Search Results
MKTG: Selling & Sales Management (Topic)

14,507 Total downloads

Viewing: 1 - 50 of 76 papers

1.

Toward Compelling Customer Touchpoint Architecture

Business Horizons, Forthcoming
Number of pages: 19 Posted: 08 Apr 2012 Last Revised: 15 Apr 2012
Accepted Paper Series
Babson College
Downloads 3,153
2.

The Study of Impact of Celebrity Endorsement on Rural Consumers in India

Number of pages: 10 Posted: 16 Dec 2012
Working Paper Series
affiliation not provided to SSRN
Downloads 520
3.

The Psychology of Competition: A Social Comparison Perspective

Perspectives on Psychological Science, 8(6), 634-650 (2013), Notre Dame Legal Studies Paper No. 1459
Number of pages: 19 Posted: 27 Jun 2013 Last Revised: 08 Jan 2014
Accepted Paper Series
University of Michigan, Notre Dame Law School and University of Michigan at Ann Arbor
Downloads 516
4.

Leveraging the Web for Customer Engagement: A Case Study of BT's Debatescape

MIT Sloan Research Paper No. 4935-11
Number of pages: 15 Posted: 07 Jan 2012
Working Paper Series
Massachusetts Institute of Technology (MIT) - Sloan School of Management and affiliation not provided to SSRN
Downloads 488
5.

Why Sales Reps Should Welcome Information Technology: Measuring the Impact of CRM-Based IT on Sales Effectiveness

International Journal of Research in Marketing, Vol. 24, No. 4, pp. 336-349, 2007
Number of pages: 14 Posted: 09 May 2010 Last Revised: 05 Sep 2014
Accepted Paper Series
University of Houston - C.T. Bauer College of Business, affiliation not provided to SSRN and Vlerick Leuven Ghent Management School
Downloads 477
6.

Consumer's Perception for Visual Merchandising of Lifestyle Apparel Stores

International Research Journal of Marketing, Vol. 2, No. 3, August 2014, pp. 53-60, Sciknow Publication, New York, USA
Number of pages: 8 Posted: 29 Jul 2014
Accepted Paper Series
L. J. Institute of Management Studies and Nirma University - Institute of Management
Downloads 472
7.

Some Possible Antecedents and Consequences of In-Role and Extra-Role Salesperson Performance

Journal of Marketing, Vol. 62, pp. 87-98, 1998
Number of pages: 13 Posted: 06 Apr 2010 Last Revised: 13 May 2014
Accepted Paper Series
Indiana University - Kelley School of Business - Department of Marketing, Indiana University - Kelley School of Business - Management & Entrepreneurship and University of Houston - C.T. Bauer College of Business
Downloads 405
8.

The Role of Consensus in Sales Team Performance

Journal of Marketing Research, Vol. XLVI, 2009
Number of pages: 49 Posted: 06 Apr 2010
Accepted Paper Series
University of Houston - C.T. Bauer College of Business, Indiana University - Kelley School of Business - Department of Marketing, Indiana University - Kelley School of Business - Management & Entrepreneurship, University of Connecticut - Department of Management and University of Georgia - Department of Marketing
Downloads 399
9.

Cross-Selling: Offering the Right Product to the Right Customer at the Right Time

Journal of Relationship Marketing, Vol. 6, No. 3/4, 2007
Number of pages: 19 Posted: 09 Feb 2014
Accepted Paper Series
Rice University
Downloads 367
10.

Sales-Force Reactions to Corporate Social Responsibility: Attributions, Outcomes, and the Mediating Role of Organizational Trust

Industrial Marketing Management, Vol. 39, No. 7, pp.1207-1218
Number of pages: 52 Posted: 05 Nov 2008 Last Revised: 04 Aug 2011
Accepted Paper Series
ALBA Graduate Business School,The American College of Greece, Leeds University Business School and Ohio University
Downloads 356
11.

Patterns of Service Differentiation Among Medical Tourism Facilitators

Number of pages: 46 Posted: 20 Sep 2010 Last Revised: 12 May 2011
Working Paper Series
University of North Carolina at Pembroke and University of North Carolina (UNC) at Pembroke - Medical Tourism Research Center
Downloads 351
12.

Performance Implications of Sales Strategy: The Moderating Effects of Leadership and Environment

International Journal of Research in Marketing, Forthcoming
Number of pages: 41 Posted: 18 Nov 2009
Accepted Paper Series
Ohio University and Athens University of Economics and Business - Department of Marketing and Communication
Downloads 342
13.

