PhD

Permanent URI for this collectionhttps://repository.cuilahore.edu.pk/handle/123456789/47

This collection archives the complete set of theses produced by students of the COMSATS University Islamabad, Lahore Campus.

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Antecedents and Consequences of Sales Force Intrinsic Motivation: An Integrated Model
(Library Information Services COMSATS University Islamaabad Lahore Campus, 2015) Basharat Naeem; SP09-PMS-001; LHR TP 5291; Dr. Mahmood Ahmad Bodla
How can sales force be motivated for superior sales productivity? This question has consistently been asked by sales management since long. While sales quota based compensation are frequently used to improve performance, critics highlight potential dark side of such schemes resulting into extrinsic motivation of poor quality as it would not be sustainable and bring counter-productive work behaviors. Numerous practicing managers and academics recite now-familiar motivational mantra that motivation comes from the self, not from desire for money. Although intrinsic motivation has long been theorized as strong predictor of performance particularly for the jobs requiring creativity, yet empirical evidence does not seem to converge. Moreover, knowledge is strikingly limited of how informal controls intrinsically motivate sales force to perform their job in creative fashion to be star performers. It provides strong stimulus to address the research question of how sales force intrinsic motivation is influenced by largely ignored informal sales force controls (antecedents) such as optimistic sub cultural control (workgroup level context) and spirit at work based control (job level context) which, in turn, drive sales performance directly and indirectly by sales force creativity (consequences). Moreover, it is advocated that if indeed different selling situations exist, then there will be high likelihood that each type of sales force, for example trade (Fast Moving Consumer Goods; hereinafter FMCG) and missionary (Pharmaceutical) sales force of this study, may respond differently to contextual factors, such as informal sales force controls of this study, resulting into differential influence on motivation, behavior and performance. Surprisingly, knowledge regarding the effect of the type of sales force selling situations for critical sales force outcomes is limited at best. This issue provided thrust for this study to address important research question of whether or not effectiveness of newly introduced informal sales force controls is contingent upon selling situations of trade (FMCG) and missionary (Pharmaceutical) sales force. An integrated conceptual model is proposed by uniquely merging complementary insights from conceptual logic of informal controls, componential theory of creativity and self-determination theory. Mixed method sequential explanatory research design is used to empirically test the proposed model by employing structural equation model. In focal quantitative phase, data is collected by structured survey questionnaire from 1065 frontline field sales force, both sales persons and sales managers, of 60 sales organizations of FMCG and Pharmaceutical industries in Pakistan. In follow-up qualitative phase, eleven semi-structured interviews of the survey respondents are used to interpret and corroborate key quantitative findings. Findings indicate that intrinsic motivation does not automatically translate into improved sales performance. Actually, sales force intrinsic motivation first stimulates their creative performance of selling job which, in turn, improves their sales performance. Analysis clarifies the role of intrinsic motivation that it is contextually influenced attitudinal state cultivated by both informal sales force controls. Spirit at work based control has important role in nurturing sales force creativity, which consequently improves their sales performance, over and above that is mediated by intrinsic motivation. Whereas optimistic sub cultural control stimulates sales force creativity, by cultivating intrinsic motivation, which results into their improved sales performance. Interestingly, these relationships do not differ significantly across selling situations of trade and missionary sales force disconfirming the assumption of heterogeneity of such selling situations. This thesis provides potential aid to theoreticians and practitioners to appreciate and understand complex mechanism of effectively designing informal sales force control levers by highlighting the importance of intermediary markers of sales force intrinsic motivation and creativity for developing high performing sales force operative in highly competitive FMCG and Pharmaceutical industries, characterized by cut-throat competition, challenging sales quotas and escalating customer demands, in the context of developing country of Pakistan. From practical stand point, this thesis enriches sales management understanding that trade and missionary selling situations are not sufficiently diverse to cause differential perceptions of informal sales force controls.
