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THE EFFECT OF 21ST CENTURY COMPETENCIES (CRITICAL THINKING-PROBLEM SOLVING, ENTREPRENEURSHIP-INNOVATION AND INFORMATION-TECHNOLOGY LITERACY SKILLS) ON SALES PERFORMANCE

Yıl 2023, , 90 - 112, 30.12.2023
https://doi.org/10.54439/gupayad.1322033

Öz

Purpose: This study aims to examine the impact of 21st-century competencies (critical thinking-problem solving, entrepreneurship-innovation, and information-technology literacy) on sales performance. The sub-goal of the study was to evaluate the research in terms of demographic variables. Material and Method: The study was conducted face-to-face with an online survey and snowball sampling method. The sample of the research consisted of 179 participants working in the field of sales. The data were analyzed with the SPSS program. Findings: A statistically significant and positive relationship was found between sales performance and entrepreneurship and innovation skills, information and technology literacy skills. No statistically significant relationship was found between critical thinking and problem-solving skills and sales performance. Within the scope of the research, the most impact on sales performance was seen in entrepreneurship and innovation skills. Result: It is important to provide necessary training to employees in the field of sales, especially in providing them with entrepreneurship and innovation skills, and information and technology literacy skills. It may be helpful for managers and human resources departments to consider the skills included in the scope of work when selecting sales person. In addition, it may be recommended that the working environment of the enterprise be designed in a way that allows employees to use 21st-century competencies.

Proje Numarası

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Kaynakça

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  • Behrman, D. N., & Perreault, W. D. (1982). Measuring the performance of industrial salespersons. Journal of Business Research, 10(3), 355–370. doi:10.1016/0148-2963(82)90039-x
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21. YÜZYIL YETKİNLİKLERİNİN (ELEŞTİREL DÜŞÜNME-PROBLEM ÇÖZME, GİRİŞİMCİLİK-İNOVASYON VE BİLGİ-TEKNOLOJİ OKURYAZARLIĞI BECERİLERİ) SATIŞ PERFORMANSINA ETKİSİ

Yıl 2023, , 90 - 112, 30.12.2023
https://doi.org/10.54439/gupayad.1322033

Öz

Amaç: Bu çalışmada, 21. yüzyıl yetkinliklerinin (eleştirel düşünme-problem çözme, girişimcilik-inovasyon ve bilgi-teknoloji okuryazarlığı) satış performansına etkisi açısından incelenmesi amaçlanmıştır. Çalışmanın alt amacı olarak araştırmanın demografik değişkenleri açısından değerlendirilmesi belirlenmiştir. Gereç ve Yöntem: Çalışma, online (çevrimiçi) anket ile yüzyüze ve kartopu örnekleme yöntemiyle gerçekleştirilmiştir. Araştırmanın örneklemi satış alanında çalışmakta olan 179 katılımcıdan oluşturulmuştur. Veriler SPSS programı ile analiz edilmiştir. Bulgular: Satış performansıyla girişimcilik ve inovasyon becerileri, bilgi ve teknoloji okuryazarlığı becerileri arasında istatistiksel olarak anlamlı ve pozitif bir ilişki bulunmuştur. Eleştirel düşünme ve problem çözme becerileriyle satış performansı arasında istatistiksel olarak anlamlı ilişki bulunmamıştır. Araştırma kapsamında satış performansına en fazla etki girişimcilik ve inovasyon becerilerinde görülmüştür. Sonuç: Satış alanında çalışanlara özellikle girişimcilik ve inovasyon becerileri, bilgi ve teknoloji okuryazarlığı becerileri kazandırılması konusunda gerekli eğitimlerin verilmesi önemlidir. Yöneticilerin ve insan kaynakları çalışanlarının satış elemanı seçimlerinde çalışma kapsamına alınan becerileri de göz önünde bulundurmaları uygun işgören seçimi yapılması hususunda yardımcı olabilir. Ayrıca işletmenin çalışma ortamının çalışanların 21. yüzyıl yetkinliklerini kullanabilmesine imkan verecek şekilde tasarlanması önerilebilir.

