Subject Index
 

In the car manufacturing industry, boosting unit sales and market share hinges on getting end users to value the actual sales interaction and customer service. While interaction with the client during ...

Research has identified that after 40 years of discussion the use of the salesforce as a source of market information is relatively widespread in business-to-business organisations, but that the major ...

Night was falling as the guerrilla marketeers struck. They ease through hallways of heavily trafficked buildings, deposit their cargo for unsuspecting customers to discover hours later. After leaving ...

The integration between marketing and sales is becoming an imperative for companies. This paper discusses practical considerations in building an integrated sales and marketing team in order to improv ...

Field marketing can help retailers tackle the challenges of new technology. New technology and media offer a profusion of new techniques, but on the whole, people like contact with other people. Marke ...

There have been many attempts to form an explanatory theory of how advertising works, but no one has yet postulated a theory of merchandising. Drawing heavily on the developing science of environmenta ...

The paper aims to understand how salespeople’s motivations and efforts to gather and transmit marketing intelligence to management may be influenced by both individual and managerial factors. Thus, fo ...

The paper explores whether the impact of price promotions, and the duration of any adjustment period, differs between consumers segmented on their usage rates and loyalty to a brand. Substantial diffe ...

Sales response models are widely used as the basis for optimizing the marketing mix. The authors expand on the standard conditional model to include a model for the determination of marketing mix vari ...

The authors empirically explore the revenue impact of marketing-mix variables and their interactions. The findings include that pharmaceutical direct-to-consumer advertising and detailing (sales force ...

Interactional analysis suggests that both the person and the environment or situation should be considered simultaneously in predicting attitudes and behaviours. The authors apply an interactionalist ...

An emerging strategic marketing approach termed ‘mass customisation’ or ‘personalisation’ combines elements of the marketing mix to allow individualisation for each customer. More than 600 US consumer ...

The paper investigates the complementarity between two dominant elements of the business marketing communications mix, personal selling and trade shows, from an integrated marketing communications (IM ...

A survey of professional sales representatives was undertaken to explore (i) whether emotional intelligence and awareness training should be introduced into sales training programmes, and (ii) if emot ...

Using data from a retail chain department store in Australia, the paper attempts to examine the relationship between the dimensions of service quality and customer loyalty. The authors focus on differ ...

The authors develop a set of attributional and behavioural intention scales applicable to a field sales force setting, to explore the assumption that salespeople’s attribution processes affect their e ...

Empirical evidence suggests that firms granting full pricing authority to salespeople generate lower profits than those that retain limits on such delegated authority. The paper suggests a formal mode ...

Suggests that sales call anxiety (SCA) consists of four components - negative self-evaluations, negative evaluations from customers, awareness of physiological symptoms (such as queasy stomach, blushi ...

An investigation of two ways to increase sales and customer loyalty by taking advantage of a store’s base of current customers. This study classified products into two types: type 1 covers products fo ...

This paper focuses on the control exerted by a store chain on a major purchasing decision: the allocation of space among product categories within the set of stores. Since a retail chain managers must ...