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Bäckström, Lars. "Personal selling and relationships : a review and explorative essay /." Luleå : Luleå University of Technology, 2008. http://epubl.ltu.se/1402-1544/2008/64/.
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Bunokaitė, Agnė. "Individualizuotas asmeninis pardavimas: telemarketingo įmonės atvejis." Master's thesis, Lithuanian Academic Libraries Network (LABT), 2013. http://vddb.laba.lt/obj/LT-eLABa-0001:E.02~2013~D_20130801_123726-39592.
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Magistro baigiamajame darbe nagrinėjama individualizuoto asmeninio pardavimo telemarketingo įmonėje, tema. Tiriamą problemą apibūdina klausimas: Ar individualizuotas asmeninis pardavimas turi įtakos pardavimo rezultatams? Šis darbas susideda iš įvado, dviejų pagrindinių dalių, išvadų, asmeninio pardavimo gerinimo rekomendacijų, literatūros sąrašo ir priedų.Master's thesis analyzes the theme of individualized marketing in Telemarketing Company. The relevant issue describes the question: Can an individualized personal sales influence sales results? This work consists of an introduction, two major parts, conclusions, recommendations for a personal marketing improvement, references and appendices.
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Dwyer, Thomas Sean. "National culture, organizational culture, and personal value influences on personal selling practices : a five-nation study /." Ann Arbor, MI : UMI, 1997. http://aleph.unisg.ch/hsgscan/hm00076909.pdf.
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Wessels, Gunter Frederik. "Salespeople's Selling Orientation: Reconceptualization, Measurement and Validity Assessment." Diss., The University of Arizona, 2011. http://hdl.handle.net/10150/202997.
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A study of Elite Salespeople (ES), those salespeople who maintain and sustain consistent high performance in the sales task was completed to discover and understand elite salesperson behavior. Analysis of participants' responses to structured depth interview questions led to the emergence of a construct called a Selling Orientation (SO). SO is made up of behaviors that guide salespeople to build, maintain, and monitor their personal credibility both with customers and industry members, as well as within the company. A number of field pre-tests were performed to derive a measurement scale for SO. This process was followed by a field survey that measured SO in a sales force. Confirmatory factor analysis was performed to assess the validity of the measurement scale and results support internal consistency and construct validity of a short 9 item scale for SO. This study advances the understanding of sales performance related theory by illuminating attributes of ES's. Additionally, this study introduces the concept of a Selling Orientation that is associated with high sales performance and key account management. Finally, the study introduces a measurement scale useful in the study of salespeople's selling orientation.
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ANCILLAI, CHIARA. "Social selling: Towards a Conceptualization in B2B Markets." Doctoral thesis, Università Politecnica delle Marche, 2019. http://hdl.handle.net/11566/263662.
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La crescente digitalizzazione ha determinato una significativa trasfromazione nei mercati B2B. I clienti sono più informati e consapevoli, anche grazie ad un maggiore utilizzo delle risorse digitali e dei social media nei loro processi di acquisto. Pertanto, sia nel mondo accademico, sia nel mondo manageriale si è iniziato a parlare di social selling in modo sempre più diffuso. Tuttavia, allo stato attuale, la ricerca accademica sul tema appare piuttosto frammentata, mancando una visione condivisa sugli elementi costitutivi del social selling. Alla luce di ciò, l’obiettivo della tesi è quello di delineare tale concetto tenendo conto sia della letteratura esistente, sia di quanto avviene nelle pratiche di vendita quotidiane. A tale scopo, la tesi adotta un approccio di tipo discovery-oriented, theories-in-use, combinando i risultati di una review sistematica della letteratura sul tema e due field study qualitativi. Lo studio contribuisce alla letteratura sul personal selling e digital marketing offrendo una visione integrata del fenomeno, una definizione del concetto di social selling e delle sue dimensioni chiave, nonché approfondimenti relativi agli aspetti organizzativi, ai risultati attesi e ai potenziali fattori contingenti. Il social selling fa leva sull'utilizzo dei social media e di altri canali di marketing per acquisire informazioni, interagire e coinvolgere clienti attuali e prospettici al fine di trasferire queste connessioni al di fuori dei social media e convertirle in risultati di business. Il presente studio sottolinea dunque la necessità di ampliare la prospettiva sinora adottata per intendere il social selling come un approccio di vendita contemporaneo che applica i principi del digital marketing a livello di forza vendita. I risultati offrono altresì linee guida per ricerche future e implicazioni manageriali.The increasing digitalization trends has entailed a significant transformation in business markets. Customers are becoming more empowered and less reliant on traditional selling initiatives, increasingly employing digital resource and social media throughout their purchasing journeys. Accordingly, practitioners and academics alike have paid growing attention to social selling for tackling the arising challenges and opportunities. Yet, extant academic research appears highly fragmented, falling surprisingly short of providing deep insights into the topic and lacking a commonly agreed understanding of the social selling’s key constituents. Against this backdrop, the purpose of this dissertation is to delineate the domain of the social selling concept and to compare the social selling conceptualization with current practices among frontline salespeople. To this end, this dissertation adopts a discovery-oriented, theories-in-use approach to conceptualize social selling by combining a systematic literature review on the topic and qualitative field studies among consultants and frontline sales professionals. The study contributes to the personal selling and digital marketing literature by offering an integrative view of the social selling phenomenon, a definition of the social selling concept and its key facets, as well as insights about its nomological network. Social selling leverages social media besides other channels for acquiring customer insights, connecting and engaging with prospects and customers for converting connections beyond social media into business outcomes. This dissertation highlights the need to broaden the current research perspective by encompassing social selling as a contemporary selling approach which implements the digital marketing principles at the sales force level. The findings offer avenues for research development as well as managerial guidance.
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Neugebauer, Josef. "Přímý prodej datových tarifů společnosti JHComp, s.r.o." Master's thesis, Vysoká škola ekonomická v Praze, 2011. http://www.nusl.cz/ntk/nusl-135916.
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The thesis deals with direct sales and its use in small business. Specifically, the sales of Internet service of regional ISP. The aim of this work is to demonstrate that direct selling is the way how to obtain new customers for the company JHComp in a competitive market, the market where the company itself has been long time active. To this end, the project plans the sale and subsequently leads to implementing the plan. The theoretical part deals with the concept of "direct sale" within the meaning of "person to person", settles the concept into a spectrum of marketing tools, informs about the history and highlights the facts. It also deals with the theory of marketing plan design and implementation of a plan. The practical part finally results in the assessment of executed sales and the entire project as a contribution to the company. Further proposes the use in the future.
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Ignatavičienė, Ingrida. "Asmeninis pardavimas viešojo maitinimo paslaugas teikiančių įmonių Šiaulių mieste pavyzdžiu." Bachelor's thesis, Lithuanian Academic Libraries Network (LABT), 2010. http://vddb.laba.lt/obj/LT-eLABa-0001:E.02~2010~D_20100907_090241-77974.
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Bakalauro baigiamajame darbe nagrinėtas asmeninio pardavimo technikos, pardavėjų savybių įtaka asmeninio pardavimo efektyvumui bei asmeninio pardavimo orientacijos. Šio darbo teorinėje dalyje atskleista asmeninio pardavimo samprata bei asmeninio pardavimo požiūrio kitimas, kuris lėmė skirtingas asmeninio pardavimo orientacijas. Tyrimo objektas: Asmeninio pardavimo technikos, procesas bei orientacija. Tyrimo tikslas: Ištirti asmeninio pardavimo technikas, procesą, bei orientacijas, taikomas padavėjų, viešojo maitinimo paslaugas teikiančiose įmonėse Šiaulių mieste. Darbo problemą apibūdina toks klausimas: Kaip reiškiasi asmeninis pardavimas viešojo maitinimo paslaugas teikiančiose įmonėse proceso bei naudojamų technikų kontekste? Tyrimui atlikti naudoti 2 kokybinių tyrimų metodai – stebėjimas bei giluminis interviu. Tyrimo metu nustatyta kaip asmeninio pardavimo technikas, proceso etapus bei asmeninio pardavimo orientaciją naudoja padavėjai viešojo maitinimo įstaigose, identifikuotos priemonės, kuriomis maitinimo įstaigos skatina asmeninio pardavimo naudojimą savo vadovaujamose įmonėse.Bachelor's paper examined the personal selling techniques, seller’s characteristics influence made on the effectiveness of personal selling and personal marketing orientation. Theoretical part of this work revealed the concept of personal selling and personal marketing approach to evolution, which led to different orientations of personal selling. The object: the personal selling techniques, process and orientation. The study objective: to investigate the personal selling techniques, processes, and orientations, applied by the waiters in the businesses providing catering services in the city of Šiauliai. The paper describes the problem the following question: how personal selling is reflected in the businesses providing catering services in the context of process and services used? There were two qualitative research methods used - observation and depth interviews. The study showed how personal selling techniques, process and personal selling orientation is used by waiters in catering facilities, identified measures to encourage caterers' use their personal marketing in the companies that they lead.
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Strachová, Stanislava. "Analýza strategie osobního prodeje společnosti Kofola." Master's thesis, Vysoká škola ekonomická v Praze, 2009. http://www.nusl.cz/ntk/nusl-15978.
