Search results

11 – 20 of over 72000
Article
Publication date: 1 April 1982

The volume and range of food law enforcement in the field of purity and quality control has grown dramatically in recent times. Only those able to recall the subject from upwards…

153

Abstract

The volume and range of food law enforcement in the field of purity and quality control has grown dramatically in recent times. Only those able to recall the subject from upwards of half a century ago can really appreciate the changes. Compositional control now appears as more of a closely knit field of its own, keeping pace with the advances of food processing, new methods and raw materials. It has its problems but enforcement agencies appear well able to cope with them, e.g. the restructuring of meat, excess water content, fat content, the application of compositional standards to new products, especially meat products, but the most difficult of all areas is that of securing and maintaining acceptable standards of food hygiene. This is one of the most important duties of environmental health officers, with a considerable impact on health and public concern; and one of the most intractible problems, comparable in its results with the insidious onslaught of the ever‐growing problem of noise, another area dependent on the reactions of people; to use an oft repeated cliche — “the human element”.

Details

British Food Journal, vol. 84 no. 4
Type: Research Article
ISSN: 0007-070X

Article
Publication date: 24 October 2023

Mohd Atif Aman, Mohammad Khalid Azam and Asif Akhtar

This study aims to identify the changes in different selling situations/styles during and post-COVID scenarios.

Abstract

Purpose

This study aims to identify the changes in different selling situations/styles during and post-COVID scenarios.

Design/methodology/approach

To attain the above-mentioned objective, a qualitative study drawn upon the principles of the theories-in-use approach is conducted. The data were collected through 23 in-depth semistructured interviews, conducted with professional salespeople working at various levels in different industries. The data thus generated was analyzed through open, axial and selective coding, which resulted in three broad categories of changes in professional selling.

Findings

The findings of the study suggest that though sales jobs are perceived to be similar in nature, but there are differences in how various selling jobs are being performed. The same is the case with the effect of the pandemic on sales jobs. The authors found that every selling style faced a different challenge due to the pandemic and so is the case for the salespeople engaged in the respective selling practice.

Originality/value

To the best of the authors’ knowledge, this is the first research of its kind that has focused on the differences in various selling styles. Though the recent academic literature on personal selling does manifest the effect of the pandemic. But, in doing so, these studies have presented “personal selling” as an overarching concept encompassing all types of selling and have failed to differentiate between the various nuances of personal selling which include trade selling, technical selling, new-business selling and missionary selling.

Details

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

Keywords

Article
Publication date: 7 September 2012

Ho Taek Yi, Alan J. Dubinsky and Chae Un Lim

The purpose of the article is to present and test a model regarding important factors that may help reduce unethical behavior (i.e. misselling) of salespeople in the financial…

2397

Abstract

Purpose

The purpose of the article is to present and test a model regarding important factors that may help reduce unethical behavior (i.e. misselling) of salespeople in the financial services industry.

Design/methodology/approach

To test the hypotheses, telemarketers from the life insurance industry in South Korea were surveyed (n=204).

Findings

Using structural equation modeling, the results indicate that: ethics training is positively related to salesperson ethical attitude; ethical climate is positively related to salesperson ethical attitude; selling pressure is unrelated to ethical attitude; competitive intensity is positively related to salesperson ethical attitude; competitive intensity is unrelated to misselling; and misselling is inversely related to salesperson ethical attitude, positively associated with product complexity, and positively related to product variety.

Research limitations/implications

Future empirical work could: investigate different variables from those utilized in this study; consider inter‐country and gender differences; use alternate sources of data to examine stability of the findings; and employ samples of firms in other industries and other marketing channels. Limitations include a limited number of study variables, use of solely the telemarketing channel for life insurance, a preponderance of female respondents, and potential for socially desirable responses.

Practical implications

Management should seek to maintain a high ethical attitude among sales agents to help foster a reduction in unethical behavior. Sales personnel should receive extensive ethics training to help enhance their ethical attitude in the job. Salespeople should also seek to establish and maintain long‐term relationships with their customers and to pursue long‐term profitability. Sales managers should seek to educate consumers about the various types of financial products, their respective strengths and weaknesses, and the appropriate conditions under which they should be purchased.

Originality/value

The potential for financial services industry salespeople to behave unethically has received extensive research attention. A key area, though, which has been virtually ignored is antecedents of misselling of financial services. The article seeks to address partially this gap in the literature.

Article
Publication date: 1 February 1993

David J. Good

A great deal has been written about the importance of marketersevolving into more relationship‐oriented selling practices. It isunclear however, the degree to which this evolution…

Abstract

A great deal has been written about the importance of marketers evolving into more relationship‐oriented selling practices. It is unclear however, the degree to which this evolution has impacted on the coaching practices of sales managers. Reports a survey of 143 sales managers engaged in business‐to‐business sales which indicates that coaching activities have been influenced by the need to build relationships with customers. In turn, this orientation will affect a number of new organizational concerns.

