发布求助
文献互助 智能选刊 最新文献

Journal of Personal Selling and Sales Management最新文献

筛选
英文 中文
Selling and Sales Management in Action: The Sales Force's Role in International Marketing Research and Marketing Information Systems 销售和销售管理在行动:销售队伍在国际市场研究和市场信息系统中的作用
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 10.1080/08853134.1991.10753860
L. Chonko, J. F. Tanner, E. Smith
{"title":"Selling and Sales Management in Action: The Sales Force's Role in International Marketing Research and Marketing Information Systems","authors":"L. Chonko, J. F. Tanner, E. Smith","doi":"10.1080/08853134.1991.10753860","DOIUrl":"https://doi.org/10.1080/08853134.1991.10753860","url":null,"abstract":"Many companies resist global markets because of seemingly insurmountable problems with these markets. Salespeople are often used successfully to gather market information. There is a wealth of market data that can be collected by a company's international sales force and distributors' sales force which can prove to be valuable in surmounting cultural and marketing barriers associated with global markets. The current paper discusses how and with what success U.S. multinational companies are using their international sales forces in gathering international marketing research data.","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":"108 1","pages":"69-80"},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"75987953","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 19
The Relationship Between Psychological Climate And Salesperson-Sales Manager Trust in Sales Organizations 销售组织中心理气候与销售人员-销售经理信任的关系
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 10.1080/08853134.1993.10753963
D. Strutton, L. Pelton, J. Lumpkin
{"title":"The Relationship Between Psychological Climate And Salesperson-Sales Manager Trust in Sales Organizations","authors":"D. Strutton, L. Pelton, J. Lumpkin","doi":"10.1080/08853134.1993.10753963","DOIUrl":"https://doi.org/10.1080/08853134.1993.10753963","url":null,"abstract":"It is imperative that salespeople gain and maintain the trust of prospects and clients. Similarly, the ability of management to develop and preserve trusting relationships with their salesforces exerts a critical influence on the success of sales organizations. The extent to which psychological climate of sales organizations influences the level of trust that salespersons place in their sales managers is investigated in this study. “Low-trust” and “high-trust” salespersons were distinguished by their significantly different perceptions of the levels of autonomy, cohesiveness, fairness, innovativeness, recognition and ethicality present which compose the psychological climate of their sales units. Recommendations regarding how sales managers can foster a trust-facilitating psychological climate are offered.","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":"83 1","pages":"1-14"},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"77130639","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 48
Evaluation of Salesforce Contest Performance Salesforce竞赛表现评估
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 10.1080/08853134.1983.10754342
T. Wotruba, Donald J. Schoel
{"title":"Evaluation of Salesforce Contest Performance","authors":"T. Wotruba, Donald J. Schoel","doi":"10.1080/08853134.1983.10754342","DOIUrl":"https://doi.org/10.1080/08853134.1983.10754342","url":null,"abstract":"AbstractThis study reports the types of salesforce characteristics and sales contest planning policies associated with success of salesforce contests. Three measures of contest success are used: attainment of contest objectives, contest's contribution to profit, and the number of negative side effects generated by the contest.","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":"120 1","pages":"1-10"},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"77973132","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 14
Needs Assessment and Evaluation in Sales-Training Programs 销售培训项目的需求评估和评价
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 10.1080/08853134.1991.10753856
R. Erffmeyer, K. R. Russ, J. Hair
{"title":"Needs Assessment and Evaluation in Sales-Training Programs","authors":"R. Erffmeyer, K. R. Russ, J. Hair","doi":"10.1080/08853134.1991.10753856","DOIUrl":"https://doi.org/10.1080/08853134.1991.10753856","url":null,"abstract":"A study was conducted which investigated the extent to which needs assessment and evaluation practices have been used in planning and evaluating sales training programs. Findings suggest that some needs assessment practices have been used in planning sales training programs. However, systematic formal needs assessment practices were not widely adopted. Findings indicate that most evaluation measures are relatively simple, such as course evaluations or trainee/supervisor reactions. More complex approaches such as learning, behavior and/or results measures are used much less frequently. Implications of these results are discussed.","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":"18 1","pages":"17-30"},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"73195610","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 32
Sales Thchnology Applications: The Impact of Electronic Data Interchange on the Sales Function 销售技术应用:电子数据交换对销售功能的影响
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 10.1080/08853134.1994.10753995
Ned C. Hill, M. Swenson
{"title":"Sales Thchnology Applications: The Impact of Electronic Data Interchange on the Sales Function","authors":"Ned C. Hill, M. Swenson","doi":"10.1080/08853134.1994.10753995","DOIUrl":"https://doi.org/10.1080/08853134.1994.10753995","url":null,"abstract":"Electronic Data Interchange (EDI) provides information linkages between selling firms and buying firms and offers significant benefits for participating companies. In this article, the changing role of the salesperson in an EDI environment is explored. A case study, which examines the effects of EDI technology at Bergen Brunswig Drug Company, is presented. Managerial implications are discussed.","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":"1 1","pages":"79-87"},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"72692594","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 7
The Relationship Between Optimism and Coping Styles of Salespeople 销售人员乐观态度与应对方式的关系
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 10.1080/08853134.1993.10753948
D. Strutton, J. Lumpkin