When Do Corporate Social Responsibility Initiatives Impact on Customer-Facing Employees? Evidence from India and the Netherlands

International Journal of Human-Resource Management, Forthcoming
Number of pages: 40 Posted: 01 Jun 2010 Last Revised: 01 Dec 2014
Accepted Paper Series
ALBA Graduate Business School,The American College of Greece, Ohio University, Leeds University Business School, IIM Ahmedabad and Indian Institute of Management (IIM), Kolkata
Downloads 334
14.

Is Advance Selling Desirable with Competition?

Number of pages: 32 Posted: 20 Jul 2013
Working Paper Series
The Wharton School - Operations, Information and Decisions Department and Questrom School of Business, Boston University
Downloads 329
15.

Advance Selling with Interdependent Customer Valuations

Ross School of Business Paper
Number of pages: 40 Posted: 20 Apr 2012 Last Revised: 25 Apr 2012
Working Paper Series
Hong Kong University of Science & Technology (HKUST), University of Michigan, Stephen M. Ross School of Business and University of Michigan, Stephen M. Ross School of Business
Downloads 324
16.

Effect of Sales Promotion Schemes on Purchase Quantity: A Study of Malaysian Consumers

Management & Marketing, volume XIV, issue 2/2016
Number of pages: 22 Posted: 01 Dec 2016 Last Revised: 26 Feb 2017
Accepted Paper Series
Anglia Ruskin University and Financial Training & Management Services (FTMS) College
Downloads 275
17.

The Role of Technology at the Interface Between Salespeople and Consumers

Journal of Personal Selling and Sales Management, Vol. 30, No. 2, pp. 109-118, 2010
Number of pages: 10 Posted: 01 Apr 2010 Last Revised: 13 Jun 2014
Accepted Paper Series
University of Houston - C.T. Bauer College of Business and Clemson University - Department of Marketing
Downloads 252
18.

Managing Sales Teams in a Virtual Environment

International Journal of Research in Marketing, Forthcoming
Number of pages: 45 Posted: 06 Apr 2010 Last Revised: 19 Jun 2014
Accepted Paper Series
Clemson University - Department of Marketing, University of Houston - C.T. Bauer College of Business, University of Connecticut - Department of Management and University of Connecticut - Department of Management
Downloads 241
19.

Join, Stay, Leave: A Study of Direct-Selling Distributors

Number of pages: 68 Posted: 22 Sep 2016
Working Paper Series
Northwestern University - Kellogg School of Management, University of Muenster and University of Muenster
Downloads 240
20.

Coping with Sales Call Anxiety and its Effects on Protective Actions

ERIM Report Series Reference No. ERS-2004-013-MKT
Number of pages: 52 Posted: 20 Mar 2004
Working Paper Series
University of Cologne - Department of Economics, Erasmus University Rotterdam (EUR) - Erasmus School of Economics (ESE) and University of Michigan, Stephen M. Ross School of Business
Downloads 238
21.

Innovations for Linking Farmers to Markets: Indian Experience

Number of pages: 19 Posted: 04 Aug 2010
Working Paper Series
Indian Statistical Institute, Kolkata and Bidhan Chandra Agril. University (BCKV)
Downloads 230
22.

Learning from Peers: Knowledge Transfer and Sales Force Productivity Growth

Forthcoming at Marketing Science
Number of pages: 50 Posted: 29 Jun 2011 Last Revised: 04 Jan 2016
Accepted Paper Series
Washington University in St. Louis - John M. Olin Business School, Purdue University - Krannert School of Management and Washington University, Saint Louis - John M. Olin School of Business
Downloads 213
23.

Price Search Across Stores and Across Time

Cowles Foundation Discussion Paper No. 1942
Number of pages: 38 Posted: 18 Mar 2014 Last Revised: 22 Mar 2016
Working Paper Series
Yale University and Yale School of Management
Downloads 201
24.

New Drug Diffusion When Forward-Looking Physicians Learn from Patient Feedback and Detailing

Chintagunta, Pradeep K., Ronald L. Goettler, and Minki Kim, "New Drug Diffusion When Forward-Looking Physicians Learn from Patient Feedback and Detailing," Journal of Marketing Research, vol. 49, (December 2012) 807-821.
Number of pages: 43 Posted: 26 Apr 2012 Last Revised: 18 Sep 2013
Accepted Paper Series
University of Chicago, University of Rochester - Simon School of Business and KAIST College of Business
Downloads 200
25.

Retail in High Definition: Monitoring Customer Assistance through Video Analytics

Columbia Business School Research Paper No. 15-73
Number of pages: 37 Posted: 22 Aug 2015 Last Revised: 11 Feb 2016
Working Paper Series
Universidad de Chile, Columbia University - Columbia Business School - Decision Risk and Operations and SCOPIX
Downloads 188
26.