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The theoretical part of this thesis contains the general characteristics of the Kofola company, aspects of personal selling and the most important atributes of a successfull sales representative. The fourth chapter is focused on the review of the personal selling by the Kofola company and the fifth chapter summarizes concrete activities and specifics of the workweek of the sales representative of this sompany. The sixth chapter decsribes instruments of sales promotion often used by the Kofola company: special offers for customers and consumers. The last part of this thesis is focused on the performance measurement of the sales representatives, which is a part of a motivation system of the Kofola company.
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Boehnke, Peesker Karen. "Exploring leadership behaviours perceived to enable salesperson performance." Thesis, Cranfield University, 2016. http://dspace.lib.cranfield.ac.uk/handle/1826/13125.
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This exploratory study builds on previous sales leadership research by examining, comparing, and contrasting sales leaders’ and sales representatives’ perceptions of what leadership behaviours enable salesperson performance. Semi-structured interviews were conducted with sales teams in a global enterprise software company. Semi-structured interviews were transcribed and statements coded into categories of leadership behaviours. Overall the sales professionals perceived the leadership behaviours of coaching, collaborating, championing, customer engaging, challenging, and creating vision enable salesperson performance. References were also made to candidate recruiting, inspiring and rewarding, however these were less frequent. Sales leaders and sales representatives agreed that coaching, collaborating, championing and customer engaging enable salesperson performance, however sales leaders spoke more about coaching, creating vision and candidate recruiting, while sales representatives spoke more about collaborating, championing, customer engaging and challenging. High performing sales representatives referred to coaching and customer engaging behaviours more frequently than average and low performing sales representatives, indicating the importance of these behaviours. Respondents also revealed that the intense pressure to deliver quarterly results made leadership challenging in this environment. This may account for the difference between sales leadership behaviours and leadership behaviours identified in the literature. This study suggests that a high pressure complex sales context might influence the type of leadership behaviours that may be best suited to enable salesperson performance. This study contributes to the field by providing a framework of the sales leadership behaviours perceived to enable salesperson performance, providing confirmation that sales leaders adopt previously identified leadership behaviours in the sales context, and the identification of new leadership behaviours specific to the sales context. It also presents evidence that trust, confidence, optimism and resilience are potential mediators between sales leadership and salesperson performance, and it provides a set of implications for practice.
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Meredith, Michael J. "An Examination of Individual Differences in Communication-Related Social Cognitive Structures in Association with Selling Effectiveness." Bowling Green State University / OhioLINK, 2009. http://rave.ohiolink.edu/etdc/view?acc_num=bgsu1237583389.
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Hellsten, Sara, and Maria Lidgren. "The effect of rhetoric in personal selling : An observational study of how IKEA uses rhetoric in their sales interactions." Thesis, Internationella Handelshögskolan, Högskolan i Jönköping, IHH, Marketing and Logistics, 2011. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-15599.
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Background: Rhetoric can be traced back to antiquity and is today a well used tool within marketing and persuasion. Although rhetoric is said to be the art of persuasion there is a lack of research concerning rhetoric used in personal selling, even though persuasion is one of the most important aspects of personal selling. Personal selling is said to be an underlying factor for companies marketing success, therefore the authors see the importance of researching the relationship between rhetoric and personal selling. To be able to investigate how rhetoric effects personal selling, this thesis was conducted in cooperation with IKEA Jönköping. Through the cooperation with IKEA Jönköping, the authors will gain a unique real-life insight into the phenomenon. Purpose: This thesis aims to understand how rhetoric is used, and what effects the phenomenon has on the interaction between a customer and a sales person. Method: Since very little was previously researched within the use of rhetoric in personal selling, the foundation for the primary data collection was based on the theoretical framework that was developed. 112 observations and 30 semi-structured interviews were conducted during 9 days, in order to observe the phenomenon in its natural environment. Conclusion: When used correctly, arguments (Logos) were used in order to persuade the customer, character (Ethos) created a higher credibility of the sales person and emotional and personal associations (Pathos) lead customers being more trusting towards the sellers. If expertise and a strong character were absent in the interactions the sales persons were generally not successful in increasing customer’s attitudes and purchase intentions. When using the rhetorical methods correctly trust, credibility, loyalty and a positive customer attitude could be achieved by the sales person.
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Hoffmann, Matthias, and Mayara Cristine Wandall. "Strengthen of B2B relationships by Using Personal Selling through Analyzing Sales Management : in cultural consideration of Brazilian and Swedish IT companies." Thesis, Högskolan i Halmstad, Akademin för ekonomi, teknik och naturvetenskap, 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:hh:diva-31235.
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Background: Given the situation that todays’ companies establish deeper relationships with their clients, focusing on long- term collaboration and emphasis on mutual cooperation, the communication with the clients is increasingly based on one-to- one communication. Personal selling is described in literature as one tool of the communication mix. This tool of one-to one communication has become very important. Several companies spend 8-15% of their net sales on personal selling to communicate directly with their clients, supporting them in evaluating specific needs and thus be able to offer the right product. The B2B environment is highly complex in its various characteristics. In regards to personal selling, the characteristics of intercultural aspects, B2B Relationships and Relationship Marketing has been chosen. The usage of personal selling could improve B2B Relationships. Research Question: How companies use and manage personal selling to strengthen B2B relationships? What are the cultural differencesregarding to the country of operation? Purpose: The purpose of this master thesis is to identify how personal selling can influence and strengthen B2B relationships. In this evaluation, the authors like to examine the differences in personal selling management according to the country of operation. The objective is to arrive on implications for B2B companies, especially in the IT sector. Method: The study uses an inductive research approach. The target is to arrive on new insights whether personal selling improves business- to business relations. Within the qualitative research method four case- studies of B2B IT companies from Brazil and Sweden will be evaluated. Through semi- structured personal interviews primary data will be obtained from each company. Through the conduction of the interviews in two countries, the impact of cultural aspects will be evaluated simultaneously. Theoretical Framework: The study evaluates literature about Cultural Aspects, Relationship Marketing, B2B Marketing and Sales Management in order to gain knowledge in accordance to the thesis’ research topics. B2B Markets are characterized by its complexity. The study uses those B2B characteristics which are influences by personal selling. Findings & Conclusion: Through the evaluation of the case studies in two countries, it can be outlined that personal selling has a positive impact on the establishment of long-term business relation, increase market recognition and leads to mutual business cooperation with the customer, that is necessary for future business development and product development according to customer and market demands. Understanding hereby the cultural background of the client is evaluated as an advantage on the direct communication and establishment of business relation.It is thus suggested to focus on personal selling, while providing technical advance solutions that require a high demand on communication.
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Liutkevičius, Giedrius. "Socialinių tinklų integravimas į asmeninius pardavimus." Master's thesis, Lithuanian Academic Libraries Network (LABT), 2014. http://vddb.library.lt/obj/LT-eLABa-0001:E.02~2014~D_20140607_140323-81863.
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Šio baigiamojo darbo tikslas išanalizuoti socialinių tinklų panaudojimo galimybes asmeniniuose pardavimuose ir pateikti planą, kaip integruoti socialinių tinklų suteikiamas funkcijas pardavimo cikle. Darbo teorinėje dalyje analizuojami naujųjų technologijų sąlygoti pakitimai firmų marketingo strategijose ir socialinių tinklų panaudojimo būdai kompanijų dirbančių su pardavimais veikloje. Analitinėje baigiamojo darbo dalyje pateikiami ir analizuojami rezultatai tyrimo, atlikto kokybinio giluminio interviu metodu apklausiant VIASAT darbuotojus. Taip pat šioje dalyje pateikiami kiekybinės apklausos naudojant anketavimą atlikto tyrimo rezultatai, kuriame buvo apklausti Southwestern Advantage kompanijoje dirbę pardavimo agentai. Projektinėje dalyje yra pateikiamas veiksmų plano modelis, kuriuo remiantis galima išskaidyti pardavimą į atskiras dalis ir patarimai, kaip pardavimo agentams patobulinti savo veiklą integruojant į plano atskiras dalis socialinius tinklus.The purpose of this final paper is to analyze the opportunities of using social networks in direct selling and adduce the plan how to integrate the functions of social networks to the cycle of selling. The changes of company marketing strategies, which have been determined by new technologies, and the ways of using social networks in companies which work in selling area, were analyzed in theorical part. The results of research, which have been made by using qualitative interview for the employees of "Viasat" company, were presented and analyzed in the analytical part of the paper. The results of research, which have been made by using direct questionnaire for the selling agents of "The Southwestern Advantage" company, were presented in this part as well. The model of the plan of actions, which divides the sale to individual parts, and the strategy on how to improve the cycle of selling using social networks, were presented in the project part.
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Vipp, Oskarsson Robin, and Alexander Dimakis. "Social Media When Searching for New Customers : A Description of Prospecting Activities on Social Media." Thesis, Linnéuniversitetet, Institutionen för marknadsföring (MF), 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:lnu:diva-96939.
