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Baptiste Bourdeau, Raoul Graf, Marie-France Turcotte
The ethical behavior of salespeople has become a tremendous challenge in the business world. While a great majority of big companies communicate about their Corporate Social Responsibility, this study shows for the first time that Corporate Social Respon...
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Ioana Olariu
Building an effective sales force starts with selecting good salespeople, but good salespeople are very difficult to find. The reason for this is that most sales jobs are very demanding and require a great deal from the salesperson. There are many differ...
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Nelito Calixto and João Ferreira
Performance Evaluation is a process that occurs multiple times per year on a company. During this process, the manager and the salesperson evaluate how the salesperson performed on numerous Key Performance Indicators (KPIs). To prepare the evaluation mee...
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Meutia Karunia Dewi,Achmad Sudjadi,Wiwiek Rabiatul Adawiyah
Pág. 211 - 220
This research tested the effect of emotional intelligence (EI) on job satisfaction (JS), with positive affect (PA) and negative affect (NA) as mediators and organizational learning capability (OLC) as a moderator. Respondents of this research are 132 sal...
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Zoha Fatima
In this competitive environment, as the companies are producing similar products, the only thing that can differentiate one company from other company is the behaviour of salespeople. Salesforce ethical behaviour has been found to have an immense impact ...
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Jorge Bullemore Campbell,Eduard Cristóbal Fransi
Pág. 1 - 16
Actual organizations face many challenges, and one of the most important is how they manage their sales forces. The aim of this study is to determine the reality of the strategic sales management with a focus on what is done in Chile. The specific object...
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Jorge Bullemore Campbell,Eduard Cristóbal Fransi
Pág. 1 - 16
Actual organizations face many challenges, and one of the most important is how they manage their sales forces. The aim of this study is to determine the reality of the strategic sales management with a focus on what is done in Chile. The specific object...
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Ioana Olariu
Personal selling is a major element in the marketing communication program of a business firm. This article describes in a theoretical way the scope and significance of personal selling in marketing, it outlines the stages of the selling process. Persona...
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Bogdan Nichifor,Ioana Olariu
Pág. pp. 61 - 65
This article is a theoretical approach on products and services as value satisfiers. Consumers have knowledge about the personal, symbolic values that products, services and brands help them satisfy or achieve. Values are people?s broad life goals. Value...
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Juan Gabriel Correa Medina, Loecelia Guadalupe Ruvalcaba Sánchez
La globalización económica ha generado cambios profundos en las relaciones comerciales y disminuido el ciclo de vida de los productos y servicios. Esta situación incrementa los niveles de oferta y obliga a las empresas a establecer estrategias que les pe...
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Timothy Heinze,Casey Donoho
Pág. 16 - 26
The number of sales positions is increasing, and the number of women in sales is growing. The current study seeks to understand gender-related ethical evaluations through testing responses to ethical situations in sales. Findings indicate that 1) women a...
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Timothy Heinze,Casey Donoho
Pág. 16 - 26
The number of sales positions is increasing, and the number of women in sales is growing. The current study seeks to understand gender-related ethical evaluations through testing responses to ethical situations in sales. Findings indicate that 1) women a...
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Gazali Gazali,(Universitas MaduraIndonesia)Zainurrafiqi Zainurrafiqi,(Universitas MaduraIndonesia)
Pág. 404 - 417
Based on Social Identity Theory dan Conservation of Resources Theory, this study aims to examine the effect of Abusive Supervision on Leadership Identification and Customer Orientation, the effect of Leadership Identification on Job Performance, the effe...
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Elijah E. Ogbadu,Akeem Tunde Nafiu,Danlami Joseph Aduku
Pág. 231 - 244
This study focused on leadership styles and job performance of salespeople of Herbal Mixture Marketing Organizations in Kogi State, Nigeria. The population of this study is not definite, and as such Bill Godden method was used to determine the sample siz...
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B. Gaertner,L. Lambson,M. Mbuyu,E. Botha
AbstractResearchers have long pondered the personality type-performance relationship. However, in the sales industry and especially in telemarketing, findings have been contradictory with regards to which personality trait best contributes to performance...
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