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Journal articles on the topic 'Sales interaction'

Author: Grafiati

Published: 10 December 2022

Last updated: 31 July 2025

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1

Hao, Zixuan. "Interactional Dynamics of Resistance in B2B Cold Calling." Journal of Linguistics and Communication Studies 3, no. 2 (2024): 71–78. http://dx.doi.org/10.56397/jlcs.2024.06.10.

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This study explores resistance in business-to-business “cold” sales calls using conversation analysis. By analyzing 162 recorded sales calls, we identify two primary practices—blocks and stalls—that prospects use to resist sales attempts. Blocks involve attempts to terminate the interaction, while stalls delay the sales process. Our findings highlight resistance as an interactive accomplishment rather than a cognitive process, offering new insights into the dynamics of sales encounters. These insights have significant implications for enhancing sales training and improving salesperson-client i

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Putra, Alanwari Bulan, and Muhammad Adi Pribadi. "Interaksi Simbolik dalam Kegiatan After Sales di Dealer Nissan (Studi Kasus PT. Wahana Wirawan)." Prologia 4, no. 1 (2020): 135. http://dx.doi.org/10.24912/pr.v4i1.6453.

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Symbolic interactions are interactions with others where communication and participation play a very important role. Symbolic interaction theory focuses on the importance of self-concepts and perceptions of individuals based on interactions with other individuals. Symbolic interactionism plays an important role in After Sales activities. After sales is one of the activities to satisfy customers on a product. The purpose of After Sales Activities at PT. Nissan Motor Indonesia aims to increase customer satisfaction and add Company Profit. After Sales plays a very important role in the automotive

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Klein, Michel. "Emotional labor in a sales ecosystem: a salesperson-customer interactional framework." Journal of Business & Industrial Marketing 36, no. 4 (2021): 666–85. http://dx.doi.org/10.1108/jbim-01-2020-0019.

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Purpose The concept of emotional labor refers to the management of emotions in interaction with customers. This study aims to suggest an integrative definition of emotional labor. It develops a conceptual framework that helps organize and synthesize key insights from the literature, in an interactional and multi-level perspective. Design/methodology/approach This integrated framework consists in a mapping of key research themes resulting from a systematic literature review, which includes research in sales and marketing. As critical affective processes in sales have not been studied sufficient

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Kaski, Timo, Jarkko Niemi, and Ellen Pullins. "Rapport building in authentic B2B sales interaction." Industrial Marketing Management 69 (February 2018): 235–52. http://dx.doi.org/10.1016/j.indmarman.2017.08.019.

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Sui, Yuepeng, Guoxin Li, and Jiaoju Ge. "Sales Associations between Brand Stores Based on Spatial Interaction Effects." Mathematical Problems in Engineering 2021 (May 31, 2021): 1–10. http://dx.doi.org/10.1155/2021/9990947.

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There is a dearth of research concerning location-based service (LBS), including its determinants and antecedents. However, it is still unclear how LBS influences a brand store’s profit with the consideration of surrounding stores. To fill the gap, this study focuses on the influence of surrounding store information on sales of a brand store from the perspective of LBS. By analyzing spatial data, sales data, and shopper flow data of 737 brand stores for a large shopping mall in China with spatial Dubin model, this study identifies several findings: (1) sales and shopper stay times in surroundi

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Baranova, Liubov Sergeevna. "The interconnection between sales and marketing in the food industry." Теоретическая и прикладная экономика, no. 1 (January 2020): 10–17. http://dx.doi.org/10.25136/2409-8647.2020.1.32525.

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The object of this research is the commercial block of the food industry. The subject of this research is the process of interconnection between sales and marketing of food companies. The goal consists in the analysis of the main schemes of interaction between sales and marketing. The author carefully examines the existing interaction schemes, describing their advantages and disadvantages. Particular attention is paid to the integration of marketing into the system of sales management, where marketing is not fully integrated into sales, rather marketing functionality is separate from sales and

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Zuhair, Muhammad Sayyid, and Dade Nurdiniah. "DAMPAK KONVERGENSI IFRS DAN LEVERAGE TERHADAP MANAJEMEN LABA DENGAN PERTUMBUHAN PENJUALAN SEBAGAI VARIABEL MODERASI." Jurnal Riset Manajemen dan Bisnis (JRMB) Fakultas Ekonomi UNIAT 3, no. 1 (2018): 111–20. http://dx.doi.org/10.36226/jrmb.v3i1.93.

