ICBI 2021
Permanent URI for this collectionhttp://repository.kln.ac.lk/handle/123456789/24117
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Item Impact of Sales Force Automation on Product Optimization through SelfEfficacy and Techno-stress of Sales Employees in the Pharmaceutical Industry(Faculty of Commerce and Management Studies, University of Kelaniya, 2021) Perera, K.C.; Samarasinghe, G.D.; Abeysekera, R.The aims of this review is to assess the impact of Sales force automation on product optimization through self-efficacy of sales employees in the pharmaceutical industry and explore mediating effect of technostress on the main relationship. In order to achieve the aims, a systematic review of literature was undertaken. Both theoretical and empirical literature was extracted from key data bases up to 2021 and systematically content-analyzed exploring the key words of relevance to the present aims. The key findings of the review emphasized the relevance of the Technology Acceptance Model (TAM) for explaining sales force automation, Social Cognitive Theory for sales efficacy and Transactional Theory for technostress in an increasingly automated context including sales force Management. The empirical literature review emphasized that technology adoption is a significant aspect of sales performance. Sales force automation was also inferred as a significant factor of technology adoption to improve the sales performance. Further it was emphasized that technostress as a potential mediator negatively affects the link between sales force automation and product optimization whilst the self-efficacy as a potential moderator positively affects the link between sales force automation and product optimization. Furthermore, in the pharmaceutical industry point of view, the product optimization can be explained in two different dimensions such as product development and marketing perspective. As per the review, it is possible to represent these relationships in an integrated conceptual framework and empirically validate impact of sales force automation on product optimization through self-efficacy and techno stress of sales employees in the pharmaceutical industry.Item Impact of Sales Promotions Tools on Consumer Buying Intention for Personal Care Products: Empirical Evidence from Western Province, Sri Lanka(Faculty of Commerce and Management Studies, University of Kelaniya, 2021) Munasinghe, N.R.; Abeysekera, R.The personal care products market has been rapidly increasing and fierce rivalry can be seen among businesses firms and their products. Sales promotions are important elements in the marketing strategy to promote and thrive in the market, ultimately which impact on the customer buying intention. Hence, the study aims to investigate the impact of sales promotion tools on customer buying intention for personal care products. The study used the quantitative research method. Data were collected from hundred and fiftythree (153) respondents in the western province of Sri Lanka through an online questionnaire survey. Data were analyzed using the SPSS Statistics software package. Four types of promotion tools including Price Discounts, Buy-One-Get-One-Free, Coupons, and Free Samples which were identified through the literature survey have positive impacts on consumer buying intention for personal care products. Price Discount was the most significant sales promotion tool which influence the consumers buying intention for personal care products. The findings are extremely useful for personal care product companies, particularly for determining the most successful sales promotion tool which increases the consumer buying intention since the businesses should select the most effective way for sales promotion to stimulate higher sales performance. Future studies might focus on evaluating buying intention by considering the broader range of sales promotion tools, and for different industries and different regions.Item Evaluating Financial Literacy among Undergraduates: Empirical Evidence from the University of Kelaniya(Faculty of Commerce and Management Studies, University of Kelaniya, 2021) Samarasekara, M.A.G.I.; Abeysekera, M.A.G.I.,; Abeysekera, R.In Sri Lanka, there is a considerable disparity between print literacy and financial literacy. Furthermore, Sri Lankan research has not paid enough attention to measuring financial literacy among university students. This research, therefore, fills the gap in financial literacy studies. This study aims to examine the degree of financial literacy among University of Kelaniya undergraduates. The research looks at how demographic factors including age, faculty, year of study, gender, and income level impact undergraduates' financial literacy levels and if there is a correlation between financial literacy and demographic factors. To accomplish the aim of this research, the researcher gathered information from 400 university students in different faculties and years. In this study, the primary technique of data collection is through questionnaires. For data analysis, descriptive statistics, independent sample T-test, ANOVA test, and Probit regression were utilized, with SPSS as the statistical software. The overall mean percentage of correct answers in the survey is 60.29 per cent, indicating that University of Kelaniya students have a moderate level of financial literacy. The hypothesis test demonstrated that three factors, namely gender, faculty, and income level, significantly impacted financial literacy. This study helps further research the university student population by providing a reference point for potential researchers. Furthermore, the findings of this study will motivate key stakeholders to improve students' financial literacy