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Articles 151 - 157 of 157
Full-Text Articles in Sales and Merchandising
A Sound Idea: A Theory-Based Synthesis And Explanadum Supporting The Use Of Music In Marketing Strategy, Anthony H. Kerr, Neel Das
A Sound Idea: A Theory-Based Synthesis And Explanadum Supporting The Use Of Music In Marketing Strategy, Anthony H. Kerr, Neel Das
Atlantic Marketing Journal
A review and synthesis of research literature regarding the role and influence of music on advertising effectiveness and in-store shopper moods and behavior is presented. A conceptual model is presented, with strong theoretical support found in classical conditioning, information processing, involvement, and mood states literature. The authors posit that a retailer should use a dual, concomitant music strategy as a component of an overall advertising and in-store marketing promotion plan. This strategy is presented in what the authors refer to as the Music Affect Model. While using the positive affects of music on consumer purchasing behavior as its core source …
The Role Of Mentoring On Outcome Based Sales Performance: A Qualitative Study From The Insurance Industry, Minna Rollins, Brian N. Rutherford, David Nickell
The Role Of Mentoring On Outcome Based Sales Performance: A Qualitative Study From The Insurance Industry, Minna Rollins, Brian N. Rutherford, David Nickell
Faculty Articles
This study explores informal mentoring on outcome-based salesperson performance. Mentoring is believed to play an important role within corporations, yet little empirical evidence exists on its impact on salesperson performance. The authors interviewed salespeople of an international insurance company regarding mentoring and sales performance. Using a qualitative research approach, the authors explored a mentor's influence on the sales performance of the prot g . The findings suggest that mentoring contributes to salesperson performance in numerous ways. Specifically, mentoring salespeople early in their career can benefit all parties; prot g , mentor, and organization. In addition, mentees will often become mentors …
Sales Incentives And Sales Performance: The Moderating Effect Of Cultural Dimensions, Morten Brante
Sales Incentives And Sales Performance: The Moderating Effect Of Cultural Dimensions, Morten Brante
Dissertations, Theses and Capstone Projects (Full IR Collection)
An increasingly globalized world requires businesses to operate across countries and cultures. Managing a business in international markets adds complexity and challenges that can lead to strategic mistakes in dealing with customers, employees and suppliers. Culture impacts many aspects of business. Proper management of culture can lead to competitive advantages. Companies use sales incentives to motivate their sales force and customers in an effort to optimize sales performance. Despite a growing interest in international sales research, few studies address the impact of culture on sales performance. This research will contribute by exploring the moderating effect of culture on sales incentives …
The Effects Of Pricing On The Sales Force And The Firm: A Strategic View, Wendy Ritz
The Effects Of Pricing On The Sales Force And The Firm: A Strategic View, Wendy Ritz
Dissertations, Theses and Capstone Projects (Full IR Collection)
Previous research has examined the dysfunctional relationships often encountered between marketing and sales, and the importance of cooperation and coordination between these two functional areas. But no prior studies have investigated the consequences of misaligned pricing and sales force compensation strategies that emerge from these two functional areas. This dissertation examines the impact of the firm’s pricing strategy on the sales force, and evaluates the importance of identifying the misalignment of goals of the pricing and sales force compensation strategies as a potential root cause of disappointing program outcomes. Essay 1 uses in-depth qualitative interviews with business-to-business (B2B) salespeople and …
The Influence Of Social Networking Sites On Buying Behaviors Of Millennials, Sharon S. Pate, Melinda Adams
The Influence Of Social Networking Sites On Buying Behaviors Of Millennials, Sharon S. Pate, Melinda Adams
Atlantic Marketing Journal
Social media sites have become an important part of many individuals’ lives. According to the Pew Research Center (2010), Millennials, also known as Gen Y, are living their lives on the internet where 75% of them have a profile on a social networking site. When compared with only 50% of Gen Xers and 30% of Boomers, this gives them the distinct identity that they are more technologically advanced.
A Taxonomy Of Regulations: The Effect Of Regulation On Selling Activities, John F. Riggs
A Taxonomy Of Regulations: The Effect Of Regulation On Selling Activities, John F. Riggs
Dissertations, Theses and Capstone Projects (Full IR Collection)
Many companies are faced with rising numbers of regulations with which they must comply. Regulations are particularly common in the areas of employment, environmental protection, and licensing of businesses. In recent years, a growing trend of new regulations has emerged in the selling and sales management business environment, changing the nature and scope of salespeople’s jobs. How do regulations affect the way salespeople do their jobs? This is an important and largely unexplored question. Therefore, the purpose of this study is to empirically construct a taxonomy of regulations that reveals their effect on current selling activities. A total of 7,493 …
Salesperson Listening: A Replication And Extension Of The Ilps Scale, Stephen B. Castleberry, Rick Ridnour, C. David Shepherd
Salesperson Listening: A Replication And Extension Of The Ilps Scale, Stephen B. Castleberry, Rick Ridnour, C. David Shepherd
Faculty Articles
The primary purpose of this study was further testing of the ILPS scale (Castleberry, et al. 1999). The sample consisted of 101 salespeople from three business-to-business farms in the Midwest. In addition to the ILPS exhibiting good reliability, results are consistent with prior research indicating a significant positive relationship between listening ability and salesperson performance. Results also found a significant positive relationship between listening ability and adaptability and age. Contrary to past salesperson listening research, females were found to be better listeners than men, and there was no significant relationship between listening and salesperson experience. Implications for managers and researchers …