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Book part
Publication date: 27 April 2021

G. Arun and C. G. Manoj Krishnan

If any organization wants to be globally recognized leadership plays an important role. This chapter deals with the leadership failure in creating good salesperson behavior in…

Abstract

If any organization wants to be globally recognized leadership plays an important role. This chapter deals with the leadership failure in creating good salesperson behavior in India’s pharmaceutical industry. There are four types of salesperson’s behavior: selling orientation, customer orientation, adaptive selling, and unethical selling. Selling oriented and unethical selling behaviors negatively impact customer trust and customer value, while customer orientation and adaptive are more positive. This chapter explores how senior managers can create good organization culture and organization climate by creating positive sales behavior. This chapter will be an eye opener to many first-line managers for helping their salespersons to practice customer orientation and adaptive selling behavior.

Details

When Leadership Fails: Individual, Group and Organizational Lessons from the Worst Workplace Experiences
Type: Book
ISBN: 978-1-80043-766-1

Keywords

Article
Publication date: 1 March 2024

Karen M. Peesker, Lynette J. Ryals and Peter D. Kerr

The digital transformation is dramatically changing the business-to-business (B2B) sales environment, challenging long-standing views regarding the critical competencies required…

Abstract

Purpose

The digital transformation is dramatically changing the business-to-business (B2B) sales environment, challenging long-standing views regarding the critical competencies required of salespeople. This paper aims to explore the personal traits associated with sales performance in a digital selling environment.

Design/methodology/approach

Using template analysis, the researchers captured and coded over 21 h of in-depth, semi-structured interviews with senior sales leaders from various industry sectors, exploring their perceptions of the personal traits now required of B2B salespeople in the digital landscape.

Findings

The research identifies three high-level trait types critical to sales success within a digital selling environment: “analytical curiosity” – the natural motivation and ability to gather and synthesize sales-related knowledge, “empathetic citizenship” – the ability to establish initial rapport while building long-term trust and “disciplined drive” – the exertion of selling effort in a highly focused and methodical manner across all stages of the sales process.

Research limitations/implications

The present data came from interviews with sales leaders in Canada. A more global sample may lead to additional insights. Moreover, the sample was drawn from long-cycle B2B sales environments; conclusions may differ for short-cycle or business-to-consumer markets.

Practical implications

This paper presents a framework for hiring and developing salespeople in the digital sales environment, identifying personal trait types that sales leaders should look for when hiring: analytical curiosity, empathetic citizenship and disciplined drive. The paper identifies how these trait types influence sales success, suggesting that sales leaders could coach and educate their teams to make the best use of them.

Originality/value

This paper presents a conceptual framework for hiring in the digital sales environment and introduces the trait of analytical curiosity not previously discussed in the literature.

Details

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

Keywords

Article
Publication date: 5 March 2024

Zhongfeng Sun, Guojun Ji and Kim Hua Tan

This paper aims to study the joint decision making of advance selling and service cancelation for service provides with limited capacity when consumers are overconfident.

Abstract

Purpose

This paper aims to study the joint decision making of advance selling and service cancelation for service provides with limited capacity when consumers are overconfident.

Design/methodology/approach

For the case in which consumers encounter uncertainties about product valuation and consumption states in the advance period and are overconfident about the probability of a good state, we study how the service provider chooses the optimal sales strategy among the non-advance selling strategy, the advance selling and disallowing cancelation strategy, and the advance selling and allowing cancelation strategy. We also discuss how overconfidence influences the service provider’s decision making.

Findings

The results show that when service capacity is sufficient, the service provider should adopt advance selling and disallow cancelation; when service capacity is insufficient, the service provider should still implement advance selling but allow cancelation; and when service capacity is extremely insufficient, the service provider should offer spot sales. Moreover, overconfidence weakens the necessity to allow cancelation under sufficient service capacity and enhances it under insufficient service capacity but is always advantageous to advance selling.

Practical implications

The obtained results provide managerial insights for service providers to make advance selling decisions.

Originality/value

This paper is among the first to explore the effect of consumers’ overconfidence on the joint decision of advance selling and service cancelation under capacity constraints.

