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An evaluation of marketing issues in sales force automation

Lingaiah, Naveen; Pires, Guilherme D.; Stanton, John - University of Newcastle; University of Newcastle; … - 2003

Sales force automation refers to the automation of sales activities within an organization. Depending on the context, SFA may refer to the concept, the tools or the system. Because the literature refers to the importance of customer value creation and competitive advantage in considering SFA,...

Persistent link: https://www.econbiz.de/10009482243

The role of pure and quasi-moderators in services : an empicial investigation of ongoing customer-service-provider relationships

Sharma, Neeru - Foundation for Organisational Research and Education; … - 2003

This paper presents some significant empirical findings about the role of switching cost and alternative attractiveness in developing the long-term relationship between the client and the service-provider in personal financial planning services. Considering switching costs and alternative...

Persistent link: https://www.econbiz.de/10009482064

Internationalisation strategies for SME's in the decade ahead : are our theories relevant?

Fletcher, Richard; SME-Entrepreneurship Global … - University of Western Sydney; University of Western Sydney - 2008

Purpose- To demonstrate that different theoretical approaches are required for the internationalisation of SME?s. Design/methodology/approach- A comparison is made of existing theories and approaches with the actual behaviour of SME?s findings-The internationalisation of SME?s requires different...

Persistent link: https://www.econbiz.de/10009481934

Influences on financial decision making among the rural poor in Bangladesh

Jackson, Laurel R. - University of Western Sydney; College of Business; … - 2010

about the nature of their financial decision making which is taking place within the marketing systems that are operating in … marketing flows linking system participants? (Layton 2007 P 239) are considered in terms of the implications for the impact on … communities. Understanding consumers and their behaviour is at the core of marketing yet much of what we know has been derived …

Persistent link: https://www.econbiz.de/10009481898

Measuring consumer purchase decision involvement at the BOP : a new approach

Chikweche, Tendai; Fletcher, Richard; Subsistence … - University of Western Sydney; University of Western Sydney; … - 2008

explains why it is important in international marketing to conduct research into business opportunities at the BOP in … development and testing in international marketing to cater for emerging and growing markets. …

Persistent link: https://www.econbiz.de/10009481933

Aircraft lease-purchase decision making : what influences airline management?

Davis, Glenda; Zakrzewski, Dorothea - University of Western Sydney; University of Western Sydney; … - 2008

short of predicting all of the factors taken into account by management in its decision making. Post Keynesian economic …

Persistent link: https://www.econbiz.de/10009482060

Relationships between organization characteristics and needs for management training in developing countries

Hau, Le Nguyen - University of Western Sydney - 1998

Management training has been considered as an important issue attracting the interest of several individuals and … aspects of management training that may result from different features of organizations and countries concerned. However …, there has been little research on the relationships between organizational characteristics and the need for management …

Persistent link: https://www.econbiz.de/10009482202

Innovation generation in buyer-seller relationships

Roy, Subroto - University of Western Sydney; College of Law and Business; … - 2001

Doctor of Philosophy (PhD) (Marketing) …

Persistent link: https://www.econbiz.de/10009481954

Dispersion of continuous improvement and its impact on continuous improvement

Sloan, Keith; Sloan, Terrence R.; Albors Garrigo?s, Jose? - Southern Cross University; University of Western Sydney; … - 2008

with fewer implementation problems and higher levels of support and measurement tools. The paper concludes management in …

Persistent link: https://www.econbiz.de/10009482113

Service quality in Sydney hotels : a perspective from managers, staff and customers

Presbury, Rajka - University of Western Sydney; College of Business; … - 2009

customers use in choosing between three-, four- and five-star hotel accommodation in Sydney; 2) determine management … their customers? To answer this question it was necessary to: 1) ascertain from the perspective of both management and staff … information can then be used to inform management of the changes that can be made to achieve better performance. …

Persistent link: https://www.econbiz.de/10009482203