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This study aims to examine the effect of convergence of International Financial Reporting Standard (IFRS), leverage, interaction of convergence IFRS with sales growth and leverage interaction with sales growth on earnings management action on company LQ45 period 2009-2014. Sample selection using purposive sampling method. The sample of this research is 90 companies. The test results show that: 1) the convergence of IFRS as measured by the dummy variable has no effect on the profit management action; 2) the leverage measured by the leverage ratio positively affects the profit management action;

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Schetzsle, Stacey, and Duleep Delpechitre. "Salesperson-Sales Manager Social Interaction And Communication Quality: The Impact On Salesperson Cooperation." Journal of Applied Business Research (JABR) 30, no. 2 (2014): 607. http://dx.doi.org/10.19030/jabr.v30i2.8430.

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To get the highest level of performance out of salespeople, companies are searching internally to identify factors that lead to salesperson cooperation. Sales managers create a normative culture that engages the salesperson, which is demonstrated through communication and social interaction. A salesperson who feels connected to the organization is more likely to exert additional effort, such as cooperating with the manager to meet sales objections. The purpose of this paper is to investigate the impact of the salespersons social interaction and communication quality with their sales manager on

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Alyandro, Bryan, Andi Muhammad Sadat, and Muhammad Fawaiq. "Pengaruh Sales Promotion, Celebrity Endorsement, dan Sosial Interaction terhadap Impulsive Buying dengan Consumer Trust sebagai Intervening pada Media Sosial TikTok Shop." J-MAS (Jurnal Manajemen dan Sains) 9, no. 1 (2024): 198. http://dx.doi.org/10.33087/jmas.v9i1.1547.

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This research aims to determine the influence of sales promotions, celebrity endorsements and social interactions on impulse purchases through consumer trust in TikTok Shop users in Jabodetabek. This research uses quantitative methods by collecting data through survey methods, which are distributed via Google Form. The research sample consisted of 308 respondents and was processed using SPSS 25 and AMOS 24. The research results showed that sales promotions, celebrity endorsements, and social interactions had a positive and significant effect on consumer trust. Sales promotions, celebrity endor

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Kirmani, Afshan. "Mobile Sales Force Automation." Ergonomics in Design: The Quarterly of Human Factors Applications 19, no. 2 (2011): 14–18. http://dx.doi.org/10.1177/1064804611408019.

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Research shows that interaction models determine if designs are exploratory or task oriented in structure. When the business objective defines efficiency as the key goal, the intent and structure remain action oriented. In this article, the author establishes that mobile sales force applications need to focus on efficiency to enable field sales staff to increase their productivity.

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Bharadwaj, Neeraj, and Garrett M. Shipley. "Salesperson communication effectiveness in a digital sales interaction." Industrial Marketing Management 90 (October 2020): 106–12. http://dx.doi.org/10.1016/j.indmarman.2020.07.002.

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Singh, Riteshkumar, Rupal Sonje, Soham Salkar, and Ashish Jadhav. "Smart QR-based Restaurant Dine-in System with Sales Analysis." ITM Web of Conferences 44 (2022): 03014. http://dx.doi.org/10.1051/itmconf/20224403014.

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The modern-day customer has new priorities when it comes to dine-out and the top of them is safety. Most of the restaurant’s meal orders rely on the interaction with waiters to place orders into the kitchen. Due to the pandemic situation, there happens to be discomfort interacting with waiters and other staff members of the restaurant. To solve such problems this system is developed. This system covers the whole order process of a restaurant including the interaction between the customer, the waiter, the kitchen, and the cashier through a web application. Additionally, restaurant owners will b

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КИРИЛЛОВА, Л. К. "TO THE QUESTION OF THE ROLE OF SALES PERSONNEL IN SALES MANAGEMENT." Экономика и предпринимательство, no. 1(150) (May 27, 2023): 816–18. http://dx.doi.org/10.34925/eip.2023.150.1.160.

