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 20 for “"sales performance"”.
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E-Commerce Supply Chain Risk Mitigation and Online Sales Performance
… and functionalities and its impact on online sales performance. While previous research has examined the impact of various retail service offerings on online sales performance, this study takes a focused approach by investigating the impact of transactional, logistics, and post-sales service …
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Sales Incentives and Sales Performance: The Moderating Effect of Cultural Dimensions
… lead to competitive advantages. Companies use sales incentives to motivate their sales force and customers in an effort to optimize sales performance. Despite a growing interest in international sales research, few studies address the impact of culture on sales performance. This research will …
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Effects of Implementing a Competency-Based Performance Management System on Measures of Sales Performance
… the relationship between Competency-based Performance Management Systems and sales performance to determine whether the use of these systems increases performance. Performance data from sales representatives in a medical products company were examined to determine changes in performance …
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Determinants of sales performance in insurance industry:a cross-cultural comparison between the UK and Malaysia
… of the factors that predict a successful salesperson, using a cross-cultural comparison of two countries: the UK and Malaysia. Besides collecting quantitative data, qualitative data on organisational, environmental and cultural factors were also collected through interviews, personal and …
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Current approaches to the development of airport retail : a sales performance analysis and case study
… programs, and evaluate the relative performance of different management models both quantitatively and qualitatively, based on recent sales data and case studies of a number of airports. Data for this report was collected June/July 2002 in the form of publicly available data from …
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The selling situation as a mediator of the personality/sales performance relationship: an empirical investigation
… reports an investigation of the personality-sales performance relationship and the effect of long and short selling cycle situations as a moderator of this relationship. Research in the area of salesperson performance has failed to establish critical theoretical foundations for testing and …
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The Relationship of Servant Leadership Attributes to Sales Performance of Salespersons in the Healthcare Industry in 2011
… of servant leadership attributes on sales performance. This was accomplished by studying salespersons in the healthcare industry.</p> <p>Method. One hundred ninety-four study participants completed questionnaires providing quantitative measurements of the seven factors of servant …
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Sales enablement program's positive and negative impacts on sales performance in SaaS Industry: An empirical investigation based on the job demands-resources model
Tanto en el mundo académico como en la práctica, el rendimiento de las ventas es un tema urgente. Numerosos estudios constatan el aumento masivo de los retos para los vendedores, que hace que sólo uno de cada dos vendedores alcance su cuota, en todos los sectores. Destaca una industria con retos …
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The effect of personality, emotional intelligence and social network characteristics on sales performance: The mediating roles of market intelligence use, adaptive selling behaviour and improvisation
… and (3) emotional intelligence affected their sales performance. I then tested whether these three independent variables affected sales performance through various mediating variables including: (1) market intelligence use, (2) improvisation, and (3) adaptive selling behaviour. Finally, I …
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Incremental validity of assessment centre exercise ratings over and above general mental ability and personality traits in predicting financial intermediaries regulatory examination success and sales performance
… success of intermediaries and their objective sales performance. The sample consisted of 425 intermediaries in the middle and affluent market segments in South Africa. We reduced the large number of potential predictors through principle component analysis and subsequently conducted …
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Influencia de la innovación tecnológica en el desempeño de ventas de las productoras audiovisuales
… variables were technological innovation and sales performance, independent and dependent variable respectively. Nowadays, technological innovation is considered an important factor to produce quality products in most industries, while the sales performance could be seen because of the …
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Minority Bias in Supervisor Ratings: Comparing Subjective Ratings and Objective Measures of Job Performance
Supervisor ratings of job performance and objective sales performance were examined to better understand the causes of observed differences in performance ratings between Men and Women and Caucasians and African-Americans. Sex and race did not significantly predict subjective ratings of job …
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Retail sales and retail real estate : an economic analysis of the trends in neighborhood and community shopping center market
… market is overbuilt. This analysis was based on sales performance of goods common to shopping centers, income per square foot performance of shopping center Real Estate Investment Trusts, and the movement of national sales as a share of personal income. The results from a sales per square foot …
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Differences in market-oriented behaviour levels across firms' domestic and export marketing operations:a study of antecedents and consequences
… of such differences, and (3) what are the performance implications for firms of having different levels of domestic and export market-oriented behaviour. To shed light on these research questions, data were collected from 225 British exporting firms using a mail questionnaire. Structural …
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Retail sales forecast : a cross sectional approach for real investment strategy
… decisions. This cross sectional study analyzes sales per population, establishment per population, and sales per establishment based on six independent variables and the 2002 data set of 54 metropolitan statistical areas. The independent variables are population, employment per population, …
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Co-Branding as a Market-Driven Strategic Financial Investment Option in the Hospitality Industry
… restaurateurs who were not satisfied with prior sales performance were more likely to invest in the co-branding concept. We also discovered that investors in co-branding, no matter whether early or late movers, are usually satisfied with the performance of their co-branded stores. This study …
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The Impact of resilience, perceived organisational support and employee engagement in a competitive sales environment
Sales are regarded as the lifeblood of any industry, with sales positions often viewed as the occupation contributing the most to organisational success. A contributing factor to this success is employee engagement, which has been identified as a significant driver of sales performance. The …
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The bricks, clicks, economics and mortar of contemporary retail : the consequences that retailer storing strategies and retail performance across markets have on real estate investments
… strategies to maintain growth and store performance, such as urban market penetration and multi-channel selling. We also have done a rigorous analysis of retail performance across major U.S. markets to determine the ex post and ex ante effects of trends and strategy changes. The …
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Salesperson networking behaviors and sales prospecting outcomes : essays on the roles of motivation and communications-mix synergies. /
… recognize the importance of the front end of the sales funnel -- identifying and qualifying leads for new business -- in setting 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 …