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  • 1
    Electronic Resource
    Electronic Resource
    The potential influence of organizational and personal variables on customer-oriented selling (2003)
    Bradford : Emerald
    The @journal of business & industrial marketing 18 (2003), S. 114-132 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Recent research investigating customer-oriented selling has indicated that greater attention needs to be focused on organizational or personal antecedents influencing customer-oriented selling behaviors. Similar to most other departments, a selling department's environment would include its goals, objectives, and culture, as well as the behaviors, beliefs, and attitudes of top and middle management. Through its corporate culture and environment, the organization's expectations and requirements are transmitted to its employees, who then implement the organization's policies and carry out organizational strategies. Therefore, it is apparent that both individual internal environment perceptions and managerial leadership styles could possibly have a significant impact on the level of customer-oriented selling behavior exhibited by salespeople. Three organizational or personal variables likely related to customer-oriented selling are examined in the present study. The variables include sales manager leadership style, psychological climate, and empowerment. Each of the variables, and an explanation of its expected relationship with customer-oriented selling, is explored. Implications for managers from these potential relationships are also provided.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858620310463051
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  • 2
    Electronic Resource
    Electronic Resource
    Racial diversity in professional selling: an empirical investigation of the differences in the perceptions and performance of African-American and Caucasian salespeople (2005)
    Bradford : Emerald
    The @journal of business & industrial marketing 20 (2005), S. 285-296 
    Details
    ISSN: 0885-8624
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Purpose - Although a significant number of employment fields and categories have followed the trend of increasing the number of minority employees in their profession, professional selling remains a profession dominated by the presence of Caucasian males. Racial minorities and their performance in a professional selling environment have yet to be examined in depth. Understanding why there are so few African-Americans in professional selling is important. However, analyzing and comprehending what these salespeople accomplish once they obtain professional sales positions should also be of considerable interest, which this paper seeks to examine. Design/methodology/approach - Utilizing a sample of 294 African-American and Caucasian salespeople, the present manuscript empirically examines a variety of important work-related perceptions and behaviors, and the performance levels of separate races of salespeople, to determine whether differences exist based on the race of the salesperson. Findings - Results indicate that African-American and Caucasian salespeople do not exhibit significant differences in terms of their psychological climate perceptions, customer relationship effort, and overall performance. Additionally, the results indicate that racial similarity between the sales manager and the sales representative significantly influences the aforementioned perceptions and performance of salespeople. Originality/value - Managerial implications suggest that managerial-level training should be utilized to create sales atmospheres that create equal opportunities for all salespeople. Sales executives will also be able to utilize the results from the present study as evidence that separate races of salespeople appear to be equally qualified to perform the job.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/08858620510618129
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  • 3
    Electronic Resource
    Electronic Resource
    Malls and consumption motivation: an exploratory examination of older Generation Y consumers (2004)
    Bingley : Emerald
    International journal of retail and distribution management 32 (2004), S. 464-475 
    Details
    ISSN: 0959-0552
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Although malls have been a topic of interest to marketing researchers for at least 35 years, the attraction between malls and Generation Y consumers has received little interest from marketing academics. This study focuses on the attitudes that the older segment of Generation Y consumers (19-25) have toward a mall, and on their consumption motivation. Key findings include that Generation Y consumers are more likely to be objectively rather than socially motivated to consume. The findings also suggest that objective motivations to consume predict an individual consumer's perception of a shopping mall's ambience, layout, and his or her involvement in the shopping process. Social motivations to consume predict perceptions of a mall's ambience, design, variety, and excitement, as well as the consumer's desire to stay and intent to return to the mall. Managerial implications include using objective information, such as price-oriented promotions, when trying to attract older Generation Y consumers.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/09590550410558608
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  • 4
    Electronic Resource
    Electronic Resource
    Do role models influence teenagers' purchase intentions and behavior? (2000)
    Bradford : Emerald
    Journal of consumer marketing 17 (2000), S. 441-453 
    Details
    ISSN: 0736-3761
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: Attempts to determine which individual, or group of individuals, has the strongest influence on adolescent consumer purchase intentions and purchase behavior. By introducing the concepts of direct (fathers and mothers) and vicarious (favorite entertainers and favorite athletes) role models into the consumer behavior literature, the study allows greater understanding of the socialization patterns of young adult consumers. Results from this study provide significant contributions for marketing and advertising managers seeking to improve their understanding of the ever-growing adolescent consumer market.
    Type of Medium: Electronic Resource
    URL: http://dx.doi.org/10.1108/07363760010341081
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