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Рассматриваются типы торгового персонала, используемые в продажах. Обобщены наиболее проблемные вопросы взаимодействия с торговым персоналом. Раскрыты особенности оплаты труда торговых агентов и торговых представителей. Обоснована необходимость формирования программы компенсационных выплат торговым представителям. The types of sales personnel used in sales are considered. The most problematic issues of interaction with sales personnel are summarized. The features of remuneration of sales agents and sales representatives are disclosed. The necessity of forming a program of compensation payments

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Nayak, Santosh, Satish Kumar, Rita Rani Chopra, and Ankitha Shetty. "Relationship selling impact on sales effectiveness: an evaluation from a health insurance agent’s perspective." Insurance Markets and Companies 15, no. 2 (2024): 94–105. https://doi.org/10.21511/ins.15(2).2024.09.

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This research paper examines the relationship selling impact on sales effectiveness in Health Insurance from an agent’s perspective. The study analyzed primary data by personal interaction with respondents in the Karnataka region, India, and used descriptive research with stratified sampling. A sample size of 407 health insurance agents was selected for this study from the age group between 18 to 60 years from diverse backgrounds. The research methodology involves constructing a regression model using the SPSS tool to analyze the data. The findings show that personal interaction determinants h

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Riha, Elena, David Riha, and Vladimir Zhechev. "Implementation of factor analysis for identifying cultural differences in personal selling." Business & Management Compass 69, no. 2 (2025): 12–23. https://doi.org/10.56065/ach8ta45.

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This study aims to explore intercultural and gender customer differences in Czechia regarding their perceptions of verbal and nonverbal personality traits of salespeople during personal sales interactions. By examining these differences, the research provides valuable insights for scholars and practitioners into cultural and gender-specific factors critical for designing effective interpersonal sales strategies. An experimental design was employed. The collected data were analyzed using factor analysis and hypothesis testing. The findings suggest that salesperson authenticity and personal inte

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Rahmawati, Fardilla, Khairil Anwar Notodiputro, and La Ode Abdul Rahman. "Nested Linear Mixed Models with Repeated Measurement for Analyzing Telecommunication Products." Indonesian Journal of Statistics and Its Applications 7, no. 1 (2023): 1–14. http://dx.doi.org/10.29244/ijsa.v7i1p1-14.

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Nested linear mixed model is a model that combines fixed factors and random factors. Observations made over time with the same object being observed are called repeated measurements. This research was conducted to determine the determinant factors of internet data quota sales which are influenced by SA (Sales Area), MC (Mutual Check), PC (Product Category), and time factors using a nested linear mixed model with repeated measurement. SA, PC, and time factors as fixed factors while the MC factor nested in SA as a random factor. The results showed that the interaction effect between three fixed

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Khan, Muhammad Umair, and Ahmed Zia Arshad. "The Role of Sales and Technology Integration in Increasing Sales Revenue in the Corporate Market." International Journal of Advanced Engineering, Management and Science 11, no. 2 (2025): 076–103. https://doi.org/10.22161/ijaems.112.7.

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An organizations sales and technology synergy is a vital source of market intelligence and a key facilitator of the successful implementation of technocommercial strategy Many companies have traditionally operated in isolated silos with little interaction between their technology and sales departments But more businesses have realized in recent years how beneficial it is to connect these functions Significant gains in overall company performance have been attributed to this strategic merger A particular facet of the connection between improved business performance and salestechnology integrati

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Azanza, Garazi, Marjan J. Gorgievski, Juan Antonio Moriano, and Fernando Molero. "Influencing salespeople’s work outcomes through authentic leadership." Leadership & Organization Development Journal 39, no. 7 (2018): 926–44. http://dx.doi.org/10.1108/lodj-05-2017-0113.

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Purpose The purpose of this paper is to examine the relationships between sales managers’ authentic leadership style and salespeople’s positive development. Design/methodology/approach Multilevel regression analysis was used to examine the data from 40 work teams from several Spanish retail companies (190 salespeople and 40 sales managers). Findings In line with previous studies, the analyses indicated that sales managers’ authentic leadership style as perceived by employees significantly predicted salespeople’s work engagement and psychological capital (PsyCap). Contrary to the expectations,

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Limpo, Lita, and Eva Yuniarti Utami. "Analisis Variabel Sosial Media Marketing, Optimasi Mesin Pencari, dan Interaksi Konsumen Online terhadap Pertumbuhan Penjualan Produk Kerajinan Tangan di Kota Bandung." Jurnal Ekonomi dan Kewirausahaan West Science 2, no. 02 (2024): 168–77. http://dx.doi.org/10.58812/jekws.v2i02.1111.

