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Price Delegation in Sales Organizations: An Empirical Investigation
Hansen, Ann-Kristin; Joseph, Kissan; Krafft, Manfred - 2008
. Following this prescription, marketing scholars have developed strong theoretical arguments in favor of delegating pricing … authority to their salespeople. Given this divergence between theory and practice, we develop and empirically test two … mitigating factors that could potentially explain why firms restrict pricing authority. We test our hypotheses on a sample of 222 …
Persistent link: https://www.econbiz.de/10009447450
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The influence of sales force newcomers' met expectations on selected outcome variables: Development and testing of a model
Rylander, David H. - 2001
salespeople. While a massive body of literature exists concerning turnover of employees and determinants of employee performance …
Persistent link: https://www.econbiz.de/10009475067
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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
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A Framework for the Selection of Electronic Marketplaces: A Content Analysis Approach
Stockdale, Rosemary; Standing, Craig - 2002
Although there has recently been an increased practitioner and media focus on electronic marketplaces, there still remains confusion over the advantages of participation. As a consequence organisations are finding difficulty in developing strategies, policies and procedures in relation to the...
Persistent link: https://www.econbiz.de/10009440845
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Perceived environmental uncertainty's effect on commitment in business-to-business channels
Harrison, Jennifer L; Kelly, Stephen J - 2010
Purpose: The purpose of this paper is to test the null hypothesis that there is no significant association between perceived environmental uncertainty (PEU) and a three component conceptualisation of commitment. Design/methodology/approach: Data were collected from owner/managers of community...
Persistent link: https://www.econbiz.de/10009475209
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Measuring attitudinal commitment in business-to-business channels
Kelly, Stephen J - 2004
While organizational behaviourists have largely adopted a three-component conceptualisation of attitudinal commitment, marketers continue exclusively to apply one- or two-component models. In this paper, the reliability and validity of one-, two- and three-component models of commitment are...
Persistent link: https://www.econbiz.de/10009475212
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Marketing activities of companies in the educational software sector
Jones, Rosalind; Rowley, Jennifer - 2009
Full-text of this article is not available in this e-prints service. This article was originally published [following peer-review] in Qualitative Market Research: An International Journal, published by and copyright Emerald Group Publishing Limited.
Persistent link: https://www.econbiz.de/10009455100
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International internet marketing: A triangulation study of drivers and barriers in the business-to-business context in the United Kingdom
Eid, Riyad - 2005
Metadata only
Persistent link: https://www.econbiz.de/10009458948
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Making Business-to-Business International Internet Marketing Effective: A Study of Critical Factors Using a Case-Study Approach
Eid, Riyad; Elbeltagi, Ibraheem; Zairi, Mohamed - 2006
The recent phenomenal growth in business activities dependent on the Internet has demonstrated that various potential advantages could be derived from using information and communication technology platforms. The Internet has enabled firms to reach out to global markets and has provided them...
Persistent link: https://www.econbiz.de/10009458952
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Boundary conditions to business relationships in China: The case of selling wine in China
Beverland, M - 2009
Purpose ? This paper aims to examine the role and limitations of relationships between buyers and sellers of grape wine in China. Although networks are believed to be critical for market entry in Confucian societies, they may also dampen the entrepreneurialism necessary to build a sustainable...
Persistent link: https://www.econbiz.de/10009481841