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Sales excellence: systematic sales management
In: Management for Professionals
This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This book considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization's sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples, that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives
Kundenzufriedenheit: Konzepte - Methoden - Erfahrungen
In: Wissenschaft & Praxis
Exploratorische Ansätze der Kausalanalyse als Instrument der Marketingplanung
In: Europäische Hochschulschriften
In: Reihe 5, Volks- und Betriebswirtschaft 991
Folgsfaktoren für Wachstum und Profitabilität
In: Sales Excellence, Band 21, Heft 11, S. 28-29
ISSN: 2522-5979
Fight or flight: Can marketing tools help consumers cope with self‐discrepancies and social identity threat?
In: Journal of consumer behaviour, Band 20, Heft 6, S. 1591-1604
ISSN: 1479-1838
AbstractSelf‐discrepancy between the actual and ought self‐concept is harmful to individuals, causing them to experience psychological discomfort. Previous consumer research has repeatedly demonstrated that self‐discrepancies motivate consumers to cope with their negative psychological consequences. However, despite the potential of marketing tools to influence consumers' affective reactions, consumer research remains silent on how firms can help consumers cope with psychological discomfort caused by self‐discrepancies. We apply the "approach–avoidance" coping classification to the firm context and suggest two marketing tools—cause‐related marketing (CRM) and a spacious store layout—as moderators of the relationships between experienced self‐discrepancy and a threat to a consumer's social identity and between social identity threat and store loyalty/store attitude. In a scenario‐based experimental study, we collect data and apply structural equation modeling for data analysis. The results confirm that both suggested marketing tools can effectively mitigate the negative effects of social identity threat on store loyalty and attitude. Furthermore, a spacious store layout exerts a stronger moderating effect than CRM.
Das eigene Geschäftsmodell verstehen
In: Sales-Business: das Entscheidermagazin für Vertrieb und Marketing, Band 20, Heft 7-8, S. 18-20
ISSN: 2192-8320
Psychological Distance and the Dual Role of Price
In: Journal of consumer research: JCR ; an interdisciplinary journal, Band 38, Heft 3, S. 490-504
ISSN: 1537-5277
Abstract
When evaluating a product, consumers may interpret price information as either an indicator of quality or an indicator of monetary sacrifice. On the basis of construal level theory, we propose that psychological distance alters the weight consumers attach to these opposing roles of price. Four experiments show (1) that from both a temporally and a socially distant perspective, the price–perceived quality relationship is more pronounced; (2) that from a temporally proximal perspective, the price–perceived sacrifice relationship is more pronounced; (3) that these effects stem from differences in the way consumers mentally construe price information; and (4) that when people initially use price to judge a product for distant future consumption, it receives less attention as an indicator of sacrifice in a later evaluation for near future consumption. These findings have implications for prelaunch communication activities and preference elicitation methods such as conjoint analysis.
Gute Planung steigert den Firmenerfolg: Marketing- und Vertriebsplanung
In: Sales-Business: das Entscheidermagazin für Vertrieb und Marketing, Band 15, Heft 1-2, S. 20-23
ISSN: 2192-8320
Sales excellence: systematic sales management
In: Management for professionals
This book presents a very novel and strategic approach to Sales Management, an area that has suffered from a lack of sophistication in practice. This content-rich and thought-provoking book has a very unique positioning: It considers the sales performance of an organization at a very high, strategic level and offers specific guidance in managing not just a few direct reports but an entire organization's sales function. The book includes many useful tools and guidelines and is enhanced with numerous examples, that help bring the concepts to life and make them very approachable for the trade market. A checklist-based scoring system that is utilized throughout the book allows readers to specifically evaluate their own company as well as to track its progress as concepts are applied over time. This work is an essential resource and thought-provoking read for ambitious Sales Managers, including CEO-level executives.
Structure and dynamics of the German Mittelstand
In: Contributions to management science