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This study investigates the effect of digital marketing strategies, including social media marketing, search engine optimization (SEO), and online consumer interaction, on the sales growth of handicraft products in Bandung City. A quantitative approach was employed, and data were collected from 135 handicraft businesses through structured questionnaires. The data were analyzed using Structural Equation Modeling with Partial Least Squares (SEM-PLS). The results revealed significant positive relationships between social media marketing, SEO, online consumer interaction, and sales growth. Specifi

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Watson, Stevie, Ayanna Alexander-Laine, Denise Chambers, and Theresa T. Patton. "Skin Color Bias and Racial Prejudice: Pre-Interview Impressions of Hispanic Sales Applicants." International Journal of Business & Management Studies 05, no. 08 (2024): 09–19. http://dx.doi.org/10.56734/ijbms.v5n8a2.

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This study tested for an interaction between applicant skin color (light vs. dark) and racial prejudice (high vs. low) on salespersons’ pre-interview impressions of Hispanic sales applicants. Using a sample of 193 White salespersons, the results of between-subjects ANOVA revealed a significant interaction. High-prejudice salespersons held less (more) favorable pre-interview impressions toward dark-skinned (light-skinned) Hispanic sales applicants than did low-prejudice salespersons. In addition, high-prejudice and low-prejudice salespersons exhibited different skin color biases for the Hispani

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Utomo, Endhar Priyo. "Identifikasi Faktor-Faktor yang Mempengaruhi Sales performance pada Perusahaan Media Periklanan : Studi Empirik pada Tenaga Penjual di RCTI." Jurnal Ekonomi Bisnis dan Kewirausahaan 8, no. 1 (2019): 81. http://dx.doi.org/10.26418/jebik.v8i1.31549.

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This research was conducted because of the gap from the results of previous research (research gap) regarding the level of sales experience can affect sales performance and empirically examine the factors that influence sales performance such as salesperson skills, sales interaction quality and effectiveness of sales activities.The purpose of this study is to build a conceptual model to describe and provide answers to the gap between sales experience variables on sales performance, and empirically examine the factors that influence Sales performance. This study uses a population of all RCTI's

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Williams, Kaylene C., and Rosann L. Spiro. "Communication Style in the Salesperson-Customer Dyad." Journal of Marketing Research 22, no. 4 (1985): 434–42. http://dx.doi.org/10.1177/002224378502200408.

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The authors report a study designed to evaluate the use of communication style by salespeople and their customers. Using a paradigm suggested by Sheth in which the communication styles of customers and salespeople are categorized as task oriented, interaction oriented, or self oriented, they assess whether communication styles are related to sales. They first develop scales to measure these styles and then test whether the styles affect the sales outcome. The results suggest that communication styles are a determinant of the success of the sales interaction.

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Yang, Yongqing, Yidan Zhao, William Yeoh, Cong Qi, and Hui Jiang. "Exploring the Interaction Between Streaming Modes and Product Types in E-Commerce Sales." Journal of Theoretical and Applied Electronic Commerce Research 20, no. 1 (2025): 53. https://doi.org/10.3390/jtaer20010053.

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The different combinations of streaming media modes and product types influence the sales performance of streaming e-commerce. However, which combination is more effective in boosting product sales is unclear. Drawing on the cognitive fit theory, we collected sales data from 564 short videos and live streams on TikTok to investigate how the interaction of streaming media mode and product type impacts streaming e-commerce sales quantity. This study reveals that short video e-commerce works better at selling search products. In contrast, live-streaming e-commerce excels at boosting experience pr

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Dartina, Vina, Irfan Fahriza, Alfaiz Alfaiz, and Andre Julius. "Tingkat Kompetensi Interpersonal Sales Promotion Girl (SPG) : Kajian Deskriptif." Indonesian Journal of Educational Counseling 7, no. 1 (2023): 97–110. http://dx.doi.org/10.30653/001.202371.252.

