Search results

1 – 10 of over 45000
To view the access options for this content please click here
Article

John Cheese, Abby Day and Gordon Wills

An updated version of the original (1985) text, the book covers all aspects of marketing and selling bank services: the role of marketing; behaviour of customers;…

Abstract

An updated version of the original (1985) text, the book covers all aspects of marketing and selling bank services: the role of marketing; behaviour of customers; intelligence, planning and organisation; product decisions; promotion decisions; place decisions; price decisions; achieving sales. Application questions help to focus the readers' minds on key issues affecting practice.

Details

International Journal of Bank Marketing, vol. 6 no. 3
Type: Research Article
ISSN: 0265-2323

Keywords

To view the access options for this content please click here
Article

Peter Hammann

The strength of personal selling lies in the fact that it allows for communicative interchange, a process more subtle but, at the same time, more hazardous than classical…

Abstract

The strength of personal selling lies in the fact that it allows for communicative interchange, a process more subtle but, at the same time, more hazardous than classical methods such as advertising, which rely on one‐way communication. In terms of efficiency, communicative interchange results in a reduction of reach losses; it is of primary importance in the marketing of commodities which have to be explained or demonstrated to the buyer and particularly, therefore, in industrial marketing and the marketing of services. It is recognised, however, that personal selling is a relatively expensive means of communication.The author undertakes a taxonomical review of the various constituents of the personal selling scene, analysing the tasks involved and the composition of the sales force. In the latter half of the monograph he selects certain sales force management problems of special importance to discuss in greater detail with regard to the optimisation of efficiency and job statisfaction.

Details

European Journal of Marketing, vol. 13 no. 6
Type: Research Article
ISSN: 0309-0566

Keywords

To view the access options for this content please click here
Article

Gordon Wills, Sherril H. Kennedy, John Cheese and Angela Rushton

To achieve a full understanding of the role ofmarketing from plan to profit requires a knowledgeof the basic building blocks. This textbookintroduces the key concepts in…

Abstract

To achieve a full understanding of the role of marketing from plan to profit requires a knowledge of the basic building blocks. This textbook introduces the key concepts in the art or science of marketing to practising managers. Understanding your customers and consumers, the 4 Ps (Product, Place, Price and Promotion) provides the basic tools for effective marketing. Deploying your resources and informing your managerial decision making is dealt with in Unit VII introducing marketing intelligence, competition, budgeting and organisational issues. The logical conclusion of this effort is achieving sales and the particular techniques involved are explored in the final section.

Details

Management Decision, vol. 28 no. 2
Type: Research Article
ISSN: 0025-1747

Keywords

To view the access options for this content please click here
Article

Barbara Barney-McNamara, James Peltier, Pavan Rao Chennamaneni and Keith Eric Niedermeier

The purpose of this paper is to provide a detail review of the social selling literature and to offer future research needs. Social selling has gained the attention of…

Abstract

Purpose

The purpose of this paper is to provide a detail review of the social selling literature and to offer future research needs. Social selling has gained the attention of sales researchers. Rather than merely a new tool, social selling redefines the traditional sales process. However, the literature is spread across topics of social media and sales, social customer relationship management, salesforce automation and social selling, and does not provide an agreed-upon definition or tested construct for implementation.

Design/methodology/approach

The paper presents a comprehensive literature review of social selling and all related terminology.

Findings

The authors propose a social selling framework that includes personal branding, information exchange, networking and social listening to define and outline the construct while suggesting the antecedents and outcomes to guide future research. Findings from a literature review include outlining key theories used in social selling research.

Originality/value

This review offers a conceptual framework of social selling, including both antecedents and outcomes, to inform future research and guide academics and practitioners.

Details

Journal of Research in Interactive Marketing, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 2040-7122

Keywords

To view the access options for this content please click here
Article

This special issue contains selected extracts from Marketing and Selling Bank Services, a learning resource from MCB University Press designed to help practising bank…

Abstract

This special issue contains selected extracts from Marketing and Selling Bank Services, a learning resource from MCB University Press designed to help practising bank managers to refine and apply bank marketing skills. Competition in financial services is growing and an organisation's ability to market and sell its services is essential for success. Marketing, marketing channels, service levels, pricing, communication with customers, persuading the customer, creating an effective salesforce, interviewing the customer, and international banking are all aspects that are discussed. Suggestions for action are made to enable a manager to put into effect some of the ideas presented.