Destekleyen Kurum

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Proje Numarası

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Teşekkür

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Kaynakça

  • Aghazadeh, S. (2019). Assessment of 21st century skills. (NIE Working Paper Series No. 14). Singapore: National Institute of Education.
  • Alpay, Y. (2017). Yalanın siyaseti (1. Baskı). İstanbul: Destek Yayınları.
  • Altunışık, R., Coşkun, R., Bayraktaroğlu, S. ve Yıldırım, E., (2010). Sosyal bilimlerde araştırma yöntemleri spss uygulamalı (6. Baskı). Sakarya: Sakarya Yayıncılık.
  • Altunışık, R., Özdemir, Ş. ve Torlak Ö., (2012). Modern pazarlama (5. Baskı). Sakarya: Değişim Yayınları Ananiadou, K., & Claro, M. (2009). 21st century skills and competences for new millennium learners in OECD countries. OECD Education Working Papers, No. 41, OECD Publishing http://dx.doi.org/10.1787/218525261154
  • Aziz, A., (2013). Sosyal bilimlerde araştırma yöntemleri ve teknikleri (7. Baskı). Ankara: Nobel.
  • Babu, R. R., Krishna, M. M., & Swathi, A. (2013). Role of creativity and innovation in entrepreneurship. Innovative Journal of Business and Management, 2(5), 112-115.
  • Beder N., (2021). Yöneticiler için yoldan çıkmanın el kitabı. Yıldız Sosyal Bilimler Enstitüsü Dergisi, 5, 2, 145–153.
  • Behrman, D. N., & Perreault, W. D. (1982). Measuring the performance of industrial salespersons. Journal of Business Research, 10(3), 355–370. doi:10.1016/0148-2963(82)90039-x
  • Binkley, M., Erstad, O., Herman, J., Raizen, S., & Ripley, M. (2012). Defining 21st century skills. In P. Griffin, B. McGaw, & E. Care (Eds.), Assessment and teaching of 21st century skills (17–66). Dordrecht, Germany: Springer.
  • Boyacı, Ş D., & Atalay, N. (2016). A scale development for 21st century skills of primary school students: a validity and reliability study. International Journal of Instruction, 9(1), 133-148. doi:10.12973/iji.2016.9111a
  • Böttcher, K. S. (2019). 21st-century skills of marketing employees in the Netherlands: Examining marketing employees’ level of 21st-century skills and how work-related factors influence them (Bachelor's thesis). University of Twente.
  • Bruce, C. S. (1999). Workplace experience of information literacy. The Seven Faces of Information Literacy, 19, 33-47, https://doi.org/10.1016/S0268-4012(98)00045-0
  • Burrus, J., Jackson, T., Xi, N., & Steinberg, J. (2013). Identifying the most important 21st century workforce competencies: An analysis of the occupational ınformation network (O* NET). ETS Research Report Series, 2013(2), i-55. https://doi.org/10.1002/j.2333-8504.2013.tb02328.x
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  • OECD. (2005). The definition and selection of key competencies executive summary. Paris: OECD (Organisation for Economic Co-operation and Development). Retrieved from http://www.oecd.org/pisa/35070367.pdf
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  • Orero-Blat, M., Jordán, H. D. J., & Palacios-Marqués, D. (2022). A literature review of causal relationships in 21st century skills and digital leadership. International Journal of Services Operations and Informatics, 12(1), 1-12. https://doi.org/10.1504/IJSOI.2022.123567
  • Öner, A. L. (2009). Satışın yeni kuralları (2nd ed.). İstanbul: Matsis Matbaa Hizmetleri A.Ş.
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  • Özdamar, K., (2017). Ölçek ve test geliştirme yapısal eşitlik modellemesi (2. Baskı). Eskişehir: Nisan Kitabevi.
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  • Partnership for 21st Century Skills. (2009). Framework definitions. Retrieved from http://www.p21.org/documents/P21_Framework_Definitions.pdf
  • Peesker, K. M., Kerr, P. D., Bolander, W., Ryals, L. J., Lister, J. A., & Dover, H. F. (2022). Hiring for sales success: The emerging importance of salesperson analytical skills. Journal of Business Research, 144, 17-30. https://doi.org/10.1016/j.jbusres.2022.01.070
