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Does customer trust play a mediating role between salesperson competence and performance?
Yang, Dong-jenn; Wu, Meng J. - In: International Journal of Management, Economics and … 3 (2014) 2, pp. 100-121
The questions of what competence constitutes in salesperson performance and why it does matter are important issue of … marketing and sales management. This study examined the importance of competence in a salesperson's performance and the … mechanism underlying the relationship between competence and performance. We used multiple sources to collect data from 165 …
Persistent link: https://www.econbiz.de/10010377178
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Misselling through agents
Inderst, Roman; Ottaviani, Marco - In: The American economic review 99 (2009) 3, pp. 883-908
Persistent link: https://www.econbiz.de/10003863208
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A Socio-Instrumental Pragmatism View for Strengthening Sales Representatives’ Productivity in B2B Face-to-Face Sales Interaction System
Spais, George S.; Vasileiou, Konstantinos Z. - 2013
This paper examined the possibility of an extension of Lind’s and Goldkuhl’s (2005) and Goldkhul (1998) conceptualization of business transaction (in terms of Business Action Theory, B.A.T.), in order to examine the value of a socioinstrumental pragmatism view of communication actions for...
Persistent link: https://www.econbiz.de/10014155027
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Perception of Sales Executives Towards Sales Force Effectiveness (SFE) in Pharma Industry
Naik, Shreekant G.; C., Dr. Prashantha - 2021
Sales Executives play a vital role in hierarchy for generating revenue to the organization. The purpose of this paper is to know the perception of Sales Executives towards Sales Force Effectiveness (SFE) including factors influencing the same with respect to Pharma Industry. The method used for...
Persistent link: https://www.econbiz.de/10014087195
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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
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Shrinking goods
Levy, Daniel C.; Snir, Avichai - 2013 - Last revision: January 22, 2013
If producers have more information than consumers about goods' attributes, then they may use non-price (rather than price) adjustment mechanisms and, consequently, the market may reach a new equilibrium even if prices don't change. We study a situation where producers adjust the quantity per...
Persistent link: https://www.econbiz.de/10011525750
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Neuromarketing Methodologies : More Brain Scans or Brain Scams?
Nyoni, Thabani - 2017
Although it is still controversial, neuromarketing remains the most promising area of marketing. Basically, the goal of neuromarketing is to study how human brain is affected by marketing stimuli. In neuromarketing, brain activity can be monitored and measured using state-of-the-art neuroimaging...
Persistent link: https://www.econbiz.de/10012959535
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A Model of the Cognitive and Emotional Processing of Rhetorical Works in Advertising
Huhmann, Bruce A. - 2018
This book chapter develops an extensive model of the processing of rhetorical works (i.e., figurative language and visual rhetoric). The model synthesizes two theories - experimental aesthetics, which has explained the processing of creative works (e.g., art, geometric shapes, music, and product...
Persistent link: https://www.econbiz.de/10014223886
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Emotional, Cognitive and Conative Response to Influencer Marketing
Semerádová, Tereza; Weinlich, Petr - 2022
Current business statistics and extant academic research stress the importance of influencer marketing. In 2019, the YouTube beauty community witnessed the largest product launch in ecommerce history, in which controversial YouTubers, Shane Dawson and Jeffree Star, published a 7-episode series...
Persistent link: https://www.econbiz.de/10014084188
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Consumer involvement as a covariant effect in rethinking the affective-cognitive relationship in advertising effectiveness
Vera, Jorge; Espinosa, Marco - In: Journal of business economics and management 20 (2019) 2, pp. 208-224
attitude towards the ad and advertising cognition. Advertising media type combined with age is tested as a moderating variable … cognition. Thus, it is established that the ad cognition variable, rather than attitude towards the ad, has a strong statistical …
Persistent link: https://www.econbiz.de/10012175677