as well as other software released simultaneously by the company. Moreover, we found that the positive relationship between the video game series’ length and sales of all the firm’s software was stronger when the platform had matured. By examining firm behaviours, such as software series releases and their effects, we confirmed that software series’ length is a core factor stimulating its sales and that of other series produced by a company. We also examined the impact of a platform’s lifecycle on video game sales. Our study contributes to the field by extending the literature on the effect of brand loyalty and the double-jeopardy theory.
</abstract>

Sales effect of a software product series’ length in Japan

<abstract xmlns="http://www.w3.org/1999/xhtml">

As many companies are transforming through digitalisation to increase efficiency and effectiveness of business processes, financial technology firms innovated the digital wallet as an omnichannel payment to facilitate the digital payments. This review aims to explore the conceptual structure of the digital wallet knowledge base in business and management literature and the determinants that influence the consumer adoption decision of a digital wallet. A bibliometric approach is used to analyse 156 Scopus-indexed documents in this study field. Author co-citation reveals four key schools of thought: digital marketing and consumer behaviour, management and business analytics, mobile commerce and technology, and information and communication technology. The temporal overlay keyword cooccurrence map shows the topical focus changes of research from mobile payment technology, business uses, and determinants of digital wallet adoption. The top cited empirical documents also show that perceived usefulness, perceived ease of use, trust or perceived ability, perceived risk, and perceived value are consumers’ key considerations in choosing digital wallets for payments. This review seeks to contribute to both scientific knowledge and the model of research practice that could provide insights into digital wallet payment. The comprehensive research framework proposes the facilitators and inhibitors which employ the status quo bias theory and presents the mediating effects of the unified theory of acceptance and use of technology constructs on behavioural intention to use a digital wallet, positive word of mouth, and user satisfaction. Four additional determinants augment the existing theories, including perceived trust, perceived security and privacy, promotion, and super app for novelty.
</abstract>

Determinants of digital wallet adoption and super app: A review and research model

<abstract xmlns="http://www.w3.org/1999/xhtml">

The study aims to investigate capital market volatility during crises, exploring the relationships between three key financial indicators: oil prices, the VIX index, and gold prices, using monthly data covering the period from January 2013 to May 2023, based on the Granger causality approach and the impulse response function testing empirically the existence of the long-run relationship using Johansen multivariate approach and the estimation of the VAR/VECM model. By analysing their interdependencies, the research sheds light on how these indicators respond to economic turbulence. The study employs robust econometric methods to investigate causal relationships and predictive patterns, providing valuable insights for investors, policymakers, and analysts navigating uncertain financial landscapes. The findings reveal nuanced dynamics, such as the momentum in oil prices, the inverse relationship between oil prices and the VIX index, and a significant Granger causality relationship running from the VIX index to oil and gold prices. Furthermore, based on the impulse response patterns, the shock in the VIX index caused a notable oil price decrease in the second quarter after the shock, followed by oscillations. Gold prices exhibit a minor initial decline after the VIX shock, with no lasting effects.
</abstract>

Capital Market Volatility During Crises: Oil Price Insights, VIX Index, and Gold Price Analysis

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Management & Marketing

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