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Purpose - The purpose of this study is to identify and describe how B2B salespeople utilize social media when prospecting for new customers based on a sequential sales process.Design/methodology/approach - The study employs an interpretive approach as it attempts to convey a phenomenon through the eyes of the participants. The data is derived from six participants collected through semi-structured interviews. The thematic analysis aids to decipher patterns in the data and display these descriptive and narratively.Findings - The study identified four themes of social media use when prospecting for new customers. Further, the study suggests that salespeople are using social media to identify and qualify the prospects and their competencies in a networking manner and consequently follow the key targets of interest in order to initiate possibilities for offering customized solutions or adapt their approach accordingly.Research limitations/implications - The findings describes prospecting on social media through identified themes and points to new techniques to obtain information regarding prospects. This study opens up for future research in order to strengthen the newly discovered themes and its underlying forces.Managerial implications - The study reveals that prospecting techniques on social media are exercised and fueled by a salesperson's own intuition. This should be considered by the management as the employees’ intuition may depart from a company’s core strategy and values.Originality/value - No studies has examined how prospecting is carried out in practice on social media. The empirical findings in this study provide a new suggestion of how social media is used by salespeople and accordingly contributes to current sales literature by adding four descriptive themes of prospecting on social media.
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Petkutė, Jolanta. "Ekologiškų maisto produktų rėmimo tobulinimas." Master's thesis, Lithuanian Academic Libraries Network (LABT), 2007. http://vddb.library.lt/obj/LT-eLABa-0001:E.02~2007~D_20070816_153218-77359.
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Tyrimo objektas - ekologiškų maisto produktų vartotojai. Tyrimo dalykas - ekologiškų maisto produktų rėmimas. Darbo tikslas - nustačius vartotojų žinias apie ekologiškus maisto produktus, parengti pasiūlymus ekologiškų maisto produktų rėmimui tobulinti. Siekiant darbo tikslo buvo iškelti tokie uždaviniai: 1) išanalizuoti ekologiškų maisto produktų rėmimo teorinius aspektus; 2) parengti tyrimo metodiką vartotojų žinioms apie ekologiškus maisto produktus nustatyti ir sudaryti anketą; 3) atlikti anketinę apklausą ir nustatyti vartotojų žinais apie ekologiškus maisto produktus; 4) parengti pasiūlymus ekologiškų maisto produktų rėmimui tobulinti. Tyrimo metodai - Lietuvos ir užsienio autorių mokslinės literatūros analizė bei sintezė, loginis abstrahavimas, anketinė apklausa, duomenų grupavimas, statistiniai metodai, grafinis vaizdavimas. Išstudijavus lietuvių ir užsienio autorių mokslinius veikalus bei periodinę literatūrą apie ekologiškus žemės ūkio ir maisto produktus, ekologiškų maisto produktų rėmimą, empirinio tyrimo pagrindu nustatytos vartotojų žinios apie ekologiškus maisto produktus, identifikuoti rėmimo veiksmai skatinantys ekologiškų maisto produktų vartojimą, bei pateikti pasiūlymai ekologiškų maisto produktų rėmimui tobulinti.Research object - consumers of ecological food products. Research subject - promotion of ecological food products Research aim – established consumers knowledges, to present suggestions to emprove promotion of ecological products. Tasks: 1) To analize theorical aspects of promotion of ecological products 2) To prepare the research methodic of consumers knowledges about ecological food products establish. 3) To conduct a sample survey and to identify consumers knowledges about ecological food products. 4) To present suggestions to improve promotion of ecological products. Research methods - Lithuanian and foreign authors scientific literature analysis and synthesis, logical abstracts, sample survey, data grouping, method of statistical analysis, graphic presentation. Suggestions to improve promotion of ecological products are based on Lithuanian and foreign authors theoretical principles of outward, inward and marketing factors impact on identify consumers knowledges, sample survey, identified the actions stimulating usage of ecological food products and present suggestions to improve promotion of ecological products.
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Lucchi, Melissa. "Relação entre valores pessoais e faturamentos individuais da força de vendas em uma empresa cosmética de venda direta." Universidade Nove de Julho, 2015. https://bibliotecatede.uninove.br/handle/tede/1170.
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Since 1985, personal characteristics are recognizes as determinants of salesperson performance, but the majority of international studies that investigate the relation between sales personal values and objective performance don’t include the sales force (vendors and sales managers) in the samples. Relating to Personal Selling firms, researches show that the personal value ‘effort’ is related to high performance. Relational values, highly present in social and informal sales contexts as the Personal Selling, are neglected, not being related to positive individual performances. Adopting the Organizational Culture as theoretical framework, this study investigates the relation between the sales force´s (Sales Executives - EVs and Beauty Consultants - CBs) personal values of the Direct Selling firm Pierre Alexander Cosmetics (PA) and individual revenues obtained by these professionals. This was accomplished by the use of direct observations and the C-VAT Methodology (Culture and Values Analysis Tool) and the PVP questionnaire (Personal Values Profile), that 415 PA members answered between 2012 and 2014. The answers were analyzed by the Cluster Analysis Technique and show a Company composed by women that are more than 40 years of age and work at PA for more than 15 years. Their values are strong in Work and effort is the main one, united to work quality and to relational dimensions as loyalty, empathy and sociability. In a second moment, the relation between personal values and individual revenues of the sales force in the year 2013 was interpreted by frequency distribution methods. This research concluded that personal values related to Work are fundamental to obtain high individual performance from the CBs (sellers). On the other hand, relational values are most important to motivate the EV’s (coordinator) team of sellers. Differing from what affirms the literature on the area, personal values that help in sales differ from personal values that base the motivation of others to sales (EVs objective).
Desde 1985, os fatores pessoais são reconhecidos como determinantes do desempenho de vendedores, porém a maioria dos estudos internacionais que investiga a relação entre valores pessoais de vendedores e desempenho objetivo não inclui a força de vendas (vendedores e gerentes de venda) nas amostras. No que se refere a empresas de Venda Direta (VD), pesquisas apontam que o valor pessoal ‘esforço’ está relacionado à obtenção de altos faturamentos. Valores relacionais, altamente presentes em contextos de venda sociais e informais como a VD são negligenciados, não sendo relacionados a desempenhos individuais positivos. Utilizando a Cultura Organizacional como aporte teórico, esta pesquisa investiga a relação entre valores pessoais da força de vendas (Executivas de Vendas - EVs e Consultoras de Beleza - CBs) da empresa de Venda Direta Pierre Alexander Cosméticos (PA) e faturamentos individuais dessas profissionais. Para tanto, utilizou-se de observação direta e da metodologia C-VAT (Culture and Values Analysis Tool), com o questionário fechado PVP (Perfil de Valores Pessoais) aplicado, entre 2012 e 2014, a 415 membros da PA. As respostas, analisadas por meio da Técnica de Análise de Clusters, mostram uma Empresa composta por mulheres com mais de 40 anos de idade, em sua maioria, há 15 anos ou mais na PA. Seus valores são fortes em Trabalho, sendo o esforço o principal, unido à qualidade no trabalho e a dimensões relacionais como lealdade, empatia e sociabilidade. Em um segundo momento, a relação entre valores pessoais e faturamentos individuais da força de vendas no ano de 2013 foi interpretada por métodos de distribuição de frequência. Concluiu-se que valores pessoais ligados a Trabalho são fundamentais para a obtenção de altos faturamentos individuais por parte das CBs (vendedoras), ao passo que valores relacionais são mais importantes para motivar a equipe de vendas das EVs (coordenadoras). Diferindo do que afirma a literatura da área, valores pessoais que auxiliam nas vendas diferem, portanto, de valores pessoais que embasam a motivação de outros para a venda (objetivo das EVs).
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Wolfschützová, Irena. "Návrh marketingových aktivit společnosti." Master's thesis, Vysoké učení technické v Brně. Fakulta podnikatelská, 2007. http://www.nusl.cz/ntk/nusl-221545.
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This thesis concern with marketing comunication and especially with propagation as an important factor of company success transacting in service business. First of all the attention is given to differences between marketing services and marketing product and its specific properties. Chief of the work attends to marketing service mix, mainly service propagation. Peroration of the theoretic part deal with external environment analyse. Practical part of the thesis is trying to show on czech company as an exemple how the comunication principles are applied in today´s use and value their effectiveness. Final part then gives attention to new comunication mix proposals.
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Bairakimova, Kamila, and Arkvik Isabel Quiroga. "Marketing and Facebook : How fashion companies promote themselves on Facebook." Thesis, Uppsala University, Department of Business Studies, 2010. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-127158.
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The social media are internet facilities where people can communicate and discuss through different websites or blogs. The social media has changed the world in many aspect and people are becoming more and more addicted to use these networks. People are fond of the social media because they can be social with a high number of individuals, both be real life friends, as well as strangers. Since the social media has grown to become so popular, companies have taken advantage of this as well. Their goal is to promote themselves through these networks as this can be very lucrative for the business. There are many different social media networks however this study will only be about Facebook. The aim of the study is to find out and describe how companies use Facebook for marketing purposes. An observation of how 34 fashion companies use Facebook for marketing purposes was carried out.
