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Journal articles on the topic 'Industrial selling'

Author: Grafiati

Published: 4 June 2021

Last updated: 1 February 2022

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1

Claxton, Reid, Susan DelVecchio, James E. Zemanek, and Roger P. McIntyre. "Industrial Buyers' Perception of Effective Selling." Psychological Reports 89, no. 3 (December 2001): 476–82. http://dx.doi.org/10.2466/pr0.2001.89.3.476.

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The most fundamental aspect of commerce is interaction between buyers and sellers. Accordingly, the psychological study of selling techniques can be considered as old as trade. This study investigated two categories of selling techniques composed of 17 objection-addressing and 13 sale-closing strategies. Reported are survey responses from 242 industrial buyers, frequent targets of selling techniques, who were asked to identify which technique from each category they associated with salespersons' effective selling behavior.

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2

Schmitz, Christian. "Group influences of selling teams on industrial salespeople’s cross-selling behavior." Journal of the Academy of Marketing Science 41, no. 1 (May 30, 2012): 55–72. http://dx.doi.org/10.1007/s11747-012-0304-7.

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3

Marois, Denise. "Selling Industrial Hygiene to Upper Management." Synergist 7, no. 3 (1996): 26. http://dx.doi.org/10.3320/1.2928514.

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4

Moore, James R., Donald W. Eckrich, and Lorry Thompson Carlson. "A Hierarchy of Industrial Selling Competencies." Journal of Marketing Education 8, no. 1 (March 1986): 79–88. http://dx.doi.org/10.1177/027347538600800111.

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5

CLAXTON, REID. "INDUSTRIAL BUYERS' PERCEPTION OF EFFECTIVE SELLING." Psychological Reports 89, no. 7 (2001): 476. http://dx.doi.org/10.2466/pr0.89.7.476-482.

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6

Wagle, John S. "Using humor in the industrial selling process." Industrial Marketing Management 14, no. 4 (November 1985): 221–26. http://dx.doi.org/10.1016/0019-8501(85)90013-6.

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7

Joe Puri, S. "Industrial Vendors′ Selling Center: Implications for Sales Management." Journal of Business & Industrial Marketing 7, no. 3 (March 1992): 59–69. http://dx.doi.org/10.1108/08858629210035436.

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8

Cardozo, Richard, and Shannon Shipp. "New selling methods are changing industrial sales management." Business Horizons 30, no. 5 (September 1987): 23–28. http://dx.doi.org/10.1016/0007-6813(87)90075-9.

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9

Wotruba, Thomas R. "The transformation of industrial selling: Causes and consequences." Industrial Marketing Management 25, no. 5 (September 1996): 327–38. http://dx.doi.org/10.1016/0019-8501(96)00035-1.

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10

Leigh, Thomas W., and Patrick F. McGraw. "Mapping the Procedural Knowledge of Industrial Sales Personnel: A Script-Theoretic Investigation." Journal of Marketing 53, no. 1 (January 1989): 16–34. http://dx.doi.org/10.1177/002224298905300103.

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Selling is the primary performance-related activity in the sales job, yet descriptions of the task-specific knowledge of sales personnel are rare. In a two-phased (free elicitation and validation) study, the authors used cognitive script methods to map the procedural knowledge of experienced, effective industrial salespersons. Commonalities in the selling objectives, sales call planning activities, and sales call interaction activities for four selling situations are described. These script norms provide rich, activity-based descriptions of salesperson knowledge as empirical content for future theoretical investigations and practical applications in sales performance and sales training.

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11

Moncrief, William C. "Selling Activity and Sales Position Taxonomies for Industrial Salesforces." Journal of Marketing Research 23, no. 3 (August 1986): 261–70. http://dx.doi.org/10.1177/002224378602300306.

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The author develops a comprehensive inventory of selling activities and uses it to analyze the jobs of 1393 salespeople employed by 51 industrial selling organizations. He also develops a taxonomy of sales activities based on frequency of occurrence of 121 sales activities. In addition, a taxonomy of six industrial sales jobs is created from configurations of sales activity factors. Managerial implications of the findings are discussed and directions for further research are proposed.

