Building on the early conceptual work of Lee and Cadogan (2000), this paper outlines the development of measuring scales for three sales manager problem resolution styles, namely: sales manager responsiveness, sales manager caring, and sales manager aggressiveness. The paper first provides a general introduction and theoretical primer to the topic of sales manager problem resolution styles. Thi...

Sales promotions such as temporary price reductions are frequently used by managers to stimulate sales in the short run. Marketing academics and practitioners tend to rely on price elasticities to summarize sales promotion effects. Although elasticities have some attractive benefits such as the invariance to measurement units, they have led to three misinterpretations in the marketing literatur...

multi-echelon inventory systems are one of the most important and attractive areas in modelling supply chain management so that several researches and studies have been done about. in this paper, the total cost function of a two-echelon inventory system with central warehouse and many identical retailers controlled by continuous review inventory policy is estimated. we have assumed the demand i...

this study attempts to investigate the impacts of severalcorporate governance mechanisms on two alternative proxies for agencycosts, namely the ratio of total sales to total assets (asset turnover) and theratio of selling, general and administrative expenses to total sales(sg&a;). agency costs, non-executive directors on the board, andinstitutional investors are dependent variables. the analysi...

In an increasingly crowded marketplace, retailers need innovative ways of promoting products to their consumers. E-commerce retailers have utilized to great effect lists of top ranked products to promote product sales; the higher the sales rank, the more likely consumers buy that product. This influence to buy, based on observing what others bought is known as observational learning (OL). Prior...

Li, Jiayu. M.S., Purdue University, May 2015. Tracking Sales Activities in Agribusiness. Major Professor: W. Scott Downey. Decisions in the sales area, including customer and product selection and margin discipline, shape profits for companies in agribusiness. Management of the sales function takes place at the organizational, managerial, and practitioner level, each of which requires data abou...

In today's fast marketing over the Internet or online, many retailers want to trade at the same time and change their marketing strategy to attract more customers. Some of the customers may decide to cancel their orders partially with a retailer due to various reasons such as increase in customer's waiting time, loss of customer's goodwill on retailer's business, and attractive promotional sche...