Recent research investigating customer‐oriented selling has indicated that greater attention needs to be focused on organizational or personal antecedents influencing customer‐oriented selling behaviors. Similar to most other departments, a selling department’s environment would include...

For years, menu design consultants have asserted that the layout of the items on menus is asociated with item sales. To date, no scientific studies exist either supporting or refuting this assertion. In order to test this relationship we conducted a field experiment in which we tracked the...

Reports on two studies which examine why individuals purchase goods and services that they later never fully utilize or consume. The first study employs qualitative methods to ascertain consumer motivations for purchasing unused products and their reasons for subsequent non‐consumption. The...

Approximately one million manufacturers’ representatives exist in the USA and their training needs are deserving of research attention. They are typically associated with small agency firms that have limited resources to arrange in‐house sales training – especially for new sales personnel....

Describes the findings of a study into sales approaches taken by car dealerships during the slump of the Philippine economy. Covers 287 respondents across 29 dealerships of Japanese manufacturers. Provides rationale for some of the actions taken such as expansion and new models. Suggests that...