this research develops a two-level model based on hypotheses, which concern relationships among role ambiguity, role conflict, job involvement and salesperson performance at individual level and collective sale self efficacy, customer orientation and competitive climate at sale unit level in iranian food industry. data was drawn from 482 sales people in 30 companies , using a 51-item self-repor...

This paper develops and tests a new model for multiple-unit adoptions of durable goods based on the diffusion modeling tradition. Multiple-unit adoptions are a major component of sales for many consumer durable product categories. For instance, sales of multiple-unit adoptions for televisions have been high than both first adoptions and replacement purchases since 1977, while for automobiles th...

Several researchers have decomposed sales promotion elasticities based on household scanner panel data. A key result is that the majority of the sales promotion elasticity, about 74 percent on average, is attributed to secondary demand effects (brand switching) and the remainder to primary demand effects (timing acceleration and quantity increases). We demonstrate that this result does not impl...

INTRODUCTION E-cigarette sales continue to increase in the United States. To date, little surveillance research has documented the specific product attributes driving growth. This study uses national market scanner data to describe sales trends in traditional U.S. tobacco retail channels between 2012 and 2013 and identifies product features associated with sales increases. METHODS Data on e-c...

This paper studies the e¤ects of capacity utilization on accounting pro…t margins and stock returns. Since accounting pro…t margins represent the average pro…t per unit and not the economists’ concept of unit contribution margin, the marginal/variable pro…t per unit, a …rm with idle capacity can increase its pro…t margins by increasing sales (output). However, if the …rm is operating at full ca...

has presented an intriguing study of psychotropic drug sales in Warrangal during 1993-94; I wish to suggest that his findings and conclusion may need to be reconsidered from at least three viewpoints. First, higher utilization of a drug is a measure of its popularity. Dr. Sarma has commented upon the popularity of different drugs based upon their sales, with sale units expressed in kilogrammes ...

A firm facing price dependent stochastic demand aims to maximize its total expected profit over a planning horizon. In addition to the regular unit selling price, the firm can utilize quantity discounts to increase sales. We refer to this dual-pricing strategy as quantity-based price differentiation. At the beginning of each period, the firm needs to make three decisions: replenish the inventor...

AIM To compare alcohol purchasing and consumption by ill drinkers in Edinburgh with wider alcohol sales in Scotland. DESIGN Cross-sectional. SETTING Two hospitals in Edinburgh in 2008/09. PARTICIPANTS A total of 377 patients with serious alcohol problems; two-thirds were in-patients with medical, surgical or psychiatric problems due to alcohol; one-third were out-patients. MEASUREMENTS ...

Achannel rebate is a payment from a manufacturer to a retailer based on retailer sales to end consumers. Two common forms of channel rebates are linear rebates, in which the rebate is paid for each unit sold, and target rebates, in which the rebate is paid for each unit sold beyond a specified target level. When demand is not influenced by sales effort, a properly designed target rebate achieve...

Petri Parvinen works as Professor of Sales Management at the Aalto University School of Business, Helsinki, Finland. In his academic research, Dr. Parvinen has concentrated on explaining growth and profitability at the business unit level. Parvinen has produced over 50 different academic publications, scholarly articles having appeared in e.g. Journal of Management Studies, Industrial Marketing...