"This book examines the aspects of forward supply chain, i.e. sales as well as distribution or channel management. It discusses the management of a sales force and how to get the maximum benefit out of a team"--

Purpose - This study investigates whether the influence of selected marketing-mix elements on brand equity differs for different types of brands. The main focus is on price promotions' influence. In addition, the impact of discount-store distribution is explored. Design/methodology/approach -...

In retailing markets of storable goods, consumer behavior is typically characterized by stockpiling. While existing research has developed rich models for such strategic consumer behavior, little is known about how sellers should ideally respond to it. In this paper, we provide insights into how...

"In the Age of the Customer, sales effectiveness depends mightily on the buyer experience. Despite the wealth of research documenting the need for creating value in every step of the buyer’s journey, sellers continue to struggle with how to create that value and connect meaningfully with...

Due to the increasing number of promotional banners hosted on websites, it is important to study how the use of price discounts may affect attitudes toward the banner and the website, and how this effect may vary depending on the user's experience of the Internet. This paper endeavors to fill...

Vinegar׳s contribution to the Italian wine industry is significant, and Italy is the world׳s largest exporter of wine vinegar. Nevertheless, the features of the vinegar market have received little scholarly attention, and hedonic price analysis has not yet been applied to vinegar. Thus,...