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Article
Publication date: 1 March 1988

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;…

3302

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

Article
Publication date: 1 June 1979

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…

3860

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

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Article
Publication date: 1 February 1990

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…

12788

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

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Article
Publication date: 19 August 2021

Bert Paesbrugghe, Johanna Vuori and Heidi Kock

Based on insights from the buying process, the purpose of this study is to align selling firms to the buyer’s efficiency needs that are grounded on the different types of…

Abstract

Purpose

Based on insights from the buying process, the purpose of this study is to align selling firms to the buyer’s efficiency needs that are grounded on the different types of purchases.

Design/methodology/approach

Using thematic analysis, this study conducted 35 in-depth interviews with business-to-business buyers and salespeople on the changing buyers’ sourcing needs.

Findings

In line with buyer enablement, buyers prefer personal selling when they perceive the sales offer as highly risky for the buying organization, whereas they have a strong preference for a direct marketing approach by the selling firm when they are purchasing low-risk purchases.

Research limitations/implications

This paper is a qualitative study. Future research should collect secondary company data to validate the results.

Practical implications

This paper addresses the buyer’s sourcing needs and presents how direct marketing channels and personal selling should be balanced to increase the return on salesforce resources.

Originality/value

This is one of the first studies to examine how sales organizations can create value by facilitating the buying process. Depending on the buyer’s categorization of the sales offer, this study highlights how a choice between direct marketing or personal selling improves the buyer’s perception of the sales organization.

Details

Journal of Business & Industrial Marketing, vol. 37 no. 5
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 7 December 2020

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…

1383

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.

Article
Publication date: 1 May 1987

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

1460

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

Article
Publication date: 1 August 1980

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…

1322

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

Article
Publication date: 1 April 2003

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…

4771

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

Article
Publication date: 14 August 2017

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

Article
Publication date: 1 July 1996

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…

6630

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

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