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.
Results
Showing 1 to 20 of 34 for “"sales force"”.
-
Essays on Sales Force Career Incentives
… long term career related incentives for their sales people. When sales people put sales effort they face incentives not only from short term incentives like commissions and bonuses but also from long term rewards associated with progression in their career. In particular, sales people are often …
-
The impact of relationship selling on the sales force control function.
Sales management control and sales force performance has received substantial attention by researchers in the past decades. Researchers have been investigating the construct of sales control, its antecedents and its consequences on both the individual sales person and on sales force performance. …
-
The Effects of Pricing on the Sales Force and the Firm: A Strategic View
… often encountered between marketing and sales, and the importance of cooperation and coordination between these two functional areas. But no prior studies have investigated the consequences of misaligned pricing and sales force compensation strategies that emerge from these two functional …
-
Some economic aspects of educational work in department stores: With special reference to the sales force
U of I Only Restriction set for Item 111781 on 2019-08-06T22:07:45Z with date 2045-01-01 by astein@illinois.edu.
-
Death of the salesman, but not the sales force : reputational entrepreneurship and the valuation of scientific achievement
… entrepreneurs are those selling their own work ("salesman") or those promoting the work of others (the "sales force"). While the salesman has more incentive to promote her work, the sales force is larger and likely to be seen as more credible. We find that by commemorating the death of a …
-
The influence of sales force newcomers' met expectations on selected outcome variables: Development and testing of a model
Sales management researchers and practitioners give considerable attention to early employment expectations, attitudes, and behaviors primarily because of a desire to specify the cognition process leading to performance and retention of salespeople. While a massive body of literature exists …
-
Levels of resourcefulness and motivation as they relate to sales force success: An examination of correlates using the hope theory.
… a relationship existed between individual salesperson's levels of goal-directed cognition and motivation and their professional success as determined by the percentage of sales goals achieved. Salespersons represented two companies with national sales forces: one from the financial services …
-
The Role of Motivation and Its Effects on Sales Force Performance: A Case Study of Mwananchi Communication Company Limited, Dar- es –Salaam
… assess the role of motivation and its effects on sales force performance especially in Mwananchi Organization. The major objective of this study was to investigate the impact of motivation on sales force performance as a key factor towards improving organizational functions. This study had used …
-
Validating the Vroom-Yetton normative model of leader behavior in field sales force management and measuring the training effect of Telos on the leader behavior of district managers
… and leadership training programs in field sales force management. The dissertation focuses upon validating the Vroom-Yetton Normative Model of Leader Behavior in this area and upon measuring the training effect of Telos which is a leadership training program built around this model. …
-
Dynamics of sales compensation systems for complex sales in the semiconductor industry
… incentivization and compensation of companies' sales forces. While the state of the practice in the industry is to pay commissions on sales made, research indicates that the semiconductor sales process may be more effective without commissions. This thesis uses System Dynamics modeling and …
-
Differing Effects of Goals on Sales Control Systems and Multifaceted Job Satisfaction
… of both quantitative and qualitative goals on sales force motivation in the context of sales force control systems and the various facets of job satisfaction. An interactive sales controls–goal systems model was presented with the objective of more clearly understanding what is going on inside …
-
Conception du système de contrôle de la force de vente dans une perspective relationnelle validation contextuelle
In the literature, two sales force control systems advocated by Anderson and Oliver (1987) are predominant. These systems are representative of behavior control (eg, presentation quality) and results (eg sales volume). However, despite the importance of these two control systems, they are …
-
The marketing intelligence contributions made by industrial sales forces as part of the corporate planning process
… with analysing the involvement of industrial sales forces in providing adequate and realistic intelligence to be used as a basis for the forward planning undertaken by the Marketing function. An empirical study of the activities, of the sales force in 60 companies has been undertaken. The type …
-
Pricing Decentralization in Customized Pricing Systems and Network Models
… set a list price for all products but local sales force is given discretion to adjust (or negotiate) prices for individual deals. This form of pricing is called list pricing with discretion (LPD) and it is commonly found in most business-to-business markets and in certain business-to-consumer …
-
Estudio de mejora en mi tienda online Belcorp
… and assembly line different from those of direct sales, to ensure the immediacy in the delivery of products to customers. On the customer service side, a process was also designed in which both consultants and clients of Mi Tienda Online would be attended, with a specific CRM typification, which …
-
Augmented Machine Learning and Optimization for Marketing
… of deep-learning-based recommender 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 …
-
An empirical study of marketing environment strategy and performance in the property market
… variables such as product positioning and sales force expenditures were found to be statistically significant explanatory factors of variance in business performance. Product-market scope strategy is affected by the product advantage and resource commitment while promotion element decision …
-
The salesperson-manager exchange relationship: the impact of competence, latitude and loyalty
Sales management researchers apply various leadership measures and theories taken from conventional work-group settings. These applications may be questionable given the unique boundary-spanning context in which the field sales force must operate. This study raises the questions and offers an …
-
A Comparative Analysis of Training, Mentoring and Coaching in the Sales Environment: Evaluating the Impact of Personal Learning on Role Ambiguity and Organizational Commitment
<p>The move towards a more knowledge-intensive sales market 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 …
Page 1 of 2