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1.
    
Men and women salespeople of two National companies were found to differ in the way they view their jobs. This is contrary to other research. Implications for the practicing sales manager are presented.  相似文献   

2.
This article discusses how marketing executives view their pay raise. A study of 491 marketing executives examined their views on what is a meaningful salary increase and the reasons why their companies give pay raises.  相似文献   

3.
This article describes a new conceptual approach, called “vendor segmentation,” which will be useful to industrial marketers in making their vendor evaluation and selection procedures more customer oriented, and hence more profitable, than conventional procedures. A practical approach for doing vendor segmentation analysis is outlined as a stepwise procedure, and the potential benefits and limitations of using this approach are discussed.  相似文献   

4.
    
The salespeople and their sales managers of two national firms were surveyed to examine the relationships between the salespeople's effort, performance, satisfaction, and propensity to leave their job. The 399 salespeople participating in the study were evaluated by their sales managers. Research results provide insights into the problems associated with correctly measuring performance and testing expectancy theory when salespeople are not evaluated on objective performance measures.  相似文献   

5.
    
The motivation of sales people is partly achieved by matching pay or compensation to performance. This study addresses itself to the effects of publicizing or keeping the pay raises confidential.  相似文献   

6.
    
This paper reports the results of a study of the industrial buyer of warehouse space. The role of the purchasing agent and the other members in the buy group are identified and evaluated.  相似文献   

7.
    
Employees' perceptions of fair and equitable salary increases is the subject of this article. Factors hypothesized to be the major determinants of the “perceived amount of pay that should be received” in Lawler's model of pay satisfaction are employed as predictor variables in a multiple regression equation context to explain the observed variation in executives' perceptions of fair and equitable salary increases. A national sample of industrial marketing executives were surveyed. A significant relationship was observed between employees perceptions of fair and equitable salary increases and a number of perceived personal job input and job demands related variables, current salary and wage history, and perceived non-monetary outcomes which are theorized in Lawler's model to be among the major determinants of the perceived amount of pay that should be received.  相似文献   

8.
    
Has the work ethic of hard work and perseverance declined in younger salespeople? A difference in work values between younger and older salespeople could indicate the presence of a generation gap in this study of a national industrial firm.  相似文献   

9.
A national firm's salespeoples' perceptions of their management control system were related to their performance and satisfaction. Salespeople who perceived job goal clarity, control over their work, and job rewards as being based upon performance were found to be relatively higher performers and better satisfied with their job.  相似文献   

10.
    
This article presents an illustration of what evaluations and obstacles a new product can face in an industrial market. Guidelines are also suggested which will hopefully better prepare industrial marketers for more success in marketing new products.  相似文献   

11.
A new heuristic solution methodology for solving large-scale “traveling salesman” problems is presented. Significant features of the new procedure includes a rapid identification of node location and positive stopping.  相似文献   

12.
    
Industrial advertisers can create more effective advertisements if they have some notion about the immediate effect their advertising has on the target audience. Here, a multiple item scale is developed for categorizing an audience's reactions to print ads. The proposed scale is discussed as a copytesting instrument and could be used to evaluate alternative executions in order to indicate which ads may be most effective.  相似文献   

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14.
Once a firm has called a list of good prospects, it is necessary to turn those prospects into first-time customers. Through an empirical investigation in the business forms industry, lunches, plant tours, advertising specialties, and printed promotional material were evaluated as selling aids. Plant tours and lunches were found to be especially effective in turning prospects into customers.  相似文献   

15.
Relatively little has been written about effectively managing the buyer-seller relationship for marketing research services. To provide insights into effectively managing this relationship, a survey of both buyers and sellers of marketing research services was conducted. Major findings were that proper problem definition, a familiarity with research methods by the research buyer, and continuous communication between buyer and seller were critical determinants of a successful consultant relationship. For best results the market research buyer-seller relationship should be treated as a mutually beneficial one, not one of conflict or acrimony.  相似文献   

16.
A general framework is suggested for use by the marketing manager in maximizing efforts to safeguard consumer rights by thoughtfully preparing for his part in the corporate social audit. He can adapt a suggested audit preparation sequence to the needs and resources of his individual company.  相似文献   

17.
    
The purpose of this paper was to test the effects of product type and purchase experience on industrial buyer behavior. The research was conducted in the commercial construction industry. The findings indicate that product type is a meaningful variable which is related to industrial buyer behavior; however, the purchase experience variable or buyclass variable is not significantly related to buyer behavior as measured in this study.  相似文献   

18.
    
Dramatic changes are occurring in industrial patterns of distribution. This article provides a structure for analyzing realignments in industrial marketing channels. Specifically, the analysis centers on the channel efficiency and effectiveness dimensions that were generated by a shift from industrial distributors to a public warehouse.  相似文献   

19.
This paper reports on various factors that should be applied by industrial advertisers in order to improve their advertising effort. Topics on setting objectives, developing copy, designing the layout, and selecting media are covered in an applications-oriented way. The result is a concise approach of how industrial advertising can be more effective.  相似文献   

20.
Successful industrial market segmentation may often depend on the marketer's ability to identify key characteristics influencing purchase preferences. Environmental, organizational, and personal factors are all potential determinants of buyer response patterns. Recent attention to microsegmentation processes has focused interest on personal level factors and how these are modified by organizational and situational variables. Utilizing a simulated buying experiment, this study explores a simplified approach to microsegmentation that emphasizes information readily available to industrial vendor representatives.  相似文献   

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