The effect of personality, emotional intelligence and social network characteristics on sales performance: The mediating roles of market intelligence use, adaptive selling behaviour and improvisation [PDF]
, 2011 Today’s account management is complex. The market is extremely competitive, technology is making alternatives and low-distribution methods possible, product lifecycles are accelerating, and customers are becoming less loyal and more sophisticated while ...
Wisker, Zazli Lily
core
Predicting product sales performance using various types of customer review data [PDF]
Today, in the e-commerce world, product reviews are a critical part of influencing consumer buying decisions and offer valuable insight to determine sales quality. But many current methods do not make efficient use of heterogeneous usergenerated content (
Baskaran, J., Sattar, U., Khan, H. W.
core +1 more source
Impact of big data analytics on sales performance in pharmaceutical organizations: The role of customer relationship management capabilities. [PDF]
PLoS One, 2021 Shahbaz M +5 more
europepmc +1 more source
Sales promotions and channel coordination [PDF]
, 2009 Consumer sales promotions are usually the result of the decisions of two marketing channel parties, the manufacturer and the retailer. In making these decisions, each party normally follows its own interest: i.e. maximizes its own profit.
Wierenga, B. +7 more
core +1 more source
The Pareto sales network asset: a networked power perspective
Business: Theory and Practice, 2018 The purpose of this research is to develop a conceptual model dealing the relationship between EO and sales growth performance by proposing the Pareto sales network asset as a reliable bridge for mediating EO and sales growth performance in SMEs in ...
Augusty Tae Ferdinand +1 more
doaj +1 more source
An investigation into the antecedents and consequences of collaboration between sales and marketing [PDF]
This thesis explores the antecedents and consequences of collaboration between sales and marketing. The results suggest that collaborative sales and marketing functions have benefits for the organisation in terms of improved business performance.
Le Meunier-FitzHugh, Kenneth Paul
core
, 2003 The contextual role of sales volatility, the complexity of customers’ purchase decisions, and the level of monitoring on the performance impact of incentives are examined.
core +1 more source
Impact of advertising and sales promotion expenses on the sales performance of Jordanian companies: The moderating role of firm size [PDF]
Innovative MarketingThis study aimed at analyzing the effect of sales promotion and advertising expenses on sales performance, considering firm size as a likely moderating variable.This research conducted regression analyses on 474 Jordanian companies based on the firm’s ...
Mohammad Fawzi Shubita +5 more
doaj +1 more source
Administration of Sales Force Tasks under Field Conditions [PDF]
There are two perspectives on controlling the performance of salespeople - an outcome based perspective and behavior based perspective. The former process focuses on the objective measures of results while the latter perspective on performance control of
Rajagopal
core
The impact of sales promotions on store performance: a structural vector autoregressive (SVAR) approach. [PDF]
The paper analyses the impact of sales promotions on store performance, in the short and long term, from the retailer’s point of view. Relationships among promoted and regular sales in the hypermarkets of a large-scale retail chain of national importance,
Marzia Freo
core