This research explores the implementation of a Sales and Operations Planning(S&OP) process in order to observe the results on the performance of the supplychain after an implementation. Based on the literature review, the effectiveness ofthe supply chain’s performance is often criticised for...

This study addresses technical skills for packaging sales. Basedon the results of the study, a training manual and course ofinstruction have been developed to introduce an innovativeapproach to packaging sales. "Technical Skills for PackagingSales" defines the packaging sales professional, or...

Despite the necessity of close integration between marketing and sales, managers report less than satisfactory results in this area. This paper aims to examine what keeps the two functions apart. It propses going beyond surface level behaviour to examine the different sub-cultural mental frames...

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,...

Der Konsument sieht sich im zunehmenden Maße mit einer großen Produktvielfalt, einer allgemeinen Homogenisierung der Produkte und einer ständigen Informationsüberflutung konfrontiert. Zur leichteren Orientierung werden aus dem großen Bündel an Produktinformationen, einzelne...

A vast body of knowledge exists with regards to the attitudes involved in the consumption of luxury brands. The purchase of products for their symbolic and social value rather than for their inherent utility in now widely recognised as a significant determinant of consumer behaviour (Mason...

This study examines the influence of personality factors and attitudes toward consumers' willingness to knowingly purchase counterfeit luxury brands. Convenience sampling method was employed and a self administered questionnaire was distributed to students in a large Australian university. A...

Abstract - A simple mathematical model describing the diffusion of a new, infrequently purchased product is proposed. Many previous papers have reported that the differing behaviour of "innovators" and "imitators" is fundamental to the diffusion process. However, previous models have failed to...