Details

International Journal of Bank Marketing, vol. 5 no. 5
Type: Research Article
ISSN: 0265-2323

Keywords

To view the access options for this content please click here
Article

P.W. Turnbull and C.D. Wootton

Discusses the changing role of the branch bank manager in relation to the bank services marketing, and describes results of research carried out into the bank manager's…

Abstract

Discusses the changing role of the branch bank manager in relation to the bank services marketing, and describes results of research carried out into the bank manager's role, and its re‐evaluation. Says that there is a need for a more positive approach to the challenges of marketing at the branch level. Recognises that personal communications between managers and customers is of major importance. Posits that the bank manger has basically a similar role to a salesman (one‐to‐one situations) although still some way apart. Maintains that in order to accomplish all the tasks discussed there are three basic requirements to be fulfilled: time, ability, and motivation. Attempts to establish a view of the role of the bank manager in personal communication processes. Concludes that the manager must possess the resources in order to perform effectively in the marketing role, although, sometimes, financial ability is lacking and the absence of total motivation towards marketing has already been discussed.

Details

European Journal of Marketing, vol. 14 no. 8
Type: Research Article
ISSN: 0309-0566

Keywords

To view the access options for this content please click here
Article

Craig A. Martin and Alan J. Bush

Recent research investigating customer‐oriented selling has indicated that greater attention needs to be focused on organizational or personal antecedents influencing…

Abstract

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.

Details

Journal of Business & Industrial Marketing, vol. 18 no. 2
Type: Research Article
ISSN: 0885-8624

Keywords

To view the access options for this content please click here
Article

Stephen Cory Robinson

The viability of online anonymity is questioned in today’s online environment where many technologies enable tracking and identification of individuals. In light of the…

Abstract

Purpose

The viability of online anonymity is questioned in today’s online environment where many technologies enable tracking and identification of individuals. In light of the shortcomings of the government, industry and consumers in protecting anonymity, it is clear that a new perspective for ensuring anonymity is needed. Where current stakeholders have failed to protect anonymity, some proponents argue that economic models exist for valuation of anonymity. By placing a monetary value on anonymity through Rawls’ concept of primary goods, it is possible to create a marketplace for anonymity, therefore allowing users full control of how their personal data is used. This paper aims to explore the creation of a data marketplace, offering users the possibility of engaging with companies and other entities to sell and auction personal data. Importantly, participation in a marketplace does not sacrifice one’s anonymity, as there are different levels of anonymity in online systems.

Design/methodology/approach

The paper uses a conceptual framework based on the abstractions of anonymity and data valuation.

Findings

The manuscript constructs a conceptual foundation for exploring the development and deployment of a personal data marketplace. By suggesting features allowing individuals’ control of their personal data, and properly establishing monetary valuation of one’s personal data, it is argued that individuals will undertake a more proactive management of personal data.

Originality/value

An overview of the available services and products offering increased anonymity is explored, in turn, illustrating the beginnings of a market response for anonymity as a valuable good. By placing a monetary value on individuals’ anonymity, it is reasoned that individuals will more consciously protect their anonymity in ways where legislation and other practices (i.e. privacy policies, marketing opt-out) have failed.

Details

Digital Policy, Regulation and Governance, vol. 19 no. 5
Type: Research Article
ISSN: 2398-5038

Keywords

To view the access options for this content please click here
Article

Richard E. Plank and Joel N. Greene

Proposes an alternative approach to understanding personal selling performance based on personal construct psychology, a cognitively based personality paradigm, originally…

Abstract

Proposes an alternative approach to understanding personal selling performance based on personal construct psychology, a cognitively based personality paradigm, originally formulated in clinical psychology by George Kelly. Explains how personal construct psychology theory (PCT), which reflects a constructivist epistemology, provides a conceptual framework for understanding and predicting sales performance. Demonstrates how PCT can be integrated with existing theoretical models of sales performance by suggesting a series of research propositions which can be tested using a number of different research methodologies. Considers research and practical implications.

Details

European Journal of Marketing, vol. 30 no. 7
Type: Research Article
ISSN: 0309-0566

Keywords

To view the access options for this content please click here
Article

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…

Abstract

Purpose

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.

Design/methodology/approach

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.

Findings

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.

Practical implications

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.

Originality/value

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.

Details

Journal of Business & Industrial Marketing, vol. 35 no. 10
Type: Research Article
ISSN: 0885-8624

Keywords

1 – 10 of over 45000