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Journal of Personal Selling & Sales Management最新文献

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Зачем бизнесу понимание целевых групп клиентов и составление их аватаров 为什么企业需要了解客户的目标群体，并构建他们的化身?
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2022-01-01 DOI: 10.36627/2618-883x-2022-4-4-310-318
Наталья Александровна Антонова
{"title":"Зачем бизнесу понимание целевых групп клиентов и составление их аватаров","authors":"Наталья Александровна Антонова","doi":"10.36627/2618-883x-2022-4-4-310-318","DOIUrl":"https://doi.org/10.36627/2618-883x-2022-4-4-310-318","url":null,"abstract":"","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"07 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2022-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"86047570","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: 1
Центры принятия решения и работа с ними 决策中心和与他们合作
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2022-01-01 DOI: 10.36627/2618-883x-2022-2-2-146-153
Антон Кожемяко
{"title":"Центры принятия решения и работа с ними","authors":"Антон Кожемяко","doi":"10.36627/2618-883x-2022-2-2-146-153","DOIUrl":"https://doi.org/10.36627/2618-883x-2022-2-2-146-153","url":null,"abstract":"","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"13 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2022-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"73171014","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: 0
Факторы успеха онлайн-каналов на розничном рынке топлива в России 俄罗斯燃料零售市场的在线渠道成功因素
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2022-01-01 DOI: 10.36627/2618-883x-2022-1-1-30-45
М. Н. Садыков
{"title":"Факторы успеха онлайн-каналов на розничном рынке топлива в России","authors":"М. Н. Садыков","doi":"10.36627/2618-883x-2022-1-1-30-45","DOIUrl":"https://doi.org/10.36627/2618-883x-2022-1-1-30-45","url":null,"abstract":"","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"47 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2022-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"87816927","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: 0
Требования к участникам цепи дистрибуции 分配链参与者的要求
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2022-01-01 DOI: 10.36627/2618-883x-2022-1-1-46-51
Дмитрий Пирожков
{"title":"Требования к участникам цепи дистрибуции","authors":"Дмитрий Пирожков","doi":"10.36627/2618-883x-2022-1-1-46-51","DOIUrl":"https://doi.org/10.36627/2618-883x-2022-1-1-46-51","url":null,"abstract":"","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"5 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2022-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"85361102","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: 0
Онлайн-канал продаж: простые шаги по выходу на маркетплейсы 在线销售渠道:市场营销的简单步骤
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2022-01-01 DOI: 10.36627/2618-883x-2022-1-1-20-28
Наталья Александровна Антонова
{"title":"Онлайн-канал продаж: простые шаги по выходу на маркетплейсы","authors":"Наталья Александровна Антонова","doi":"10.36627/2618-883x-2022-1-1-20-28","DOIUrl":"https://doi.org/10.36627/2618-883x-2022-1-1-20-28","url":null,"abstract":"","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"29 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2022-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"78610436","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: 0
Контекстуальная модель: свежий взгляд на процесс принятия решений покупателями 上下文模型:对消费者决策过程的新看法
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2022-01-01 DOI: 10.36627/2618-883x-2022-4-4-320-329
Валерий Шеркунов
{"title":"Контекстуальная модель: свежий взгляд на процесс принятия решений покупателями","authors":"Валерий Шеркунов","doi":"10.36627/2618-883x-2022-4-4-320-329","DOIUrl":"https://doi.org/10.36627/2618-883x-2022-4-4-320-329","url":null,"abstract":"","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"70 1","pages":""},"PeriodicalIF":4.4,"publicationDate":"2022-01-01","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"89505073","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: 0
How can organizational tolerance toward frontline employees’ errors help service recovery? 组织对一线员工错误的容忍如何帮助服务恢复?
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2021-12-06 DOI: 10.1080/08853134.2021.2005612
J. Cusin, Michaël Flacandji
{"title":"How can organizational tolerance toward frontline employees’ errors help service recovery?","authors":"J. Cusin, Michaël Flacandji","doi":"10.1080/08853134.2021.2005612","DOIUrl":"https://doi.org/10.1080/08853134.2021.2005612","url":null,"abstract":"Abstract While work on service failures has recently begun to investigate aspects of service recovery systems from an organizational perspective, little attention has been paid to the specific practice of organizational error tolerance in the service marketing literature. One important gap is the lack of an integrated perspective of the outcomes of such a policy on service recovery. The literature also ignores the differences in internal and external perspectives of service failure and their impact on openly communicating the policy. To address this issue, we examined how and under what conditions organizational error tolerance can help improve the experience of customers who encounter service failure caused by frontline employees. We opted for a multilevel qualitative approach in the retail sector, leading to four propositions. After identifying the mechanisms through which an error tolerance policy can generate positive outcomes—within certain limits—for customers in cases of service failure, we argue that such organizational error tolerance conflicts with the demanding attitude of today’s customers, and their negative representation of individual errors. This tension makes it difficult for service providers to reveal their error tolerance policy, giving rise to what we refer to as an ‘informational blind spot’.","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"42 1","pages":"91 - 106"},"PeriodicalIF":4.4,"publicationDate":"2021-12-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"42754828","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: 3
Advancing sales theory with conceptual papers: what’s new and what’s next? 用概念性论文推进销售理论:什么是新的，下一步是什么?