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12

Lubis, Muhammad Ikhsan. "ONLINE BUYING AND SELLING TRANSACTIONS UNDER INTERNATIONAL PRIVATE LAW." Journal of Private and Commercial Law 2, no. 1 (June 28, 2018): 17–32. http://dx.doi.org/10.15294/jpcl.v2i1.14499.

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Development of business transactions especially buying and selling has globally impact to daily activities, and in modern era it disrupted by technology. Distance and time was no longer an obstacle in terms of getting the desired goods or services. The buying and selling transaction is then called online buying and selling transaction, a term commonly used by business actors in Indonesia and even the world. Civilizations and actions of a person change drastically in fulfilling his desire to get something what he wants. The online buying and selling transaction is even considered the 5th Industrial Revolution for the order of trade and industrial civilization in the world today. This paper will see and examine online buying and selling transactions from the perspective of the International Private Law, because it is not impossible this online buying and selling transactions cross the border of the country. It is hoped that this paper will give different insight and perspective for readers about online transaction.

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13

Ross, A. "Selling uniqueness." Manufacturing Engineer 75, no. 6 (December 1, 1996): 260–63. http://dx.doi.org/10.1049/me:19960604.

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14

III, William C. Moncrief. "Selling Activity and Sales Position Taxonomies for Industrial Salesforces." Journal of Marketing Research 23, no. 3 (August 1986): 261. http://dx.doi.org/10.2307/3151484.

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15

Schultz, Roberta J., Kenneth R. Evans, and David J. Good. "Intercultural Interaction Strategies and Relationship Selling in Industrial Markets." Industrial Marketing Management 28, no. 6 (November 1999): 589–99. http://dx.doi.org/10.1016/s0019-8501(98)00032-7.

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16

McDonald, John F., and Yuliya Yurova. "Property taxation and selling prices of industrial real estate." Review of Accounting and Finance 6, no. 3 (August 14, 2007): 273–84. http://dx.doi.org/10.1108/14757700710778018.

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17

Hamm, Robert W. "Industrial Accelerators." Reviews of Accelerator Science and Technology 01, no. 01 (January 2008): 163–84. http://dx.doi.org/10.1142/s1793626808000095.

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About half of the particle accelerators produced worldwide are used for industrial applications. These commercial systems utilize a wide range of accelerator technologies and cover numerous applications over a broad range of business segments. While this is not a high profile business, these "industrial accelerators" have a significant impact on people's lives and the world's economy, as many products contain parts that have been processed by charged particle beams. Wide scale adoption of many of these processing tools has resulted in the rapid growth of the business of producing and selling them. This paper is a review of the current status of industrial accelerators worldwide, including the technologies, the applications, the vendors and the sizes of the markets.

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18

Altıntas, Füsun, Feride Bahar Kurtulmusoglu, Murat Hakan Altintas, Hans-Rudiger Kaufmann, and Sanem Alkibay. "The mediating effects of adaptive selling and commitment on the relationship between management control and sales performance." EuroMed Journal of Business 12, no. 2 (July 3, 2017): 221–40. http://dx.doi.org/10.1108/emjb-12-2016-0037.

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Purpose The purpose of this paper is to present a comprehensive model of the relationship between control and sales performance contingent upon the commitment and adaptive selling variables. Specifically, the study tests the mediator effects of adaptive selling and organizational commitment on the effect of managerial control systems on self-assessed performance of the salespeople working in the field of industrial marketing. Design/methodology/approach In total, 472 firms active in the industrial marketing field for tangible industry products in Turkey were selected for the research. The proposed model that tested posits relationships among management control variables and adaptive selling, organizational commitment and sales performance measures. Management controls are related to sales performance through the mediating effect of adaptive selling and organizational commitment. Management control styles (output as formal and professional as informal) were the independent variables, while changes in organizational commitment and adaptive selling were tested both as mediators and sales performance as dependent variable, consistent with the reciprocal effects model under analysis. Findings The findings demonstrated that “control” is positively associated with “sales performance” and “commitment” and “adaptive selling” mediate this relationship. Findings indicate that control impacts sales performance through a mediating mechanism that involves adaptive selling and commitment. Taken together, results showed that adaptive selling and commitment played a critical role in sales performance. Originality/value This research is the first to empirically analyse the model regarding the relationship between sales performance, control, adaptive selling and commitment variables.

