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Start Over Descriptor "Sales management -- Social aspects" Journal academy of marketing studies journal
4 results on '"Sales management -- Social aspects"'

1. Marketing strategy effectiveness in Nigerian banks

Author

Osuagwu, Linus

Subjects
Sales management -- Social aspects, Sales management -- Political aspects, Goal setting -- Social aspects, Goal setting -- Political aspects, Public relations agencies -- International marketing, Public relations agencies -- Political activity, Public relations agencies -- International trade, Public relations agencies -- Social aspects, Public relations agencies -- Political aspects, Marketing -- Social aspects, Marketing -- Political aspects, Liquidity (Finance) -- Social aspects, Liquidity (Finance) -- Political aspects, Decision-making -- Social aspects, Decision-making -- Political aspects, Marketing executives -- Surveys, Marketing executives -- Political activity, Marketing executives -- Social aspects, Marketing executives -- Political aspects, Distribution channels -- Political aspects, Distribution channels -- Social aspects, Marketing research -- Social aspects, Marketing research -- Political aspects, Community banks -- Political aspects, Community banks -- Social aspects, Incentive services -- International trade, Incentive services -- Social aspects, Incentive services -- Political aspects, Incentive services -- International marketing, Corporations -- Political aspects, Corporations -- Social aspects, Business planning -- Social aspects, Business planning -- Political aspects, Business plans -- Social aspects, Business plans -- Political aspects, Sales management, Company business management, Direct market channel, Retail/reseller channel, Business, general
Abstract

Motivated by the substantial changes in the Nigerian banking industry, a survey research was designed to assess the effectiveness of the marketing strategies used by Nigerian banks to cope with the changes in the industry. Overall results from the study show encouraging levels of effectiveness in many dimensions of composite marketing strategies. The findings were discussed along the relevant dimensions of the research, and managerial recommendations were made for efficient and effective marketing strategies in Nigerian banks., INTRODUCTION The deregulation of the Nigerian economy through SAP affected the Nigerian financial system in many ways (Umunnaehila, 1996). These include methods of licensing new banks and financial institutions, the [...]

Published
2001

2. Situational aspects of need for autonomy as a moderating variable in the autonomy-performance relationship among insurance agents

Author

Strain, Charles R., Jr.

Subjects
Sales management -- Social aspects, Sales management -- Reports, Selling -- Social aspects, Selling -- Reports, Property and casualty insurance -- Usage, Property and casualty insurance -- Social aspects, Property and casualty insurance -- Reports, Publishing industry -- Company sales and earnings, Publishing industry -- Usage, Publishing industry -- Social aspects, Publishing industry -- Reports, Workers -- Beliefs, opinions and attitudes, Workers -- Social aspects, Workers -- Reports, Stress management -- Social aspects, Stress management -- Reports, Work environment -- Social aspects, Work environment -- Reports, Employee performance -- Social aspects, Employee performance -- Reports, Insurance agents -- Surveys, Insurance agents -- Company sales and earnings, Insurance agents -- Recruiting, Insurance agents -- Social aspects, Insurance agents -- Reports, Sales management, Company earnings/profit, Industry hiring, Publishing industry, Business, general
Abstract

The relationship between salesperson autonomy and performance is well researched in the literature. Little research has, however, investigated the moderating effects of need for autonomy on this relationship. This study found weak support for the moderating effect of need for autonomy on the relationship between agent performance and perceived autonomy in an analysis of Midwestern insurance agents. Additional research is needed to determine whether more job/situation specific measures of these variables will more clearly delineate this effect., INTRODUCTION Studying the autonomy-performance relationship for insurance agents is important. Primacy is usually given to the personal selling side of the promotional mix (over sales promotion and advertising) in the [...]

Published
1999

3. Antecedents to salesperson customer orientation

Author

Johnson, Julie T. and Boles, James S.

