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Article
Publication date: 6 June 2016

John F. Riggs, Scott Widmier and Richard E. Plank

The purpose of this research is to develop a taxonomy of the impact of sales process regulations, guidance statements and laws (henceforth, referred to as “regulations”…

Abstract

Purpose

The purpose of this research is to develop a taxonomy of the impact of sales process regulations, guidance statements and laws (henceforth, referred to as “regulations”) on sales behaviours within the pharmaceutical industry, particularly as it relates to those within the USA.

Design/methodology/approach

Given the large number of regulations, guidance statements and laws and sales behaviours that comprise the domain of this study, this research uses a “multicenter, parallel-arm clinical trial data gathering method”. This approach aggregated or “stacked” the responses from three individual questionnaires; 7,493 total observations generated by 381 respondents were analyzed.

Findings

The analysis produced a six-cluster solution of regulations, guidance statements and laws indicating distinct taxonomic structures of items that affect selling activities.

Research limitations/implications

The research was conducted with a single firm in the USA. Therefore, results may not be applicable to other geographical areas, firms and industries.

Practical Implications

The knowledge of which behaviours are perceived by the salespeople to be impacted by what regulations, guidance statements and laws provides managers with a useful tool to sort their own companies’ regulations on the basis of the classification scheme.

Originality/value

This paper provides a novel taxonomic approach to organize sales activities affected by regulations, guidance statements and laws which provides a look at the unintended consequences of the item not compliance. Additionally, it uses a research methodology relatively unknown to social science inquiry.

Details

International Journal of Pharmaceutical and Healthcare Marketing, vol. 10 no. 2
Type: Research Article
ISSN: 1750-6123

Keywords

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Article
Publication date: 1 June 2004

David A. Reid, Ellen Bolman Pullins, Richard E. Plank and Richard E. Buehrer

The study reported perceived sales interaction conflict (PSIC) as a construct in need of evaluation. As a first step toward validation of a PSIC measure, the study draws…

Abstract

The study reported perceived sales interaction conflict (PSIC) as a construct in need of evaluation. As a first step toward validation of a PSIC measure, the study draws perceptual data from a sample of professional industrial buyers. The researchers provide evidence as to the dimensionality of PSIC and its relationship to other variables characteristic of the buyer‐seller relationship.

Details

Journal of Business & Industrial Marketing, vol. 19 no. 4
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 7 August 2017

David A. Reid, Richard E. Plank, Robert M. Peterson and Gregory A. Rich

The purpose of this paper is to understand what sales management practices (SMPs) are being used by managers in the current market place, changes over time, insights that…

Abstract

Purpose

The purpose of this paper is to understand what sales management practices (SMPs) are being used by managers in the current market place, changes over time, insights that can be gained and future research needs.

Design/methodology/approach

Data for this paper were collected via a cross-sectional internet-based survey using a sampling frame provided by a professional sales publication. ANOVA was used to analyze 159 sales manager respondents.

Findings

Empirical results indicate that several differences are evident across the 68 SMPs items gathered, especially in terms of the size of the sales force and establish some data on using technology in sales management. However, in spite of significant changes in the sales environment, many SMPs have had limited change.

Research limitations/implications

The limitations of this paper include a sample frame drawn from a single source and via the internet and, thus, may have excluded some possible respondents from participation and somewhat limit generalizability.

Practical implications

The results of this paper raise a number of important issues for sales managers to consider. First, which SMPs should they be using? Managers need to give serious thought as to which practices they choose to use. Second, why are so many of them not making more extensive use of sales force technology? Third, is it wise for sales managers to be relying on executive opinion as their most extensively used forecasting method or should they be emphasizing another approach? A fourth issue is the continued heavy emphasis on generating sales volume as opposed to profits.

Originality/value

The data provide a rare and updated understanding of the use of SMPs by sales managers.

Details

Journal of Business & Industrial Marketing, vol. 32 no. 7
Type: Research Article
ISSN: 0885-8624

Keywords

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Article
Publication date: 1 February 1990

Margery Steinberg and Richard E. Plank

Discusses artificial intelligence, particularly expert or knowledgesystems, and its relevance for business‐to‐business marketing andmarketing decision support systems…

Abstract

Discusses artificial intelligence, particularly expert or knowledge systems, and its relevance for business‐to‐business marketing and marketing decision support systems. Enables the reader to understand the basic concepts of expert systems while providing more technical references, before discussing current and potential applications for decision support systems. Argues that expert systems will ultimately play a major role in such applications, developing over the next two decades. Includes appendices and a glossary of terms and definitions.