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19

Gopalakrishna, Srinath, and Rabikar Chatterjee. "A Communications Response Model for a Mature Industrial Product: Application and Implications." Journal of Marketing Research 29, no. 2 (May 1992): 189–200. http://dx.doi.org/10.1177/002224379202900204.

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The rising cost of an industrial sales call underscores the need for integration of personal selling with other modes of industrial communication, notably advertising, within the overall context of efficient resource deployment. The authors propose an approach to assess the joint impact of advertising and personal selling effort on sales of a mature industrial product and thereby to plan the overall communications budget and its split between advertising and personal selling. Through an empirical application, they demonstrate the estimation of a communications response model and its use as an input to the planning process. In the illustration, the model's recommendation calls for an increase in the total communications budget over the current level, as well as some reallocation among its elements, based on a multiperiod profit-maximizing objective. Finally, to obtain a more general understanding of communications budgeting under different market situations, the authors employ the model to investigate analytically the impact of key market factors on the optimal level and allocation of communications effort.

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20

Brickell Bellows, Amanda. "Selling Servitude, Captivating Consumers." Journal of Global Slavery 1, no. 1 (2016): 72–112. http://dx.doi.org/10.1163/2405836x-00101005.

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After the abolition of Russian serfdom and American slavery in 1861 and 1865, respectively, businesses played an important role in molding popular attitudes about post-emancipation integration processes in Russia and the United States through visual representations of serfs, peasants, slaves, and freedpeople in advertisements. Both American and Russian companies developed parallel marketing strategies by constructing advertisements that depicted African Americans and peasants in positions of servitude, which appealed to consumers who were nostalgic for an idealized rural, pre-industrial and pre-emancipation era during an age of rapid industrialization, urbanization, and geographic expansion. But Russian and American companies also pursued divergent marketing tactics that beg further consideration. While US businesses predominantly disparaged African Americans in racialized caricatures, Russian businesses sometimes depicted peasants in positions of equality relative to other citizens. What accounts for this disparity? This article examines newspaper ads, posters, broadsides, and ephemera from collections at Russian and American archives, and argues that apart from perceived racial differences in the case of US ads, dissimilarities between Russian and American population compositions, urban migration patterns, and distinct notions of national identity also explain this important distinction.

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21

Howland, Marie. "The Impact of Contamination on the Industrial Land Market." SCIENZE REGIONALI, no. 3 (October 2011): 29–47. http://dx.doi.org/10.3280/scre2011-003003.

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This study examines the impact of contamination on land prices and sales in an industrial district in Baltimore, Maryland. We tracked the sales and selling price of land, known to be contaminated, known to be clean, and suspected of contamination because of its historical uses in one industrial area of about 5,580 acres in southwest Baltimore. The results indicate that after the mid-1990s, contaminated parcels have been selling, and the market has adjusted to contamination by lowering prices. Using an OLS model of land prices, we find parcels adjacent to a contaminated parcel - either known or suspected - sold at a 35% discount, and parcels known to be contaminated or had an historical reason-to-suspect of contamination sold at a 55% discount.

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22

Moorman, Jennifer. "Selling a Rebellion: The Industrial Logic of Mainstream Alt-Porn." Camera Obscura: Feminism, Culture, and Media Studies 32, no. 2 95 (2017): 29–61. http://dx.doi.org/10.1215/02705346-3924639.

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23

Dubinsky, Alan J., Thomas N. Ingram, and William Rudelius. "Ethics in industrial selling: How product and service salespeople compare." Journal of the Academy of Marketing Science 13, no. 1-2 (December 1985): 160–70. http://dx.doi.org/10.1007/bf02729712.

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24

Narus, James A., and James C. Anderson. "Industrial distributor selling: The roles of outside and inside sales." Industrial Marketing Management 15, no. 1 (February 1986): 55–62. http://dx.doi.org/10.1016/0019-8501(86)90044-1.

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25

Fitchett, Jerry. "Selling Delivered Delivers the Goods." Industrial Management & Data Systems 87, no. 7/8 (July 1987): 12. http://dx.doi.org/10.1108/eb057482.