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Communication is important in social interaction, even for promotion and sales. The purpose of this research is to reveal the Eta Agency Pro Comm sales promotion girl's interpersonal competence, openness, empathy, support, positivity, and Equality. Data was collected through Interpersonal Communication Scale (ICS) with a high-reliability value of 0,95. The sample was taken based on Purposive Random Sampling, with 58 respondents of sales promotion girls. This research found that every aspect of Interpersonal Communication of Sales Promotion Girls at the Competence level. Only Support communicat

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Wang, Yi, Hong Yan Xue, Yi Quan Su, and Zhao Yang Yan. "Interaction Strategy of Oil and Non-Oil Business in Oil Sales Field." Applied Mechanics and Materials 295-298 (February 2013): 3257–60. http://dx.doi.org/10.4028/www.scientific.net/amm.295-298.3257.

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With oil sale industry becomes competitive fiercely, profit of Gas station oil product retail link tends to drop, while non oil business is in the vigorous development these years. In the gas station business, sales of refined oil and non-oil business can promote each other by ways of marketing strategy, which includes reasonable arrangement of categories of products and services, scientific and reasonable pricing strategy, the implementation of effective incentives, .these strategy can play a role of the leverage by which oil sales can promote non oil business, and Vice versa. Gas station non

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Oleksii, Birchak. "Algorithmizing B2B Sales: Can AI Create a Sales Framework That Guarantees Predictable Results?" American Journal of Management and Economics Innovations 07, no. 03 (2025): 08–13. https://doi.org/10.37547/tajmei/volume07issue03-02.

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The article examines the impact of artificial intelligence on B2B sales processes, in particular, its role in increasing efficiency and predicting customer behavior. The article analyses the use of such technologies as natural language processing [NLP], machine learning [ML], computer vision, and chatbots. Particular attention is paid to the practical case of the American company Dell, which has achieved an increase in the conversion rate and optimization of the sales department with the help of Lattice Engines analytics. The study demonstrates that AI integration allows branding agencies to c

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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 (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

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Reese, Simon. "Inter-company learning: using the 5 E's to promote interaction." Industrial and Commercial Training 46, no. 6 (2014): 338–44. http://dx.doi.org/10.1108/ict-04-2014-0023.

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Purpose – The purpose of this paper is to illustrate steps that a manufacturer can deploy to improve social interaction, learning, and application while facilitating a system of learning across a wholesale distribution channel. Design/methodology/approach – The paper provides a model of how a manufacturer-improved social interaction, learning, and application with their wholesale distribution network using five simple and consistent steps: Excite, Engage, Experience, Execute, and Evaluate. Findings – The 5 E's provided a consistent method for the manufacturer to engage the wholesale distributo

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Ushakov, R. N. "Prospective directions for improving the process of selling hotel services." Gostinichnoe delo (Hotel Business), no. 2 (February 14, 2022): 161–67. http://dx.doi.org/10.33920/igt-2-2202-09.

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The article describes the main elements of the process of selling hotel services, which include a detailed analysis of the effectiveness of existing sales channels, the use of modern sales technologies at different stages of interaction with the guest, as well as the use of effective methods of recruitment, training and motivation of sales employees.

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Afriani Afriani, Yuni Fatma Sari, Siti Hansyah Dewi Zai, Fanny Himla Rizqya Pasaribu, and Nurbaiti Nurbaiti. "STRATEGI EFEKTIF DALAM MENINGKATKAN PENJUALAN MELALUI SOSIAL MEDIA DI ERA DIGITAL." JURNAL RUMPUN MANAJEMEN DAN EKONOMI 2, no. 1 (2025): 361–74. https://doi.org/10.61722/jrme.v2i1.3754.

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This study examines effective strategies in increasing sales through social media in the digital era. With the increasing use of social media platforms, businesses need to adopt innovative approaches to reach a wider audience. This study uses qualitative methods to explore various social marketing techniques that can increase sales engagement and conversion. The results show that building credibility, quality content, active interaction, and collaboration with influencers are key factors in achieving sales goals. The development of digital technology has changed the way companies market their

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Timofeev, Mikhail V. "Optimization of the Customer Interaction Model in Telemarketing Department Based on Managers' Growth Zones Identification." Science Outpost, no. 4(62) (December 31, 2022): 47–52. http://dx.doi.org/10.36683/2076-5347-2022-4-62-47-52.

