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Articles 1 - 30 of 74
Full-Text Articles in Sales and Merchandising
Generative Ai’S (Genai) Impact On Sales Performance: An Empirical Study On Business-To-Business Sales Process, Michael Rodriguez, Michael Rodriguez, Mike Krush, Dawn Deeter-Schmelz
Generative Ai’S (Genai) Impact On Sales Performance: An Empirical Study On Business-To-Business Sales Process, Michael Rodriguez, Michael Rodriguez, Mike Krush, Dawn Deeter-Schmelz
Atlantic Marketing Association Proceedings
No abstract provided.
Development Of Artificial Intelligence (Ai) Utilization Scale In Business To Business (B2b) Sales Process And Conceptual Model: Exploratory Study, Michael Rodriguez
Development Of Artificial Intelligence (Ai) Utilization Scale In Business To Business (B2b) Sales Process And Conceptual Model: Exploratory Study, Michael Rodriguez
Atlantic Marketing Association Proceedings
No abstract provided.
Buyer-Seller Relationships In The Post-Pandemic Era, Stephen Carlson, Morgan Sales
Buyer-Seller Relationships In The Post-Pandemic Era, Stephen Carlson, Morgan Sales
Atlantic Marketing Association Proceedings
No abstract provided.
A Psychometric Evaluation Of The Derailment Scale, Brian R. Kinard, Subhra Chakrabarty
A Psychometric Evaluation Of The Derailment Scale, Brian R. Kinard, Subhra Chakrabarty
Atlantic Marketing Association Proceedings
No abstract provided.
How Does Product Experience Influence The Helpfulness Of Photo-Enhanced Reviews?, Bridget Satinover Nichols, Anh Dang
How Does Product Experience Influence The Helpfulness Of Photo-Enhanced Reviews?, Bridget Satinover Nichols, Anh Dang
Atlantic Marketing Association Proceedings
No abstract provided.
Person-Supervisor Fit Antecedents: Self-Determination Theory In Salesforce Turnover Intention, Ilgım Dara Benoit, Jeffrey R. Foreman, Bonnie S. Guy
Person-Supervisor Fit Antecedents: Self-Determination Theory In Salesforce Turnover Intention, Ilgım Dara Benoit, Jeffrey R. Foreman, Bonnie S. Guy
Atlantic Marketing Association Proceedings
No abstract provided.
Selling In The Digital Era: The Power Of Artificial Intelligence, George Morrone Iv, Monica Wei, Rex Mcclure
Selling In The Digital Era: The Power Of Artificial Intelligence, George Morrone Iv, Monica Wei, Rex Mcclure
Atlantic Marketing Association Proceedings
No abstract provided.
Emotional Intelligence Training For Salespeople And Sales Managers, Charles D. Shepherd, Tracey Honeycutt Sigler
Emotional Intelligence Training For Salespeople And Sales Managers, Charles D. Shepherd, Tracey Honeycutt Sigler
Atlantic Marketing Association Proceedings
No abstract provided.
Brokerage Competition In Demographically Differing Neighborhoods: A 25-City Study, Jason Beck
Brokerage Competition In Demographically Differing Neighborhoods: A 25-City Study, Jason Beck
Atlantic Marketing Association Proceedings
No abstract provided.
Counterproductive Work Behaviors To Cope With Person-Organization Misfit, Subhra Chakrabarty, Brian R. Kinard
Counterproductive Work Behaviors To Cope With Person-Organization Misfit, Subhra Chakrabarty, Brian R. Kinard
Atlantic Marketing Association Proceedings
No abstract provided.
Insights On How To Align Sales Curriculum With The Modern Sales Environment, Lisa Scribner, Duleep Delpechitre, Matthew Lastner
Insights On How To Align Sales Curriculum With The Modern Sales Environment, Lisa Scribner, Duleep Delpechitre, Matthew Lastner
Atlantic Marketing Association Proceedings
No abstract provided.
Generative Artificial Intelligence In Professional Selling Course: The Art (And Science) Of Prompt Engineering, Michael Rodriguez, Kevin Trainor, Michael Rodriguez
Generative Artificial Intelligence In Professional Selling Course: The Art (And Science) Of Prompt Engineering, Michael Rodriguez, Kevin Trainor, Michael Rodriguez
Atlantic Marketing Association Proceedings
No abstract provided.
