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Joel Mier, Jeffrey Carlson, Danny Norton Bellenger and Wesley J. Johnston
Drawing from the contingency model, this study aims to investigate the moderating effects of business-to-business (B2B) buyer personal characteristics on the relationship…
Drawing from the contingency model, this study aims to investigate the moderating effects of business-to-business (B2B) buyer personal characteristics on the relationship between sales activities and sales effectiveness.
As an application of engaged scholarship, this study leverages a years’ worth of sales activity and results from a Fortune 500 financial services company for 2,710 dyads; personal characteristics (i.e. geodemographics) were appended for the customers/prospects of the dyads. The data was analyzed with hierarchical regression, and subgroups were tested using the Chow test.
The results support that geodemographic segments – as a proxy for personal characteristics – moderate the strength of the relationship between selling activities and sales effectiveness. Overall, the results demonstrate that selling activities have varying impacts on sales effectiveness within geodemographic segments and buyclass scenarios.
While it has been long held that understanding the personal characteristics of the B2B purchasing decision-maker is critical for sales effectiveness, little guidance has been provided on how to accomplish this to scale. The present study provides a framework and process for practitioner operationalization.
This research contributes to the literature that has explored personal characteristics of buying center members. Additionally, the results suggest that personal characteristics of the purchase decision-maker may transcend business-to-consumer and B2B purchasing contexts.
Louis Grabowski, Karen Loch, Danny Norton Bellenger and Lars Mathiassen
Yim‐Yu Wong, Thomas E. Maher, Joel D. Nicholson and Chi‐wen Chen
Assesses the effects of the Asian economic crisis on Taiwan and identifies some reasons why it has been less dramatically affected than other Asian countries. Discusses…
Assesses the effects of the Asian economic crisis on Taiwan and identifies some reasons why it has been less dramatically affected than other Asian countries. Discusses its actual and planned policies aimed at strengthening the economy further by maintaining currency stability, improving competitive strengths in both hi‐tech industries and manufacturing, entering new export markets, stimulating domestic demand and reforming financial institutions and regulations. Recognizes the political threats it faces but believes that increasing trade with and investment in China has reduced them.
Joan Mount and Helen Mulc
This paper seeks to present a partnering model pioneered in Sudbury, Canada, that combats fragmentation in the delivery of business support services. Partnerships form the…
This paper seeks to present a partnering model pioneered in Sudbury, Canada, that combats fragmentation in the delivery of business support services. Partnerships form the backbone of a comprehensive business support centre. The Sudbury Regional Business Centre brings together banking, government, communications, education, legal, and accounting partners. These partners coordinate their efforts to provide services to area businesses, striving to improve the odds for a dynamic and resilient local economy. This model has been replicated and adapted by various communities across Ontario, Canada's most populous province.
The methodology consists of qualitative research by two participant‐observers.
If a solid business case can be made, banks and three levels of government can be persuaded to act in concert with other partners through a community business support centre; economic upheaval in the Sudbury area precipitated urgency and resolve; several postulates regarding key success factors were supported.
The reporting is retrospective; the postulates are examined in a single context.
Disparate players can form a working partnership so that business support services from various quarters blend effectively, and are easily accessed to give clients the best help available.
This paper describes how a community forged partnerships designed to overcome fragmentation in the delivery of business support services. Comprehensive enterprise support offered by committed public and private sector partners can be channelled through a physically accessible centre. The factors which proved most critical to success are discussed.
ALL the auguries for the Bournemouth Conference appear to be good. Our local secretary, Mr. Charles Riddle, seems to have spared neither energy nor ability to render our…
ALL the auguries for the Bournemouth Conference appear to be good. Our local secretary, Mr. Charles Riddle, seems to have spared neither energy nor ability to render our second visit to the town, whose libraries he initiated and has controlled for thirty‐seven years, useful and enjoyable. There will not be quite so many social events as usual, but that is appropriate in the national circumstances. There will be enough of all sorts of meetings to supply what the President of the A.L.A. describes as “the calling which collects and organizes books and other printed matter for the use and benefit of mankind and which brings together the reader and the printed word in a vital relationship.” We hope the discussions will be thorough, but without those long auto‐biographical speeches which are meant for home newspapers, that readers will make time for seeing the exhibitions, and that Bournemouth will be a source of health and pleasure to all our readers who can be there.