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Nilsson, Markus, and Albin Thalin. "Value delivery and sales : A qualitative case study on how IT-startups can improve their sales process." Thesis, Umeå universitet, Företagsekonomi, 2017. http://urn.kb.se/resolve?urn=urn:nbn:se:umu:diva-136629.
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Many entrepreneurs pursue the IT-industry, which is characterized by opportunities and international growth. However, due to failures in sales, marketing and operations, many IT-startups never reach profitability and sustainable performance. On behalf of the IT-startup Realbridge, the authors have been asked to investigate how their sales process can be made more efficient. By identifying elements in the sales process, the authors can provide suggestions supported by theories and qualitative data on how Realbridge and similar companies can redesign and improve their sales process. The study further investigates the role of sales in the business model and how a changed sales process impact value delivery and innovate the business model. Consequently, the thesis aims to answer the following research questions: How does a firm’s sales process impact value delivery in the business model? How can small IT-companies similar to Realbridge and their product improve their sales process efficiency? This degree project has several purposes. Firstly, it aims to further investigate the role of sales in value delivery in the business model. This will extend knowledge and research on value delivery and sales, and will further investigate the relationship between components of the business model. Secondly, it will serve as a guide for managers in IT-firms on how they can improve the sales process. Thirdly, it will create an understanding of how IT-firms similar to Realbridge can develop or innovate their business model in terms of changed value delivery, key activities and sales process. As the aim of this study is to extend knowledge in the business model and sales literature, as well as analyze Realbridge’s sales process and culminate in recommendations on how IT-startups can increase their sales efficiency, this degree project takes form as a qualitative case study. Interviews have been conducted with interviewees in four different organizations with three different perspectives: Realbridge’s perspective, customer in the car dealership industry’s perspective and non-customer in the car dealership industry’s perspective. The data has been processed in accordance to thematic analysis. The analysis has led the authors to the conclusion that a changed sales process impact value delivery and consequently innovate the business model. It is also found that the sales process impact value creation and capture. Moreover, in order to effectively design a sales process, Realbridge and similar companies must effectively segment the market, focus on fewer segments initially and target them according to their expected financial contribution. They should state and communicate a specific value proposition related to the approached segment’s main needs. Furthermore, customer preferences have to be accounted for in terms of sales channels and type of relationships, and it can be seen as a financial risk to maximize value creation and value delivery for all customers.
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Von, Der Sump Aimee Beth. "The effects of the car sales profession on relationships." Online version, 2001. http://www.uwstout.edu/lib/thesis/2001/2001vondersumpa.pdf.
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Kocián, Petr. "Komunikační mix a efektivita současné marketingové komunikace společnosti Aviva životní pojišťovna, a.s." Master's thesis, Vysoká škola ekonomická v Praze, 2009. http://www.nusl.cz/ntk/nusl-76298.
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Primary objective of this diploma thesis is to conduct analysis of promotional mix of life insurance company operating on a Czech insurance market, to review efficiency of marketing communication and express practical recommendations for optimization of communication mix and increase of efficiency of marketing communication. First, theoretical part of thesis, presents particularity of marketing a service. Promotional mix is defined as a part of the marketing mix and furthermore its components are in detail described including its application. Second, practical part of thesis, includes analysis of these components in context of reviewed company. Also specific application cases of these components of promotional mix are described including comparison with some project of competitive organizations and efficiency revision of marketing communication based on undertaken market survey.
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Kopřivová, Gabriela. "Návrh na zlepšení propagace firmy." Master's thesis, Vysoké učení technické v Brně. Fakulta podnikatelská, 2009. http://www.nusl.cz/ntk/nusl-222100.
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This master´s thesis was elaborated for the company AUTOELEGANCE BRNO, s. r. o., that works in the automobile industry. It analyses and evaluates its marketing communication and examines imperfections in this field. It contains a proposals of improving the company promotion, which include new methods of the company marketing communication and their application in practice, leading to an increase of the saleability.
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Tomčíková, Michaela. "Návrh na zlepšení propagace komunálních služeb s.r.o. Valašské Meziříčí." Master's thesis, Vysoké učení technické v Brně. Fakulta podnikatelská, 2010. http://www.nusl.cz/ntk/nusl-222480.
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This master´s thesis was elaborated for the company TS Valašské Meziříčí s.r.o., that provides services in the waste management. It analyses and evaluates its marketing communications and examines imperfections in this field. It contains a proposal of improving the company promotion, which includes new methods of the company marketing communication and their application in practise, leading to an icrease of a saleability and their norms.
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Šojdel, Václav. "Analýza marketingové komunikace mobilních operátorů na českém trhu." Master's thesis, Vysoká škola ekonomická v Praze, 2009. http://www.nusl.cz/ntk/nusl-15970.
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The thesis deals with marketing communications of mobile operators on the Czech market. Marketing communications is analyzed using the research methods of competitive intelligence and mystery shopping. Sub-goal of this paper is a performance of a particular competitive intellingence tool for continuous monitoring of marketing communications. The main aim of this work is the processing of competitive analysis in the different areas of the communication mix. The media spending on ATL communications are evaluated in advertising. In direct marketing there are analyzed and evaluated member gets member activities of Czech mobile operators. The goal in the area of sales promotion is to compare the loyalty communications of the operators and in the branch of public relations CSR activities with an emphasis on the endowment policy are evaluated. Personal selling of mobile operators is evaluated using the method of mystery shopping.
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Josková, Michaela. "Návrh komunikační strategie podniku." Master's thesis, Vysoké učení technické v Brně. Fakulta podnikatelská, 2009. http://www.nusl.cz/ntk/nusl-264838.
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The goal of the thesis is an evaluation of a present communication with customers concrete company and proposal of the new communication campaign for the next years. The thesis is separated on a theoretical and practical part. The theoretical part concerns importance of a marketing communication, analysis methods of internal and external background, description of particular tools of a communication mix and it solves budget determination for communication campaign. In the practical part is described the selected company, its current situation analysis of communication mix, customer satisfaction research which is focused on current services and new communication campaign proposal.
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Probst, Joshua James. "How a customers first impression impacts sales effectiveness in an automotive retail facility with correlation to the purchasing decision." Online version, 2004. http://www.uwstout.edu/lib/thesis/2003/2003probstj.pdf.
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Davčíková, Gabriela. "Návrh komunikačního mixu vybraného podniku." Master's thesis, Vysoké učení technické v Brně. Fakulta podnikatelská, 2015. http://www.nusl.cz/ntk/nusl-225101.
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The goal of the thesis "Proposal of Communication Mix of the Selected Company" is to propose concrete measures to improve the communication mix based on the analysis of the current state of the company. The study is divided into theoretical, analytical, and the proposition part. The theoretical part serves as the basis for analytical and proposition parts. It discusses tools of marketing communication mix in the context of the entire marketing. The practical part analyzes the selected company and its communication mix. The proposition part is based on the analysis and it further describes a plan to improve the current state of marketing communication tools.
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Pranckevičiūtė, Jolanta. "Kooperatinės bendrovės „Daržovių centras“ produktų pardavimo rėmimo strategijos formavimas." Master's thesis, Lithuanian Academic Libraries Network (LABT), 2005. http://vddb.library.lt/obj/LT-eLABa-0001:E.02~2005~D_20050521_201224-61483.
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The object of research – cooperative “Daržovių centras”. The subject of research – promotion and forces having influence on it. The aim of the work – to prepare promotion strategy for cooperative “Daržovių centras”. The tasks: 1) to estimate forces, influencing marketing and promotion strategy in organization; 2) to analyze theoretical aspects of promotion instrumentality and define relations between them; 3) to identify promotion strategy stages; 4) to analyze environmental forces, influencing promotion; 5) to analyze forces influencing promotion inside organization; 6) to summarize influence of all forces and to prepare the model of promotion strategy. Methods of research – analyses and synthesis of literature, analyses of statistical data, half-structured interview, questionnaire poll, graphics, PEST analyses, SWOT analyses, portfolio analyses. Having analyzed theoretical aspects of strategic marketing management and made empirical research, it was find out the influence of different forces, affecting promotion strategy in cooperative „Daržovių centras“ and prepared the model of promotion strategy.
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Richterová, Lenka. "Návrh propagace začínající grafické firmy." Master's thesis, Vysoké učení technické v Brně. Fakulta podnikatelská, 2010. http://www.nusl.cz/ntk/nusl-222481.
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The master´s thesis deals with the promotion of the firm called efF creative ateliér, that works in printing industry. This work is focused on analysis of marketing environment in and out of the firm and recognizes particular forms of marketing communication. On the basis of these analyses a new promotion for firm is suggested.
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Fendrychová, Lucie. "Návrhy na zlepšení propagace firmy." Master's thesis, Vysoké učení technické v Brně. Fakulta podnikatelská, 2010. http://www.nusl.cz/ntk/nusl-264875.
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This Diploma Thesis discusses the marketing communication of the company C-FILTER FITRY, s.r.o. which distributes filters and related services. This project analyses the current situation and weaknesses of the company and looks for ways to improve its promotion in order to increase the company´s revenue.
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Howenstine, Julie Anne. "Recruitment Strategies Aiming to Attract Females into Undergraduate Engineering Programs: Examining Their Role and Use." University of Toledo / OhioLINK, 2013. http://rave.ohiolink.edu/etdc/view?acc_num=toledo1365083563.