Details

Kybernetes, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0368-492X

Keywords

Article
Publication date: 27 February 2024

Mengying Zhang, Zhennan Yuan and Ningning Wang

We explore the driving forces behind the channel choices of the manufacturer and the platform by considering asymmetric selling cost and demand information.

Abstract

Purpose

We explore the driving forces behind the channel choices of the manufacturer and the platform by considering asymmetric selling cost and demand information.

Design/methodology/approach

This paper develops game-theoretical models to study different channel strategies for an E-commerce supply chain, in which a manufacturer distributes products through a platform that may operate in either the marketplace channel or the reseller channel.

Findings

Three primary models are built and analyzed. The comparison results show that the platform would share demand information in the reseller channel only if the service cost performance is relatively high. Besides, with an increasing selling cost, the equilibrium channel might shift from the marketplace to the reseller. With increasing information accuracy, the manufacturer tends to select the marketplace channel, while the platform tends to select the reseller channel if the service cost performance is low and tends to select the marketplace channel otherwise.

Practical implications

All these results have been numerically verified in the experiments. At last, we also resort to numerical study and find that as the service cost performance increases, the equilibrium channel may shift from the reseller channel to the marketplace channel. These results provide managerial guidance to online platforms and manufacturers regarding strategic decisions on channel management.

Originality/value

Although prior research has paid extensive attention to the driving forces behind the online channel choice between marketplace and reseller, there is at present few study considering the case where a manufacturer selling through an online platform faces a demand information disadvantage in the reseller channel and sales inefficiency in the marketplace channel. To fill this research gap, our work illustrates the interaction between demand information asymmetry and selling cost asymmetry to identify the equilibrium channel strategy and provides useful managerial guidelines for both online platforms and manufacturers.

Details

Kybernetes, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0368-492X

Keywords

Article
Publication date: 2 February 2024

Kobana Abukari, Erin Oldford and Vijay Jog

The authors evaluate the Sell in May effect in the Canadian context to comprehensively explore the Sell in May effect as well as its interactions with the size effect and risk and…

Abstract

Purpose

The authors evaluate the Sell in May effect in the Canadian context to comprehensively explore the Sell in May effect as well as its interactions with the size effect and risk and with multiple indices.

Design/methodology/approach

The authors use ordinary least squares (OLS) regressions to examine the Sell in May effect and Huber M-estimation to handle potential outliers. They also use the generalized autoregressive conditional heteroskedasticity (GARCH) models to explore the role of risk in the Sell in May effect.

Findings

The results demonstrate that the Sell in May effect is present in all three main Canadian stock market indices. More telling, the anomaly is strongest in small cap indices and in indices that give equal weighting to small and large cap stocks. They do not find that the effect is driven by risk.

Originality/value

While several papers have explored the Sell in May phenomenon in several countries, little scholarly attention has been paid to this effect in Canada and to its interaction with the size effect. The authors contribute to the literature by examining of the interactions between Sell in May and the size effect in Canada. They examine the Sell in May effect using CFMRC value-weighted and equally weighted indices of all Canadian companies. They also incorporate in their analysis the role of risk.

Details

Managerial Finance, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0307-4358

Keywords

Article
Publication date: 13 February 2024

Shuang Wu, Bo Li, Weichun Chen and Minxue Wang

This paper analyzes the advance selling and pricing strategies of fresh products supply chain where the e-retailer provides wholesale contract or agency contract to the fresh…

Abstract

Purpose

This paper analyzes the advance selling and pricing strategies of fresh products supply chain where the e-retailer provides wholesale contract or agency contract to the fresh products supplier.

Design/methodology/approach

This paper constructed a two-period sequential-move game of fresh products supply chain members.

Findings

This analysis showed that the supply chain members had different preferences for contracts under different market conditions. The advance selling of fresh products was not a decision of the seller, but also required the support of other supply chain members. And the advance selling strategy was not always beneficial to all supply chain parties. Under the two contracts, there were market conditions in which the profits of supply chain members were Pareto-improved through the implementation of advance selling.

