Browsing by Author "Alkibay, Sanem"

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    Ecovillages as A Destination and A Study of Consumer Approaches to Ecovillages
    (2015) Adalilar, Sefik Naci; Alkibay, Sanem; Eser, Zeliha
    Ecovillages are models of sustainable settlements in cultural, ecological and economic context. There are several scientific studies related to ecovillages in other countries; however, there are no such studies in Turkey. This study is aimed to examine the consumer perceptions, attitudes and preferences regarding ecovillages. Based on 420 surveys with domestic and foreign consumers in Turkey, the findings revealed that, ecovillages are generally preferred by people who are between the 35-54 years old, and have high level education and income. "Being a sustainable life style" and "Having an authentic experience in a rural area" are identified as the most important factors that influence consumers' demand for ecovillages. Findings also manifested that transportation to the ecovillage accommodation, supporting services and attractions are the important factors for consumer pereferences. (C) 2015 The Authors. Published by Elsevier B.V.
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    The Mediating Effects of Adaptive Selling and Commitment on The Relationship Between Management Control and Sales Performance
    (2017) Altintas, Fusun; Kurtulmusoglu, Feride Bahar; Altintas, Murat Hakan; Kaufmann, Hans-Rudiger; Alkibay, Sanem
    Purpose - The purpose of this paper is to present a comprehensive model of the relationship between control and sales performance contingent upon the commitment and adaptive selling variables. Specifically, the study tests the mediator effects of adaptive selling and organizational commitment on the effect of managerial control systems on self-assessed performance of the salespeople working in the field of industrial marketing. Design/methodology/approach - In total, 472 firms active in the industrial marketing field for tangible industry products in Turkey were selected for the research. The proposed model that tested posits relationships among management control variables and adaptive selling, organizational commitment and sales performance measures. Management controls are related to sales performance through the mediating effect of adaptive selling and organizational commitment. Management control styles (output as formal and professional as informal) were the independent variables, while changes in organizational commitment and adaptive selling were tested both as mediators and sales performance as dependent variable, consistent with the reciprocal effects model under analysis. Findings - The findings demonstrated that "control" is positively associated with "sales performance" and "commitment" and "adaptive selling" mediate this relationship. Findings indicate that control impacts sales performance through a mediating mechanism that involves adaptive selling and commitment. Taken together, results showed that adaptive selling and commitment played a critical role in sales performance. Originality/value - This research is the first to empirically analyse the model regarding the relationship between sales performance, control, adaptive selling and commitment variables.