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Sales process as a service (SPAS) : development and validation of an extension to the shortened selling orientation-customer orientation (SOCO) score (SOCO-SPAS)

Ledinger, Stefan - In: Naše gospodarstvo : NG 68 (2022) 4, pp. 28-42

The association between selling orientation and customer orientation and sales success has been a matter of intensive … research since the publication of the selling orientation-customer orientation (SOCO) score in the early 1980's. However, which … attitudes predispose salespeople for high perfor-mance remains elusive. In addition, the association between customer …

Persistent link: https://www.econbiz.de/10014246502

The next age of retailing : learning from influencers' strategies

Rosengren, Sara; Campbell, Colin L.; Farrell, Justine Rapp - In: NIM marketing intelligence review : NIM MIR 17 (2025) 1, pp. 18-23

Typically, influencers are considered a promotional tool that can help retailers and brands draw attention to their offers. Their impact on the retail landscape is, however, more profound. Influencers are not just changing consumer behavior-they are forcing retailers to rethink their entire...

Persistent link: https://www.econbiz.de/10015417037

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

the impact of different marketing channels in the industry regarding performance factors remains scarce. The performance …

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

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 … sample of 204 salespeople in the Information service industry, the authors tested several hypotheses employing the structural …

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

Relationship between creativity, adaptive selling, and sales performance : the moderating role of job satisfaction

Banerjee, Bidisha; Bag, Sudin - In: Asian Academy of Management journal 27 (2022) 2, pp. 83-105

job satisfaction between creativity, adaptive selling, and sales performance. The present study investigates the direct … relationship between the salesperson’s creativity and adaptive selling on their performance. In addition, the study also examines … the role of job satisfaction as a moderator between creativity and adaptive selling and between creativity and sales …

Persistent link: https://www.econbiz.de/10014285243

Niche based relational capability to increase salespeople performance in small and medium enterprises

Udayana, Ida Bagus Nyoman - In: Verslas : teorija ir praktika : Vilniaus Gedimino … 23 (2022) 1, pp. 141-153

The role of salespeople is increasingly important in relation to improving sales performance. Sales may increase if it …

Persistent link: https://www.econbiz.de/10013206227

Comparative analysis of selected probabilistic customer lifetime value models in online shopping

Jasek, Pavel; Vrana, Lenka; Sperkova, Lucie; Smutny, Zdenek - In: Journal of business economics and management 20 (2019) 3, pp. 398-423

The selection of a suitable customer lifetime value (CLV) model is a key issue for companies that are introducing a CLV managerial approach in their online B2C relationship stores. The online retail environment places CLV models on several specific assumptions, e.g. non-contractual relationship,...

Persistent link: https://www.econbiz.de/10012175745

Supplier relationship marketing practices and small retailer performance in South Africa

Makhitha, Mercy - In: The journal of accounting and management : JAM 9 (2019) 1, pp. 48-64

Persistent link: https://www.econbiz.de/10012195893

The impact of omnichannel integrated marketing communications (IMC) on product and retail service satisfaction

Butkouskaya, Vera; Oyner, Olga; Kazakov, Sergey - In: Journal of economics, finance & administrative science 28 (2023) 56, pp. 319-334

Purpose This study reviewed three customer-perceived components of integrated marketing communications (IMCs …. Research limitations/implications The study contributes to the marketing communications theory by defining three components of … retail service. Originality/value The shift toward omnichannel marketing requires a broader perspective on communication …

Persistent link: https://www.econbiz.de/10014506791

Strategic partnership between SME retailers and modern suppliers in Indonesia : a relationship marketing approach

Setyawan, Anton Agus; Mudhofar, Fairuz; Arum, Yasinta; … - In: Organizations and markets in emerging economies 13 (2022) 2, pp. 317-335

This study aimed to analyze the business marketing relationship between modern suppliers and SME retailers to empower … and strengthen SMEs in Indonesia. The theoretical framework is the relationship marketing model developed by Morgan and …

Persistent link: https://www.econbiz.de/10014532004