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The article describes a method of search of sales manager growth zones based on the assumption that the client's refusal after prior consent to purchase occurs most often due to improper negotiations. Based on the author's research of the main directions of improving sales efficiency and the principles of organizing professional training of sales managers, an original method of searching growth zones of telemarketing department specialists is proposed. The author presented classification of typical reasons for potential customers' refusal to purchase at the final stage of the negotiation proce

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Grosso, Chiara, and Cipriano Forza. "Users’ Social-interaction Needs While Shopping via Online Sales Configurators." International Journal of Industrial Engineering and Management 10, no. 2 (2019): 139–54. http://dx.doi.org/10.24867/ijiem-2019-2-235.

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Shanmugam, K. R., and R. Sthanumoorthy. "Sales Tax Policy Interaction Among the State Governments in India." Journal of Quantitative Economics 2, no. 1 (2004): 147–63. http://dx.doi.org/10.1007/bf03404599.

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Sergeev, S. M., S. E. Barykin, N. V. Ostrovskaya, and V. K. Yadykin. "CALCULATION OF THE DIGITAL TWIN OF THE SALES FUNNEL." Strategic decisions and risk management 11, no. 3 (2021): 286–93. http://dx.doi.org/10.17747/2618-947x-2020-3-286-293.

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Commercial activity has always been influenced by the competitive environment and its spread to the online space is the next stage of development and a defining trend for the nearest time horizon. The changes in the business landscape influenced by COVID19 pose new challenges for marketers and entrepreneurs. It is necessary to use the forced sharp increase in online interaction with consumers. The course towards the digital economy determines the use of scientific, mathematical methods to optimize the target indicators of economic activity. These global shifts in business interactions are gene

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Tomar, Tarun. "Sales and Marketing Promotion." INTERNATIONAL JOURNAL OF SCIENTIFIC RESEARCH IN ENGINEERING AND MANAGEMENT 09, no. 06 (2025): 1–9. https://doi.org/10.55041/ijsrem50583.

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Abstract- This paper researches on the different methods of sales and marketing promotions that are used by companies and the impacts of these practices to consumer behavior and business development. The study will allow exploring the consumer choice, purchase intention, and brand loyalty by comparing both customary and online promotional techniques including discounts, coupons, loyalty programs, and social media advertising. The results obtained through a structured questionnaire (60 respondents) indicate that the choice of buying a product is strongly influenced by promotional techniques and

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Khandelwal, Gunjan. "Study of the Roles of Sales Executive with Reference to Shoppers Stop, Raipur (Chhattisgarh)." International Scientific Journal of Engineering and Management 04, no. 06 (2025): 1–9. https://doi.org/10.55041/isjem04385.

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Abstract This study investigates the multifaceted roles of sales executives at Shoppers Stop in Raipur, Chhattisgarh. Sales executives are the backbone of retail organizations, playing a pivotal role in customer interaction, product promotion, and brand image development. The aim is to analyze their day-to-day responsibilities, sales practices, communication skills, and the impact they have on customer satisfaction and store performance. Data was collected through structured questionnaires and interviews. The analysis shows that well-trained and motivated sales executives significantly contrib

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Tan, Su-Mae, Tze Wei Liew, Chin Lay Gan, and Wee Ming Wong. "Visual Style of Embodied Virtual Sales Agents." International Journal of Technology and Human Interaction 17, no. 1 (2021): 1–13. http://dx.doi.org/10.4018/ijthi.2021010101.

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The present study explored the effects of naturalism-stylization visual style of embodied virtual agents in an e-commerce website. An experiment was conducted in which participants (n=110) were paired with either the naturalistic or stylized agent that simulated the roles of a virtual sales assistant. It was shown that stylized agent produced significantly higher social perceptions of agent, perceived website social presence, perceived website social support than naturalistic agent. Moreover, stylized agent evoked significantly higher sense of website trust and lower perceived website financia

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Koo, Hyeongmo, Soyoung Lee, Jiyeong Lee, and Daeheon Cho. "Spatio-Temporal Variability of the Impact of Population Mobility on Local Business Sales in Response to COVID-19 in Seoul, Korea." ISPRS International Journal of Geo-Information 11, no. 10 (2022): 532. http://dx.doi.org/10.3390/ijgi11100532.

