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Achieving Sales Organization Effectiveness  

David W. Cravens

Print publication date:
Jan 2011
Online publication date:
May 2011
The organization's effectiveness can be measured based on sales, market position, customer satisfaction, and profits, relative to competition and internal objectives. Effectiveness is a ... More

The Changing Sales Environment: Implications for Sales and Sales Management Research and Practice  

Nick Lee

Print publication date:
Jan 2011
Online publication date:
May 2011
This article reviews the rapidly changing business environment, and highlights it as an important and challenging influence on sales organizations. It examines the dynamic environment ... More

Customer Relationship Management and the Sales Force  

Thomas W. Leigh

Print publication date:
Jan 2011
Online publication date:
May 2011
This article examines the role of the direct sales force as a core enterprise strategy and capability relative to the organization's customer relationship management (CRM) system. It ... More

Customer Selection to Acquire, Retain, and Grow  

Andrea L. Dixon

Print publication date:
Jan 2011
Online publication date:
May 2011
This article synthesizes current knowledge in the area of customer management, and encourages the organization to be proactive in this essential role, which is an important contributor to ... More

From Green Marketing to Marketing for Environmental Sustainability  

Debra L. Scammon and Jenny Mish

Print publication date:
Nov 2011
Online publication date:
Jan 2012
This article covers the role of marketing for the natural environment in catalyzing environmentally sustainable consumption. It outlines the four decades of “green” marketing. ... More

The Importance of Effective Working Relationships Between Sales and Marketing  

Kenneth Le Meunier‐FitzHugh and Graham R. Massey

Print publication date:
Jan 2011
Online publication date:
May 2011
This article examines the importance of effective working relationships between sales and marketing. It provides a framework for analysis and discussion concerning this important ... More

Marketing  

Michael Saren and Peter Svensson

Print publication date:
Jan 2011
Online publication date:
Sep 2009
This article is structured as follows. After a brief note on the history of critique both within and outside marketing studies, five core marketing concepts or main objects of critique, ... More

Marketing and Reputation within Professional Service Firms  

Vince Mitchell and William S. Harvey

Print publication date:
Aug 2015
Online publication date:
Oct 2015
This chapter reviews the research on marketing and reputation relevant to Professional Service Firms (PSFs). Although there has been relatively little research to date which explores both ... More

Marketing: The Anchor for Sales  

Noel Capon

Print publication date:
Jan 2011
Online publication date:
May 2011
This article identifies and determines how to access the market and other relevant environments, and how to develop a strategy to succeed in the market. It identifies and examines six ... More

Organizational Commitment to Sales  

Wesley J. Johnston and Linda D. Peters

Print publication date:
Jan 2011
Online publication date:
May 2011
This article examines organizational commitment to sales. It shows several macro-trends in sales force management that impact the way in which organizations may support the role and ... More

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