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The Role Of Technology In Enabling Sales Support, Aaron D. Arndt, Jason Harkins
The Role Of Technology In Enabling Sales Support, Aaron D. Arndt, Jason Harkins
Marketing Faculty Publications
The purpose of this research is to develop a framework explaining how technology can enable sales support. Sales support technology is often used to assist salespeople with a variety of transaction activities, such as prospecting, communicating, scheduling appointments, and processing orders. Sales support technology can be categorized as automation and facilitative technology. Our framework explains when a technology is appropriate for a particular sales activity based on workload and customization. It also proposes who should use a technology based on orientation towards sales revenue or cost control goals. Then, we develop managerial recommendations and propose directions for future research.
What Tattoos Tell Customers About Salespeople: The Role Of Gender Norms, Aaron D. Arndt, Myron Glassman
What Tattoos Tell Customers About Salespeople: The Role Of Gender Norms, Aaron D. Arndt, Myron Glassman
Marketing Faculty Publications
This study looks at how the meaning of visible tattoos impacts customer ratings of salespeople. Given the prevalence of tattoos, sales managers can no longer have a "no tattoo" policy. As such, they must understand how customers view different types of tattoos on salespeople. To this end, we examine the meaning and appropriateness of highly masculine and highly feminine tattoos on salespeople in two industries, real estate and automobile sales. Overall, people with tattoos trust and are more willing to work with tattooed salespeople than people who do not have tattoos. Furthermore, salespeople with masculine tattoos are considered more masculine …