All Outputs (11)

Sustainable sales (2023)
Journal Article
Mackenzie, C. (2023). Sustainable sales. International Journal of Sales Transformation, 9(1), 40-43

In a world where sustainability is the new buzzword, is “sustainable sales” just greenwashing or can it genuinely support the creation of a company’s unique selling proposition?

Academic concepts sometimes languish through lack of action as they c... Read More about Sustainable sales.

TPACK Towards ICT Integration: Does Creativity Have Moderating Effect? (2022)
Journal Article
Khreshna, B., Mintasih, I., Mackenzie, C., & Santika, V. (2022). TPACK Towards ICT Integration: Does Creativity Have Moderating Effect?. International Journal of Pedagogy and Teacher Education, 6(2), https://doi.org/10.20961/ijpte.v6i2.66748

The purpose of this study was to examine an effect of technological pedagogical and content knowledge (TPACK) on information and communication technology (ICT) integration in Indonesia with moderated by creativity. The data for this study was taken f... Read More about TPACK Towards ICT Integration: Does Creativity Have Moderating Effect?.

Supporting sales professionals in continuous professional development: a framework for training, mentoring and coaching (2022)
Journal Article
Mackenzie, C., & Bauer, A. C. (2022). Supporting sales professionals in continuous professional development: a framework for training, mentoring and coaching. Wirtschaft und Management, 32, 67-85

This conceptual paper has the aim of providing a tool suitable for supporting the continuous professional development of sales management and staff.

Previous research highlighted a lack of poor ongoing training and opportunities for continuous... Read More about Supporting sales professionals in continuous professional development: a framework for training, mentoring and coaching.

Sales Insights: wise words for beginners in Business-to-Business sales (2022)
Book
Mackenzie, C., & Bauer, A. (2022). Sales Insights: wise words for beginners in Business-to-Business sales. Jakarta, Indonesia: Seameo Seamolec

This is book for those who are studying or beginning a career in sales. It is not a 'line-by-line' sales process but provides small bite sizes pieces of thinking. This book was written by 'seasoned business people' now following teaching careers and... Read More about Sales Insights: wise words for beginners in Business-to-Business sales.

Learning Through Competition (2022)
Journal Article
Mackenzie, C., Bauer, A. C., & Reiterer, J. (2022). Learning Through Competition. International Journal of Sales Transformation, 8(1), 11-12

The USA has been foremost in developing and promoting sales competitions for university graduates. However, this dominance is quietly being challenged by the Europeans and universities across South East Asia.
There are different factors at play acr... Read More about Learning Through Competition.

The new normal: The role of B2B Sales in Supply chain and logistics strategy (2021)
Presentation / Conference Contribution
Mackenzie, C. (2021, December). The new normal: The role of B2B Sales in Supply chain and logistics strategy. Presented at ISAC, Online

The Role of B2B Sales in Supply chain and Logistics strategy- A talk given at the opening of the Indonesian Sales competition.
This talk illustrated the importance position of 'sales strategy', its key components and discussed two pieces of resear... Read More about The new normal: The role of B2B Sales in Supply chain and logistics strategy.

Emerging from the Pandemic (2021)
Journal Article
Mackenzie, C. (2021). Emerging from the Pandemic. International Journal of Sales Transformation, 2-25

What do companies and organisations need to think about relevant to sales and the changing landscape in the 'new normal'. A view from academics and practitioners

Sales is not just about action but interaction (2021)
Presentation / Conference Contribution
Mackenzie, C. (2021, October). Sales is not just about action but interaction. Presented at Turku University of Applied Science, Online

An explanation about how sales is not simply about talking but about the process of interacting.

A new paradigm for CPD in Sales (2021)
Journal Article
Mackenzie, C., & Bauer, A. C. (2021). A new paradigm for CPD in Sales. International Journal of Sales Transformation, 7(4), 10-13

This concept paper discusses the benefits of a continuous Training, Mentoring and Coaching cycle for sales managers and sales executives. It explains the different stages of the cycle and gives suggestions on what each cycle could contain. It is a me... Read More about A new paradigm for CPD in Sales.

Introducing the Psychological contract into Sales Education (2021)
Journal Article
Mackenzie, C. (2021). Introducing the Psychological contract into Sales Education. International Journal of Sales Transformation, 7.3, 16-18

This is a discussion document about introducing students of sales education the benefits of the psychological contract. It explains the different types of business contracts and discusses how an appreciation of the subtleties of personal inter-commu... Read More about Introducing the Psychological contract into Sales Education.

An exploration into employee perceptions of the dyadic relationship with their leader within a retail SME in Edinburgh (2012)
Thesis
Mackenzie, C. An exploration into employee perceptions of the dyadic relationship with their leader within a retail SME in Edinburgh. (Thesis). Edinburgh Napier University. Retrieved from http://researchrepository.napier.ac.uk/id/eprint/5422

Probably the most important and strategic resource of SMEs is their employees” (Analoui & Karami, 2003b:204). A critical review of the literature on leadership in Small to Medium Enterprises (SMEs) suggests the relationship between the individual emp... Read More about An exploration into employee perceptions of the dyadic relationship with their leader within a retail SME in Edinburgh.