The modern marketing-oriented concept is the outcome of different philosophies which prevailed, from time to time in the marketing management domain. In the present marketing-oriented stage, which ultimately results in customer-orientation, companies give importance to customers’needs and wants. However, there are still few firms who emphasise on selling products irrespective of the fact that w...

today, many companies have multiple channels, such as sales force, direct mail / catalog, internet and broadcast channels, telephone, etc. for providing goods and services to its customers. multiple distribution channels, despite having benefits, several challenges such as the incidence of conflict, allocation of product, free ride some members have being emerged. the aim of this study was to i...

Predicting music sales is of particular interest for sales managers (e.g. for pricing), inventory management (for CD sales) and server balancing (for music download). In the past years, research therefore proposed several models for music sales prediction. These models have, however, some shortcomings which we want to overcome with a new approach. We suggest using a novel data set that is a byp...

The value co-creation has gained much attention in sales research, but less is known about how salespeople and customers interact in the authentic business to business (B2B) sales meetings. The study presented in this paper empirically contributes to existing research by presenting authentic B2B sales meetings that were video recorded and analyzed using observation and qualitative content analy...

Online retail sales of goods and services are projected to grow from $45 billion in 2000, or 1.5% of total retail sales, to $155 billion in 2003, and to $269 billion in 2005, or 7.8% of total retail sales projected for that year (Dykema 2000). In addition to this substantial growth in online sales, consumers increasingly rely on information collected online to research a lot of purchases that a...