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Full-Text Articles in Business
Pitching To The Home Shopping Network: An Exercise In Opportunity Assessment And Personal Selling, Kimberly A. Eddleston, John H. Friar, Edmund Clark
Pitching To The Home Shopping Network: An Exercise In Opportunity Assessment And Personal Selling, Kimberly A. Eddleston, John H. Friar, Edmund Clark
Organization Management Journal
The purpose of this exercise is to help students of entrepreneurship understand opportunity assessment and the personal selling process. After watching a short video about the challenges and opportunities of launching a product on the Home Shopping Network (video is optional), students are asked to identify a unique product that could be successfully sold on the Home Shopping Network (HSN). Students are then required to pitch their product to the class demonstrating how their product suits HSN’s requirements, meets customer needs, and can be personally sold effectively to the network’s audience. By participating in this exercise students will experience the …
Pitching To The Home Shopping Network: An Exercise In Opportunity Assessment And Personal Selling, Kimberly A. Eddleston, John H. Friar, Edmund Clark
Pitching To The Home Shopping Network: An Exercise In Opportunity Assessment And Personal Selling, Kimberly A. Eddleston, John H. Friar, Edmund Clark
Organization Management Journal
The purpose of this exercise is to help students of entrepreneurship understand opportunity assessment and the personal selling process. After watching a short video about the challenges and opportunities of launching a product on the Home Shopping Network (video is optional), students are asked to identify a unique product that could be successfully sold on the Home Shopping Network (HSN). Students are then required to pitch their product to the class demonstrating how their product suits HSN’s requirements, meets customer needs, and can be personally sold effectively to the network’s audience. By participating in this exercise students will experience the …
An Exploratory Study Of The Influence Of Life Management Strategies On Job Satisfaction And Job Performance In A Personal Selling Context, Dheeraj Sharma
An Exploratory Study Of The Influence Of Life Management Strategies On Job Satisfaction And Job Performance In A Personal Selling Context, Dheeraj Sharma
Doctoral Dissertations
Extant literature on goal oriented behaviors suggests that individual goal orientation is an important determinant of a salesperson's job satisfaction and job performance. However, the present conceptualization of goal orientation suffers from flawed paradigmatic structure. There are two major disparate paradigms of goal orientation in the extant literature. The first paradigm views goal orientation as a stable personality trait and the second paradigm views it as contextually driven phenomenon. The present study proffers a new approach of conceptualizing individual goal orientation, by introducing the meta-model of Life Management Strategies (Baltes and Baltes, 1998; Freund and Baltes, 1998) in the personal …