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Agnihotri, Raj S. "Salesperson competitive intelligence use a social identity perspective /." [Kent, Ohio] : Kent State University, 2009. http://rave.ohiolink.edu/etdc/view?acc%5Fnum=kent1245770074.
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Радченко, О. В. "Управління маркетинговими комунікаціями банку." Thesis, Українська академія банківської справи Національного банку України, 2013. http://essuir.sumdu.edu.ua/handle/123456789/51588.
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У дисертаційній роботі поглиблено розуміння сутності маркетингових ко-мунікацій банку (МКБ) та управління ними; виявлено основні тенденції розвитку
світового та вітчизняного ринків маркетингових комунікацій та банківських пос-луг; розвинуто засади застосування системного підходу до управління МКБ; за-пропоновано підхід до оцінювання ефекту від застосування інструмента МКБ;
розроблено інструментарій мотивації фронт менеджерів банку, задіяних у проце-сі персональних продажів; удосконалено засади оптимального розподілу витрат
банку: 1) між інструментами масових та індивідуальних МКБ; 2) між окремими інструментами масових МКБ.The understanding of bank’s marketing communications (BMC) and their management is deepened in the dissertation; the major development trends of global and domestic markets of marketing communications and banking services are identified; the principles of systematic approach implementation to the BMC management are developed; approach to assessment of BMC’s usage effect is worked out; motivation tools for bank front managers involved in the process of personal selling are developed; bank optimal cost-sharing framework is improved: 1) between mass and individual BMC instruments, 2) between individual instruments of mass BMC.
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Avila, Ramon A. "The selling situation as a mediator of the personality/sales performance relationship: an empirical investigation." Diss., Virginia Polytechnic Institute and State University, 1985. http://hdl.handle.net/10919/52286.
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This dissertation reports an investigation of the personality-sales performance relationship and the effect of long and short selling cycle situations as a moderator of this relationship. Research in the area of salesperson performance has failed to establish critical theoretical foundations for testing and predicting salesperson success. Many researchers have attempted to generalize results over all categories of salespeople without consideration of those tasks and traits crucial to success in specific categories of sales employment. Three theoretical frameworks are discussed (trait, situation, interaction) and the interactionist theoretical framework is proposed as a necessary step to study the personality-sales performance relationship. Hypotheses were generated that suggested a personality characteristic may be related to sales success in one selling situation but not another.
The research was conducted in a two week period by surveying salespeople from a large computer manufacturer. The three independent variables were: (1) planfulness; (2) tenacity; and (3) locus of control. Multiple dependent variables attempted to measure both objective and subjective measures of sales success. Confirmatory factor analysis was run on the sales-performance measures to check for the unidimensionality of the construct. It was found that the objective and subjective measures were not unidimensional. Based on the sales managers inexperience in rating salespeople, the objective measure of percent of quota was chosen as the best measure of sales success.
In general, the data analysis supported the hypothesized effects. While the results support the premise that the personality-sales performance relationship is moderated by the long and short selling cycle situations, the tenacity hypothesis showed weak effects.
Results of the dissertation are discussed with respect to the major finding and significance to personal selling research. The dissertation concludes with a discussion of the study limitations and directions for future research.Ph. D.
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Kozáková, Andrea. "Návrh komunikační strategie pro obchodní firmu." Master's thesis, Vysoké učení technické v Brně. Fakulta podnikatelská, 2009. http://www.nusl.cz/ntk/nusl-222090.
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The master’s thesis concerns about analyses of existing conditions of Stim tools, PLC., its surroundings and factors influencing its customers. The thesis is based on theoretical knowledge of marketing, which is used for the company description in the practical part of the work. Based on the existing information a proposal of communication strategy for this company is suggested.
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Nguyen, Thuy D. "Resource Utilization of Salespeople and Prospecting Performance." Thesis, University of North Texas, 2014. https://digital.library.unt.edu/ark:/67531/metadc699841/.
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Every day, salespeople span boundaries, coordinate internal and external expertise, leverage social capital, mobilize the tangible and intangible resources of their firm, and try to create value for all stakeholders. Recognizing the important roles of salespeople, Evans et al. (2012) and Lassk et al. (2012) call for more research on the usage of skills, knowledge, people, strategies, expertise, and other resources of salespeople to produce the desired outcomes. Responding to their calls, this study specifically focuses on how salespeople utilize their available and finite resources across four types of customers (new customers, short term customers, long term customers, and win-back customers) to identify and qualify new sales opportunities during the prospecting stage. The dissertation focuses on seven types of resources (capturing both internal and firm related resources) available for salespeople: (1) firm tangible, (2) firm intangible, (3) firm market based, (4) present resources, (5) skills, (6) knowledge, and (7) accumulated successes. The study further explores the moderating roles of organizational identification, competitive intensity, and customer dependence on the relationship between resources utilized and performance during the prospecting stage. The resource utilization scale is developed and tested for robustness. Next, using a final dataset of 346 responses from salespeople, the results reveal that salespeople adaptively utilized various resources across new customers, short-term customers, long-term customers, and win-back (lost) customers. Overall, performance during prospecting stage are more strongly influenced by utilization of internal resources (presence, knowledge, skills and success) than firm related factors. Further, successful prospecting performance requires the usage of skills and knowledge resources with new customers, only skills resources with short-term and long-term customers, but present resources, knowledge, and firm tangible resources with win-back customers. In addition, organizational identification and competitive intensity moderate the relationship between resource utilization and prospecting performance for all customer types, whereas customer dependence is an important moderator for long-term customers. The paper makes several contributions to key areas such as resource allocations in the context of personal selling, and how firms can strategically enhance the performance of their salespeople. Theoretically, the study develops resource utilization scale, and empirically tests its effects on prospecting performance. From a managerial stand point, this dissertation offers additional insights into the effectiveness of each type of resources to plan for selective development of resources, as well as focused sales training.
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Bodkin, Charles D. "The adaptive behavior construct and its effect on salesperson performance." Diss., Virginia Polytechnic Institute and State University, 1989. http://hdl.handle.net/10919/54769.
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Salesperson performance has been heavily researched in the marketing literature. Previous research has identified various personality traits, salesperson behaviors, and situational characteristics that affect salesperson performance. Results indicate that no single approach to the study of salesperson performance is sufficient by itself.
This study investigated the interactions among personality, situational, and behavioral characteristics of salespeople, and their effect on salesperson performance. Since the adaptive behavior construct has been cited as a key determinant to understanding these interactions, an examination of the adaptive behavior-performance relationship was undertaken. A model of adaptive selling behavior was developed and empirically tested.
An analysis of the data suggests that adaptive behavior (e.g., salesperson planning process) affects salesperson performance. ln addition, several of the situational characteristics (i.e., sales position characteristics, customer variables, salesperson-customer relationship, personal resources, and managerial variables), utilized in this study, were found to affect both adaptive behavior (i.e., salesperson planning process and customer interaction) and salesperson performance.
The results of this study provide theoretical, methodological, and substantive implications concerning the adaptive behavior to performance relationships. The study concludes with suggested directions for future research.Ph. D.
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Walczak, Nathalie. "La protection des données personnelles sur l’internet.- Analyse des discours et des enjeux sociopolitiques." Thesis, Lyon 2, 2014. http://www.theses.fr/2014LYO20052/document.