Details

Journal of Business & Industrial Marketing, vol. 8 no. 2
Type: Research Article
ISSN: 0885-8624

Keywords

Article
Publication date: 1 March 1973

People are management's most important asset, and in no other industry is this more true than in retail distribution. Not only is it highly labour intensive but, with the addition…

Abstract

People are management's most important asset, and in no other industry is this more true than in retail distribution. Not only is it highly labour intensive but, with the addition of the crucial role played by the consumer, the question of human relations becomes of paramount importance. This special feature is therefore concerned with various aspects of people at work. Firstly, Dr Olive Robinson and Mr John Wallace have written the first of a series of articles dealing with current questions of wage payment and employment in the distributive trades. Following on this Mr M.F. Hall reports on a pilot study, undertaken in a department store, which examines the output of selling staff and assesses their effectiveness. Finally, three writers from the Institute of Manpower Studies (concerned with improving the management of human resources in industry), describe how they set about a study of the manpower situation in distribution, a commission offered them by the DITB.

Details

Retail and Distribution Management, vol. 1 no. 3
Type: Research Article
ISSN: 0307-2363

Article
Publication date: 1 June 2001

Claire Marston and Michelle Straker

Investor relations is the communication of information relating to the company to the financial community; analysts, investors and potential investors. It is regarded as a…

3728

Abstract

Investor relations is the communication of information relating to the company to the financial community; analysts, investors and potential investors. It is regarded as a relatively new phenomenon, which has developed most rapidly in the USA followed by the UK. Traditionally continental European companies have been viewed as more reliant on loan rather than equity funding. However the development of increasingly important equity markets throughout Europe has led to a growth in importance of the Investor Relations function. This paper examines the importance of the investor relations function within the top 80 continental European companies by reporting on the result of a postal questionnaire. The results confirm that many continental European companies have well established investor relations practices and the function is growing in importance.

Details

Corporate Communications: An International Journal, vol. 6 no. 2
Type: Research Article
ISSN: 1356-3289

Keywords

Article
Publication date: 1 February 1992

Keith Francis

Outlines the position of salespeople in the downfall of many TQM programmes. Examines training procedures in sales departments and suggests three reasons for deficiencies which…

Abstract

Outlines the position of salespeople in the downfall of many TQM programmes. Examines training procedures in sales departments and suggests three reasons for deficiencies which are generally overlooked ‐ an assumption that the sales department already works to ensure that it meets customer expectations; fear revolving around the theory “if it works leave it alone”; the fact that many consultants are out of touch with modern theories about selling. Discusses the implementation of specific training techniques in the internal and external customer area. Suggests that sales and sales management training programmes related to a TQM environment should be specially written for the individual culture.

Details

Managing Service Quality: An International Journal, vol. 2 no. 2
Type: Research Article
ISSN: 0960-4529

Keywords

Article
Publication date: 1 October 1996

Ian Wilson

Uses the conflicting viewpoints that the “aim of marketing is to make selling unnecessary” (Drucker) and “the heart of marketing is selling” (Hersey) as the basis for discussion…

1429

Abstract

Uses the conflicting viewpoints that the “aim of marketing is to make selling unnecessary” (Drucker) and “the heart of marketing is selling” (Hersey) as the basis for discussion. Observes that, certainly in many organizations, the prime responsibility for implementing the marketing strategy rests with the field salesforce “at the sharp end”. Notes that some organizations have been characterized as “selling oriented”, implying that organizational success is heavily reliant on achieving sales budgets through the efforts of aggressive sales teams. Focuses on the sales presentation ‐ the heart of the interface between company and customer ‐ describing the persuasion process used by an organization selling time share holidays, based on a real situation. Provides a vehicle for analysis of the sales process and particularly the means used for gaining customer commitment.

Details

Management Decision, vol. 34 no. 8
Type: Research Article
ISSN: 0025-1747

Keywords

Article
Publication date: 1 June 1973

ELIZABETH ACKROYD

This monograph identifies five essential elements for an effective policy to promote consumer interests viz. protection, information, advice, education and representation. The…

Abstract

This monograph identifies five essential elements for an effective policy to promote consumer interests viz. protection, information, advice, education and representation. The author explores each in considerable depth to assess the extent to which this year's Fair Trading Act will contribute to them. Her verdict is that although not as much as might be hoped will be achieved, by and large the Act is a useful measure. It should bring a higher standard to trade practices particularly in the field of selling and promotion. But it can do little to provide consumer education or representation and these the author considers to be major omissions from the present consumer scene.

Details

Management Decision, vol. 11 no. 6
Type: Research Article
ISSN: 0025-1747

Article
Publication date: 1 April 1998

Morry Ghingold and David T. Wilson

The make‐up, structure, functioning and outputs of multi‐person buying decision‐making units, commonly referred to as “buying centers,” have received substantial attention in the…

4494

Abstract

The make‐up, structure, functioning and outputs of multi‐person buying decision‐making units, commonly referred to as “buying centers,” have received substantial attention in the business marketing literature. Although most business buying decisions are non‐static in nature, theorists and researchers have been hard pressed to effectively capture the dynamic nature of business buyers’ decision‐making processes. This paper presents a synthesis of recent buying center research and reports the findings of a study which attempted to capture “process effects” in buying center structure during the buying process. Study findings affirm the widely held belief that buying centers change over time and provide interesting insights regarding how these decision‐making units change in structure and make‐up over time. The resulting implications and caveats of these findings for business marketers are discussed.

Details

Journal of Business & Industrial Marketing, vol. 13 no. 2
Type: Research Article
ISSN: 0885-8624

Keywords

11 – 20 of over 72000