Results 11 to 20 of about 22,117 (263)

Sales force compensation and incentive schemes: Practices in the South African pharmaceutical industry

South African Journal of Business Management, 1999
Compensation plans that incorporate incentive schemes act as a sales force motivator. This study deals with sales force compensation plans from a management perspective, in the South African pharmaceutical industry.
Russell Abratt, Manfred Klein
doaj   +1 more source

Will shared leadership engenders innovative work behaviors among salesmen toward improved performance?

International Journal of Management and Economics, 2020
Studies have shown that issue of shared leadership is directly related to leadership style adopted in the organization, which is germane and strategic to teamwork to effectuate high business performance across industries.
Ayodele Oniku, Kehinde Mokwenyei Anita
doaj   +1 more source

STUDI PERILAKU ETIS WIRANIAGA

Jurnal Siasat Bisnis, 2015
This research aims to test 1) the influence of rewards and control to sales force ethical behavior, 2) the influence of sales force ethical behavior to role conflict, performance and job satisfaction.
Anas Hidayat, Santi Budiman
doaj   +9 more sources

The Role of Optimism Toward Building a Strategic Advantage in a Sales Force

Marketing Management Journal, 2001
Understanding optimism and how to recruit and develop a sales force that has a high degree of it can be a decisive strategic advantage that every organization should strive to build. This paper defines optimism and explicates its components.
PHANI TEJ ADIDAM, RAJ SRIVASTAVA
doaj   +1 more source

Penggunaan Uji Mann-Whitney pada Analisis Pengaruh Pelatihan Wiraniaga dalam Penjualan Produk Baru

Binus Business Review, 2011
This research is conducted in PT Merapi Utama Pharma in order to determine the influence of training to the sales force in selling a new product. The methodology is Mann-Whitney Test manually using formula and table, and using Statistical Programs for ...
Teguh Sriwidadi
doaj   +1 more source

COVID-19 PANDEMIC AS FORCE MAJEURE: IT’S ENFORCEABILITY ON THE FAILURE TO FULFILL CONTRACTUAL OBLIGATIONS AND THE FAILURE TO PRESENTS COMPLYING DOCUMENTS IN LETTER OF CREDIT

Yustisia, 2021
The performance of contractual obligations holds an important role in the fulfillment of sales contracts, therefore, each parties involved would done their best to complete them.
Bhuwana Fairuz Kusumawardhani
doaj   +1 more source

How sales managers can use salespeople's perceived attributes to monitor and motivate a sales force during relationship marketing

European Research on Management and Business Economics, 2019
This study uses the Markov chain and agency theory to demonstrate a link between a salesperson's perceived attributes with customer retention and both optimal effort and commission, using a relational perspective.
Saïd Echchakoui, Rachid Ghilal
doaj   +1 more source

Translating the impacts of Self-Efficacy on the Ethical Behavior of Sales Force: the Moderating Role of Gender

Journal of Business and Social Review in Emerging Economies, 2021
Purpose: This study intends to assess the influence of self-efficacy on the ethical behavior of sales force along with the moderating effects of gender in the telecom sector at Pakistan.
Fazalur Rehman, Farwida Javed, Sadia Ejaz Shiekh, Muhammad Mujtaba Asad   +3 more
doaj   +1 more source

Agency Theory’s Answer to the Make or Buy Decision of Vertically Integrating the Sales Function

Marketing Management Journal, 1994
Vertical integration of the selling function addresses the issues surrounding the decision to utilize a direct sales force or outside agents. The desire to control the sales function is an important citerion in the establishment of viable industrial ...
GREGORY B. TURNER
doaj   +1 more source

EFEKTIFITAS PENJUALAN PERUSAHAAN PENERBITAN DAN KINERJA TENAGA PENJUALAN

Jurnal Dinamika Manajemen, 2010
Penelitian ini meneliti mengenai kinerja tenaga penjualan pada lemahnya predictors yang biasa untuk diperiksa (karakteristik organisasi, karakteristik lingkungan, karakteristik tenaga penjualan, motivasi, hadiah, kepuasan, kuota penjualan) (Churchill et ...
Suhermini -
doaj   +1 more source