Subjects
Employee incentives -- Social aspects, Control systems -- Market research, Control systems -- Social aspects, Stress management -- Social aspects, Sales personnel -- Surveys, Sales personnel -- Social aspects, Work environment -- Social aspects, Sales management -- Social aspects, Job stress -- Social aspects, Job satisfaction -- Social aspects, Workers -- Beliefs, opinions and attitudes, Workers -- Social aspects, Marketing research, Sales management, Company business management, Business, general
Abstract

This manuscript examines the effects of a customer oriented compensation plan on managerial styles and the influences of those management behaviors on salesperson customer orientation. Findings suggest that the compensation plan affects managerial style. Further, a selling oriented manager will reduce the customer orientation of his/her salespeople. Interestingly, a customer oriented managerial style does not have a significant effect on salesperson customer orientation., INTRODUCTION Sales research has consistently demonstrated the importance of a salesperson maintaining a 'customer oriented' selling approach rather than a 'salesperson oriented' selling approach (e.g. Goff et al., 1997; Saxe [...]

Published
1998

4. Of customer service, product parameters, and service quality: Satisfiers and dissatisfiers

Author

Genestre, Alain and Herbig, Paul

Subjects
Workers -- Beliefs, opinions and attitudes, Workers -- Reports, Workers -- Health aspects, Workers -- Surveys, Workers -- Social aspects, Consumer preferences -- Reports, Consumer preferences -- Health aspects, Consumer preferences -- Surveys, Consumer preferences -- Social aspects, Grocery industry -- Quality management, Grocery industry -- Marketing, Grocery industry -- Surveys, Grocery industry -- Reports, Grocery industry -- Health aspects, Grocery industry -- Social aspects, Integrated logistic support -- Reports, Integrated logistic support -- Health aspects, Integrated logistic support -- Surveys, Integrated logistic support -- Social aspects, Customer service -- Reports, Customer service -- Health aspects, Customer service -- Surveys, Customer service -- Social aspects, Market surveys -- Reports, Market surveys -- Health aspects, Market surveys -- Surveys, Market surveys -- Social aspects, Employee motivation -- Reports, Employee motivation -- Health aspects, Employee motivation -- Surveys, Employee motivation -- Social aspects, Customer loyalty -- Reports, Customer loyalty -- Health aspects, Customer loyalty -- Surveys, Customer loyalty -- Social aspects, Corporations -- Reports, Corporations -- Health aspects, Corporations -- Surveys, Corporations -- Social aspects, Business planning -- Reports, Business planning -- Health aspects, Business planning -- Surveys, Business planning -- Social aspects, Business plans -- Reports, Business plans -- Health aspects, Business plans -- Surveys, Business plans -- Social aspects, Generic drugs -- Quality management, Generic drugs -- Marketing, Generic drugs -- Surveys, Generic drugs -- Reports, Generic drugs -- Health aspects, Generic drugs -- Social aspects, Marketing research -- Reports, Marketing research -- Health aspects, Marketing research -- Surveys, Marketing research -- Social aspects, Luxury automobiles -- Quality management, Luxury automobiles -- Marketing, Luxury automobiles -- Surveys, Luxury automobiles -- Reports, Luxury automobiles -- Health aspects, Luxury automobiles -- Social aspects, Sales management -- Reports, Sales management -- Health aspects, Sales management -- Surveys, Sales management -- Social aspects, Education grants -- Quality management, Education grants -- Marketing, Education grants -- Surveys, Education grants -- Reports, Education grants -- Health aspects, Education grants -- Social aspects, Consumer complaints -- Reports, Consumer complaints -- Health aspects, Consumer complaints -- Surveys, Consumer complaints -- Social aspects, Company marketing practices, Support services, Sales management, Customer service, Business, general
Abstract

We examine the many definitions and dimensions of quality and attempt to reconcile the definitions that employees, managers, and customers view. We define positive and negative gaps and product sets. We conclude that customer service elements present in the negative gap are analogous to hygiene factors and in themselves can never totally satisfy while the product parameters evident in the negative gap are analogous to motivators, the primary reasons for purchasing., INTRODUCTION Quality has many definitions. Ask an engineering or manufacturing type and the answer you would most likely get is performance to specifications. In this vein, McDonalds is a quality [...]

Published
1997

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