Research limitations/implications

The model presented in this study focuses solely on the context of monopoly, overlooking the competition from alternative suppliers or retailers. Consequently, exploring the competitive landscape within the fresh products supply chain, particularly in relation to pre-sale pricing, emerges as a crucial avenue for further investigation. By employing empirical research methods, valuable insights are gleaned, thereby significantly augmenting the existing body of relevant theories.

Practical implications

The decision to pre-sell fresh products should be based on market conditions. Supply chain members can control production costs and fresh products circulation losses to maximize profits.

Originality/value

From the perspective of game theory, this study analyzed the optimal advance selling and pricing strategies of fresh products supply chain members under two kinds of contracts. These results can provide practical implications for fresh products suppliers and e-retailers.

Details

International Journal of Retail & Distribution Management, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0959-0552

Keywords

Article
Publication date: 18 January 2024

Duncan Light, Cristina Lupu, Remus Creţan and Anya Chapman

The purpose of this paper is to examine souvenir sellers as unconventional micro-entrepreneurs, focusing on non-economic motives for selling.

Abstract

Purpose

The purpose of this paper is to examine souvenir sellers as unconventional micro-entrepreneurs, focusing on non-economic motives for selling.

Design/methodology/approach

A qualitative methodology was used. Semi-structured interviews were undertaken with 20 souvenir sellers in the Romanian city of Timişoara. These were analysed using thematic analysis which identified four non-economic motives for selling souvenirs.

Findings

Souvenir selling was a matter of choice rather than economic necessity. While these sellers were entrepreneurs who were seeking to generate income, non-economic motives were also important. These included passion, hobbyism and interpersonal interactions with customers. Some sellers considered themselves as cultural intermediaries, representing place and tradition to their customers.

Research limitations/implications

In a European context, selling souvenirs can be a matter of lifestyle choice rather than economic necessity. Micro-entrepreneurs are frequently motivated by passion, hobbyism and interpersonal rewards as much as financial profit. This represents a particular form of unconventional or lifestyle entrepreneurship.

Practical implications

The encouragement of on-street souvenir sellers by urban managers can add vibrancy to a city, enhancing the experiences of local communities and visitors. This can also encourage the development of an artisan class to enhance a city’s reputation as a creative place.

Originality/value

Souvenir sellers are little researched, and this is one of few studies that has investigated this group outside Developing World contexts. This study emphasises the importance of unconventional entrepreneurship and non-economic motives for selling souvenirs in a European context.

目的

本研究将纪念品销售商这类非传统微型企业家群体作为研究对象, 重点关注其销售纪念品的非经济动机。

设计/方法论/途径

本研究主要采用定性的研究方法, 对20位罗马尼亚蒂米什瓦拉市的纪念品销售商进行了半结构化访谈。通过对访谈结果的主题分析, 本研究发现并提炼出了纪念品销售商的4种非经济动机。

发现

纪念品销售并非经济上的必然选择, 而更多地体现为一种个体的自主决策。尽管这些销售商本质上仍是追求经济回报的企业家, 其销售活动背后的非经济动机同样重要。这些动机包括对事业的激情、业余爱好, 以及与顾客之间的人际互动等。一些销售商视自身为文化传播的中介, (在销售活动中)向顾客展示地域与传统的象征。

研究限制/启示

在欧洲的语境下, 纪念品销售通常被视为一种生活方式的选择而非经济的迫切需要。微型企业家的销售行为通常受到对事业的激情、业余爱好以及人际关系的多重因素的推动, 而非单纯由经济利益驱使。这呈现出一种独特的非传统生活方式创业形态。

实际应用启示

城市管理者可以通过默许纪念品销售商在市区进行销售活动的方式为城市注入活力, 提升当地社区和游客的体验。这同时有助于培养手工艺术家阶层, 进一步增强城市作为创意之地的声誉。

研究独创性/价值

纪念品销售商的相关研究相对比较有限, 本研究在探讨这一群体时跳脱了发展中国家的框架, 同时强调了在欧洲环境下非传统创业和销售纪念品的非经济动机的重要性。

Diseño/metodología/enfoque

Se utilizó una metodología cualitativa. Se realizaron entrevistas semiestructuradas a 20 minoristas de recuerdos (souvenirs) de la ciudad rumana de Timişoara. Las entrevistas se analizaron mediante un análisis temático que permitió identificar cuatro motivos no económicos para la comercialización de recuerdos.

