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Relationship/collaborative selling, as opposed to traditional, transaction oriented selling, stresses the need to form relationships with prospects and customers across all stages of the buyer-seller relationship (Jolson, 1997). The problem is that applying the relationship selling process to...
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The offer of vacation packages is a marketing tool called bundling, selling at least two separate products at one single price (Guiltinan, 1987). Sellers adopt bundling strategies in order to sell more at lower costs, to contract consumer surplus, and to create value for consumers. Consumers...
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An Investigation of the Relationships between Diversity Management Training Involvement with the Personal Inputs and Outputs of Managers in the Lodging Industry.LaChelle Rachel WilbornCommittee Chair: Pamela A. WeaverDepartment of Hospitality and Tourism Management(ABSTRACT)Increased numbers of...
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The concept of customer orientation is becoming increasingly more important to managers, especially in service industries. Given the premise of the study that a customer-oriented employee has a critical role in enhancing service quality, little research has investigated the antecedents of the...
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The main purposes of this study were to investigate the causality, congruence, and relationships among the constructs in the strategic management process. Perceived environmental certainty, organizational structure, types of strategy, types of strategy implementation, and satisfaction level with...
Persistent link: https://www.econbiz.de/10009434027