Global ETD Search
Search theses and dissertations gathered from participating repositories worldwide. Every result links back to the library that holds it. No account is needed.
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Showing 1 to 20 of 48 for “"Salespeople"”.
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Why Empowering Salespeople is a Double Edge Sword
<p>Salespeople in business-to-business markets are given autonomy to manage firms’ relationships with their customers. This autonomy implies that salespeople are responsible for making decisions that not only benefit but may also adversely impact customers (e.g., offer an account preferential …
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Stuck Like Glue: The Formation Of Product Attachments Among Salespeople
Determining why salespeople put forth more effort than others is of particular interest to sales researchers. Identifying factors that influence the intensity of effort is an important area of research. This research proposes that salesperson product attachment is a key factor in determining effort …
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Using personal orientation and career anchors to predict commitment and performance in life insurance salespeople
… predictors of job performance in life insurance salespeople. Both the POP and the COI were found to be lacking in construct validity and, as a result to confirm the existence of predictive qualities. Further research is required, using larger and different samples, before any conclusions can be …
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A Comparative Analysis of Training, Mentoring and Coaching in the Sales Environment: Evaluating the Impact of Personal Learning on Role Ambiguity and Organizational Commitment
… has increased the complexity of the sales job. Salespeople must continuously learn and grow to meet the evolving demands of the job. A critical concern for organizational leaders becomes identifying learning strategies to encourage salespeople to apply what they learn. Researchers have advanced …
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Situativ erfolgreiches Verhandeln in Geschäftsbeziehungen. Transaktionsanalytische Konzeption und empirische Evaluierung
… to create more adaptive and customer orientated salespeople in business relations. Therefore, the System Theory is used as a theoretical frame of reference which evolves due to merging it with the more practicable approach of the Transactional Analysis to a whole new analytical model. For the …
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Salesperson Perceptions - An Examination of Sales Manager Leadership and Salesperson Engagement
… with performance and retention. Specifically, salespeople, as boundary spanners, pose unique challenges to organizations. To date, the literature has given limited attention to salesperson engagement. This study explores the assertion that managers are the primary source of employee …
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Salesperson networking behaviors and sales prospecting outcomes : essays on the roles of motivation and communications-mix synergies. /
… the stage for acquiring and retaining customers. Salespeople have an important role to play in lead generation and qualification by prospecting for new customers, but academic research on prospecting is limited and mostly out-of-date. Some scholars have suggested that sales networking has an …
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Moving beyond salesperson turnover: a dynamic model of salesperson job-hopping
… a top concern for managers as they witness their salespeople change jobs more frequently and with greater ease than ever before. Indeed, many hiring managers indicate that a history of job-hopping is a deal-breaker when interviewing candidates for employment. This is partially because the direct …
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The selling situation as a mediator of the personality/sales performance relationship: an empirical investigation
… to generalize results over all categories of salespeople without consideration of those tasks and traits crucial to success in specific categories of sales employment. Three theoretical frameworks are discussed (trait, situation, interaction) and the interactionist theoretical framework is …
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SHEDDING LIGHT ON SALES RELATIONSHIPS: WHAT EFFECT DOES THE SUNSHINE ACT HAVE ON SALESPERSON ETHICAL BEHAVIOR AND CUSTOMER RESPONSE?
… between physicians and pharmaceutical salespeople has long been scrutinized for the potential ethical issues that may arise from the influence that financial incentives have on physician prescribing behavior. Until recently, details of these financial incentives were only available to …
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The Hidden Layer of Buyer-Seller Relationships
… fourteen in-depth interviews with professional salespeople and their business-to-business (B2B) clients. These data supported the development of a conceptual model and definition of TARs. Essay 2 was conducted to explore the measurable components of trusted advisor relationships and solidify an …
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The Effects of Pricing on the Sales Force and the Firm: A Strategic View
… interviews with business-to-business (B2B) salespeople and sales managers across several industries to examine the nature and ramifications of strategic misalignment of pricing and sales compensation approaches. Based on extant literature and insights from the field, a series of potential …
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Levels of resourcefulness and motivation as they relate to sales force success: An examination of correlates using the hope theory.
… apparel manufacturing industry. Both groups of salespeople were responsible for complex selling tasks. The skill sets for these professionals included high levels of communication skills, extensive product knowledge, and competitive market knowledge. Survey research, both paper and pencil and …
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Apparel retail buyers' attitude and acceptance behavior toward manufacturer's promotional support: effects of retail organization's orientation, size, and degree of centralization
… monetary support, selling aids, motivation of salespeople). Differences between importance perception and offering frequency of promotional support, and differences between importance perception and acceptance and cooperation level with promotional support were also examined. A mail survey …
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The downsides of price promotions and price negotiations on brand relationships
… how price negotiations between customers and salespeople can backfire. The first essay contributes to both theory and practice by providing insights into the effects of customers resisting price promotions. Four controlled laboratory experiments reveal consumers who resist a competing brand's …
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Three essays on b2b solution selling - challenges in sales, contracting, and pricing
… addresses the increased complexity for solution salespeople, who represent an essential strategic asset in solution selling. In-depth interviews with solution sales managers in study 1 and survey data from matched sales manager-salesperson dyads in study 2, reveal nine specific equifinal …
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Augmented Machine Learning and Optimization for Marketing
… system for sales force management. Helping new salespeople succeed is critical for many organizations. We develop a deep-learning-based recommender system to help new salespeople recognize suitable customers, leveraging historical sales records of experienced salespeople. One challenge is how to …
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The salesperson-manager exchange relationship: the impact of competence, latitude and loyalty
… Using the survey responses of industrial field salespeople and their managers, this study tested (1) the exchange relationships between the perceived behaviors of both the manager and salesperson, (2) the degree to which these exchanges influence the salesperson’s overall assessment of the …
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Antecedents and Consequences of Salesperson Perceptual (In)accuracy in Customer Relationships
… yet prior research has generally assumed that salespeople can accurately evaluate customer relationship quality. Using survey and performance data from salesperson-customer dyads within a global industrial goods supplier, I demonstrate the vital role of salesperson perceptual accuracy in …
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An application of personal construct theory to a study of retail sales person effectiveness
… people but it has tended to focus on industrial salespeople rather than retail salespeople. The research that has focused on retail sales people has suffered from several problems. The first relates to the problems with research involving effectiveness generally. The researchers rarely explain …
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