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Antecedents of salesperson performance in information service industry : the role of guanxi, adaptive selling behaviors and customer orientation

Thi-Thuy-Linh Nguyen; Xuan-Quynh Hoang; Pham Thi Lien; … - In: Cogent business & management 9 (2022) 1, pp. 1-19

-centric selling behaviors in the interaction with Guanxi-a measure of the quality of customer-salesperson relationship. The study … examines two well-established constructs in the body of sales literature, namely customer orientation and Adaptive selling … equation model (SEM). The results suggest that the adoption of adaptive selling and Customer-oriented behaviors may help …

Persistent link: https://www.econbiz.de/10014425793

Impulse buying during flash sales in the online marketplace

Lamis, Saffanah Fausta; Handayani, Putu Wuri; Fitriani, … - In: Cogent business & management 9 (2022) 1, pp. 1-20

Flash sales can be an opportunity for online marketplaces to stimulate impulse buying. This study aims to determine the factors that influence impulse buying from a flash sale in the online marketplace. Stimulus-Organism-Response, Pleasure-Arousal-Dominance and Competitive Arousal Model are used...

Persistent link: https://www.econbiz.de/10014429226

Developing instrument for micro-skills of selling for sales professionals in the Thai petrochemical industry

Ekharinthr Phongkhajeerathibha; Mohan, Kanu Priya; … - In: Thailand and the world economy 41 (2023) 3, pp. 159-184

research aimed to develop a scale for micro-skills in selling that contains research-based items specifically for sales … experienced sales professionals to explore the main factors of micro-skills for selling. Five primary themes were identified … phase, the micro-skills of selling scale, with 23 items measured on a 5-point Likert scale, was administered to 250 …

Persistent link: https://www.econbiz.de/10014439455

Closing techniques for selling software innovations

Kozludzhova, Katerina - In: Marketing i menedžment innovacij : m&mi (2021) 3, pp. 223-236

Persistent link: https://www.econbiz.de/10013162695

Gamification for sales incentives

Woźniak, Jacek - In: Contemporary economics 14 (2020) 2, pp. 144-161

Gamification as the use of game mechanisms for motivation in non-game contexts has been gaining popularity and is considered one of the hottest topics in management. However, there is little research on gamification in remuneration systems, especially with regard to the sales force. The article...

Persistent link: https://www.econbiz.de/10012237271

Kennzahlensysteme zur Erfolgskontrolle des Verkaufs und der Marketing-Logistik : Entwicklung und Anwendung in der Konsumgüterindustrie

Bentz, Stephan - 1983

Strukturierung der Kontrollsystementwicklung für den Verkauf und die Marketing-Logistik abgeleitet und anhand von …

Persistent link: https://www.econbiz.de/10011942026

How young companies can effectively manage their slack resources over time to ensure sales growth : the contingent role of value-based selling

Jong, Ad de; Zacharias, Nicolas; Nijssen, E. J. - In: Journal of the Academy of Marketing Science 49 (2021) 2, pp. 304-326

Persistent link: https://www.econbiz.de/10012434107

Performance in B2B sales : an explanation of how channel management and communication influence a firm's performance

Maier, Günther - In: Naše gospodarstvo : NG 67 (2021) 3, pp. 38-48

Communication between seller and buyer is done through multiple channels. There are multiple ways to use technical media and channel selection to create more information, but does this lead to a better performance of a firm? Research on the impact of different marketing channels in the industry...

Persistent link: https://www.econbiz.de/10012664721

An analysis of selling concessions, reallowance fees, and price changes in the marketing of IPOs

Brau, James C.; Henry, Joseph J. - In: Journal of entrepreneurial finance : JEF ; official … 24 (2022) 4, pp. 18-47

. First, we hypothesize that an increased selling effort by brokers is used most effectively when the investment clientele is … results yield evidence supporting both selling mechanisms. Under-demanded small IPO issues are "pushed" by the brokers, while …, but the push strategy is not, indicating a partial shift in selling mechanisms post bubble. …

Persistent link: https://www.econbiz.de/10013459241

The impact of website performance on business sales

Ikášová, Tereza; Klepek, Martin - In: Financial internet quarterly 20 (2024) 1, pp. 81-91

In this study, we aimed to investigate the financial implications of website performance on restaurant visitor traffic. It is crucial to address the current challenges faced by the restaurant industry, such as decreasing diner numbers due to rising prices, which can have a negative impact on the...

Persistent link: https://www.econbiz.de/10014496629