Examining The Long-Term Impacts Of The Covid-19 Disruptions On B2b Selling: A Review And A Scenario Analysis Framework For Planning, Memo Diriker, Denny Mccorkle, Joe Alexander
Examining The Long-Term Impacts Of The Covid-19 Disruptions On B2b Selling: A Review And A Scenario Analysis Framework For Planning, Memo Diriker, Denny Mccorkle, Joe Alexander
Atlantic Marketing Association Proceedings
No abstract provided.
Analysis Of Consumer Response To Online Same-Day Grocery Delivery Service: The Case Of Korea, Hyun Sang An, Arim Park, Ju Myung Song, Christina Chung
Analysis Of Consumer Response To Online Same-Day Grocery Delivery Service: The Case Of Korea, Hyun Sang An, Arim Park, Ju Myung Song, Christina Chung
Atlantic Marketing Association Proceedings
No abstract provided.
Did Covid-19 Make Professional Sales Obsolete In Business-To-Business Transactions?, Laura Robinson
Did Covid-19 Make Professional Sales Obsolete In Business-To-Business Transactions?, Laura Robinson
Atlantic Marketing Association Proceedings
No abstract provided.
Small Value-Add Local Food Retailer’S Covid-19 And Post-Covid-19 Strategies, Timothy Schauer
Small Value-Add Local Food Retailer’S Covid-19 And Post-Covid-19 Strategies, Timothy Schauer
Atlantic Marketing Association Proceedings
No abstract provided.
More Insight, More Impact: Co-Teaching As A Catalyst For Engagement In Sales Education, William Bergman Mr., Jeffrey Carlson Dr.
More Insight, More Impact: Co-Teaching As A Catalyst For Engagement In Sales Education, William Bergman Mr., Jeffrey Carlson Dr.
Atlantic Marketing Association Proceedings
No abstract provided.
Defying Conventions: The Marketing Alchemy Of Transforming 'Ugly' Into Iconic, Monisha Gupta, Rex Evans Mcclure
Defying Conventions: The Marketing Alchemy Of Transforming 'Ugly' Into Iconic, Monisha Gupta, Rex Evans Mcclure
Atlantic Marketing Association Proceedings
No abstract provided.
Caging The Lone Wolf: The Influence Of Dichotomous Thinking And Sales Control Systems On Sales Performance And Turnover Intentions, Skyler Leonhardt, Mark Leach
Caging The Lone Wolf: The Influence Of Dichotomous Thinking And Sales Control Systems On Sales Performance And Turnover Intentions, Skyler Leonhardt, Mark Leach
Mountain Plains Business Conference
Lone wolf tendency (LWT) is defined as a “psychological state in which one prefers to work alone when making decisions and setting/accomplishing priorities and goals” (Dixon et al., 2003). Research remains uncertain about how these tendencies arise, though some salespeople appear more predisposed to exhibit them. Findings are also mixed on whether LWT enhances or undermines performance. This study proposes that dichotomous thinking (e.g., black-and-white thinking) predicts LWT and that outcome and behavioral controls function as autonomythreatening or autonomy-enhancing interventions shaping workplace outcomes, including sales performance and turnover intentions
Mastering Sales Excellence: Navigating The Balance Between Authentic Innovation And Routine Automation In The Ai Era, Victoria Hailey, Maria Kalyvaki
Mastering Sales Excellence: Navigating The Balance Between Authentic Innovation And Routine Automation In The Ai Era, Victoria Hailey, Maria Kalyvaki
Mountain Plains Business Conference
The advent of generative AI has significantly transformed the sales landscape, presenting both opportunities and challenges. AI can enhance efficiency in the sales process by providing insights into industry trends, organizational background research and assist in perfecting the sales pitch. However, the challenge remains for salespeople to maintain authenticity and personal engagement during interactions, ensuring that AI-generated content does not come across as formulaic or insincere. This paper will investigate best practices for leveraging AI while preserving the human touch that is crucial for successful sales outcomes.
The Hawthorne Effect: Influence On Experiential Learning Outcomes In Sales Role Play Scenarios, Ben Brachle, Ahna Packard, Dana E. Vaux
The Hawthorne Effect: Influence On Experiential Learning Outcomes In Sales Role Play Scenarios, Ben Brachle, Ahna Packard, Dana E. Vaux
Mountain Plains Business Conference
No abstract provided.