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Social distancing is an effective method for controlling the COVID-19 pandemic by decreasing population mobility, but it has also negatively affected local business sales. This paper explores the spatio-temporal impact of population mobility on local business sales in response to COVID-19 in Seoul, South Korea. First, this study examined the temporal variability by analyzing statistical interaction terms in linear regression models. Second, the spatio-temporal variability was captured using Moran eigenvector spatial filtering (MESF)-based spatially varying coefficients (SVC) models with additi

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Singletary, James C. "Alternate Practice: Sales and Marketing." Journal of Pharmacy Practice 2, no. 2 (1989): 117–22. http://dx.doi.org/10.1177/089719008900200210.

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Marketing and sales offer two areas of alternate practice for the pharmacist. The training received in pharmacy is specialized and highly technical, yet in no way limits the career opportunities available. In fact, many companies needing sales representatives and marketing personnel prefer pharmacists because of their strong educational background in pharmaceuticals. The practice of pharmacy provides interaction with many other members of the healthcare delivery team. Pharmacists who feel the need to incorporate this expertise, combined with their personal abilities and desires, should conside

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Yang, Mei. "Social Presence in Live-Streaming: Explore the Role of Audience Interaction in Traffic and Sales Conversions on TikTok." Lecture Notes in Education Psychology and Public Media 84, no. 1 (2025): 165–73. https://doi.org/10.54254/2753-7048/2025.20781.

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Live streaming has become a popular form of digital communication that combines entertainment, interaction, and commerce to redefine audience engagement. The study uses a mixed methodology that combines descriptive statistics, regression analysis, and feature importance assessment based on a comprehensive dataset of live streams collected over 6 months to explore the impact of audience engagement on traffic and sales. Linear regression, random forest regression, and support vector regression models were used to identify key predictors of traffic and sales. The study results show that the durat

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Sharma, Priyanka, M. Janaki Meena, and S. P. Syed Ibrahim. "MEDIA MIX MODELING COMPARISON OF INTERACTION MODEL TO SIMPLE LOG-LINEAR MODEL." Asian Journal of Pharmaceutical and Clinical Research 10, no. 13 (2017): 390. http://dx.doi.org/10.22159/ajpcr.2017.v10s1.19763.

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The objective of current study is to compare a new model for media mix problem with popular model named as simple log linear model. A modified approach proposed to improve the results of media mix model from simple log linear method includes the simultaneous effect of different media variables on sales. The combined effect caused by various media variables shows a synergy in the curve for sales and hence considering it makes the model much effective and accurate.

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Faia, Valter da Silva, and Valter Afonso Vieira. "Generating sales while providing service." International Journal of Bank Marketing 35, no. 3 (2017): 447–71. http://dx.doi.org/10.1108/ijbm-07-2016-0094.

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Purpose The purpose of this paper is to extend the previous regulatory focus and sales force control literature suggesting that organizational control system not only moderates but also mediates the interactive effect of the assessment × locomotion on salesperson ambidextrous behavior. Organizational control system, which has behavior and outcome dimensions, moderates the effects of employee regulatory focus on their ambidextrous behavior, sales performance, and satisfaction. Design/methodology/approach The authors conducted a survey with 163 bank frontline employees (FLEs) who sell financial

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Nuanpradit, Sirada. "Real earnings management in Thailand: CEO duality and serviced early years." Asia-Pacific Journal of Business Administration 11, no. 1 (2019): 88–108. http://dx.doi.org/10.1108/apjba-08-2018-0133.

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Purpose The purpose of this paper is to investigate the individual and interaction effects of chief executive officers (CEO)-chairman leadership structure (CEO duality) and CEO-serviced early years (the first three years in office) on real earnings management (REM) through sales activities of listed firms in the Stock Exchange of Thailand (SET). Design/methodology/approach The longitudinal data on CEO and chairman names of 3,825 firm-year observations were manually gleaned from the SET market analysis and reporting tool and the annual reports from 2001 to 2015. Multiple regressions were utiliz

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Purba, Boy Randy, and Khairullah Khairullah. "Strategi Pemasaran Brand Rock Our Soul dalam Penjualan di Media Sosial Instagram." Journal of Education, Humaniora and Social Sciences (JEHSS) 7, no. 4 (2025): 1239–46. https://doi.org/10.34007/jehss.v7i4.2607.

