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Today, as we hurtle towards imminent planetary destruction in the age of the Anthropocene, we believe it may be instructive to try and understand if the ancient science of spirituality can prove useful in humankind's ability to change course, even at this late hour. We argue that such a paradigm shift is critically essential for human survival and that without the inner transformation proposed by this science, it may prove impossible to build a society based on the principles of liberty, equality and fraternity. This chapter draws from foundational texts and authoritative sources across multiple religious traditions, based upon which it outlines a brief sketch of the ancient science of spirituality. We begin with an account of the differentia specifica of this science, where we delve into what kind of science this is. Since it is centrally concerned with inner transformation, we briefly outline the theory of change embedded in this science and the kind of rejuvenation it enables, which makes it possible for us to clearly perceive the key elements and the structure of reality. We then spell out the impact this has on the nature of human action, continually teasing out implications for policy and practice in our time. We provide a few concrete illustrations of the same. Inter alia, we also show how many of these insights can be found even within modern scientific and philosophical traditions, thereby indicating possibilities of convergence and synthesis between ancient and modern science, following thereby the guidance of genuine spirituality.

The purpose of this paper is to understand the factors that affect the performance of projects being implemented on the public-private partnership (PPP) framework, with specific reference to urban drinking water sector in India.

A listing of factors that have a bearing on project performance have been developed based on a review of the literature. Through a survey, seven factors that are relevant to the Indian context were determined. Interviews were then conducted across a cross-section of government agencies, financial institutions, development agencies, private sector entities and consultants to understand the relative importance of these attributes. The analytical hierarchy process was used to develop relative weights of these factors.

Ranking and relative weights of the factors in descending order are stakeholder consent and support for water PPP projects (22.1 percent), appropriate project structure (17.4 percent), availability of realistic baseline information (16.2 percent), reasonable water tariffs (13.9 percent), public sector capacity (13.0 percent), well-developed market (9.5 percent) and water sector regulator (7.9 percent). Differences in perceptions amongst various stakeholder groups were also found.

Water sector has not matured, and with the advent of newer formats of implementation models, there could be significant changes in the sector. As the number of projects available for study is limited, this exercise can be undertaken periodically and updated in relation to experiences in other infrastructure sectors.

This analysis provides inputs to policymakers and project proponents for structuring more sustainable urban drinking water PPP projects.

Indian infrastructure PPP market is attracting increased attention from researchers, though not much emphasis is being given to urban drinking water sector. This paper aims to contribute toward filling this research gap.

With the explosion of digital technologies in contemporary daily life, fuelled by a pandemic and remote working, online learning and shopping and the proliferation of social platforms, much remains nebulous about the opportunities these technologies hold for social marketers beyond their previously documented use as communication and promotion tools. This paper aims to provide a rich examination of the variety of digital technologies used within social marketing and establish the scale of integration between digital technologies and social marketing.

Following systematic literature review procedures, a systematic literature review through eight databases was conducted. The systematic review focussed on the assessment of social marketing studies that incorporated a wide range of mature and emerging digital technologies such as the internet, mobile platforms and social media channels. A total of 50 social marketing studies (2014–2020) were analysed.

The review found that there have been major advancements in the technologies available to social marketers in recent years. Furthermore, the adoption of digital technologies by social marketers has evolved from a communication or promotion function where generic information is pushed to the citizen, towards the use of these technologies for a more personalised design, content and behaviour change intervention. In some studies, the digital technologies were the primary means for interactions and collaborations to take place. The review also found that digital technologies target more than the individual citizen. Digital technologies are used to target multi-level stakeholders, policy makers and partners as part of behavioural change interventions.

Only two previous reviews have synthesised digital technologies and their use in social marketing. This review provides a recent depiction of the range and scale of integration within social marketing. Specifically, it demonstrates the expansion beyond a persuasive application to their use for research, segmentation and targeting, collaboration and co-creation, the product and facilitator of service delivery. Finally, this review provides a heat map to illustrate the integration between digital technologies and key concepts and criteria within social marketing.

