Banks are increasingly trying to gain a competitive edge by means of technological, legal and geographical bases. Enterprise differentiation through personnel marketing may be now…
Abstract
Banks are increasingly trying to gain a competitive edge by means of technological, legal and geographical bases. Enterprise differentiation through personnel marketing may be now more effective, distinguishing a bank by its service delivery rather than mere availability. This new philosophy of management that positions bank personnel and customers equally is to be sought, widening and consolidating the marketing concept. Implementation guidelines are here reviewed and the specific benefits of human relations are spelled out.
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John L. Tarver and Robert C. Haring
Marketing (sales) occurs any time one social unit strives to exchange something of value with another social unit. Clearly, the essence of marketing (sales) is a transaction — an…
Abstract
Marketing (sales) occurs any time one social unit strives to exchange something of value with another social unit. Clearly, the essence of marketing (sales) is a transaction — an exchange — intended to satisfy human wants and needs. Recognising that there are numerous ways of classifying social units and potential exchange relationships, social units as sellers and buyers are focused on. Social exchange concepts as they relate to selling behaviour are summarised and how sales people can improve their performance by adopting a social exchange approach to selling is explained.
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Nicholas Alexander, John Howells and James Hine
Considers marketing information and channel relationship issuesraised by the commercialization of EFTPoS systems. Discusses the roleand experience of the retailer, banker and…
Abstract
Considers marketing information and channel relationship issues raised by the commercialization of EFTPoS systems. Discusses the role and experience of the retailer, banker and consumer, and their evolving relationship in the context of electronic payment systems. Drawing on previous analysis of information flow within channels, where a dyadic relationship has been described, considers the triadic relationship created through the use of electronic payment systems at the point of sale, and the impact that consequent access to information will have on the relationship between bankers and retailers.
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Teachers leave the profession for various reasons, such as inadequate pay, work demands, and lack of support from their administrative leaders. Hargreaves (2004) attributed the…
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Teachers leave the profession for various reasons, such as inadequate pay, work demands, and lack of support from their administrative leaders. Hargreaves (2004) attributed the growing teacher burnout phenomenon to accountability pressures in the forms of high-stakes testing and increasing work demands. This stress can result in teacher's low self-efficacy and the perception of workplace alienation. Seyfarth (2008) described an alienated teacher with the “feeling that one's work is meaningless and that one is powerless to bring about change” (p. 198). Administrative leadership can further inhibit a teacher's professional growth by failing to meet the teacher's needs with respect to instructional coaching and lacking opportunities for professional self-reflection.
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In the 1990s and into the twenty‐first century, there has been a growing interest in understanding the development of service relationships. Trust and satisfaction have been…
Abstract
In the 1990s and into the twenty‐first century, there has been a growing interest in understanding the development of service relationships. Trust and satisfaction have been highly recognized in the literature as effective elements for establishing successful relationships. However, little is known regarding their importance in cultivating relationships in an interactive‐selling context. The present study attempts to examine the influence of behavior and performance of salespersons on customers’ trust and satisfaction and, in turn, their anticipations of future interactions with the salesperson in the context of insurance services. A survey was conducted with customers from a large UK insurance company based in Hong Kong. The results show that satisfaction, the salesperson’s self‐disclosure and relation orientation significantly influenced future business opportunities. From the findings, a dynamic framework incorporating a set of interactive elements will be proposed. Managerial implications and directions for future research will be outlined and suggested.
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Antonis C. Simintiras and John W. Cadogan
Despite the acknowledged importance of an understanding of the determinants of and processes affecting the salesperson‐customer interaction, this issue still remains an enigma…
Abstract
Despite the acknowledged importance of an understanding of the determinants of and processes affecting the salesperson‐customer interaction, this issue still remains an enigma. Posits that, of the two main philosophical stances available in the study of human behaviour (i.e. mediationism and behaviourism), the prevailing approaches adopted in the study of the salesperson‐customer interaction are mediationistic in nature and are, for the most part, uncritically accepted. States that in order to improve current understanding of the salesperson‐customer interaction, alternative sources for explaining this dyad should be introduced into the field of study. Argues that the competing philosophical stance offered by radical behaviourism may be suitable for this purpose, providing an examination of how this approach can be utilized to explain buying behaviour within the sales interaction context.
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DeGraft Owusu-Manu, David John Edwards, Erika Anneli Pärn, Richard Ohene Asiedu and Alex Aboagye
While mortgage markets have gradually emerged in many African countries, substantial barriers still hinder their growth and expansion. Affordability has been widely cited as a…
Abstract
Purpose
While mortgage markets have gradually emerged in many African countries, substantial barriers still hinder their growth and expansion. Affordability has been widely cited as a prominent issue that doggedly remains at the core of urban housing problems. Hence, this paper aims to investigate the determinants of mortgage price affordability.
Design/methodology/approach
Data were gathered using semi-structured questionnaires obtained from a sample drawn from three major West African mortgage financing institutions. Respondents rated the variables using a five-point Likert item rating. The survey results were analysed using exploratory factor analysis.
Findings
In total, 11 variables that influence mortgage affordability were categorised within five principal components, namely, economic factors, financial factors, property characteristics, developmental factors and geographical factors.
Practical implications
The results provide insightful guidance to policymakers and practitioners on how to mitigate affordability issues within Ghana’s fledgling mortgage market. Failure to address the mortgage price affordability conundrum will place enormous pressure upon social housing and rental accommodation.
Originality/value
The research findings expand existing frontiers of knowledge by investigating and reporting upon the determinants of mortgage price affordability. The work also engenders wider debate on the need to establish mortgage packages targeted at low-to-middle-income earners. The culmination of analysis and debate will provide a robust basis for developing a future housing policy framework.
Luke Patrick Wilson Rogers, John Robertson, Mike Marriott and Matthew Kenneth Belmonte
Although intellectual disability (ID) and criminal offending have long been associated, the nature of this link is obfuscated by reliance on historically unrigorous means of…
Abstract
Purpose
Although intellectual disability (ID) and criminal offending have long been associated, the nature of this link is obfuscated by reliance on historically unrigorous means of assessing ID and fractionating social cognitive skills. The purpose of this paper is to review and report current findings and set an agenda for future research in social perception, social inference and social problem solving in ID violent offenders.
Design/methodology/approach
The literature is reviewed on comorbidity of criminal offending and ID, and on social cognitive impairment and ID offending. In an exploratory case-control series comprising six violent offenders with ID and five similarly able controls, emotion recognition and social inference are assessed by the Awareness of Social Inference Test and social problem-solving ability and style by an adapted Social Problem-Solving Inventory.
Findings
Violent offenders recognised all emotions except “anxious”. Further, while offenders could interpret and integrate wider contextual cues, absent such cues offenders were less able to use paralinguistic cues (e.g. emotional tone) to infer speakers’ feelings. Offenders in this sample exceeded controls’ social problem-solving scores.
Originality/value
This paper confirms that ID offenders, like neurotypical offenders, display specific deficits in emotion recognition – particularly fear recognition – but suggests that in ID offenders impairments of affect perception are not necessarily accompanied by impaired social problem solving. The implication for therapeutic practice is that ID offenders might be most effectively rehabilitated by targeting simpler, low-level cognitive processes, such as fear perception, rather than adapting treatment strategies from mainstream offenders.