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Selling Multiple Units to Strategic Customers

Jin, Chen - 2020

Problem definition: We consider a monopolist firm selling products to strategic customers who may purchase more than … chooses to lower prices at certain points in order to induce multi-unit purchases. Unlike single-unit selling, the first …

Persistent link: https://www.econbiz.de/10012840225

Consumer Propensity to Adopt PSD2 Services : Trust for Sale?

Bijlsma, Michiel - 2020

We study consumers' attitudes towards sharing payments data with incumbent and new providers of payment and account information services, and using their services. This is important, in order to understand the possible impact of the revised Payment Services Directive (PSD2) on the functioning of...

Persistent link: https://www.econbiz.de/10012842433

When Customers Anticipate Liquidation Sales : Managing Operations under Financial Distress

Birge, John R. - 2017

The presence of strategic customers may force an already financially distressed firm into a death spiral: Sensing the firm's financial difficulty, customers may wait strategically for deep discounts in liquidation sales. In turn, such waiting lowers the firm's profitability and increases the...

Persistent link: https://www.econbiz.de/10012971133

Customer Satisfaction and its Impact on the Future Costs of Selling

Lim, Leon Gim - 2020

performance, a managerially important, but overlooked aspect is its effect on a firm's future cost of selling (COS), i …

Persistent link: https://www.econbiz.de/10012850202

Managing Conflicts between Marketing and Sales : Customer Acquisition in Business Markets

Rubel, Olivier - 2019

Conflicts between marketing and sales functions concerning customer acquisition process in business-to-business firms hurt profits. Marketing claims that sales disregards qualified leads; sales questions lead quality. To address such conflicts and avoid threats to profits, we consider several...

Persistent link: https://www.econbiz.de/10012858731

A sequential logic model between sales performance and salesperson satisfaction in B2B markets

Rodríguez, Rocío; Høgevold, Nils; Otero-Neira, Carmen; … - In: The journal of business & industrial marketing 37 (2022) 1, pp. 180-194

Persistent link: https://www.econbiz.de/10012797127

How small enterprises manage unexpected customer requests in B2B sales

Hänninen, Kai; Muhos, Matti; Haapasalo, Harri - In: International journal of entrepreneurship and small … 44 (2021) 4, pp. 452-469

Persistent link: https://www.econbiz.de/10012798994

The role of salespeople in value co-creation and its impact on sales performance

Alnakhli, Hayam; Inyang, Aniefre Eddie; Itani, Omar S. - In: Journal of business-to-business marketing 28 (2021) 4, pp. 347-367

Persistent link: https://www.econbiz.de/10012802196

Selling : building partnerships

Castleberry, Stephen Bryon; Tanner, John F. - 2022 - Eleventh edition, international student edition

CONTENTS IN BRIEF. Chapter 1. Selling and salespeople -- Part 1. KNOWLEDGE AND SKILL REQUIREMENTS -- Chapter 2. Ethical … and legal issues in selling -- Chapter 3. Buying behavior and the buying process -- Chapter 4. Using communication … principles to build relationships -- Chapter 5. Adaptive selling for relationship building -- Part 2. THE PARTNERSHIP PROCESS …

Persistent link: https://www.econbiz.de/10012545188

No conversion, no conversation : consequences of retail salespeople disengaging from unpromising prospects

Cron, William L.; Alavi, Sascha; Habel, Johannes; … - In: Journal of the Academy of Marketing Science 49 (2021) 3, pp. 502-520

Persistent link: https://www.econbiz.de/10012548062