  • Perreault, W. D., Cannon, J. P., & McCarthy E. J. (2013). Pazarlamanın temelleri bir pazarlama stratejisi planlama yaklaşımı (13. Baskı) (Çev ed.: A. G. Önce). Ankara: Nobel Akademik Yayıncılık.
  • Pink, D. H. (2013). Satışın yeni kuralları (İ. Büyükdevrim Özçelik, Çev.). Mediacat. (Original work published 2012).
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  • Rank, J., Pace, V. L., & Frese, M. (2004). Three avenues for future research on creativity, innovation, and initiative. Applied psychology, 53(4), 518-528.
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  • Rios, J. A., Ling, G., Pugh, R., Becker, D., & Bacall, A. (2020). Identifying critical 21st-century skills for workplace success: A content analysis of job advertisements. Educational Researcher, 49(2), 80–89. https://doi.org/10.3102/0013189X19890600
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  • Schendzielarz, D., Alavi, S., & Guba, J. H. (2022). The impact of salespeople’s social media adoption on customer acquisition performance–a contextual perspective. Journal of Personal Selling & Sales Management, 1-19. https://doi.org/10.1080/08853134.2022.2033624
  • Somerville, M. M., & Howard, Z. (2008). Systems thinking: An approach for advancing workplace information literacy. The Australian Library Journal, 57, 3, 257-273.
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  • Vukmirović, V., Domazet, I., & Pavlović, D. (2021). Development of 21st century skills as a response to youth unemployment. In: International Scientific Conference Strategic Management and Decision Support Systems in Strategic Management. Faculty of Economics, Subotica, pp. 80-87. ISBN 978-86-7233-396-1
  • Wagner, T. (2014). Global achievement gap: Why even our best schools don't teach the new survival skills our children need--and what we can do about it (3. Ed.). New York: Basic Books
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  • WEF, World Economic Forum (2020b). Jobs of tomorrow: Mapping opportunity in the new economy report 2020. Cologny/Geneva, Switzerland. Retrieved from https://www3.weforum.org/docs/WEF_Jobs_of_Tomorrow_2020.pdf
  • Yelamanchili, R. K. (2019). Impact of supportive leadership on perceived sales team cohesion: mediation of critical thinking and moderation of empowerment. International Journal of Business Excellence, 18(4), 508-526.
  • Yerdekalmazer, M. (2021). Akıllı Ol Beyaz Yakanın 50 Tonu. Flu Tv, Erişim adresi: https://www.youtube.com/watch?v=oJwETeC6Vuw&ab_channel=FluTV
  • Yükselen, C., (2010). Satış yönetimi. Ankara: Detay Yayıcılık.
  • Zhang, X., Majid, S., & Foo, S. (2014). Exploring workplace experiences of information literacy through environmental scanning process. In Library and information science research in Asia-Oceania: theory and practice, 124-140. IGI Global. https://doi.org/10.4018/978-1-4666-5158-6.ch008
  • Zhou, J. (2022). Contribution of social media use and cultural intelligence of salesperson to customer qualification skills, adaptive selling behaviors and sales performance: The case of export salespersons in China (Doctoral dissertation). National Institute of Development Administration.
Toplam 90 adet kaynakça vardır.

Ayrıntılar

Birincil Dil Türkçe
Konular Pazarlama Yönetimi, Satış Yönetimi
Bölüm Araştırma Makaleleri
Yazarlar

Onur Kafadar 0000-0002-9333-2885

Serdar Suna 0000-0002-5949-176X

Proje Numarası -
Erken Görünüm Tarihi 10 Ekim 2023
Yayımlanma Tarihi 30 Aralık 2023
Gönderilme Tarihi 3 Temmuz 2023
Yayımlandığı Sayı Yıl 2023

Kaynak Göster

APA Kafadar, O., & Suna, S. (2023). 21. YÜZYIL YETKİNLİKLERİNİN (ELEŞTİREL DÜŞÜNME-PROBLEM ÇÖZME, GİRİŞİMCİLİK-İNOVASYON VE BİLGİ-TEKNOLOJİ OKURYAZARLIĞI BECERİLERİ) SATIŞ PERFORMANSINA ETKİSİ. Güncel Pazarlama Yaklaşımları Ve Araştırmaları Dergisi, 4(2), 90-112. https://doi.org/10.54439/gupayad.1322033

Dizinler (Indexing)

31143 21387  3122531320257993114421388  21386  24076 28325 28331 28684