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26

Spilka, George. "Selling your company." Metal Finishing 103, no. 5 (May 2005): 96–99. http://dx.doi.org/10.1016/s0026-0576(05)80397-6.

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27

McDonald, G. "Selling the American Dream: MoMA, Industrial Design and Post-War France." Journal of Design History 17, no. 4 (December 1, 2004): 397–412. http://dx.doi.org/10.1093/jdh/17.4.397.

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28

Bradford, M. "The future of selling." Manufacturing Engineer 77, no. 2 (April 1, 1998): 65–67. http://dx.doi.org/10.1049/me:19980214.

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29

Chague, Fernando, Rodrigo De Losso, Alan De Genaro, and Bruno Giovannetti. "Securities Lending and Short Selling." Review of Business Management 22, Special Issue (May 15, 2020): 501–17. http://dx.doi.org/10.7819/rbgn.v22i0.4062.

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30

Liu, Hengyu, Juliang Zhang, Chen Zhou, T. C. E. Cheng, and Yihong Ru. "Optimal purchase and selling strategy for wholesaler of produce: sorted or unsorted selling?" International Journal of Production Research 57, no. 19 (December 20, 2018): 6031–47. http://dx.doi.org/10.1080/00207543.2018.1558296.

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31

Schul, Patrick L., and Brent M. Wren. "The Emerging Role of Women in Industrial Selling: A Decade of Change." Journal of Marketing 56, no. 3 (July 1992): 38. http://dx.doi.org/10.2307/1252295.

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32

Schul, Patrick L., and Brent M. Wren. "The Emerging Role of Women in Industrial Selling: A Decade of Change." Journal of Marketing 56, no. 3 (July 1992): 38–54. http://dx.doi.org/10.1177/002224299205600303.

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The rapid influx of women into the industrial salesforce over the last decade has created a need to upgrade understanding of the female salesperson. The authors examine gender differences in job-related attitudes and performance outcomes in an integrated salesforce. Results showing few gender differences bring into question anecdotal suggestions that women require special programs to facilitate their assimilation into the salesforce. Specific recommendations are provided about individual treatment for both male and female salespeople.

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33

De Rose, Louis J. "How Industrial Markets Buy Value Selling: a Strategy for Dealing with Changes." Journal of Business & Industrial Marketing 7, no. 1 (January 1992): 65–69. http://dx.doi.org/10.1108/eum0000000002762.

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34

Sweeney, Ellen, and Sonja Killoran-McKibbin. "Selling Pink: Feminizing the Non-Profit Industrial Complex from Ribbons to Lemonaid." Women's Studies 45, no. 5 (July 3, 2016): 457–74. http://dx.doi.org/10.1080/00497878.2016.1186492.

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35

Long, Mary M., Thomas Tellefsen, and J. David Lichtenthal. "Internet integration into the industrial selling process: A step-by-step approach." Industrial Marketing Management 36, no. 5 (July 2007): 676–89. http://dx.doi.org/10.1016/j.indmarman.2006.05.001.

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36

Biong, Harald, and Fred Selnes. "Relational selling behavior and skills in long-term industrial buyer-seller relationships." International Business Review 4, no. 4 (January 1995): 483–98. http://dx.doi.org/10.1016/0969-5931(95)00028-3.

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37

Kadic-Maglajlic, Selma, Irena Vida, Claude Obadia, and Richard Plank. "Clarifying the influence of emotional intelligence on salesperson performance." Journal of Business & Industrial Marketing 31, no. 7 (August 1, 2016): 877–88. http://dx.doi.org/10.1108/jbim-09-2015-0168.

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Purpose The purpose of this study is to explore the linkages among emotional intelligence, relational selling behavior and salesperson performance. Although existing research acknowledges the importance of emotional facets in business relationships, the role of emotional intelligence is poorly understood in the literature on salesperson performance. Design/methodology/approach Two data sets from business-to-business salespeople in various industrial and service sectors were analyzed with structural equation modeling. Mediation hypotheses were cross validated through a bootstrapping approach with bias-corrected confidence estimates. Findings The results suggest that two focal types of selling behaviors – namely, adaptive selling and customer-oriented selling – fully mediate the positive relationship between emotional intelligence and salesperson performance. Practical implications The study offers new insights to sales and marketing managers on how individual capabilities (such as emotional intelligence) can be transformed into high sales performance. Originality/value Drawing on the ability view of emotional intelligence and highlighting its conative facet, the current research posits that emotional intelligence affects salesperson performance through relational selling behaviors.

