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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

Addressing Job Stress in the Sales Force  

Thomas N. Ingram, Raymond W. Laforge, and Charles H. Schwepker

Print publication date:
Jan 2011
Online publication date:
May 2011
This article considers the importance of job stress in the sales force to be an important management concern in many sales organizations. The complex business environment faces salespeople ... More

Brokerage, Mediation, and Social Networks in the Creative Industries  

Pacey Foster and Richard E. Ocejo

Print publication date:
Jul 2015
Online publication date:
Dec 2013
Brokerage roles in creative industries have been widely recognized but rarely studied systematically. In the research that has been done, the term gatekeeper has been used to define actors ... More

The Business Case for Corporate Social Responsibility  

Elizabeth C. Kurucz, Barry A. Colbert, and David Wheeler

Print publication date:
Feb 2008
Online publication date:
Sep 2009
The purpose of this article is to provide a general summary of the key value propositions evident in the research on the business case for corporate social responsibility (CSR), described ... 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

Collaboration and Innovation Management  

Mark Dodgson

Print publication date:
Jan 2014
Online publication date:
Oct 2013
This chapter examines collaboration—the shared commitment of resources to the mutually agreed aims of a number of partners—and innovation management. Very few organizations, if any, can ... More

Contemporary Research Trends in International Marketing: The 2000s  

Masaaki Kotabe and Crystal X. Jiang

Print publication date:
Jan 2009
Online publication date:
Sep 2009
International business research is probably more influenced by various forces of the economic and political climates than its domestic (or generic) counterpart. The emergence of new market ... More

Creativity in Social Networks: A Core-Periphery Perspective  

Gino Cattani, Simone Ferriani, and Mariachiara Colucci

Print publication date:
Jul 2015
Online publication date:
Dec 2013
Building on socio-structural explanations, this article elaborates on the tension between individual actors’ positions along the core-periphery continuum of the social field and their ... 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

Entrepreneurship in Transition Economies  

Saul Estrin, Klaus E. Meyer, and Maria Bytchkova

Print publication date:
May 2008
Online publication date:
Sep 2009
This article examines the opportunities and constraints for entrepreneurship offered by the evolving institutional environment and the characteristics of the people who stepped up to the ... 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

Management of a Contracted Sales Force (Manufacturer Representatives)  

Thomas E. DeCarlo

Print publication date:
Jan 2011
Online publication date:
May 2011
This article examines the advantages and disadvantages of using manufacturer's representatives, and develops a framework for managing and compensating independent agents. Strategic ... More

Managing Corporate Reputation Through Corporate Branding  

Majken Schultz, Mary Jo Hatch, and Nick Adams

Print publication date:
Jul 2012
Online publication date:
Nov 2012
This article, which concentrates on symbolic management by explaining the role of corporate branding in managing corporate reputation, using Novo Nordisk as a case study, presents three ... 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 Distribution  

Robert Fitzgerald

Print publication date:
Jan 2008
Online publication date:
Sep 2009
The origins of “modern” marketing are connected to increase in real wages, the choices generated by disposable incomes, transport and communication systems, the building of national ... More

Marketing and Innovation  

Jaideep Prabhu

Print publication date:
Jan 2014
Online publication date:
Oct 2013
This chapter examines how marketing influences innovation both as a location for as well as a source of innovation within firms. Regarding marketing as a location for innovation, this ... 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

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