Purpose – This paper aims to understand an emerging paradigm for business-to-business selling, Sales 2.0, which connects various enabling technologies within leading sales processes to drive improved business and relational outcomes. In the context of Sales 2.0, this paper addresses the need...

The debate over how services should be advertised and communicated has raged on for decades. Much of the early work on services emphasized the use of tangible cues and was primarily issue and/or profession specific. There are no real communication guidelines that encompass all service marketers....

One unique group of consumers which has recently attracted the attention of many marketing professionals is the yuppie (young urban professional) market segment. Yet little is known or understood about this segment's service needs, preferences, and behavior or about the marketing strategies...

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...

Purpose – This exploratory research aims to examine the commonalities and differences in how buyers and sellers perceive and characterize an effective sales presentation in an attempt to present issues/themes that may help start a dialogue into the theoretical underpinnings of effective sales...

Purpose – The purpose of this paper is to introduce the concept of salesperson coachability and to propose potential relationships between it and sales coaching and sales performance. Design/methodology/approach – This conceptual paper reviews the sales coaching and sales performance...

Purpose The purpose of this paper is to conduct an exploratory study of potential business-to-business (B2B) customers that includes an empirical analysis that investigate the effect that customer entertainment has on customer suspicion toward the salesperson, and how those negative attitudes...

Attempts to determine which individual, or group of individuals, has the strongest influence on adolescent consumer purchase intentions and purchase behavior. By introducing the concepts of direct (fathers and mothers) and vicarious (favorite entertainers and favorite athletes) role models into...

Purpose – To investigate the influence of word‐of‐mouth (WOM) behavior among the growing teenage female market segment in the flourishing sports market. Design/methodology/approach – A sample of 118 teenaged girls, aged 13‐18, participated in the study. The theory of consumer...

Recently it is becoming more common for advertisers to employ numbers and statistics in their print advertisements. However, there has been no published research that investigates how this number‐based copy influences the reader. This study presents the results of a controlled experiment in...