This research examines the relationship between three organizational level constructs and salesperson's selling orientation-customer orientation (SOCO) in an in-store retail setting. Respondents represent a wide variety of firms. A firm's customer orientation, centralization, employee perceptions support from individuals organization were significantly related to or both. Firm work environment positively degree negatively orientation. Centralization was but not Customer performance, while related.

Internet usage and commerce are expected to grow significantly across the world. However, as each part of world is unique in its social norms, culture, infrastructure, these differences may cause profiles shoppers nonshoppers be different worldwide. Hence, importance understanding similarities dissimilarities among consumers regions crucial for both marketing theory practice. In this paper, authors report characteristics relating attitudes, motivations, demographics six countries (United...

In their effort to differentiate themselves from cost-driven rivals, many industrial companies are beginning serve customers through value-based offerings. Such often engage actively in collaborative value creation with customers. To capture a fair share of the created, they need adopt pricing approach. Therefore, value-driven competition necessitates (VBP). The present study explores barriers exercising and suggests ways overcome those obstacles putting into action B2B sales. is implemented...

Purpose This paper aims to examine the impact of customer orientation, at levels both company and salesperson, on salesperson performance. Design/methodology/approach A survey 283 salespeople provides database that was analyzed using structural equation modeling. Findings Prior studies suggest orientation has a positive effect The findings this study salesperson's completely mediates relationship between Thus, influence company's performance acts through salespeople. Originality/value...

The authors present a phenomenological investigation of luxury brand consumption patterns as revealed through female consumers' descriptions their lived experiences with various brands and products. An integrative review traditional research demonstrates how the meaning has changed in contemporary United States. Seventeen in-depth interviews provide insights to update this meaning. offer several theoretical extensions propose new paradigm that they refer "populence," defined category goods...

Purpose Increasing pressure to reduce costs and skepticism of promised value‐added are forcing suppliers produce tangible proof the monetary value they create for customers. The academic literature on practical activities related value‐based selling remains sparse. This paper aims bridge gap between abundant theoretical customer frameworks implementation practices a foundation sales in firms that aim become creators. Design/methodology/approach Based two case studies, authors map best...

Purpose The authors aim to present a structural guide for data collection in participant‐oriented, B2B context. Design/methodology/approach A three‐stage interview process following the work of Seidman is presented, along with key issues on how plan, structure, and execute interview‐based hermenuetic ethnographic study. Research limitations/implications framework presented this paper provides strong theoretical foundation further theory development global industrial marketing research...

Purpose – The purpose of this article is to develop and propose a comprehensive framework that identifies the factors influence company’s decision adopt business (B2B) technologies. Design/methodology/approach authors review literature regarding technology adoption from multiple disciplines including: Supply Chain Management, Logistics, Sociology, Information Systems, Marketing Economics. A synthesis provides foundation for developing model inter-firm adoption. Findings finds inconsistencies...

Abstract Examines the effect of relationship selling activities on salesperson performance. It further explores link between demographic selection criteria and propensity a to perform behaviors. Relationship behaviors as examined in this study include interaction intensity, mutual disclosure, cooperative intentions. The was based sample 487 business‐to‐business insurance salespeople. Findings indicate that intensity disclosure have significant Cooperative intentions do not influence Results...

Purpose – The purpose of this paper is to explore the implications for sales function infusion services by formerly product-based firms. In particular, it aims at identifying changes that need be made sales-function level if are successfully sold. Design/methodology/approach This research an exploratory qualitative case study. Data were collected focus group discussions and in-depth interviews with relevant managers in three large multinational companies based Northern Europe, which pursuing...

Abstract In this research we extend previous literature by analyzing responses to different ad appeals designed for product types in Poland and the United States. We found that States, can be predicted based on consumer cultural characteristics. For Polish consumers, reactions ads depended only The results of study also show when targeting consumers both countries, marketers may standardize using functional (which stress attributes) across types. Finally, implies some marketing models used...

Cute has become the favored language of (the predominantly female) popular consumer culture. This paper examines roots “cute” and its evolution with reference to relevance marketers. We follow cultural appropriation Japan’s “Kawaii” by Western “cute”, introduce a social, marketing-oriented description analysis concept. present socio-cultural, experiential, symbolic, ideological consumption in general, culture theory particular. examination steers clear scientific generalizations prevalent...

This paper presents the findings of an exploratory study investigating effects mentoring in a sales setting. Salespeople who had manager mentors inside organization where they work high performance and low intention to leave. Those with peer also leave but lower performance. outside Finally, salespeople no mentor relatively These results suggest that produce best combination results. Study raise serious questions about organization. The two important hypotheses for testing: (1) turnover...