International Conference on Business and Information (ICBI)
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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 literacyItem Exploring Strategies to Establish an Effective Organizational Culture to Enhance Corporate Performance: A Proposed Business Model(Faculty of Commerce and Management Studies University of Kelaniya, Sri Lanka, 2020) Pathiranage, Y. L.; Jayatilake, L.V. K.; Abeysekera, R.Maintaining an effective organizational culture within the corporate group is indeed a must to enhance organizational performance and shareholder return. A qualitative study is proposed to explore the prominent strategies that one corporate group deploys to establish an effective organizational culture to enhance performance. Denison's organizational culture model served as the theoretical underpinning for the study. The research problem of the study is, “What strategies do senior managers deploy to establish an effective organizational culture to enhance performance?”. The research problem is addressed through four research questions. The literature review of this study synthesizes the renowned literature pertaining to the role of organizational culture on business performance in a perspective of the corporate group. The literature review comprises various published sources on organizational culture, such as journals, periodicals, seminal books, and other published materials. An exploratory single-case study design is used for the study. A purposive sample of 20 senior managers from a leading corporate group in Sri Lanka participated in semi structured face-to-face interviews. The corporate group selected for the study has 47 companies which belong to six main sectors, as it is one of the largest corporate groups in Sri Lanka. The chosen participants conform the criteria of a minimum of 05 years of experience with strategies in establishing an effective organizational culture in the corporate group. The findings of this study would be useful to business managers in the corporate sector who face challenges in enhancing performance of their organizations. Moreover, this study would reveal a new model for business managers to enhance corporate performance by establishing an effective organizational culture.Item Exploring the Financial Literacy Programmes Delivered by the Sri Lankan Micro Finance Institutions: A Case Study Approach(International Conference on Business and Information (ICBI – 2019), [Accounting, Finance and Economics], Faculty of Commerce and Management Studies, University of Kelaniya Sri Lanka, 2019) Premarathne, W.G.I.D.; Abeysekera, R.Global Financial Literacy Survey done by the Standard & Poor’s Ratings Services reveal that in 2014 only 35% of adults are financially literate in Sri Lanka. There is a dearth of researches covering this critical area using a qualitative approach. Thus, the purpose of this paper is to focus on the critical, yet an under-researched dimension of MF, the intercession of MFIs in delivering FL to the MF clientele focusing on the profiles such as delivering channels, importance, constraints, and strategies to address. Multiple case study method was used as the research method. The data were gathered from a purposive sample using in-depth interviews. The findings show that several channels of delivering FL; social mobilization programmes, seminars, training programmes, community committees, and credit societies, and the importance of delivering FL are; enhancement of human capital, the sustainability of industry and firm, upgrade new venture survival, client protection, and social and economic empowerment and development. Further, the barriers to delivering FL; budget, industry competition, inactive participation, clients’ attitudes, inactive regulatory bodies’ contribution, and external barriers were investigated with the strategies adopted in addressing barriers; community awareness, motivational strategies, regulatory framework and cost addressing strategies. Findings of this study have implications for policymakers in paying attention to make a financially literate clientele in the MF discipline.Item FACTORS INFLUENCING THE DEMAND OF BEAUTY SOAP AMONG FEMALE CONSUMERS IN THE GREATER COLOMBO REGION(2010) Wijesundera, G.; Abeysekera, R.The usage of beauty soap among Sri Lankan consumers had been declining since 2003 to 2009, while globally accepted & fully localized brands were recording a negative growth in terms of the usage. Purpose of this study is to explore how the marketing mix & demographical factors influence the brand preference & purchasing behavior of beauty soap among the female consumers in the greater Colombo region. Sample consisted of 91 female consumers in greater Colombo region. Data were gathered by administrating questionnaires. The independent variables are 4Ps, Age, Income Level, Education, Marital status, Occupation, skin type, social factors, substitute products & dependent variable is the brand preference. Analysis was done using the Chi-square method at the significant level of 0.05. The results indicated that there were statistical relationships between price, product, education, occupation and band preference and there was no statistical relationship between place, promotion, age, income level, marital status, skin type, social factors, and substitute product with the brand preference. Thus the price, product, education & occupation are only having a statistical relationship with the brand preference of female consumers in the greater Colombo region.