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38

Norman, Efrita, and Idha Aisyah. "BISNIS ONLINE DI ERA REVOLUSI INDUSTRI 4.0 (TINJAUAN FIQIH MUAMALAH)." Al-Kharaj : Jurnal Ekonomi, Keuangan & Bisnis Syariah 1, no. 1 (March 17, 2019): 30–44. http://dx.doi.org/10.47467/alkharaj.v1i1.15.

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Online buying and selling has become a preferred shopping alternative to the current 4.0 industrial revolution. However, the existence of online buying and selling is faced with various problems such as goods mismatches, defects in goods, and fraud, making enthusiasts enthusiastic to give an idea about sharia online buying and selling according to Islamic law based on a study of the views of online business people in the Bogor Pamijahan District community. Online buying and selling transactions can be via ATM or COD (Cash On Delivery). The most important thing in buying and selling online is the seller's credibility, quality, price of goods and transaction security. Sharia online buying and selling must also be taken into account so that the seller and buyer of the same fellow Muslims are not harmed and they are happy with each other nor it does violate the fiqh law muamalah in Islam. Islamic Law of Jurisprudence packs online buying and selling in sharia that is fulfilling harmony and terms of sale and purchase, agreement, ethics and principle of buying and selling. The specifications of the goods being traded must be clear and honestly described even if there is a defect in the goods to avoid garar. If the specifications of the item desired by the buyerare not even suitable, the online seller can confirm to the buyer to choose another specification or even cancel the transaction by transferring the payment to avoid fraud and increase customer satisfaction.

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39

Wei, Mike Mingcheng, and Fuqiang Zhang. "Advance Selling to Strategic Consumers: Preorder Contingent Production Strategy with Advance Selling Target." Production and Operations Management 27, no. 7 (April 6, 2018): 1221–35. http://dx.doi.org/10.1111/poms.12863.

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40

Geng, Xin. "Opaque selling in congested systems." Operations Research Letters 44, no. 6 (November 2016): 737–41. http://dx.doi.org/10.1016/j.orl.2016.09.005.

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41

Finn, Frank, and Timo Koivurinne. "The Ex Ante Efficiency of Australian Stock Market Benchmarks." Australian Journal of Management 25, no. 1 (June 2000): 1–16. http://dx.doi.org/10.1177/031289620002500103.

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This paper tests the ex ante efficiency of Australian benchmark portfolios over the period 1980–1996. Indices commonly used as performance evaluation benchmarks were found to be ex ante inefficient when unrestricted short selling was allowed. However, when short selling was restricted, the ex ante efficiency of the benchmarks could not be rejected. Further, the mining/resource and property sectors were not performance-enhancing additions to investment in the industrial sector over the period examined. This has important implications for the performance evaluation of managed investment funds.

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42

Ogonowska, Malgorzata, and Dominique Torre. "Joint Opaque Selling Systems for Online Travel Agencies." Revue d'économie industrielle, no. 147 (September 30, 2014): 111–39. http://dx.doi.org/10.4000/rei.5878.

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43

Sochi, Maria, and Steve Swidler. "A Test of Market Efficiency When Short Selling Is Prohibited: A Case of the Dhaka Stock Exchange." Journal of Risk and Financial Management 11, no. 4 (October 2, 2018): 59. http://dx.doi.org/10.3390/jrfm11040059.

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A ban on short selling exists on several exchanges, especially in emerging markets. In most cases, short selling has always been prohibited, thus making it difficult to examine the ban’s effect on price discovery. In this paper, we consider data from the Dhaka Stock Exchange (DSE) to test for a short selling ban on market efficiency. The analysis examines runs in daily stock returns and then forms a distribution of return clusters according to their duration. Using Monte Carlo simulation, we find that runs of longer duration appear more frequently in the DSE data than we would expect in efficient markets. We compare these results to stocks in the Dow Jones Industrial Average (DJIA). We find that the same runs tests accord with market efficiency for liquid and easily shorted DJIA stocks.