Parent/Guardian Experience: How Schools Can Improve The Parent Experience And How That Leads To Positive Outcomes., Wesley H. Walters
Parent/Guardian Experience: How Schools Can Improve The Parent Experience And How That Leads To Positive Outcomes., Wesley H. Walters
National Youth Advocacy & Resilience Conference
Parent/Guardian eXperience: How creating an awesome Parent/guardian experience can lead to increased parent participation, and how parent participation leads to success of the student & the overall success of the school. The goal of this presentation is to engage parents in their child’s school experience by building a genuine connection with the school and a positive parent experience.
Social Media And University Enrollment: Can Social Media Be Used To Raise Awareness Of University Programs?, Hannah Nicole Starnes, Kelly Green Atkins
Social Media And University Enrollment: Can Social Media Be Used To Raise Awareness Of University Programs?, Hannah Nicole Starnes, Kelly Green Atkins
Atlantic Marketing Association Proceedings
No abstract provided.
Profanity In Language In The Sales Setting: Sales Meeting Vs. Customer Interactions, Nicholas Prechel, Claudia Lopez Perez
Profanity In Language In The Sales Setting: Sales Meeting Vs. Customer Interactions, Nicholas Prechel, Claudia Lopez Perez
Student Scholar Showcase
No abstract provided.
How To Overcome Emotional Exhaustion In Sales Settings, Lucy Matthews, Diane R. Edmondson
How To Overcome Emotional Exhaustion In Sales Settings, Lucy Matthews, Diane R. Edmondson
Atlantic Marketing Association Proceedings
No abstract provided.
Are Women’S Sales Skills Better Than Men’S?, Scott A. Inks, Aberdeen Leila Borders, Deborah Lester, Terry W. Loe
Are Women’S Sales Skills Better Than Men’S?, Scott A. Inks, Aberdeen Leila Borders, Deborah Lester, Terry W. Loe
Atlantic Marketing Association Proceedings
No abstract provided.
The Sustainable Future Of The Fashion Industry, Zhanna Kutsenkova
The Sustainable Future Of The Fashion Industry, Zhanna Kutsenkova
Scholarly and Creative Works Conference (2015 - 2021)
Sustainable fashion is a recent movement within the fashion industry that aims to reduce textile waste and environmental depletion while increasing ethical treatment of workers; the goal is to slow down the global production and consumption process in order to form an industry that will be more sustainable in the long run. Along with the development of more socially and eco-conscious production and marketing practices, there is still room for the sustainable fashion movement to grow beyond its current scope. With the support of growing information networks and brand transparency consumers will be better equipped than ever before to make …
Corporate Social Responsibility In The B-2-B Market, Susan Saurage-Altenloh, Perry Haan
Corporate Social Responsibility In The B-2-B Market, Susan Saurage-Altenloh, Perry Haan
Atlantic Marketing Association Proceedings
Organizations that invest in corporate social responsibility (CSR) to improve the quality of a community or population expect a return on their investment in the form of improved brand reputation and greater consideration in the competitive environment. Homburg, Stierl, and Bornemann (2013) determined that targeted CSR activities could enhance trust and identification by organizational customers, thus fostering customer loyalty. The authors confirmed that CSR influenced client trust through loyalty and that integrating instrumental stakeholder theory with social exchange theory undergirded this link between CSR and trust. Maignan and Ferrell (2004) exhorted marketers to focus beyond consumers to other stakeholder groups …
Qualitative Data Mining And Sensitivity Analysis, Brian R. Kinard
Qualitative Data Mining And Sensitivity Analysis, Brian R. Kinard
Atlantic Marketing Association Proceedings
In today’s consumer centric environment, there is no shortage of outlets for consumers to express their level of satisfaction with a company, employee, product and/or service. For instance, websites such as Amazon, Rotten Tomatoes, TripAdvisor, Yelp, and Expedia allow customers the opportunity to provide feedback specific to a product, service, and/or organization. Such feedback is vitally important to business firms, as customer reviews are shown to be more trustworthy than descriptions that come direct from manufacturers. For instance, 73 percent of people trust online reviews and 63 percent of people actively seek out online reviews when making a purchase decision. …
Business Framing For Analytics, Beverly Wright
Business Framing For Analytics, Beverly Wright
Atlantic Marketing Association Proceedings
Both the academic and business practitioner communities are faced with the challenges of discovery, innovation, and constant learning of their field, particularly within the marketing discipline, where content, processes, and even structure are dynamic in nature, with constantly evolving interests and focus. A solid research agenda with excellent analytics to address pertinent business questions is crucial for successfully expanding our understanding of the marketing function.