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If any organization wants to be globally recognized leadership plays an important role. This chapter deals with the leadership failure in creating good salesperson behavior in India’s pharmaceutical industry. There are four types of salesperson’s behavior: selling orientation, customer orientation, adaptive selling, and unethical selling. Selling oriented and unethical selling behaviors negatively impact customer trust and customer value, while customer orientation and adaptive are more positive. This chapter explores how senior managers can create good organization culture and organization climate by creating positive sales behavior. This chapter will be an eye opener to many first-line managers for helping their salespersons to practice customer orientation and adaptive selling behavior.

The study aims to drive conceptual clarity around resistance to information technology projects, integrating multiple facets of the phenomenon from earlier studies.

The study conducts a meta-synthesis of qualitative studies on resistance to technology projects; it analyzes those studies at a case-specific level, compares and contrasts emergent concepts against each other, and “translates” those to the rest of the studies. The study uses the seven-step meta-ethnography method by Noblit and Hare to reciprocally translate emergent concepts to construct the conceptual model.

Through meta-synthesis, the study derives a new conceptual model for resistance to information technology projects, exemplifying how the identified antecedents create user resistance and how the phenomenon progresses within organizations.

This study enriches the observations and conclusions of past individual studies while explicating various facets of the mechanisms that generate and progress technology resistance within organizations. It offers fresh insights into the equivocal nature of the phenomenon and the distinctive ways it progresses from individual to group level.

Many ambitious and costly digital transformation efforts do not succeed due to user resistance. Understanding the mechanisms that create user resistance can help organizations manage technology projects better, thereby reducing the technology assimilation gap and protecting returns on related investments.

There have been extensive studies on technology acceptance (enablers) within organizations, while those relating to technology inhibitors are somewhat limited. However, the symmetry of understanding between enablers and inhibitors is vital for organizations to assimilate promising technologies and transform their business models. This model uses a new lens of sensemaking theory to explain how the antecedents trigger perceived threats and resistance behavior; it highlights the nuances around the development of resistance within individuals and its progression to groups. The resultant model offers better generalizability in organizational contexts.

Currently, digital technology has been proposed as a new archetype for developing an effective traceability system in the perishable food supply chain (FSC). Implementation of such a system needs significant investment and the burden lies with the members of the supply chain. The purpose of this paper is to examine the impact on the profit of the supply chain members due to the implementation of an effective traceability system with such a large investment. The study also tries to explore the impact of the implementation of such a system by coordination among the members through a cost-sharing mechanism.

A two-level supply chain that comprises a supplier and retailer is analyzed using a game-theoretic approach. The mathematical models are developed considering the scenario for an individual, centralized and both members invest using a cost-sharing mechanism. For each of the models, the impact of product selling price, information sensing price and quality improvement level on profit is analyzed through numerical analysis.

The study reveals that consumer involvement can be a strong motivation for the supply chain members to initiate investment in the traceability system. Further, from an investment perspective cost-sharing model is beneficial compared to the individual investment-bearing model. This mechanism can coordinate as well as benefit the FSC members. However, the model is less beneficial to the centralized model from profit and quality improvement levels.

Food wastage can be less from supplier and retailer perspectives. Moreover, consumers can purchase food items only after verifying their shipping conditions. Consequently the food safety scandals can be reduced remarkably.

Digital technology adoption in the perishable FSC is still considered emerging. The present study helps organizations to implement a traceability system in the perishable FSC through consumer involvement and a cost-sharing mechanism.

The purpose of this paper is to examine the role of power on supply chain performance (SCP) in the context of small and medium sized agribusiness enterprises (SMEs). Contrary to most of previous studies, which collect and analyze data from one side of a relationship dyad using a focal firm approach, a matched triad approach was employed in data collection and analysis.

Empirical data was collected from 150 agribusiness supply chain members from the maize supply chain in Uganda. Analysis was done using multi-group analysis and structural equations modeling.

Results highlight the differences in the perception of power use and how it influences SCP. The differences in perception suggest the existence of power asymmetry amongst supply chain members. This work contributes to the ongoing debate concerning the use of triad as a unit of analysis as opposed to a firm or a dyad.

This study only focused on one commodity chain in one country, which can limit the broad application of the findings.

The novelty of this work lies in fact that the authors assess perception of power amongst supply chain members in a triadic context, a perspective that has not been adequately tested in agribusiness supply chain management studies before.

The purpose of this paper is to explore operation influencing factors of mining. To collect gaps of study and to form a thematic representation of principal influencing factors and their unique influencing factors.

Articles were collected from different sources from 1974 to 2019 consisting of research articles, technical papers, expert blogs, working papers and conference papers covering various disciplines from psychology, human resource, finance and economics to mining engineering. Mining operation influencing factors were noted down. Four massively deposed mines were visited to observe the sequence of mining process. The field experts were also consulted to identify factors influencing their respected industry. Gaps were observed while comparing with the reviewed articles and opinions of field experts. Finally, senior experts were consulted to identify unique factors from the final list prepared and a framework of seven thematic categories consisting of unique factors was formulated.

