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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

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

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

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

Business to Business Marketing: Service Recovery and Customer Satisfaction Issues with Ocean Shipping Lines

Durvasula, Srinivas; Lysonski, Steven; Mehta, Subhash - 2000

The tenets of relationship marketing are useful in understanding the success of a service provider. Based on a sample of 221 firms in Singapore that use ocean freight shipping services, examines service recovery issues related to satisfaction. It was found that service recovery methods such as...

Persistent link: https://www.econbiz.de/10009484489

Testing the SERVQUAL Scale in the Business-to-Business Sector: The Case of Ocean Freight Shipping Service

Durvasula, Srinivas; Lysonski, Steven; Mehta, Subhash - 1999

A key question is whether the instruments developed for consumer services can accurately gauge the service quality perceptions of organisational customers. Reports psychometric testing of the SERVQUAL as a measure of service quality in ocean freight services. Based on a survey of a...

Persistent link: https://www.econbiz.de/10009484490

Relationships Between SERVQUAL Dimensions and Organizational Performance in the Case of a Business-to-Business Service

Mehta, Subhash C.; Durvasula, Srinivas - 1998

A growing recognition of the critical differences between industrial and consumer services requires additional research emphasis on marketing of services in business-to-business context. Presents an application of SERVQUAL as a measure of service quality in Ocean Freight Services. Based on a...

Persistent link: https://www.econbiz.de/10009484529

The Effect of Perceived Ethical Climate on the Search for Sales Force Excellence

Weeks, William; Loe, Terry; Chonko, Lawrence; … - 2004

, organizational commitment, and performance among business-to-business salespeople from two companies. The results indicate a firm …

Persistent link: https://www.econbiz.de/10009459062

Competing Complements

Casadesus-Masanell, Ramon; Nalebuff, Barry; Yoffie, David - Harvard Business School; SOM Yale University; Harvard … - 2007

In Cournot's model of complements, the producers of A and B are bothmonopolists. This paper extends Cournot's model to allow for competitionbetween complements on one side of the market. Consider two complements,A and B, where the A + B bundle is valuable only when purchasedtogether. Good A is...

Persistent link: https://www.econbiz.de/10009435133

Controlling the Growth of Internet Routing Tables Through Market Mechanisms

Kwong, Kin-Wah; Guerin, Roch - 2010

on the size of routing tables, and introduces a pricing scheme that seeks to better reapportion the resulting costs. The …

Persistent link: https://www.econbiz.de/10009438863