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2021-12-06 DOI: 10.1080/08853134.2021.2005613
R. Sohi, A. Haas, Lenita M. Davis
{"title":"Advancing sales theory with conceptual papers: what’s new and what’s next?","authors":"R. Sohi, A. Haas, Lenita M. Davis","doi":"10.1080/08853134.2021.2005613","DOIUrl":"https://doi.org/10.1080/08853134.2021.2005613","url":null,"abstract":"Abstract We need more theory specific to the sales discipline, and conceptual papers can play a vital role in its development. Conceptual papers can also provide ideas and perspectives that provide the impetus for new research streams in sales. This article calls for a stronger focus on conceptual papers that develop sales-specific theory and frameworks. To facilitate this endeavor, the article presents possible approaches to developing conceptual papers, key points to consider when doing so, and some exemplars that may inspire sales researchers and help them publish impactful conceptual work.","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"42 1","pages":"3 - 11"},"PeriodicalIF":4.4,"publicationDate":"2021-12-06","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"45643510","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: 3
Dual distribution systems: Investigating their effects on independent manufacturers’ representatives’ perceptions of manufacturers 双重分销系统：调查其对独立制造商代表对制造商看法的影响
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2021-11-22 DOI: 10.1080/08853134.2021.1997607
Trond Bergestuen, K. Thompson, D. Strutton
{"title":"Dual distribution systems: Investigating their effects on independent manufacturers’ representatives’ perceptions of manufacturers","authors":"Trond Bergestuen, K. Thompson, D. Strutton","doi":"10.1080/08853134.2021.1997607","DOIUrl":"https://doi.org/10.1080/08853134.2021.1997607","url":null,"abstract":"Abstract This study investigates how manufacturers’ (principals’) use of dual distribution systems—house accounts and house territories managed by in-house salespeople—influence independent manufacturers’ representatives’ (IMRs’) perceptions of sales controls, psychological climate, and overall satisfaction. Research on the use and effects of dual distribution selling systems has previously focused nearly exclusively on the perspective of manufacturers (principals). The study is based on a nationally representative sample of IMR practitioners, is grounded in and proceeds from the opposing dyadic perspective (the IMR [agency] view), and generates new and useful strategic insights related to how best to manage critical manufacturer-IMR relationships. The study reveals that manufacturers’ use of house territories, outside the domain of the focal IMR imposed favorable effects on IMR’s perceptions of sales controls and psychological climate, and contributed directly to higher IMR satisfaction with the principals they represent. House accounts inside IMR territories negatively influenced IMR perceptions of sales controls and psychological climate, and contributed directly to lower IMR satisfaction with the principals. Managerial implications and future research opportunities are developed and discussed.","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"42 1","pages":"68 - 82"},"PeriodicalIF":4.4,"publicationDate":"2021-11-22","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"49472698","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: 4
Ambidextrous selling: a systematic review and synthesis of theories, themes, and methodologies 二元销售：理论、主题和方法的系统回顾和综合
IF 4.4
Journal of Personal Selling & Sales Management Pub Date : 2021-09-14 DOI: 10.1080/08853134.2021.1967757
M. Aman, M. Azam, A. Akhtar
{"title":"Ambidextrous selling: a systematic review and synthesis of theories, themes, and methodologies","authors":"M. Aman, M. Azam, A. Akhtar","doi":"10.1080/08853134.2021.1967757","DOIUrl":"https://doi.org/10.1080/08853134.2021.1967757","url":null,"abstract":"Abstract Since its inception in the field of organizational learning, ambidexterity has now evolved as a ubiquitous phenomenon, permeating all functional units of an organization. Over the last several years, the investigation of ambidexterity in personal selling and sales management has gained much scholarly attention. This paper aims to conduct a systematic review and synthesize the literature on ambidextrous selling. In doing so, we begin with defining ambidexterity at both organizational and individual levels and delineate the interplay between them. Then, we present and discuss key theories that underpin ambidextrous selling, followed by an in-depth analysis of different themes related to selling ambidexterity. Next, we outline the methodological advancements in ambidextrous selling research. The paper concludes by synthesizing different dimensions of ambidextrous selling as interrelated and overlapping activities that salespeople perform in their daily routines.","PeriodicalId":47537,"journal":{"name":"Journal of Personal Selling & Sales Management","volume":"42 1","pages":"46 - 67"},"PeriodicalIF":4.4,"publicationDate":"2021-09-14","publicationTypes":"Journal Article","fieldsOfStudy":null,"isOpenAccess":false,"openAccessPdf":"","citationCount":null,"resultStr":null,"platform":"Semanticscholar","paperid":"43673672","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: 4
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