Objetivo

Este artículo examina a los comerciantes de souvenirs como micro emprendedores no convencionales, centrándose en los motivos no económicos para su venta.

Conclusiones

La venta de souvenirs era una cuestión de elección más que de necesidad económica. Aunque estos vendedores eran emprendedores que buscaban generar ingresos, los motivos no económicos también eran importantes. Entre ellos, la pasión, la afición y las interacciones interpersonales con los clientes. Algunos vendedores se consideraban intermediarios culturales que representaban el lugar y la tradición ante sus clientes.

Limitaciones/implicaciones de la investigación

En un contexto europeo, la venta de recuerdos puede ser una cuestión de elección de estilo de vida más que de necesidad económica. Los micro emprendedores suelen estar motivados por la pasión, la afición y las recompensas interpersonales tanto como por el beneficio económico. Esto representa una forma particular de espíritu empresarial no convencional o de estilo de vida.

Implicaciones prácticas

El fomento de los vendedores ambulantes de souvenirs por parte de los gestores urbanos puede aportar dinamismo a una ciudad, mejorando las experiencias de las comunidades locales y de los visitantes. Esto también puede fomentar el desarrollo de una clase artesanal para mejorar la reputación de una ciudad como lugar creativo.

Originalidad/valor

Los comerciantes de souvenirs están poco investigados, y éste es uno de los pocos estudios que ha investigado este grupo fuera de los contextos del mundo en desarrollo. Destaca la importancia del espíritu empresarial no convencional y de los motivos no económicos para la venta de recuerdos en un contexto europeo.

Article
Publication date: 25 December 2023

Peng Ma, Qin Yuan and Henry Xu

Previous studies have rarely integrated the financing modes of a capital-constrained manufacturer with the choices of online sales strategies. To address this gap, the authors…

Abstract

Purpose

Previous studies have rarely integrated the financing modes of a capital-constrained manufacturer with the choices of online sales strategies. To address this gap, the authors study how a manufacturer selects optimal financing modes under different sales strategies in three dual-channel supply chains.

Design/methodology/approach

This paper considers three sales strategies, namely, combining a traditional retailer channel with one of the direct selling, reselling and agency selling channels, and two common financing modes, namely, bank financing and retailer financing. The authors obtain equilibrium outcomes of the manufacturer and traditional retailer and then provide the conditions for them to select optimal financing modes under three sales strategies.

Findings

The results indicate that the manufacturer’s financing decisions rely on the initial capital and interest rates, and the manufacturer selects retailer financing only if the initial capital is relatively larger. In terms of financing mode options, the retailer financing mode is more beneficial for the manufacturer under the three sales strategies. From the perspective of sales strategies, the direct selling model is more beneficial. In addition, the higher the consumer acceptance of the online channel, the more profits the manufacturer obtains.

Practical implications

This paper provides suggestions on how the capital-constrained manufacturer chooses financing modes and sales strategies.

Originality/value

This paper integrates the financing mode and different sales strategies to investigate the manufacturer’s optimal operational decisions. These sales strategies allow us to investigate the manufacturer’s optimal financing modes in the presence of both different financing modes and sales strategies.

Details

Kybernetes, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 0368-492X

Keywords

Article
Publication date: 1 January 2024

Ferhat Caliskan, Yavuz Idug, David M. Gligor, Hasan Uvet, Saban Adana, Hasan Celik and Sedat Cevikparmak

The purpose of this study is to determine the factors that impact the trust of microenterprises in online selling platforms and cargo carriers and examine the consequences of a…

Abstract

Purpose

The purpose of this study is to determine the factors that impact the trust of microenterprises in online selling platforms and cargo carriers and examine the consequences of a lack of trust.