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44

Dick, W. M., and James C. Cobb. "The Selling of the South: The Southern Crusade for Industrial Development, 1936-1990." Labour / Le Travail 34 (1994): 336. http://dx.doi.org/10.2307/25143877.

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45

Geiger, Susi, and John Finch. "Buyer–Seller Interactions in Mature Industrial Markets: Blurring the Relational–Transactional Selling Dichotomy." Journal of Personal Selling & Sales Management 31, no. 3 (June 2011): 255–68. http://dx.doi.org/10.2753/pss0885-3134310304.

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46

Jin, Chen, Qian Liu, and Chenguang (Allen) Wu. "Selling multiple units to strategic consumers." Operations Research Letters 49, no. 2 (March 2021): 191–96. http://dx.doi.org/10.1016/j.orl.2020.12.012.

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47

Yi, Zelong, Yulan Wang, Yun Liu, and Ying-Ju Chen. "The Impact of Consumer Fairness Seeking on Distribution Channel Selection: Direct Selling vs. Agent Selling." Production and Operations Management 27, no. 6 (April 2, 2018): 1148–67. http://dx.doi.org/10.1111/poms.12861.

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48

Kuznetsov, Mikhail, Viktor Ponka, and Ivan Chumachenko. "Features of the protection of the intellectual property related to the military-industrial complex of Russia." SHS Web of Conferences 55 (2018): 02013. http://dx.doi.org/10.1051/shsconf/20185502013.

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An integral part of today’s cross-border civil and trade relations is cooperation and trade in the military-industrial complex. One of the key problems for the countries selling production of the military-industrial complex is the protection of the intellectual property rights in the field of defence industry. Russia, being one of the biggest arms exporters in the world, has accumulated an interesting experience of legal regulation of this problem. This article focuses on aspects of intellectual property protection in the sphere of military-industrial complex.

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49

Abratt, R., N. Chorn, and B. I. C. Van Der Westhuizen. "Promotion mix practices of market leaders: A cross-sector analysis." South African Journal of Business Management 17, no. 1 (March 31, 1986): 24–30. http://dx.doi.org/10.4102/sajbm.v17i1.1030.

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Models which describe promotions practice in various situations have tended to be widely accepted without much attempt at empirical validation. Many approaches rely on the popular dichotomy which separates 'consumer' and 'industrial' marketing. It is argued that this separation is not entirely justified as far as the promotional activities of advertising and selling are concerned, and that the traditional models do not adequately describe promotions strategy in South African companies. The objective of this article is to review some of these approaches and to compare them with current findings of leading South African companies. A study of 25 leading companies across five sectors was undertaken. The purpose was to evaluate their promotions mix practices, and specifically to compare levels of expenditure on advertising and personal selling. The results are somewhat surprising, showing that personal selling expenditure is greater than advertising in all five the sectors studied.

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50

Khandelwal Das, Komal, Ashwani Kumar Upadhyay, and Subrata Das. "Getting stellar sales performance: why sales managers’ mentoring, coaching and technology capabilities make the difference." Development and Learning in Organizations: An International Journal 28, no. 5 (July 29, 2014): 13–16. http://dx.doi.org/10.1108/dlo-02-2014-0012.

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Purpose – The aim of this viewpoint is to distinguish the importance of sales managers’ attitude and role clarity in the context of mentoring, coaching and technology capabilities to achieve stellar sales force operations and performance. Design/methodology/approach – This report reviews the sales training literature to highlight how managerial interventions enhance competencies, behaviours and advanced level of selling orientation by mentoring and coaching construct. The concept of manager’s creativity and imagination is brought out to explain why it should be adapted and carried out in an era of vibrant and dynamic selling paradigm. Findings – Adapting and implementing the concept of mentoring and coaching in a personal or industrial selling context may provide sales organization and academicians a better reason of how leadership and personality traits of manager enhance learning transfer. Practical implications – Sales managers could develop appropriate new metrics based on market orientation for building strategic relationships, thereby eliminates ambiguity in sales-force function. Social implications – Increased sales result in sales force retention, organizational sustainability and economic growth. Originality/value – This paper introduces the concept of mentoring and coaching touch as improvement tactics to transform average salespeople into exceptional performers in contemporary selling to surpass productivity records.

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