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Cette thèse, dans le cadre des Sciences de l'Information et de la Communication, aborde la question de la protection des données personnelles sur l’internet à travers l’étude des discours de quatre acteurs concernés par ce sujet : les entreprises de l’internet, les instances régulatrices, la population française et la presse nationale. L’objectif est de comprendre comment, à travers les discours de chacun de ces acteurs, se dessinent la question du brouillage des sphères privée et publique sur l’internet. C’est une question qui prend de l’ampleur avec le développement de l’internet, notamment avec la multiplication des réseaux socionumériques, qui offrent aux internautes différentes possibilités pour afficher leur extimité. La multiplication des dispositifs de mise en relation interpersonnelle s'accompagne alors d'une nouvelle dialectique contemporaine entre le privé et le public, pas toujours maîtrisée par les personnes concernées.Cette interaction entre le public et le privé induit un déplacement de la frontière qui sépare les deux sphères et peut entraîner certaines dérives de la part des entreprises spécialisées, telles Google ou Facebook, par rapport à l'agrégation des données personnelles des internautes. En effet, les bases de données sont au cœur du système économique de ces entreprises et ont acquis une valeur marchande liée à des enjeux essentiels par rapport à leur fonctionnement. Or, l’utilisation commerciale des ces données n’est pas nécessairement connue par l’utilisateur et peut être réalisée sans son accord, du moins de manière explicite. Ce double questionnement lié au brouillage des sphères privée et publique, c'est-à-dire, premièrement, l’aspect individuel où l’internaute est incité à dévoiler de plus en plus d’éléments personnels, et, deuxièmement, l’aspect lié à la marchandisation des données par les entreprises de l’internet, engendre alors la question de la confidentialité des données et des libertés individuelles. Les instances régulatrices, que ce soit à l’échelle de la France ou de l’Union Européenne, tentent d’apporter des réponses afin de protéger l’internaute en mettant en place des actions concernant le droit à l’oubli ou en poursuivant juridiquement Google, par exemple, lorsque l’entreprise ne se conforme pas aux lois en vigueur sur le territoire concerné.Les différents angles d’approche ainsi que la diversité des acteurs étudiés ont nécessité la constitution d’un corpus multidimentionnel afin d’avoir une approche comparative des différents représentations. Ce corpus comprend à la fois des textes inscrits comme les discours politiques, les discours des instances régulatrices, les discours des entreprises de l’internet, plus spécifiquement Google et Facebook ou les discours de presse qui occupent une position méta-discursive puisqu’ils se font l’écho des discours des acteurs précédemment énoncés. Il comprend aussi des discours oraux constitués d’entretiens spécialement réalisés dans le cadre de cette recherche auprès d’individus pris au hasard de la population française. Une analyse quantitative des discours entre 2010 et 2013, période contemporaine à la thèse, a permis d’effectuer un premier tri et de ne sélectionner que les discours les plus pertinents par rapport à nos hypothèses. L’analyse qualitative qui a suivi a été basée sur le cadre théorique précédemment élaboré afin de croiser les représentations des acteurs à propos des données personnelles et mettre en évidence les différentes visions inhérentes à cette questionThis thesis, in Communication and Information Sciences, raises the question of the internet personal data protection through the discourses analysis of four actors concerned with this subject: internet companies, authorities regulating, French population and national press. The objective is to understand how, through the discourses of each one of these actors, the question of the jamming of the spheres private and public about the Internet takes shape. It is a question which increases with the development of the Internet, in particular with the multiplication of the social digital network, which gives to the Internet users various opportunities to display their privacy. The multiplication of the interpersonal relationship devices connection is then accompanied by a contemporary dialectical between private and public spheres, not always controlled by concerned people.This interaction between private and public leads to a transfert of the border wich separates the two spheres and can involves some drifts on behalf of specialized companies, such Google and Facebook, toward the aggregation of personal data contents. Indeed, databases are central in the economic system of these companies and gained a commercial value. However, the commercial use as of these data is not necessarily known by the user and can be realized without its agreement, at least in an explicit way. This double questioning related to the jamming of the private and public spheres, i.e., firstly, the individual aspect where the Internet user is incited to reveal personal elements more and more, and, secondly, the related aspect with the selling of the data by the Internet companies, then generates the question of the individual freedom and data confidentiality. The regulating authorities, in France or in European Union, try to provide answers in order to protect the Internet users by setting up actions relating to the right to be forgotten or by prosecuting Google, for example, when the company does not conform to the laws in force on the territory concerned. The various angles of incidence as well as the diversity of the studied actors required the constitution of a multidimentional corpus in order to have a comparative approach of the different representations. This corpus includes texts registered like political discourses, regulating authorities speeches, companies of the Internet speeches, specifically Google and Facebook, or press speeches which occupy a meta-discursive position since they repeat speeches of the actors previously stated. It includes also oral speeches made up of talks especially recorded for this research with some persons taken randomly in the French population. A quantitative analysis of the discourses between 2010 and 2013, contemporary period with the thesis, permit to carry out a first sorting and to select only the most relevant speeches compared to our hypothesis. The qualitative analysis which followed was based on the theoretical framework previously elaborate in order to cross the representations of the actors in connection with the personal data and to highlight the various visions about this question
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Forrest, Colin. "Evaluating the drivers that impact the relationship between a sales representative and customer within the retail sector and the impact this relationship has on the sales volume of Coca-Cola products within in the Western Cape." Thesis, Stellenbosch : Stellenbosch University, 2007. http://hdl.handle.net/10019.1/50707.
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Thesis (MBA)--Stellenbosch University, 2007.ENGLISH ABSTRACT: Companies within the FMCG sector are continually trying to create value from their brands by increasing their margins and/or selling more of their products. Taking cost out of the value chain gives the company a competitive advantage, but this advantage is short lived as competitors also reduce costs. Differentiating a product through enhanced features and benefits also provides a competitive advantage, but is also subject to imitation by rivals. As competition increases, companies are looking for new avenues to differentiate themselves. Relationships marketing has, as a result, increased its prevalence as a competitive tool to provide that point of difference. This research report analyses the factors that influence the relationship between a Coca-Cola sales representative and his/her customers with the Cape Town region. The geography is unique in that is has a cross section of people who represent different races, religions and languages. This research report examines the impact that age, gender, education and culture have on the ability of a sales representative to build a relationship with a customer. Culture is broken down into four categories. These categories examined the race, language, religion and area of residence of a sales representative relative to a customer and the impact these attributes have on the ability to build a relationship. Positive relationships have an impact on the sales representative's ability to influence the store owner to activate certain in-store drivers which will increase the sales volume of products through an outlet. In-store drivers have been defined as the availability of a product through listing, the amount of forward share allocated to the product and the price of the product. If the profile of a sales representative relative to that of a customer, has an impact on the strength of the relationship, companies could "match" sales representatives to customers based on their respective profiles. This "matching" would have a positive benefit for the sales representative and his/her company. The research showed that there was a correlation between the profile of a sales representative and a customer. It is easier for a sales representative to build a relationship with a customer who is a similar age. It is however easier for the sales representative to influence a younger customer. Gender plays no role in a sales representative's ability to build a relationship. With respect to education, a stronger relationship exists between a customer and sales representative of a similar education. Again it is easier for a representative to influence a customer who has a lower level of education. Race does have an impact on the ability to build relationships. The research showed that an African sales representative should service an African customer. The same applies to a Xhosa speaking sales representative. There is a positive link between matching sales representatives and customers who come from similar areas and have the same religion. Understanding what factors can improve or inhibit a relationship provides important insights into how management can influence a competitive advantage in customer relationship marketing.
AFRIKAANSE OPSOMMING: Maatskappye binne die FMCG-sektor probeer deurlopend om waarde tot hulle handelsmerk toe te voeg deur hulle winsmarges te vergroot en/of meer produkte te verkoop. Om koste uit die waardeketting te verwyder, gee die maatskappy slegs vir 'n kort tydjie 'n mededingende voordeel aangesien mededingers ook koste verlaag. Om produkte te differensieer deur kenmerke en voordele te verbeter, bied ook 'n mededingende voordeel maar kan eweneens deur mededingers nageboods word. Soos wat kompetisie toeneem, soek maatkappye nuwe maniere om hulself te differensieer. Verhoudingsbemarking kom gevolglik al meer voor as 'n mededingende instrument om daardie klein verskil te maak. Hierdie navorsing ontleed die faktore wat 'n invloed uitoefen op die verhouding tussen 'n verkoopsverteenwoordiger van Coca Cola en sy/haar mededingers binne die Kaapstad-streek. Die geografie is uniek omdat dit 'n verskeidenheid mense van verskillende rasse, godsdienste en tale omvat. Die navorsingsverslag ondersoek die impak wat ouderdom, geslag, opvoeding en kultuur uitoefen op die vermoe van die verkoopsverteenwoordiger om 'n verhouding met 'n klant op te bou. Kultuur word in vier kategoriee verdeel. Hierdie kategoriee ondersoek die ras, taal, godsdiens en woonarea van 'n verkoopsverteenwoordiger relatief tot 'n klant en die impak wat hierdie kenmerke uitoefen op die vermoe om 'n verhouding op te bou. Positiewe verhoudings het 'n impak op die verkoopsverteenwoordiger se vermoe om die winkeleienaar te beinvloed om sekere aandrywers in die winkel toe te pas om die verkoopsvolume van produkte deur so 'n winkel te verhoog. Hierdie aandrywers in die winkel is geidentifiseer as die beskikbaarheid van 'n produk deur notering, die hoeveelheid aandele wat vooruit aan die produk toegeken word en die prys van die produk. As die profiel van 'n verkoopsverteenwoordiger relatief tot die van die klant 'n impak uitoefen op die kwalitieit van die verhouding kan maatskappye verkoopsverteenwoordigers by klante "pas" op grond van hulle onderskeie profiele. Hierdie "passing" kan 'n positiewe voordeel vir die verkoopsverteenwoordiger en sy/haar maatskappy inhou. Die navorsing het aangetoon dat daar 'n korrelasie bestaan tussen die profiel van 'n verkoopsverteenwoordiger en die klant. Dit is makliker vir 'n verkoopsverteenworrdiger om 'n verhouding op te bou met 'n klant van 'n soortgelyke ouderdom. Dit is egter vir die verkoopsverteenwoordiger makliker om 'n jonger klant te beinvloed. Geslag speel geen rol in die verkoopsverteenwoordiger se vermoe om 'n verhouding op te bou nie. Sover dit opvoeding aangaan, is daar ook 'n sterker verhouding tussen 'n klant en verkoopsverteenwoordiger van soortgelyke opvoeding. Weer eens is dit makliker vir 'n verteenwoordiger om 'n klant met 'n laer vlak van opvoeding te beinvloed. Ras het wel 'n impak op die vermoe om verhoudinge te bou. Die navorsing het aangetoon dat 'n swart verkoopsverteenwoordiger beter vaar met 'n swart klant. Dieselfde geld vir 'n Xhosa-sprekende verkoopsverleenwoordiger. Daar is 'n positiewe gevolg waar verkoopsverteenwoordigers en klante uit soortgelyke areas en met dieselfde godsdiens by mekaar gepas word. 'n Begrip vir die faktore wat 'n verhouding kan verbeter of inhibeer bied belangrike insigte in maniere waarop bestuur 'n mededingende voordeel kan meebring deur verhoudingsbemarking op klante toe te pas.
