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991.
Myron Gable Professor of Marketing Stephen A. Mathis Professor of Economics 《International Review of Retail, Distribution & Consumer Research》2013,23(5):569-583
The gasoline crises of the 1970s demonstrated the need for including gasoline prices and gasoline shortages in models explaining retail sales. In this article, a model is constructed that incorporates the aforementioned variables, other variables, and a lagged sales figure as independent variable. The results indicate a high degree of explanatory power in predicting retail sales for a specialty store chain with a preponderance of their stores in large regional malls that sell a product which lends itself to unplanned purchase behaviour. 相似文献
992.
《商对商营销杂志》2013,20(1-2):153-182
ABSTRACT Emerging literature on the impact of the Internet on business-to-business (B2B) marketing has primarily focused on examining this issue from the perspective of manufacturers and buyers. This study focuses on the sales agent, a third prominent actor in B2B markets, and tests a conceptual model that relates a sales agent's personality, demographic, and user-situational constructs to that sales agent's Internet utilization for selling activities. Further, the model tested in this study relates a sales agent's Internet utilization to perceived sales performance. Findings in this study indicate that internal locus of control, learning orientation, and sales related Internet training relate positively to a sales agent's Internet utilization, and that a sales agent's age relates negatively to Internet utilization. Further, the results support a positive relationship between a sales agent's Internet utilization and sales performance. This study emphasizes that the Internet can be a productive tool for sales agents. The implications of the results of this study for sales agents with respect to training and recruitment are discussed and avenues for future research are suggested. 相似文献
993.
《Journal of Marketing Channels》2013,20(1):41-64
Abstract This research examined a survey of 3,000 and indepth interviews of 30 financial customers who provided information regarding their usage of, and attitudes towards, financial distribution channels. Improvements in technology are facilitating the development of alternative delivery methods and channels, and this paper examines the implications both for customers and for banks. This study looks at customers' behavior and links it with their usage of financial distribution channels to determine if there are particular behavioral segments of customers who exhibit similar patterns of access to financial services. This should enable financial institutions to more efficiently market their delivery of financial services. 相似文献
994.
《Journal of Marketing Channels》2013,20(2-3):103-121
Abstract A firm producing consumer products cannot shield itself from product recalls 100% of the time. However, actions can be undertaken to decrease the likelihood of having to recall a product. Once a recall is inevitable, and the process begins, the firm can make the recall process a much smoother one than it would be for an unprepared firm. After the recall is complete, the firm will still have a great deal of work to do to bring it to the best possible conclusion. Regardless of the severity of the recall, there will almost always be opportunities for the firm to improve its processes and to gain the confidence of consumers. 相似文献
995.
《Journal of Marketing Channels》2013,20(4):49-67
Abstract This study analyses the effects that competition causes on the dispersion of prices in the mass market products. Therefore, a model is proposed that integrates the vertical, spatial and market environment factors that make up the competitive structure of the retail trade distribution sector. The results obtained, after processing a database of more than 19,000 records, indicate that various indicators of these three levels of competition exercise a decisive influence on determining the final prices of the analysed products. Likewise, the research allows verifying that there are significant differences in the effect caused by the analysed factors on the dispersion of prices, thereby depending on the considered product category (packaged goods versus fresh food). 相似文献
996.
《Journal of Promotion Management》2013,19(1-2):55-70
Abstract This study looks at culture' influence on employee job satisfaction and performance as it pertains to competitiveness. The researcher investigated whether INDSALES (a job satisfaction scale) is compatible with a Hispanic salesperson sample, focusing on automobile sales situations. The methodology relied heavily on field research and on an experimental design that applied different employee/manager combinations. Two hypotheses were proposed and subsequently tested. Results demonstrate that Hispanics and Anglo-Americans view job satisfaction somewhat differently. The study also found that there are significant differences in the levels of job satisfaction between mono-cultural and bicultural relationships. Managerial implications for better competitiveness are incorporated. Future research could investigate a different geographical region with Hispanic and Anglo automobile salespersons or other nations where different cultures work together 相似文献
997.
《Journal of Promotion Management》2013,19(2):135-161
Abstract The CETSCALE was used to segment a local retail luxury sedan market into pro-import and anti-import groups. Four versions of a newspaper advertisement for both Cadillac and Lexus luxury sedans were tested across these two segments. Non-comparative, weaker indirect comparative, stronger indirect comparative, and direct comparative advertising headlines were used in a between-subjects design. An existing automobile dealership selling both Cadillac and Lexus brands was used as the test sponsor. Results unexpectedly indicate that the pro-import segment favors the hard-hitting direct comparison format significantly less than the anti-import segment, finding it less believable, likable, convincing, and professional, plus more boring. 相似文献
998.
《Journal of Promotion Management》2013,19(1-2):17-29
Abstract The internet represents an opportunity for sellers to communicate easily with potential and existing customers across the world. To what extent are websites and e-mail used in the selling process for complex services? A sample of advertising agency affiliates found some differences in the frequency of e-mail and website use for different selling tasks. In addition agencies in high-income regions used website communication more frequently than those in low-income regions, but no significant differences were discerned in e-mail use between the two groups. 相似文献
999.
《Journal of Promotion Management》2013,19(1-2):163-180
Abstract In order to promote web sales, companies conducting electronic commerce are constantly seeking viable and efficient ways to increase web traffic. One approach is to build consumers' trust, and ultimately to increase web sales. Many business-to-consumer online merchants follow this approach and display trust-promoting seals on their websites. However, whether these seals really fulfill the tasks they have promised has remained unexplored. This study empirically examines the influence of trust-promoting seals on consumers' online purchasing decisions. The results show that the trust-promoting seals are generally effective in promoting web sales, and some seals enhance promotion better than others. 相似文献
1000.
Wen-Hsuan Lee 《Journal of Promotion Management》2013,19(3):301-320
ABSTRACTThe purpose of this research is to demonstrate the negative effects of the conditional sales promotion tactics on nonpreferred consumers' feelings of unfairness from the viewpoint of motivation. A two-by-two between-subjects design experiment was conducted to examine the consumers' psychological mechanism. The results show that three types of consumers' perceptions—tactic attractiveness, task difficulty, and tactic irrationality—positively affected their feelings of unfairness. The results show an important mediating role among consumers' perceptions, short-term consumption intention and long-term satisfaction. This research provides new insights for future research and concrete strategic suggestions for retailers. 相似文献