Design/methodology/approach

This study adopts a qualitative exploratory approach and uses grounded theory to generate insights based on interviews with 27 microenterprise owners selling internationally on an online selling platform.

Findings

The results show that a lack of competence, an absence of an integrated claim system and a lack of transparency are the main factors affecting sellers’ trust in online selling platforms. The relationship between the sellers’ intention to continue to use the online selling platform and their trust in the platform was found to be moderated by switching costs.

Research limitations/implications

This study is limited in that the results were mainly based on the sellers’ perspectives although the phenomenon of interest involves various actors. To mitigate this limitation and cross-check the data, the customer reviews and some of the sellers’ account statistics were also analyzed.

Practical implications

This study introduces the sellers’ perspectives on the dynamics of supply chain management in international micro trade. These dynamics provide a guideline for how to build and manage an online selling platform targeting microenterprises.

Originality/value

Unlike previous studies, this study examines online transaction behaviors from the standpoint of sellers, not buyers. Moreover, it is the first study examining the damaged or lost shipments within the context of online transactions in international micro trade.

Details

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

Keywords

Article
Publication date: 22 December 2023

Xiuying Chen, Jiahong Zhu and Sheng Liu

The reform and opening-up of capital market is valued for promoting sustainable development, while its impact presented as the form of deregulation of short-selling on the green…

Abstract

Purpose

The reform and opening-up of capital market is valued for promoting sustainable development, while its impact presented as the form of deregulation of short-selling on the green innovation of enterprises in developing countries remains unclear. The purpose of this study is to outline the significance of gradual reform of financial markets in developing countries for low-carbon transformation and provide implications for achieving carbon peaking and carbon neutrality goals.

Design/methodology/approach

Based on the green subdivided patent data and financial data of China’s A-share listed companies, this paper takes the implementation of securities margin trading program as a quasi-natural experiment and applies the difference-in-differences (DID) model to examine the impact of deregulation of short-selling constraints on the enterprises’ green transformation.

Findings

The findings reveal that the initiating securities margin trading program significantly enhances the green innovation performance of enterprises. These findings are valid after performing a series of robustness tests such as the parallel trend test, the placebo test and the methods to exclude other policy interference. Mechanism analyses demonstrate a two-faceted effect of the securities margin trading program on the green innovation of enterprises, in which short-selling policy increases the pressure on capital market deregulation and meanwhile induces the environmental protection investment. The heterogeneity results demonstrate that the impulsive effect imposed by securities margin trading program is more significant in experimental group samples with characteristics of lower financing constraints, belonging to heavy polluting industries and possessing better environmental supervision capability.

Originality/value

First, previous studies have focused on the impact of financial policies implemented by banking institutions on the green innovation of enterprises, but few literatures have explored the validity of relaxing short-selling restrictions or opening the capital market in the field of enterprise’s green transformation in developing country. From the view of securities market reform, this paper broadens the incentive and supervision effects of the relaxation of short-selling control on enterprise’s green innovation performance after the implementation of securities financing and securities lending policy in China’s capital market. Second, previous studies have explored the impact of command-and-control environmental regulations, as well as market-incentivized environmental regulations such as green finance, low-carbon pilots and environmental tax reform, on the green transition of enterprises. Recently the role of the securities market in the green development of enterprises has received more attention in academia. The pilot of margin financing and securities lending is essentially a market-incentivized regulatory tool, but there is few in-depth research on how it affects the green innovation of enterprises. This paper enriches the research on whether the market incentive financial regulation policy can contribute to the green transformation of enterprises under the Porter hypothesis. Third, some previous studies used the ordinary panel regression model to explore the impact of financial policy on enterprise’s innovation performance. However, due to the potential endogenous problems of the estimated model, it might get biased conclusions. Therefore, based on the method of quasi-natural experiment, this paper selects the margin trading pilot policy as an exogenous shock to solve the endogenous or reverse causality problem in traditional measurement model and applies the DID model to study the relationship between core indicator variables.

Details

Nankai Business Review International, vol. ahead-of-print no. ahead-of-print
Type: Research Article
ISSN: 2040-8749

Keywords

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