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Tuč, David. "Návrh komunikační strategie (pro konkrétní firmu, organizaci)." Master's thesis, Vysoké učení technické v Brně. Fakulta podnikatelská, 2008. http://www.nusl.cz/ntk/nusl-221618.
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The diploma thesis concerns a creation of communication strategy for multimedia festival named Lumirova triska 2009. The work includes a summary of basic marketing approaches towards the communication strategy creation, description of its application, former communication analysis and an overview of the current state on the market of festivals involving advertising creation, as well as proposals for communication improvement, managing model of the event and an effectivity assessment from the economical point of view.
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Wood, Rachel. "Consumer sexualities : women and sex shopping." Thesis, University of Sussex, 2015. http://sro.sussex.ac.uk/id/eprint/58504/.
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The thesis investigates contemporary sexual cultures through the lens of British women's experiences of buying and using sexual commodities. Sexual consumer culture offers women a comprehensive programme of what Foucault calls ‘technologies of the self': a language, set of knowledge, and field of expertise through which the sexual self learns to articulate itself in order to become intelligible. Consuming and using sexual products to achieve ‘better' sex and construct a knowledgeable and ‘confident' sexual identity form a key part of the neoliberal project of the sexual self. Sex shopping culture reproduces a ‘postfeminist sensibility' (Gill, 2007), representing a ‘double entanglement' (McRobbie, 2009) with feminism by inciting and requiring women to construct and perform their sexualities through a narrow depoliticised discourse of sexual ‘choice', ‘empowerment', and consumerism. The thesis draws upon data from 22 one-to-one semi-structured interviews and 7 accompanied shopping trips to sex shops. A central contention of the analysis is that women use a diverse range of discursive, embodied and everyday strategies in order to ‘make do' with the kinds of femininity and female sexuality that sex shop culture represents (de Certeau, 1998). The thesis investigates three key spheres of social and everyday life at which sexual consumer culture is negotiated: spaces (the location, layout and experience of sex shops); bodies (the forms of bodily ‘becoming' offered by wearing lingerie in sexual contexts); and objects (using sex toys and the enabling and disabling of possibilities for sexual pleasures and practices). Each section demonstrates the constraints, anxieties and potential pleasures of constructing sexual identities in and through neoliberal and postfeminist consumer culture, whilst at the same time exploring the potential for contradiction, negotiation and resistance evidenced in the multiple ways in which women take up the sexual identities and practices offered by sex shopping.
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Andlin, Elsa, and Victoria Axelsson. ""Man får ju en väldigt skruvad syn på sex" : En tematisk analys på mediala skildringar av cismäns och hbtqi-personers erfarenheter av att ha sex mot ersättning." Thesis, Jönköping University, HHJ, Avd. för socialt arbete, 2021. http://urn.kb.se/resolve?urn=urn:nbn:se:hj:diva-54151.
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I denna studie har cismäns och hbtqi-personers, särskilt transpersoners, perspektiv varit huvudfokus i undersökandet av teman i mediala skildringar av deras erfarenheter kring att ha sex mot ersättning. Anledningen till detta specifika fokus grundas i en brist på forskning kring dessa personers erfarenheter samt att det i undersökningar framkommit att dessa personer är vanligt förekommande bland folk som har sex mot ersättning. Målet med studien är att försöka fylla kunskapsluckan och belysa ämnet. Berättelserna är inhämtade från olika medier samt från organisationer för hbtqi-personer som har erfarenhet av sex mot ersättning och är därmed i form av sekundärdata. En tematisk analys har genomförts där temana Unga säljer våldsamt sex till äldre män, Startskottet är ett övergrepp eller längtan efter kärlek och närhet, Sex mot ersättning som självskada, “Man får ju en väldigt skruvad syn på sex” och Det finns inget rum att prata om det alls har identifierats, vilka diskuteras utifrån socialkonstruktionism, intersektionalitet samt den sparsamma tidigare forskningen kring ämnet. Sammanfattningsvis visar resultatet att maktstrukturer och tolkningsföreträde är viktigt för förståelsen av dessa specifika erfarenheter samt att det nuvarande myndighetsstödet är bristfälligt.The perspective of cismen and lgbtiq-people, in particular trans people, has been the main focus in this study when investigating the themes in media depictions of their experiences of having sex for compensation. The reason for this particular focus is the lack of research regarding these people’s experiences and that surveys show that they are common within the population of people who have had sex for compensation. The aim is to fill in the existing gaps of knowledge as well as to shine a light on this topic. The stories have been collected from different media outlets as well as organizations for lgbtiq-people who have had sex for compensation and is therefore in the form of secondary data. A thematic analysis has been conducted, where the themes Young people sell violent sex to older men, Abuse or longing for love and closeness are the starting points, Sex for compensation as self-harm, “You get a very twisted view on sex” and There’s no room to talk about it at all have been identified, which are discussed in relation to social constructionism, intersectionality and the sparse previous research regarding this topic. In conclusion, the results show that power structures and interpretative prerogative are important in understanding these particular experiences and that the current support from authorities is deficient.
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Barbier, Pascal. "De « petits » employés d’un « grand » magasin : Enquête sur les employés de la vente au Bazar de l’Opéra." Thesis, Paris 5, 2012. http://www.theses.fr/2012PA05H032.
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Qui sont les vendeurs des magasins du grand commerce et quel est leur quotidien ? A partird’une enquête ethnographique réalisée, par observation participante et par entretiens dans ungrand magasin parisien, cette thèse répond à ces questions et apporte deux contributionsprincipales. La thèse contribue d’abord à la sociologie du travail de la vente en magasin. Ens’intéressant aux conditions de travail des vendeurs, à leurs modes d’emploi, à leurs pratiquesde travail, à leur rapport au travail, et notamment à l’ambivalence que nourrit la relation avecun client, elle réalise une sociologie du travail d’une activité professionnelle peu étudiéejusqu’ici. Elle en montre le caractère bigarré. Par certains aspects, ce travail est profondémentenraciné dans le salariat d’exécution, proche notamment d’une figure professionnelle àlaquelle les employés de commerce sont couramment identifiés, la « caissière ». Mais, dans lemême temps, ce travail s’en arrache en raison de l’autonomie et de la richesse que disentéprouver les vendeurs devant certaines tâches, comme la mise en valeur de la marchandise oula relation avec les clients. La thèse contribue aussi à la sociologie des employés decommerce. Armée d’une analyse du travail et des trajectoires de ceux qui l’effectuent, la thèsemontre que les vendeurs des grands magasins composent un fragment singulier parmi les« employés de commerce ». Ils composent une « petite aristocratie ». Mais la thèse rappellequ’il s’agit d’une « petite aristocratie » sous tension. En effet, celle-ci voit ses attributsglorieux malmenés par des rationalisations du travail et des transformations dans lesconditions d’emploiWho are the sales assistants and what does their day at work look like? Based on anethnographic survey (participant observation in a parisian department store and interviews),this thesis answers these questions and contributes to the sociology of work and the sociologyof the clerks. Firstly, by exploring the working and employment conditions of the salesmen,their technics and savoir-faire, the way they see their work, it sheds light on a work rarelyobserved by the sociology of work. Secondly, the thesis contributes to the sociology of clerks.It analyses a part of this group that can be seen as belonging to an “in-between” area: betweenthe most insecure job and the steady and qualified work
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Huang, Simon, and 黃仲龍. "Relationship Marketing in Personal Selling." Thesis, 1996. http://ndltd.ncl.edu.tw/handle/83818291137626231749.
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Li, Kuan-Ying, and 李冠瑩. "Personal Selling and Ren-Qing:Extloratory Study." Thesis, 1997. http://ndltd.ncl.edu.tw/handle/91277504129962429586.
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Kai, Chen Hsuan, and 陳玄愷. "Ethical Aspects of Personal Selling in Pharmaceutical Industry." Thesis, 1995. http://ndltd.ncl.edu.tw/handle/53607269250562492832.
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Chan, Tsun-shang, and 詹尊上. "Factors that Help Establish Rapport in the Personal Selling-an Emperical Study." Thesis, 2006. http://ndltd.ncl.edu.tw/handle/59464966969564721776.