The Role of the Sales Force in Value Creation and Appropriation: New Directions for Research

Journal of Personal Selling & Sales Management, Vol. XXXII, No. 1, pp. 15-27, Winter 2012
Number of pages: 14 Posted: 22 Jul 2012
Accepted Paper Series
Colorado State University, affiliation not provided to SSRN, Ohio University and University of North Texas - College of Business Administration
Downloads 180
27.

Price Dispersion and Loss Leader Pricing: Evidence from the Online Book Industry

Management Science, Vol. 59, No. 6, pp. 1290-1308, 2013
Number of pages: 33 Posted: 13 Aug 2012 Last Revised: 22 Jun 2014
Accepted Paper Series
University of Connecticut - Department of Operations & Information Management, Arizona State University (ASU) - Department of Information Systems and University of Connecticut
Downloads 171
28.

Selling Through Referrals

NYU Working Paper No. 2451/31774
Number of pages: 47 Posted: 06 May 2013
Working Paper Series
University of Essex - Department of Economics, University of Essex and University of Texas at Austin - Department of Economics

Multiple version iconThere are 2 versions of this paper

Downloads 171
29.

Social Network Theory and the Sales Manager Role: Engineering the Right Relationship Flows

Northeastern U. D’Amore-McKim School of Business Research Paper No. 2013-06,
Number of pages: 34 Posted: 21 Mar 2012 Last Revised: 25 Jan 2013
Working Paper Series
Oklahoma State University, University of Georgia - Department of Marketing, Loughborough University - School of Business and Economics, Northeastern University - Marketing Area and affiliation not provided to SSRN
Downloads 170
30.

Technology Systems in the Wine Industry: The Constellation Brands Experience

Number of pages: 24 Posted: 23 Nov 2009
Working Paper Series
Golden Gate University, affiliation not provided to SSRN and Golden Gate University
Downloads 167
31.

The Multi-Level Marketing as a Two-Sided Market

Number of pages: 22 Posted: 26 Oct 2013
Working Paper Series
Université de Parakou
Downloads 145
32.

Multi Level Marketing: Does it Lead to Exploitation of Relationships?

QUEST - Journal of Management and Research,1(2), 3-7, 2010
Number of pages: 5 Posted: 13 Sep 2013 Last Revised: 23 Nov 2013
Accepted Paper Series
Independent and Independent
Downloads 140
33.

A Longitudinal Cross-Level Model of Leader and Salesperson Influences on Sales Force Technology Use and Performance

Journal of Applied Psychology, Vol. 92, No. 2, pp. 528-537, 2007
Number of pages: 10 Posted: 01 Apr 2010 Last Revised: 05 Sep 2014
Accepted Paper Series
University of Connecticut - Department of Management, University of Houston - C.T. Bauer College of Business and University of Connecticut - Department of Management
Downloads 139
34.

Impact of Visual Merchandising on Consumer Perception of Electronics Products and Usage of Technology

in “Business Transformation Through Functional Strategies” Reading Book of Nirma International Conference on Management (NICOM), Jan. 11-13, 2018, Eds., Nityesh Bhatt, Balakrishnan Unny R. & Shahir Bhatt, McGraw Hill Education (India) Pvt. Ltd., for Institute of Management, Nirma University,
Number of pages: 10 Posted: 11 Feb 2018
Accepted Paper Series
L. J. Institute of Management Studies and Nirma University - Institute of Management
Downloads 126
35.

The Status of Working Capital and Its Relationship with Sales: An Empirical Investigation of Andhra Pradesh Paper Mills Ltd (India)

International Journal of Commerce and Management (IJCM), Volume 22, Issue 1, pp. 36 - 52, 2012
Number of pages: 2 Posted: 24 Mar 2013 Last Revised: 27 Mar 2013
Accepted Paper Series
Global Head & CEO, GLOBAL PROJECT SBS ENTERPRISE (India)
Downloads 122
36.

The ABC's of ACB: Unveiling a Clear and Present Danger in the Sales Force

Industrial Marketing Management, Vol. 35, No. 4, pp. 457-467, 2006
Number of pages: 11 Posted: 06 Apr 2010
Accepted Paper Series
Providence College and University of Houston - C.T. Bauer College of Business
Downloads 113
37.

Cross-Category Effects of Aisle and Display Placements: A Spatial Modeling Approach and Insights

Journal of Marketing, Vol. 73 (May 2009), 99–117, Mays Business School Research Paper No. 2012-60,
Number of pages: 21 Posted: 17 May 2012
Accepted Paper Series
Baruch College, Purdue University - Krannert School of Management, University of Maryland - Robert H. Smith School of Business and Texas A&M University - Mays Business School
Downloads 111
38.

