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  • 1
    Electronic Resource
    Electronic Resource
    Working smarter: the impact of technology on marketer motivation (1999)
    Bradford : Emerald
    Empowerment in organizations 7 (1999), S. 56-67 
    Details
    ISSN: 0968-4891
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: The variables impacting marketers' motivation to work smarter are examined. These influencing variables are the manager's venturesomeness, job challenge, effort and skill results, as well as self-esteem. The model is empirically tested using 273 responses to a questionnaire distributed to marketers using a purchased, national mailing list. The empirical tests were done using a structural equations approach and maximum likelihood estimation. The results indicate that the motivation to work smarter is directly and positively impacted by the manager's job challenge, effort and skill results, and venturesomeness. The manager's self-esteem has positive, indirect impacts on the motivation to work smarter through each of the manager's venturesomeness, effort and skill results, and job challenge. Based on these results, recommendations on how marketers can be encouraged to work smarter are made.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/14634449910277810
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  • 2
    Electronic Resource
    Electronic Resource
    The impact of computerization on marketing performance (2000)
    Bradford : Emerald
    The @journal of business & industrial marketing 15 (2000), S. 34-56 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Although chiefly anecdotal, reports that performance is enhanced through technology has encouraged many marketers to adopt computer systems. To examine this issue, 183 industrial marketing executives familiar with computers were surveyed. The results suggest that, properly managed, computer usage enriches individual marketer productivity and, in turn, organizational performance. Because managers can direct this productivity through organizational activities and investments, these findings suggest a number of key implications for marketers and researchers interested in utilizing and/or expanding applications of computer technology.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858620010311548
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  • 3
    Electronic Resource
    Electronic Resource
    Understanding sales quotas: an exploratory investigation of consequences of failure (2004)
    Bradford : Emerald
    The @journal of business & industrial marketing 19 (2004), S. 39-48 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Sales quotas typically "drive" sales organizations. As such, the ability of the sales organization, both individually (the salesperson) and the group (the total collection of the sales professionals), to accomplish its quota has a significant impact on the performance of the sales and marketing organization, as well as the entire firm. Within the context of this use, quotas represent a critical sales goal, although very little is actually known about their strategic or operational use within marketing organizations. The purpose of this paper is to investigate quotas from a strategic and operational perspective to provide additional insight into understanding sales quotas. Specifically, this manuscript investigates the consequences of failing to achieve quota and the relationship between these consequences and salesperson performance, salesperson income, and the firm's annual sales revenue. In addition, the relationship between these variables and quota difficulty, and quota performance are explored.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858620410516727
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  • 4
    Electronic Resource
    Electronic Resource
    The impact of sales quotas on moral judgment in the financial services industry (1999)
    Bradford : Emerald
    The @journal of services marketing 13 (1999), S. 38-58 
    Details
    ISSN: 0887-6045
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Because salespeople operating under an outcome-based control system are likely to be motivated by self-interest, sales quotas are believed to drive salespeople to perform unethical behavior, particularly if this behavior is deemed necessary to achieve quota. Accordingly, this article examines the relationship between perceived quota difficulty and moral judgment. Two factors potentially moderating this relationship, ethical climate and consequences for not making quota, are also considered, as well as the influence of market attractiveness and self-efficacy on quota difficulty. The analysis indicates a significant relationship between quota difficulty and moral judgment when salespeople foresee negative consequences for failing to achieve quota. Further, self-efficacy and market attractiveness affected perceived quota difficulty. Implications of the study are offered.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08876049910256096
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  • 5
    Electronic Resource
    Electronic Resource
    Impact of the consideration of future sales consequences and customer-oriented selling on long-term buyer-seller relationships (2000)
    Bradford : Emerald
    The @journal of business & industrial marketing 15 (2000), S. 200-215 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: The value of long-term relationships has become a widely studied variable in marketing. This article investigates two important characteristics of salespeople (consideration of future sales consequences and customer-oriented selling) and their effects on the usage of long-term relationships. In turn, associations between a long-term relationship orientation, and a preference for long-term compensation are explored. The findings suggest managerial and research implications for structuring of reward systems and potential tools for recruiting, selection and assignment of salespeople based on these characteristics.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858620010335056
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  • 6
    Electronic Resource
    Electronic Resource
    Expert systems in the marketing organization (1995)
    Bingley : Emerald
    Industrial management & data systems 95 (1995), S. 3-7 
    Details
    ISSN: 0263-5577
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Computer Science , Economics
    Notes: Examines the value of expert systems in marketing organizationsthrough a national mail survey of 117 marketing executives. All theexamined respondents reported the successful use of expert systems intheir organizations. The results indicate that while expert systemsprovide operational benefits (e.g. they assist in making decisions morequickly), they also present new problems (e.g. increased security needs)that the adopting organization must consider. Based on these results,discusses implications for managers regarding the encouragement of theadoption and use of expert systems. Also presents questions concerningexpert systems which require additional investigation.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/02635579510086661
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  • 7
    Electronic Resource
    Electronic Resource
    Relationship unrest - A strategic perspective for business-to-business marketers (2001)
    Bradford : Emerald
    European journal of marketing 35 (2001), S. 549-565 
    Details
    ISSN: 0309-0566
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: The literature is rich with examples that stress the importance of marketers having long-term customer relationships. Yet, the reality is that while relational attachments can foster benefits, there are many occasions when marketers seek, or are forced, to disband or change the nature of customer relationships. Interestingly however, despite the obviousness of this circumstance, this remains an unexamined strategic condition. In a unique investigation, this article explores the strategic opportunities and conditions that emanate from "relational unrest" in the business-to-business marketplace. Consequently, this article notes how sellers can benefit from understanding how to properly manage relational unrest. To address this issue, a strategic framework is proposed, which concludes that when sellers experience relational difficulties, strategic options with positive outcomes and related managerial implications can be associated with this condition.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/03090560110388105
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  • 8
    Electronic Resource
    Electronic Resource
    Pragmatics and presence (1996)
    Springer
    AI & society 10 (1996), S. 309-314 
    Details
    ISSN: 1435-5655
    Source: Springer Online Journal Archives 1860-2000
    Topics: Computer Science
    Notes: Abstract This paper considers the potentially important role played by non-verbal communication in constraining pragmatic processing. Attention is paid to claims about the role of emotion in memory encoding and recall, its role in the formulation of plans and goals, and the creation of a shared emotional sense through various interpersonal processes. It is argued that ignoring these factors can lead to pragmatic theories which overestimate the processing demands facing the conversationalist, and that this overestimation will be problematic for any systems which seek to build on these theories in the future.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1007/BF01174606
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  • 9
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    "Discrimination in the Austrian Capital Market?": A Reply (1980)
    New York : Periodicals Archive Online (PAO)
    Explorations in economic history. 17:4 (1980:Oct.) 428 
    Details
    ISSN: 0014-4983
    Topics: History , Economics
    URL: http://gateway.proquest.com/openurl?url_ver=Z39.88-2004&res_dat=xri:pao:&rft_dat=xri:pao:article:6432-1980-017-04-000008
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  • 10
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    National Bias in the Austrian Capital Market before World War I (1977)
    New York : Periodicals Archive Online (PAO)
    Explorations in economic history. 14:2 (1977:Apr.) 141 
    Details
    ISSN: 0014-4983
    Topics: History , Economics
    URL: http://gateway.proquest.com/openurl?url_ver=Z39.88-2004&res_dat=xri:pao:&rft_dat=xri:pao:article:6432-1977-014-02-000003
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