Corporate Governance, Financial Constraints and Dividend Policy: Evidence from Pakistan
(Library Information Services, COMSATS University Islamabad, Lahore Campus, 2018) Muhammad Azeem; FA11-PMS-002; Dr. Talat Afza; LHR TP 5327
Information asymmetry between insiders and outsiders creates various issues for a firm, such as the agency problem where managers pursue their own interests even at the cost of the wellbeing of the firm’s shareholders and probable external financial constraints where external investors discount risk by causing a surge in the cost of financing. Normally, a firm manages the issues of the agency problem and external financing constraints by omitting or initiating dividend payments. In most existing studies, scholars have focused on the direct relationship between corporate governance and dividend policies and, thus far, they have produced inconclusive and contradictory results. Most probably, these studies have not considered the role of financial constraints in dividend payment decisions. Moreover, the substantial emergence of corporate scams, along with weak regulatory environments coupled with the underdevelopment of the financial sector of Pakistan, has encouraged the study of the aforesaid tradeoff. Therefore, this study investigated the impact of corporate governance on dividend policies in the presence of financial constraints using a sample of 139 non-financial firms listed in the KSE in Pakistan, where a weak regulatory framework generates agency problems and the underdevelopment of financial sector causes financing constraints for businesses. The results reveal that, in Pakistan, dividends are an Outcome of governance practices. As the quality of firm-level governance improves, shareholders are provided with the legal strength to ultimately force firm managersto pay dividends.Along with the agency problem, the availability of external financing is an important factor related to dividend payment decisions in Pakistan. When a company is confronted with the agency problem and financial constraints simultaneously, managers try to avoid costly external financing rather than reducing agency problem. The corporate regulatory machinery of Pakistan completely inherits the characteristics of low efficiency, and as a result, the issue of unsymmetrical firm-level governance practices has emerged. Eventually, the influence of financial constraints on dividend policies also varies across different corporate governance regimes.
Linking Personal Demands and Personal Resources with Job Performance: Mediating Role of Basic Need Satisfaction and Work Engagement and Burnout
(Library Information Services COMSATS University Islamaabad Lahore Campus, 2019) Muhammad Waqas; FA12-PMS-005; Dr. Zafar-Uz-Zaman Anjum; LHR TP 5938
Purpose- This study aims to examine the function of personal demands and personal resources on job performance through the mediating effects of basic need satisfaction (BNS), work engagement, and burnout by integrating the self determination theory. This study postulates that personal demands and personal resources impact work engagement and burnout through basic need satisfaction (BNS) which further help to impact employee performance. Design/methodology/approach – By using judgmental sampling data was collected from sales employees and their supervisors of 8 insurance companies operating in Pakistan. These companies are listed on the security and exchange commission of Pakistan (SECP). Structural equation modeling technique was used to test the model of this study. Investigator used the phantom modeling technique to test the mediating effects. Findings – This study explains the indirect effects in two steps in order to handle the issues of parsimony. In the first step study reveals that personal demands and personal resources have an indirect effect on work engagement and burnout. Personal demands-resources have positive effect on the work engagement through basic need satisfaction but negative on the burnout through basic need satisfaction. In the second step serial mediation analysis suggests that BNS, and work engagement fully mediated the relationship of personal demands- resources and employees in-role performance. However, no mediation exists between personal demands-resources and employees’ in-role performance via BNS and burnout. Originality/value – This research is unique in a way that it has explored the effect of personal demands and personal resources on employees’ work engagement and burnout through BNS. Moreover, this research has found the serial mediation between personal demands-resources and employees’ in-role performance through BNS and work engagement and burnout.