The Information Content of Marketing Investments: The Case of Sales Force Resizing Announcements

Number of pages: 39 Posted: 15 Nov 2010
Working Paper Series
Northwestern University - Kellogg School of Management, University of Kansas - School of Business, University of Kansas and University of Kansas - School of Business
Downloads 103
39.

The Role of Sales Presentations in Developing Customer Relationships

Services Marketing Quarterly, Forthcoming
Number of pages: 13 Posted: 16 Jun 2011 Last Revised: 16 Aug 2011
Accepted Paper Series
Eastern Michigan University - College of Business
Downloads 103
40.

The (In)Compatibility of Direct Selling Trade Barriers with EU Law: Before and After the Consumer Rights Directive

MEPLI Working Paper Series 2013-15
Number of pages: 27 Posted: 31 Oct 2013
Working Paper Series
Maastricht University - Faculty of Law
Downloads 96
41.

Improvement of Personal Sales Efficiency in Automotive Retailing

Economic Research, ISSN 1331 – 677X, 24(2), pp. 112-125, 2011,
Number of pages: 14 Posted: 02 Dec 2012
Accepted Paper Series
School of Economics and Business Sarajevo / Marketing Department, University of Zagreb - School of Economics and Management and School of Economics and Business Sarajevo / Marketing Department
Downloads 94
42.

A Social Learning Perspective on Sales Technology Usage: Preliminary Evidence from an Emerging Economy

Journal of Personal Selling & Sales Management, Forthcoming
Number of pages: 29 Posted: 11 Dec 2009
Accepted Paper Series
Babson College - Marketing Division, Clemson University and Babson College
Downloads 90
43.

Examination of the Individual Competencies that Differentiate Results in Direct Sales

Contemporary Economics, Vol. 7, No. 1, pp. 83-100, 2013
Number of pages: 18 Posted: 18 Apr 2013
Accepted Paper Series
University of Finance and Management
Downloads 89
44.

The Equivalence of Bundling and Advance Sales

Simon School Working Paper No. FR 11-24
Number of pages: 8 Posted: 08 Jul 2011
Working Paper Series
Independent and ESMT European School of Management and Technology

Multiple version iconThere are 2 versions of this paper

Downloads 81
45.

A Job Demands-Resources (JD-R) Perspective on New Product Selling: A Framework for Future Research

Journal of Personal Selling and Sales Management, 2011
Number of pages: 34 Posted: 17 Jul 2011
Accepted Paper Series
Oklahoma State University, University of Texas at Arlington, affiliation not provided to SSRN, affiliation not provided to SSRN and University of Giessen
Downloads 80
46.

Salesperson Customer Orientation as an Antecedent to Customer Loyalty: An Exploratory Study

Abstract published in Conference Proceedings of International Conference on Excellence in Research & Education, held at IIM Indore on May, 2014, Humanistic Management Network, Research Paper Series No. 12/15
Number of pages: 22 Posted: 26 Feb 2015 Last Revised: 21 Mar 2015
Working Paper Series
University of Delhi, Faculty of Management Studies, Students and University of Delhi
Downloads 78
47.

Toward a Contingency Framework of Interpersonal Information Sources in Organizational Identification Diffusion

Organizational Behavior and Human Decision Processes, Forthcoming
Number of pages: 58 Posted: 31 Mar 2012
Accepted Paper Series
University of Mannheim, University of Houston - C.T. Bauer College of Business, University of Georgia - Department of Marketing and University of Mannheim
Downloads 78
48.

Relationship Marketing Practices for Retention of Corporate Customers in Hospitality Contract Catering

Tourism & Hospitality Management, Vol. 16, No. 1, 2010
Number of pages: 10 Posted: 26 May 2012
Accepted Paper Series
affiliation not provided to SSRN
Downloads 77
49.

Selling Package Tours to Tourists: A Contract Theory Perspective

RIT Economics Department Working Paper No. 13-02
Number of pages: 8 Posted: 14 Mar 2013
Working Paper Series
Rochester Institute of Technology (RIT) - Department of Economics and Rochester Institute of Technology (RIT) - Department of Economics

Multiple version iconThere are 2 versions of this paper

Downloads 77
50.

Peer Bargaining and Productivity in Teams: Gender and the Inequitable Division of Pay

Number of pages: 41 Posted: 27 Feb 2018 Last Revised: 23 Feb 2019
Working Paper Series
Washington University, Saint Louis - John M. Olin School of Business, University of Illinois at Urbana-Champaign and Washington University in St. Louis - John M. Olin Business School
Downloads 72