A total of 197 sub-factors were collected from literature review and 2 sub-factors from Indian Mining experts during field study. These 199 sub-factors were initially categorised as 48 factors and one more factor was collected from Indian field experts. Finally, these 49 factors were thematically represented as principal factors and termed as operation, marketing and management, human resource, finance, resource and utility, corporate affairs and corporate social responsibility and environment.

This study can be very helpful in the direction of different qualitative and quantitative studies, as the factors and sub-factors groups are identified.

The paper fulfils an identified need to provide a holistic review for understanding and documenting principal factors, unique factors and sub-factors those influence mining operation, profitability or sustainability issues of mines.

This study aims to develop a trust mechanism in a Vehicular ad hoc Network (VANET) based on an optimized deep learning for selfish node detection.

The authors built a deep learning-based optimized trust mechanism that removes malicious content generated by selfish VANET nodes. This deep learning-based optimized trust framework is the combination of the Deep Belief Network-based Red Fox Optimization algorithm. A novel deep learning-based optimized model is developed to identify the type of vehicle in the non-line of sight (nLoS) condition. This authentication scheme satisfies both the security and privacy goals of the VANET environment. The message authenticity and integrity are verified using the vehicle location to determine the trust level. The location is verified via distance and time. It identifies whether the sender is in its actual location based on the time and distance.

A deep learning-based optimized Trust model is used to detect the obstacles that are present in both the line of sight and nLoS conditions to reduce the accident rate. While compared to the previous methods, the experimental results outperform better prediction results in terms of accuracy, precision, recall, computational cost and communication overhead.

The experiments are conducted using the Network Simulator Version 2 simulator and evaluated using different performance metrics including computational cost, accuracy, precision, recall and communication overhead with simple attack and opinion tampering attack. However, the proposed method provided better prediction results in terms of computational cost, accuracy, precision, recall, and communication overhead than other existing methods, such as K-nearest neighbor and Artificial Neural Network. Hence, the proposed method highly against the simple attack and opinion tampering attacks.

This paper proposed a deep learning-based optimized Trust framework for trust prediction in VANET. A deep learning-based optimized Trust model is used to evaluate both event message senders and event message integrity and accuracy.

This research aims to gain a holistic understanding of how video conferencing (VC) apps' media characteristics influence individuals' perceptions of VC apps and, ultimately, their use and continued use in professional settings.

A conceptual research model is developed by integrating constructs from media synchronicity theory (MST), social presence theory and the unified theory of acceptance and use of technology (UTAUT2) model, as well as ubiquity, technicality and perceived fees. Structural equation modeling (SEM) is used to empirically test the conceptual model using data collected from 252 working professionals from the European Union.

The results reveal that while performance expectancy (PE) and facilitating conditions (FC) are fundamental to VC app use, these factors alone do not explain the use and continuing use of VC apps in the professional context. Media characteristics that include synchronicity, social presence, and ubiquity are equally crucial to professionals using VC apps. It also confirms the moderating effect of convergence on the relationship between synchronicity and PE and the moderating effect of technicality and perceived fees on the relationship between ubiquity and FC.

For researchers, the study offers insights into the extent to which technological and socially derived characteristics of VC apps influence the routine tasks undertaken by professionals in virtual work settings. For practitioners, recommendations pivotal to the use of VC apps are presented to promote higher acceptance and improved well-being of the professional workforce.

The purpose of this case study is to explore enterprise creation and explore the entrepreneurship process, which necessitates entrepreneurial recognition and entrepreneurial orientation. The case also investigates how an entrepreneurial firm appreciates the importance of innovative practices for an organisational growth.

The case is based on primary research, secondary information, followed by testing the case several times and plugging case gaps. To authenticate information, multiple sources have been used in a time frame of over one year.

This case clearly demonstrates ability by an entrepreneur towards opportunity recognition, pro-activeness, engaging innovative skills and a capacity to undertake risks.

The findings are based on observations of one company and research carried through secondary sources, which may limit the theory creation.

The accomplishment of the firm is attributed in accepting opportunities and potentially utilising its strengths towards growth. The case reflects, how Ajay, the founder of a Start-up ‘Comfort and Shelter’, intrinsically motivated and with prior knowledge in the financial services sector, was able to translate opportunities effectively via his orientation skills. Besides this in his entrepreneurial journey, Ajay was able to scale the business by continuously orienting his start-up towards customer orientation.

It is imperative to understand social needs of individuals, hereby in this case need for affordable homes. An entrepreneur can be driven by social needs and create a profitable enterprise.

The case is original and reflects entrepreneurial journey of an individual as well as that of an enterprise.