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This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/eb008105. When citing the article, please cite: Alan J. Dubinsky, Thomas N. Ingram, (1984), “FROM SELLING TO SALES MANAGEMENT: A DEVELOPMENTAL MODEL”, Journal of Consumer Marketing, Vol. 1 Iss: 3, pp. 43 - 52.

The purpose of this paper is to develop a desire to interact with a salesperson scale and to explore possible tools for replacing salespeople on e-commerce websites.

For the exploratory phase of this paper, Study 1 used in-depth consumer interviews. Quantitative surveys were conducted for Studies 2 and 3.

A two-dimensional (instrumental and autotelic) eight-item scale for desire to interact with a salesperson was developed. The results of Study 3 suggested that e-tailers can increase customer satisfaction by implementing effective customer-based information (e.g. customer reviews) and e-contact features (e.g. live chatting with a salesperson).

Although the current study validated the scale, a future study should further validate this scale in different contexts.

The present research was the first attempt to develop a desire to interact with a salesperson scale. This new scale now makes it possible to acknowledge differences in a desire to interact with a salesperson across demographics, product types, shopping purposes, etc., which should improve customer experience management.

Reports the results of a study that examined industrial salespeople′s perceptions of organizational fairness (a measure of perceived equity) across the United States, Japan and Korea. Prior research has found that employees′ perceived equity is associated with several job‐related responses, such as worker job satisfaction, absenteeism and turnover. Preliminary evidence suggests that perceived equity may be culturally based. Findings of the investigation indicate that salesperson perceptions vary across the three countries. Discusses the implications of the findings.

Women Sales Managers Volume 11 Number 2 of The Journal of Business & Industrial Marketing includes an article by Alan J. Dubinsky, Lucette B. Comer, Marvin A. Jolson and Francis J. Yammarino entitled “How should women sales managers lead their sales personnel?”

Despite the importance of developing sales personnel to become sales managers, virtually no attention has been given to this topic in the sales management literature. This paper presents a model that sales executives can use in developing potential sales managers. Valuable sales management skills are identified and methods for providing skill development are offered.

The purpose of this paper is to investigate how social loneliness, emotional loneliness and social isolation relate to Indian consumers’ enjoyment of social interaction with an in-store salesperson.

Over 300 Indian respondents are surveyed about personal disposition, shopping experiences and other factors. The research model and hypotheses are evaluated utilizing partial least squares structural equation modeling.

As posited, Indian consumers dealing with loneliness and social isolation tend to enjoy in-store shopping experiences involving personal interactions with salespersons. Further, salespersons’ adaptive selling relates positively to consumers’ predisposition to comply with salesperson input and three outcomes (i.e. trust in salesperson, purchase intention and retail patronage).

This study fills a void in current marketing and retailing literature, providing one of the first known empirical investigations of consumers’ experiences with loneliness and social isolation. Overall, the study shows that store-based retailers within culturally collectivistic emerging markets can capitalize on their unique ability to attract and retain shoppers through in-store salesperson interactions.

The purpose of the study is to explore the impact of cultural values on perceptions of service encounter quality by examining the potentially mediating role of service encounter expectations.

A questionnaire was designed to collect data from 30 cosmetic clinic patients in Tehran, Iran. Confirmatory factor analysis was used to test the convergent and discriminant validity of the scales. Moreover, path modeling and bootstrapping were implemented using Smartpls 2.0 (M3) software to analyze the collected data and to assess the research model (Figure 1).

Cultural values have a significant impact on both expectations and perceptions of service encounter quality. Moreover, findings show that expectations of service encounter quality have an impact on perceptions of service encounter quality. The mediating role of service encounter expectations was confirmed.

There are additional issues that should be addressed about different aspects of service encounters in developing countries. Moreover, subcultures provide attractive context for service quality perception research; subcultures comprise a large consumer market having its own cultural values that future research could examine.

Healthcare service providers should understand the cultural values of patients that may differ by social demographic characteristics. Providing a service that enhances patient cultural values might enhance success in the plastic surgery market, because such surgery may assist one in gaining recognition and improving their relationships with others. Clinic managers should consider Iran as a developing country, with its considerable young population having modern self-oriented demands, should be a desirable market for cosmetics and beauty care products.

Using the concept of Schwartz’s basic human values model to assess consumers’ cultural values and its impact on service encounter quality was the study’s main contribution. Moreover, it is among few studies conducted in the cosmetic surgery industry in a developing country’s context.

The librarian and researcher have to be able to uncover specific articles in their areas of interest. This Bibliography is designed to help. Volume IV, like Volume III, contains features to help the reader to retrieve relevant literature from MCB University Press' considerable output. Each entry within has been indexed according to author(s) and the Fifth Edition of the SCIMP/SCAMP Thesaurus. The latter thus provides a full subject index to facilitate rapid retrieval. Each article or book is assigned its own unique number and this is used in both the subject and author index. This Volume indexes 29 journals indicating the depth, coverage and expansion of MCB's portfolio.

Charts the rise of women into sales manager positions in the US and looks at the general traits which help females in such roles. Cites that women have more trouble being accepted in sales roles when selling to other countries. Focuses upon the People’s Republic of China and presents the finding of a study of 266 field sales personnel across the republic. Suggests that there are still a number of difficulties for businesses, but provides some ideas for consideration.

By reviewing Iranian cultural values, this paper aims to identify Iranian cultural values that underlie consumers’ buying behaviours.

The study is an exploratory research; data are analysed through both exploratory and confirmatory factors analyses.

Based on research findings, 20 values can be subsumed under seven meaningful dimensions: cosmopolitanism, innovation, convenience, youthfulness, partiality, other-directedness and faithfulness. Cosmopolitanism was found to be the most influential value affecting consumer buying behaviour; faithfulness was the least important dimension.

This research is based on quantitative data; using qualitative research or mixed method will enrich the findings. In addition, study findings are not generalisable to different aspects of cultural values and consumption in Iran. Therefore, future work should explore how cultural values influence their buying behaviour in Iran as one of major Islamic countries.

From a practical marketing perspective, firms interested in pursuing Iranian markets should consider modern cultural values in their product decisions and marketing communications to foster Iranian consumers’ attention and ultimately their purchase decisions.

The authors believe that this research can arouse sales and marketing managers to be alert for considering Iranian cultural values in their marketing mix decisions. This research also has managerial and research implications for designing and formulating promotion strategy in managing firms’ marketing communication.