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碩士國立中山大學
企業管理學系研究所
94
We never face the severe competitive environment like this moment. The salespersons encounter the tremendous competitor and diversified customers’ requirement. It is inevitably crucial for salespeople to meet and clearly identify the clients’ need. In this situation, salespeople need to instantly build the enjoyable interactions and personal connection, rapport, with customers in order to get the prospect. Brook (1989) presented in his research that salespersons attempt to sell without first establishing rapport, customers will avoid purchase the product or service. The first purpose of this study integrates relevant literature and develops a comprehensive research model for rapport building. The model discusses two phases: the personal factors which include “characteristics”, “experience and knowledge” and the organizational factors that include “training”, “company culture and reputation”. The second purpose of this study is to test the research model through conducting survey of helping rapport factors. 98 questionnaires were sent out to 3M Taiwan sales representatives and got 54 valid responses. The valid responded rate is 55%. The study uses Internal Consistency Analysis and Paired Sample T-Test to evaluate weather the factors are significant and reliable to rapport. Meanwhile, the study observes the important elements of the four factors, “Characteristics”, “Experience and Knowledge”, “Company culture and reputation”, “Training” that indicate strongly reliable and significant to the rapport building. Key word: Personal Selling, Rapport, Salespeople, Selling
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Lin, Sheng-Ta, and 林聖達. "The Study of Personal Selling Management of Life Insurance Brokerage in Taiwan." Thesis, 2008. http://ndltd.ncl.edu.tw/handle/2rqxvm.
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碩士國立中山大學
高階經營碩士班
96
The share of insurance market in Taiwan used to be retained solely by 8 local corporations. Since Taiwan opened its insurance market to American incorporations in 1986 and to local companies, as well as the Special Examination for Insurance Personnel for legal Insurance Auxiliary in 1992, the insurance industry in Taiwan has stepped into the era of fierce competition. By October 2007, companies registered under the Insurance Brokerage Association of Taiwan (IBAT) had reached 562. From 1997 to 2007, the share of life insurance premium had increased from 0.6% to 7.43%. However, the number of selling personnel in insurance companies has decreased over these years, while that of insurance brokers and agencies have increased. Compared to insurance corporations, insurance brokerages are limited in size, finance and resources. Consequentially, the key to maintaining compatibility is the management of selling personnel. The following are the conclusions made after three case studies of major insurance brokers in Taiwan, insightful interviews and careful analysis. 1. Compared to other channels of selling, the advantage of selling personnel is the unbending trust built through one-on-one selling. 2. The advantage of unbending trust is established upon the reinforcement of educational training for selling personnel, especially interactive training. 3. In order to encourage re-purchasing, good after-market services are necessary, which are the combined efforts of the selling personnel and the company. 4. In order to attract talent, it is essential to maintain advantages six aspects of competitive sales: （1）Morality （2）Capability（3）Vantage （4）Preparedness （5）Motivation（6）Equipment The following are the suggestions for different stakeholders. 1. For insurance brokerages: （1）Large corporations could establish inclusive information network. （2）Small companies could unite resources through inter network. （3）Improvement in the management of selling personnel so as to build fine working ethics should be taken into consideration. 2. For insurance brokerage unions: （1）Conducting analysis of selling records is encouraged. （2）Setting up loan CRM system to member companies is suggested. 3. For associated governmental organizations: （1）Enhance the status and professional images of insurance brokerages. （2）Denoting that the income of selling personnel is the income of executing sales is recommended.
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Liu, Mu-Tsai, and 劉木財. "The Study of Cross-Selling for Personal Banking :From the Perspective of Relationship." Thesis, 2012. http://ndltd.ncl.edu.tw/handle/85748417386673203900.
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碩士逢甲大學
經營管理碩士在職專班
100
After undergoing the liberalization, internationalization, privatization, the financial markets in Taiwan have faced a keen and excessive competition. In 2003, the establishment of the finance holding company has caused the trends of merger and acquisition, and the “maximization of financial groups” has become the goal of every financial industry. Moreover, after signing “MOU (Memorandum Of Understanding)” and “ECFA (Economic Cooperation Framework Agreement)” with China, the financial markets between cross-strait become liberal. While many financial industries invest heavily in China market, questions such as how to consolidate and re-innovate the domestic market are more worth notice. This study “Personal Finance of Cross-selling—through the Perspective of Relationship Marketing” analyzes the correlation between service quality, customer satisfaction, and cross-selling. Through discussing domestic and foreign data, establishing the research framework and hypotheses, distributing questionnaire, and applying statistic analysis by SPSS16.0 and AMOS, the study would help to understand the influence that the case study’s clients gain fromre the service quality, customer satisfaction, and cross-selling. The results present that service quality has a positive relationship with the customer satisfaction, and cross-selling; besides, the customer satisfaction has a positive relationship with cross-selling. The study took the personal finance of finance holding company as subjects, and found that subjects whose “age is above 40 and annual income is more than 800,000” are insufficient is sampling, belong to customers of “wealth management.” They possess high net worth, high income, and emphasize much on privacy. Further researchers could do qualitative research by adopting in-depth interviews. The analysis toward the customers of personal finance could not apply to all customers of the finance holding company, so the following researchers could focus on customers in different properties, and do group studies. The results and findings can provide more comprehensive references and suggestions to finance holding companies.
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"Effective sales promotion plan for Hong Kong small independent personal computer retailer." Chinese University of Hong Kong, 1993. http://library.cuhk.edu.hk/record=b5887564.
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by Wu Yuk-Fai.Thesis (M.B.A.)--Chinese University of Hong Kong, 1993.
Includes bibliographical references (leaves 193-195).
ABSTRACT --- p.ii
TABLE OF CONTENTS --- p.iv
ACKNOWLEDGEMENTS --- p.vii
Chapter
Chapter I. --- INTRODUCTION --- p.1
Title of the Project --- p.1
Statement of the Problem --- p.1
Purpose of the study --- p.1
Industrial Background --- p.2
Research Objectives --- p.5
Justification --- p.5
Scope of the Study --- p.6
Overview of Following Chapters --- p.6
Chapter II. --- LITERATURE REVIEW --- p.8
Definition of Sales Promotion --- p.8
Get Something for Nothing --- p.8
An Element of the Promotion Mix --- p.8
Extraordinary Selling Efforts --- p.8
Out-of-the-ordinary Event Sales --- p.9
Short-term Nature --- p.9
"""Idea"" behind Sales Promotion" --- p.9
Conclusion --- p.10
Growth of Importance of Sales Promotion --- p.10
Sales Promotion Spending Outpaces Media Advertising --- p.10
Reasons for Growth of Sales Promotion --- p.11
Basic Goals of Sales Promotion --- p.11
To Increase Number of New Customers --- p.11
To Increase Consumption of Current Consumers --- p.12
To Build Continuity of Purchase --- p.13
Additional Role Play of Promotion Activities --- p.13
Establish Shop Personalities --- p.13
As a Tool to Persuade --- p.13
Meet the Market Standard: Constant Promotion --- p.14
Common Sales Promotion Activities --- p.14
Sampling --- p.14
Premiums --- p.15
Contest and Sweepstakes --- p.15
Customers as Selling Agents --- p.15
Windows Display --- p.16
Trading Stamps --- p.16
Coupons --- p.16
Trend in Sales Promotion --- p.16
"No ""Sure-Winner""" --- p.16
"""Diminishing Marginal Impact"" Effect" --- p.17
Conclusion --- p.17
Chapter III. --- METHODOLOGY --- p.18
Overview --- p.18
Literature Review --- p.18
Personal Interview with PC Retailers --- p.18
Qualitative Focus Group Discussion --- p.19
Quantitative Questionnaire Survey --- p.20
Conjoint Analysis Interview --- p.20
Chapter IV. --- QUALITATIVE RESEARCH RESULTS AND ANALYSIS --- p.22
Overview --- p.22
Customer Needs of Personal Computer (PC) --- p.23
Usage of PC --- p.23
Dissatisfaction of PC --- p.23
Customer Needs --- p.23
Purchase Behaviour of Personal Computer (PC) --- p.24
Information Searching Process --- p.24
Evaluation Criteria --- p.26
Aftersales Satisfaction and Reinforcement --- p.29
Reaction to different types of sales promotion activities --- p.29
Overall Comparison --- p.30
Guarantee-added promotion --- p.31
Price-cut promotion --- p.32
Value-added promotion --- p.33
Conclusion --- p.34
Market Situation --- p.34
How Important of Sales Promotion is in Shaping the Purchase Behaviour? --- p.35
Hypotheses Formulation --- p.36
Chapter V. --- QUANTITATIVE SURVEY RESULTS AND ANALYSIS --- p.38
Overview --- p.38
Preference for PC Retail Outlets --- p.39
Choice Criteria of PC Retail Shops --- p.40
Consumer Preference of Different Sales Promotion Activities --- p.42
Conclusion --- p.44
Chapter VI. --- CONJOINT ANALYSIS AND INTERPRETATION --- p.46
Overview --- p.46
Evaluation of Relative Importance Among Sales Promotion Activities --- p.47
Conclusion --- p.50
Chapter VII. --- MARKETING IMPLICATIONS --- p.51
Retail Outlets --- p.51
Sales Promotion vs. Advertising --- p.52
Price as the Only Factor? --- p.52
Effective Sales Promotion Plan --- p.53
Chapter VIII. --- RECOMMENDATION ON FUTURE RESEARCH --- p.55
Limitations --- p.55
Recommendations --- p.55
TABLES --- p.57
APPENDICES --- p.181
BIBLIOGRAPHY --- p.193