{"title":"The Relationship Between Optimism and Coping Styles of Salespeople","authors":"D. Strutton, J. Lumpkin","doi":"10.1080/08853134.1993.10753948","DOIUrl":"https://doi.org/10.1080/08853134.1993.10753948","url":null,"abstract":"Despite an awareness of the inverse relationship between stress levels and job performance, researchers have not addressed the specific coping strategies used by salespeople in their efforts to cope with sales-related stress. A framework is developed that suggests dispositionally optimistic salespeople may employ different coping strategies than do pessimistic salespeople. Support for hypotheses that have been grounded in this broad proposition was developed in a study that employed a multi-firm sales sample. Optimists were found to employ more problem-focused coping tactics, while pessimists used more emotion-focused coping. Issues relating to why problem-focused coping tactics are preferable as well as how greater use of problem-focused coping may be promoted within a sales organization are discussed.","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":"1148 1","pages":"71-82"},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"72695724","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 46
Cellular Telephones and the National Sales Force 移动电话和全国销售队伍
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 10.1080/08853134.1992.10753929
M. Swenson, A. Parrella
{"title":"Cellular Telephones and the National Sales Force","authors":"M. Swenson, A. Parrella","doi":"10.1080/08853134.1992.10753929","DOIUrl":"https://doi.org/10.1080/08853134.1992.10753929","url":null,"abstract":"The cellular telephone has become a popular, worldwide business tool. The use of cellular telephones has been purported to increase productivity and boost responsiveness. In this paper, major issues in cellular telephone technology are presented. A case study which examines the process of adoption, implementation, and utilization of cellular telephones in a national sales force is presented. Managerial implications are discussed.","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":"326 1","pages":"67-74"},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"76360274","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 10
The Sales Manager As a Boundary Spanner: A Role Theory Analysis 作为边界扳手的销售经理:角色理论分析
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 10.1080/08853134.1983.10754354
Steven Lysonski, Eugene M. Johnson
{"title":"The Sales Manager As a Boundary Spanner: A Role Theory Analysis","authors":"Steven Lysonski, Eugene M. Johnson","doi":"10.1080/08853134.1983.10754354","DOIUrl":"https://doi.org/10.1080/08853134.1983.10754354","url":null,"abstract":"AbstractBoundary spanning and role theory were used to examine the sales manager's role. Although it was determined that a sales manager's boundary spanning is not associated with role conflict and role ambiguity, it was shown that a sales manager's role conflict and ambiguity are associated with low job satisfaction, high job-related tension, low perceived performance, and greater propensity to leave. These research results have important implications for sales management.","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":"30 1","pages":"8-21"},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"91206281","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 39
A Method for Investigating the Cognitive Processes and Knowledge Structures of Expert Salespeople 销售专家认知过程与知识结构的研究方法
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 10.1080/08853134.1990.10753849
C. Shepherd, Joseph O. Rentz
{"title":"A Method for Investigating the Cognitive Processes and Knowledge Structures of Expert Salespeople","authors":"C. Shepherd, Joseph O. Rentz","doi":"10.1080/08853134.1990.10753849","DOIUrl":"https://doi.org/10.1080/08853134.1990.10753849","url":null,"abstract":"Researchers are increasingly focusing on the mental processes and knowledge structures of salespeople. Of particular interest are expert (or highly skilled) salespeople. This article presents a method for investigating the cognitive processes and knowledge structures of expert salespeople. The method examines both declarative and procedural knowledge by combining several techniques traditionally seen in the cognitive sciences, namely the critical incident technique, vicarious role play using simulated problem situations, and content analysis of verbal protocols. Examples of an application of this procedure with a food broker sales force are used to illustrate certain aspects of the method.","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":"2 1","pages":"55-70"},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"88977523","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 11
Selling and Sales Management in Action: The New Model of Personal Selling: Micromarketing 销售和销售管理在行动:个人销售的新模式:微营销
Journal of Personal Selling and Sales Management Pub Date : 2013-10-24 DOI: 10.1080/08853134.1995.10754021
R. Brooksbank
{"title":"Selling and Sales Management in Action: The New Model of Personal Selling: Micromarketing","authors":"R. Brooksbank","doi":"10.1080/08853134.1995.10754021","DOIUrl":"https://doi.org/10.1080/08853134.1995.10754021","url":null,"abstract":"In many markets personal selling is a critical component of marketing success. Yet despite an increasing amount of prescriptive marketing literature advocating a customer-oriented business approach, very little has been written about personal selling from a customer-oriented perspective. Based on the belief that, as part of the marketing process, personal selling should share the same customer-oriented philosophy and methodology, this article presents a new model of the personal selling process.","PeriodicalId":16697,"journal":{"name":"Journal of Personal Selling and Sales Management","volume":"96 1","pages":"61-66"},"PeriodicalIF":0.0,"publicationDate":"2013-10-24","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"85263505","PeriodicalName":null,"FirstCategoryId":null,"ListUrlMain":null,"RegionNum":0,"RegionCategory":"","ArticlePicture":[],"TitleCN":null,"AbstractTextCN":null,"PMCID":"","EPubDate":null,"PubModel":null,"JCR":null,"JCRName":null,"Score":null,"Total":0}
引用次数: 12
首页 上一页 下一页 尾页
0
×
引用
GB/T 7714-2015
复制
MLA
复制
APA
复制
导出至
BibTeX EndNote RefMan NoteFirst NoteExpress
×
提示
您的信息不完整，为了账户安全，请先补充。
现在去补充
×
提示
您因"违规操作"
具体请查看互助需知
我知道了
×
提示
现在去查看 取消
×
提示
确定
请完成安全验证×
相关产品
×
本文献相关产品
联系我们：info@booksci.cn Book学术提供免费学术资源搜索服务，方便国内外学者检索中英文文献。致力于提供最便捷和优质的服务体验。 Copyright © 2023 布克学术 All rights reserved.
京ICP备2023020795号-1
ghs 京公网安备 11010802042870号
Book学术文献互助
Book学术文献互助群
群 号：481959085
Book学术官方微信