This study sets out to assess the effects of sales-related capabilities personal selling organizations on individual sales capabilities, behaviors, and performance in cosmetics channels. Data are collected from 151 salespeople, their organizations, visiting customers (151) South Korea. The proposed hypotheses tested through structural equation modelling technique. finds that both types (salesfo...

background: statins have been effective medications in lowering serum total cholesterol (tc) concentrations across populations over time. the aim of this study was to estimate national and provincial trends in atorvastatin sales in iran, to systematically quantify its relationship with socio-economic indicators, and changes in tc level.   methods : in this retrospective ecological study, conduc...

This paper examines the impact of participation in direct marketing on the entire distribution of farm sales using the unconditional quantile regression (UQR) estimator. Our analysis yields unbiased estimates of the unconditional impact of direct marketing on farm sales and reveals the heterogeneous effects that occur across the distribution of farm sales. The impacts of direct marketing effort...

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...

Sales force deployment involves the concurrent resolution of four interrelated subproblems: sizing the sales force, salesman location, sales territory alignment, and sales resource allocation. The rst subproblem addresses the topic of selecting the appropriate number of salesman. The salesman location aspect of the problem involves determining the location of each salesman in one sales coverage...