European Journal of Marketing articles from July 1996

European Journal of Marketing archives from July 1996

Editorial. (personal selling and sales management)(Editorial)
July 1, 1996... I am delighted to present this special issue on "Personal selling and sales management" for the European Journal of Marketing. The purpose of this issue is to publish a mixture of articles that represent some of the leading thinking and...

The effects of organizational formalization on organizational commitment and work alienation in US, Japanese and Korean industrial salesforces.(Personal Selling and Sales Management)
July 1, 1996... Introduction Business managers consider awareness of the work alienation and organizational commitment of their employees to be a key concern. Ostensibly, highly committed, less alienated employees are more productive and less likely to...

Personal construct psychology and personal selling performance.(Personal Selling and Sales Management)
July 1, 1996... Introduction Sales performance research over the last 70 years has been characterized by various attempts to link sets of constructs to the overall performance of the selling activity. The primary integrative model was developed by Walker et...

The effects of environmental dynamism and heterogeneity on salespeople's role perceptions, performance and job satisfaction.(Personal Selling and Sales Management)
July 1, 1996... Introduction With increasing competition and advances in technology, organizations are facing environments that are extremely complex and dynamic. This is especially true in the international arena, where global products and markets have...

CAPPLAN: a decision-support system for planning the pricing and sales effort policy of a salesforce. (Call and Price Planning)(Personal Selling and Sales Management)
July 1, 1996... The problem If a firm sells a certain product mix through a salesforce to heterogeneous accounts, it is faced with the problem of optimal allocation of selling effort across accounts. Zoltners and Sinha (1980) have surveyed models for aiding...

Personal selling constructs and measures: emic versus etic approaches to cross-national research.(Personal Selling and Sales Management)
July 1, 1996... Marketing researchers and practitioners are recognizing that, to succeed, firms must cater to customers within the context of their environment (Wind and Robertson, 1983). This environment is increasingly becoming international. Indeed,...