While rapid increase in demand for foods but limited availability of croplands has forced to adopt input-intensive farming practices to increase yield, there are serious long-term ecological implications including degradation of biodiversity. It is increasingly recognised that ensuring agricultural sustainability under the changing climatic conditions requires a change in the production system along with necessary policies and institutional arrangements. In this context, this chapter examines if climate-smart agriculture (CSA) can facilitate adaptation and mitigation practices by improving resource utilisation efficiency in India. Such an attempt has special significance as the existing studies have very limited discussions on three main aspects, viz., resource productivity, adaptation practices and mitigation strategies in a comprehensive manner. Based on insights from the existing studies, this chapter points out that CSA can potentially make significant contribution to enhancing resource productivity, adaptation practices, mitigation strategies and food security, especially among the land-constrained farmers who are highly prone to environmental shocks. In this connection, staggered trench irrigation structure has facilitated rainwater harvesting, local irrigation and livelihood generation in West Bengal. However, it is necessary to revisit the existing approaches to promotion of CSA and dissemination of information on the design of local adaptation strategies. This chapter also proposes a change in the food system from climate-sensitive to CSA through integration of technologies, institutions and policies.

This case highlights the challenges faced by a young and inexperienced Area Sales Manager (ASM), early in her career. This is an often-encountered situation by fresh graduates. Through the analysis of the case, the students will be able to: ■ understand challenges a young manager faces in taking over a new, unfamiliar and underperforming territory; ■ analyze and learn to manage data and identify performance gaps in the territory, by selecting the right metrics; ■ learn the factors for evaluating the performance of current intermediaries (distributors); and ■ appreciate the importance of managing all stakeholders – internal team and building a strong relationship with the intermediaries – both distributors and retailers.

Kavita Kaur, the new Area Sales Manager at Broadway India Pvt. Ltd. (BIPL), had just taken over the Chhattisgarh sales territory in January 2020. Fresh out of a B-school, it was her first job, and her allotted territory was severely lagging growth at only 1%, compared to an all-India country growth at 13% in 2019, over the previous year. The territory was operated by established intermediaries (distributors) with long associations with BIPL. Based on her data analyses of distributors’ performance, Kaur started her retail visit with the highest selling distributor’s area (Sharda Agencies) to confirm her understanding of what the data had shown her. Following her retail visit and a meeting with Sharda Agencies, the situation turned for the worse. An email bordering to a threat from him took her aback. Kaur now had to make a choice to ensure growth in her new territory. Her options were between placating the current distributor or appointing a new one – should she retain or replace? Both had their own risks.

This case is intended for use at the postgraduate level in courses such as sales management, channel management and strategic marketing courses, as well as in executive management programs. The case is relevant from the context of channel management in India, where channel intermediaries can be very demanding. The case will give students a practical hands-on decision-making situation, where there are complexities of quantitative and qualitative nature. It will also help young graduates prepare for real life situations where the assigned territory is struggling in performance and a lot is expected from the new recruits.

Teaching notes are available for educators only.

CSS 8: Marketing.

The purpose of this paper is to investigate the top three cybersecurity issues in organizations related to social engineering and aggregate solutions for counteracting human deception in social engineering attacks.

A total of 20 experts within Information System Security Association participated in a three-round Delphi study for aggregating and condensing expert opinions. Three rounds moved participants toward consensus for solutions to counteract social engineering attacks in organizations.

Three significant issues: compromised data; ineffective practices; and lack of ongoing education produced three target areas for implementing best practices in countering social engineering attacks. The findings offer counteractions by including education, policies, processes and continuous training in security practices.

Study limitations include lack of prior data on effective social engineering defense. Research implications stem from the psychology of human deception and trust with the ability to detect deception.

Practical implications relate to human judgment in complying with effective security policies and programs and consistent education and training. Future research may include exploring financial, operational and educational costs of implementing social engineering solutions.

Social implications apply across all knowledge workers who benefit from technology and are trusted to protect organizational assets and intellectual property.

This study contributes to the field of cybersecurity with a focus on trust and human deception to investigate solutions to counter social engineering attacks. This paper adds to under-represented cybersecurity research regarding effective implementation for social engineering defense.