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The development of digital technology has changed marketing strategies, especially through social media such as Instagram. Rock Our Soul, an accessories brand with dark fashion, gothic, and streetwear styles, leverages Instagram to build brand identity and increase customer engagement. This research aims to analyze Rock Our Soul's marketing strategy in increasing sales and interaction with customers on Instagram. Using a qualitative approach, data was collected through observation of Instagram uploads, interviews with account managers, and analysis of customer interactions. The results show th

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Chennamaneni, Pavan Rao, Ramarao Desiraju, and Anand Krishnamoorthy. "Advance Sales of Services." Journal of Service Research 20, no. 2 (2016): 135–51. http://dx.doi.org/10.1177/1094670516673159.

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We investigate a service provider’s advance selling strategies in the presence of a channel intermediary who improves (i) consumers’ accessibility to the service or (ii) the service provider’s access to higher valuation segments. We evaluate the conditions under which dealing with such an intermediary may offset the attendant costs of providing suitable incentives. Our results indicate that the relative profitability of selling via the intermediary is affected by an interaction among marginal costs, capacity level, and the type of value the intermediary brings to the channel. We find that a ca

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Li, Daiyan. "The Influence of "Opinion Leaders" in E-commerce Live Streaming on Consumer Purchase Intention." Frontiers in Business, Economics and Management 10, no. 2 (2023): 199–202. http://dx.doi.org/10.54097/fbem.v10i2.10906.

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With the gradual popularization of the Internet, sales methods have also undergone significant changes. Major online live streaming platforms are now extensively utilized for product sales. Moreover, people's perception of sales has undergone considerable transformations. In recent years, e-commerce live streaming has experienced a remarkable development, evolving from a form of entertainment into a vital channel for information acquisition, social interaction, and sales. Compared to traditional sales channels, e-commerce live streaming possesses numerous advantages and provides a new model fo

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Zimin, Alexey S. "COMMUNICATION ASPECTS OF MANAGING PERSONAL SALES OF SMALL BUSINESS SERVICES." Ekonomika i upravlenie: problemy, resheniya 4/5, no. 157 (2025): 41–46. https://doi.org/10.36871/ek.up.p.r.2025.04.05.004.

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The paper is devoted to the study of the specifics of the activities of a small business company in the field of personal sales, examines approaches to managing personal sales procedures in the service sector, identifies areas for their improvement, focused on communication elements of interaction.

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Fu, Hanliang, Hanyu Zhang, Mengjie Zhang, and Caixia Hou. "Modeling and Dynamic Simulation of the Public’s Intention to Reuse Recycled Water Based on Eye Movement Data." Water 15, no. 1 (2022): 114. http://dx.doi.org/10.3390/w15010114.

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The public’s rejection of recycled water has seriously hindered the promotion of recycled water. Individual intention and decision-making behavior will be affected by group decision-making behavior. To clarify the interaction mechanism of the public’s intention to reuse recycled water from the perspective of group decision-making, this study used an eye-movement experiment with a recycled water consumption scenario simulation to obtain the influencing factors and data related to purchase decisions and used the ABM (agent-based modeling) method to simulate the interaction effects of the group’s

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Rahmat, Luthfi Izzudin, and Nani Septiana. "Pengaruh Interaksi Penjualan dan Promosi Penjualan Terhadap Keputusan Pelanggan Pada Pelanggan Indihome di Wilayah Metro." Jurnal Manajemen DIVERSIFIKASI 1, no. 2 (2021): 166–88. http://dx.doi.org/10.24127/diversifikasi.v1i2.559.

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This study aims to determine whether a significant effect on the interaction of individual sales and sales promotion simultaneously has an influence on purchasing decisions of indihome customers in the metro area. to determine the most dominant variable on purchasing decisions and to analyze individual sales and sales promotions simultaneously have a positive effect on purchasing decisions. The research method used is quantitative research with associative methods. In this study, the analysis tool used is multiple correlation analysis to determine the dependent and independent variables with a

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Reese, Simon. "Inter-company interaction framework: understanding the 4 Cs framework to promote learning." Industrial and Commercial Training 47, no. 2 (2015): 67–72. http://dx.doi.org/10.1108/ict-10-2014-0066.

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Purpose – The purpose of this paper is to introduce a conceptual framework to assist members of an inter-company structure in understanding the partner company's interest in interacting and advancing toward a learning organization. Design/methodology/approach – The paper provides a framework outlining the differing patterns of interaction between the two separate organizations and describes how each of the differing interactions should be used to align the learning system. Without understanding the 4 Cs from the side of both companies, the interaction may misalign, and the shared vision of lea

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