Mediating Role of Workplace Spirituality and Protean Career in Modeling the Employee Career Success through Spiritual Leadership
(Library Information Services COMSATS University Islamaabad Lahore Campus, 2017) Huma Ali; SP11-PMS-001; Dr. Mahmood Ahmad Bodla; LHR TP 5292
Career success, though a subjective construct, has always been the most cherished goal of all employees. The present study focuses on the role of spiritual leadership in attaining the career success while workplace spirituality and protean career acts as catalyst to enhance the underlying psychological processes. Subjective evaluation of career success may include life, career and job satisfaction which can be enhanced through spiritual leadership. Workplace spirituality is the very essence for prevalence of spiritual leaders which can boost up the morale of employees and help meet their personal as well as organizational objectives by nourishing different streams of their careers. A protean career employee generally focuses on personal development of his skills and competencies at his own in order to attain career success instead of being dependent on organizational career arrangements. However, enabling work environment in the presence of work place spirituality and spiritual leaders will augment this process. There exists significant literature how workplace spirituality affects the performance of employees in the organization, but this study is a prime effort to investigate how workplace spirituality and protean career can be used to explain the relationship between spiritual leadership and subjective career success of employees. Current stream of research that calls for pragmatism philosophy, which is being used in present research, dwells the need for testing framework through qualitative as well as quantitative perspectives which is known as mix-method research design. This design helps to overcome the weaknesses/shortcomings of quantitative and qualitative studies. Using structured questionnaire and interview guide, data were collected from x faculty members of universities, doctors of hospitals and officer grade employees of banking industry from five major cities of Punjab, Pakistan. Service sector industries have been chosen because of its major contribution to the national GDP (more than 60%). Respondents were selected through convenience sampling and sample size was 1920. Different statistical tools such as correlation analysis, confirmatory factor analy sis, structural equation modeling and hierarchical regression analysis have been applied for analyzing the data which provided significant support for the hypothesized relation ships. Results showed that spiritual leadership positively impact subjective career suc cess of employees. Similarly, workplace spirituality and protean career act as the cata lysts between spiritual leadership and subjective career success of employees. This study open new horizons for future research. The study in hand will provide guidelines and applications for researchers as well as practitioners.
The Relationship Between Corporate Governance and Firm Value: Role of Discretionary Earnings Management
(Library Information Services COMSATS University Islamaabad Lahore Campus, 2015) Sajid Nazir; FA10-PMS-001; Dr. Talat Afza; LHR TP 5287
Corporate governance practices help in enhancing firm value by effectively monitoring the managerial decisions as well as reducing the level of information asymmetry and agency problem between empowered managers and dispersed minority shareholders. The present study investigates the relationship between corporate governance and firm value for the developing economy of Pakistan. The study has also taken into consideration the moderating role of discretionary earnings management in corporate governance-firm value relationship, which is considered to be a relatively ignored research issue in corporate finance literature. In addition to focusing on individual mechanisms of corporate governance (i.e. audit, board, compensation, ownership), the present study has also constructed a composite corporate governance index to investigate the role of effective corporate governance in mitigating earnings management and enhancing firm value. The data of 208 firms listed at Karachi Stock Exchange for a time period of 2004 2011 has been used for analysis and accounting, market and economic measures of performance have been used as firm value. The study finds that corporate governance plays a vital role in enhancing firm value in long as well as short run. Constitution of internal audit committees as an effective internal audit system is essential for the enriched progress of a firm. The monetary incentives and compensation paid to the top executives motivates them to work in the best interests of the company which increases not only short term accounting value of firm but also long term market and economic value. The findings reveal that discretionary earnings management practices by corporate managers damage the firm value in long term and it could be mitigated by effective corporate governance mechanisms. Moreover, this value damaging role of discretionary earnings management negatively moderates between effective corporate governance and firm value. Firms with earnings manipulation weakens the impact of effectiveness of governance system and leads to lower firm value. Finally, the study suggests some practical implications based upon the findings for investors, policy makers and manager.
The Relationship between Leadership Styles and Employee Turnover Intention: A Review Paper
(Library Information Services COMSATS University Islamabad Lahore Campus, 2020) Namra Aslam (SP19-RBA-003); Ms. Aniqa Rehman; LHR TP 7207
The tendency of workers leaving the firm and hiring fresh employees has become a worldwide problem in various organizations. Given the rate of conversions and work turnover, the high turnover intention rate is measured as a significant drawback to any business. The loss of associated workers can have a negative influence on a company's competitive benefit, reduce the motivation of different employees, and reduce productivity and job quality. Several factors play a role in choosing to quit a job. They comprise managing, hierarchal structure, an worker’s personality, and competencies, alternative job opportunity, self-assessment of organizational decision regarding the job, salary, job satisfaction, work experience, job expectations, job resilience, job advancement, pay benefit, and common support of the executive and organizational policies. These vital elements can lead to attitudes that affect one's job satisfaction assessment so they stay in the organization. Thus, this project tries to analyze probable elements which provide a substantial result on the employee turnover intention in an association. Establish a literature review, most of the researches had presented a negative association between leadership styles and employees’ turnover intention in numerous departments of businesses. The aim of this investigation is to explore the significance of transformational and transactional leadership styles on employee turnover intention.