Details

Journal of Business & Industrial Marketing, vol. 5 no. 2
Type: Research Article
ISSN: 0885-8624

Keywords

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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…

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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Article
Publication date: 4 March 2014

Richard E. Plank and Robert Hooker

The purpose of this paper is to outline the usage of interactive marketing tools in the area of sales and operations planning (S&OP) to further collaboration among supply…

Abstract

Purpose

The purpose of this paper is to outline the usage of interactive marketing tools in the area of sales and operations planning (S&OP) to further collaboration among supply chain partners. Emergent challenges and research directions are proposed.

Design/methodology/approach

Using extant literature from S&OP, supply chain management and interactive marketing, the authors integrate those to show the value of using interactive marketing tools to further integration across the supply chain of important S&OP processes.

Findings

S&OP utilizes sophisticated software to integrate various business processes beyond B2C and into B2B relationships.

Research limitations/implications

Uncertainty exists as to the measurement of the performance of a supply chain, or the network or system of companies, is not developed enough to deal with that issue. However, this is addressed in the research questions section.

Practical implications

The practical implications for the use of integrative marketing tools to link B2C as well as B2B partners through S&OP are numerous and far reaching.

Originality/value

This study uniquely examines the use of interactive marketing tools for B2B, as opposed to simply B2C.

Details

Journal of Research in Interactive Marketing, vol. 8 no. 1
Type: Research Article
ISSN: 2040-7122

Keywords

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Article
Publication date: 23 October 2009

James S. Keebler and Richard E. Plank

The purpose of this paper is to describe the state of logistics performance measurement in corporations based in the USA.

Abstract

Purpose

The purpose of this paper is to describe the state of logistics performance measurement in corporations based in the USA.

Design/methodology/approach

A triangulation approach is used, including, a Delphi study involving more than 100 practitioners, academics, and consultants identified as logistics experts; personal interviews conducted with 55 executives of 20 firms identified by the Delphi study; and a questionnaire mailed to supply chain and logistics executives at over 3,300 firms in 25 industries.

Findings

Most US firms do not comprehensively measure logistics performance. The focus continues to be on performance within the organization and not on performance between and across firms.

Research limitations/implications

Self‐report surveys completed by a single respondent from each firm introduce subjectivity and bias to the study. The sample frame of organizations may not represent the universe of US companies, nor can findings be generalized to other countries.

Practical implications

There are great opportunities for logistics cost reduction and performance improvement within firms and across the supply chain. Firms can and should collaborate with their trading partners to implement appropriate measures of logistics and supply chain performance.

Originality/value

This paper provides a benchmark for organizations assessing the quality of their logistics performance measurement practices and helps identify opportunities for significant improvement.

Details

Benchmarking: An International Journal, vol. 16 no. 6
Type: Research Article
ISSN: 1463-5771

Keywords

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Article
Publication date: 1 January 2003

R. Dale Wilson

The availability of online databases provides corporate executives with a valuable set of resources for the development of marketing strategies and tactics. This paper…

Abstract

The availability of online databases provides corporate executives with a valuable set of resources for the development of marketing strategies and tactics. This paper provides an example of how an online “mailing file” can be used to guide a company's efforts to identify new business prospects. As a result, this paper demonstrates how the management of Internet databases, if used properly, can enhance a company's competitive position.

Details

Competitiveness Review: An International Business Journal, vol. 13 no. 1
Type: Research Article
ISSN: 1059-5422

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Article
Publication date: 1 March 1991

Rajendra S. Sisodia

Explores the application of expert systems in the field of servicesmarketing. Describes the basics of the technology along with severalhypothetical systems. Concludes with…

Abstract

Explores the application of expert systems in the field of services marketing. Describes the basics of the technology along with several hypothetical systems. Concludes with a brief examination of costs versus benefits, system design and implementation issues, together with the potential for other artificial intelligence technologies to contribute to the management of services marketing. Notes that advanced applications such as expert systems will dramatically change the competitive landscape of the future.

Details

Journal of Services Marketing, vol. 5 no. 3
Type: Research Article
ISSN: 0887-6045

Keywords

Content available

Abstract

Details

Journal of Research in Interactive Marketing, vol. 8 no. 1
Type: Research Article
ISSN: 2040-7122

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