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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

Sales Force‐Generated Marketing Intelligence  

Kenneth R. Evans and C. Fred Miao

Print publication date:
Jan 2011
Online publication date:
May 2011
This article looks at the role of the sales force in the marketing information system (MIS). Sales force-generated marketing intelligence is guided by important antecedents which are ... More

Sizing the Sales Force and Designing Sales Territories for Results  

Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer

Print publication date:
Jan 2011
Online publication date:
May 2011
This article proposes and applies a market-based decision process for size and allocation decisions. Determining the appropriate relationship between sales force size and customer and ... More

Strategic Leadership in Sales: Understanding the Relationship Between the Role of the Salesperson and the Role of the Sales Manager  

Karen Flaherty

Print publication date:
Jan 2011
Online publication date:
May 2011
This article examines the important relationship between the role of the salesperson and the role of sales managers. It considers how these roles vary across organizations, noting a ... More

Structuring the Sales Force for Customer and Company Success  

Andris A. Zoltners, Prabhakant Sinha, and Sally E. Lorimer

Print publication date:
Jan 2011
Online publication date:
May 2011
This article provides a complete analysis of organizing the sales force for customer and company success. It develops a framework to guide the design and management of the sales ... More

Why not Choose Green? Consumer Decision Making for Environmentally Friendly Products  

Andrew D. Gershoff and Julie R. Irwin

Print publication date:
Nov 2011
Online publication date:
Jan 2012
This article describes how consumers evaluate whether a product will actually provide a green benefit. It also investigates how consumers' emotional reactions play a role in their ... More

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