This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/EUM0000000002763. When citing the…
Abstract
This article has been withdrawn as it was published elsewhere and accidentally duplicated. The original article can be seen here: 10.1108/EUM0000000002763. When citing the article, please cite: Stephen J. Grove, Mary C. LaForge, Patricia A. Knowles, Louis H. Stone, (1992), “Improving Sales Call Reporting for Better Management Decisions”, Journal of Business & Industrial Marketing, Vol. 7 Iss: 2, pp. 53 - 60.
Richard M. Reese and Louis H. Stone
The objective of this research was to explore the question, “Who is involved in the various phases of the organizational buying process?” To provide a framework for analysis, a…
Abstract
The objective of this research was to explore the question, “Who is involved in the various phases of the organizational buying process?” To provide a framework for analysis, a BUYGRID model was modified so that the degree of participation of three levels of organizations could be examined in each buy phase for both a new‐task and a modified rebuy situation for the purchase of a computer software package. The BUYGRID model was modified to introduce a “negotiation loop,” a phase that has not traditionally been included as a buy phase. The results reveal that top management and middle management are significantly more involved than the operations group in six of the phases of the buying process, including the negotiation phase.
Mary C. LaForge and Louis H. Stone
Illustrates a simple and practical method for analysing thecommunication flows in a buying centre. Presents an actual applicationthat captures the organisational interactions…
Abstract
Illustrates a simple and practical method for analysing the communication flows in a buying centre. Presents an actual application that captures the organisational interactions necessary to secure approval for major purchase requests in a textile manufacturing company. Concludes that analysis and actual lead time to secure approval in the company resulted in information about the buying process that was contrary to the perception of the employees who initiated the purchase requests.
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Stephen J. Grove, Mary C. LaForge, Patricia A. Knowles and Louis H. Stone
States that information regarding the trading environment andcustomers is essential if a firm′s marketing is to be effective.Describes the two sources: primary, e.g. salespeople…
Abstract
States that information regarding the trading environment and customers is essential if a firm′s marketing is to be effective. Describes the two sources: primary, e.g. salespeople and distributors; and secondary such as statistical research. Examines the development of the cheaper primary source through the use of sales force feedback instruments, incorporating call reports. Concludes that the effective use of the sales feedback mechanism can assist managerial strategic decisions.
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Mary C. LaForge, Stephen J. Grove and Louis H. Stone
This paper introduces a training technique that is designed to improve salespersons’ selling skills through introspection and discovery of success drivers and inhibitors. We…
Abstract
This paper introduces a training technique that is designed to improve salespersons’ selling skills through introspection and discovery of success drivers and inhibitors. We present the technique and the theoretical foundations that support it. We also discuss how the technique may be implemented and provide a case example to demonstrate the application of the training mechanism.
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J.A.F. Nicholls and Sydney Roslow
Recent studies have conceptually explored the interrelation of buying and selling in commercial transactions. This article is an empirical probing of these theoretical constructs…
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Recent studies have conceptually explored the interrelation of buying and selling in commercial transactions. This article is an empirical probing of these theoretical constructs. The cruise line industry is the chosen forum to illustrate the interactive nature of industrial buying and selling: on the one hand, how customers' needs affect their purchasing decisions and, on the other hand, how suppliers' selling strategies must complement these needs. Buying and selling are presented in parallel in the discussion and schematically summarized in a ten‐construct framework which is both specific and general. Awareness and application of the principles in the framework enable buyers and/or sellers to achieve maximum potential effectiveness.
Gregory P. Stone (1921–1981) made original contributions to the fields of urban sociology, social psychology, sociology of sport, and sociological theory. His work gave rise to a…
Abstract
Gregory P. Stone (1921–1981) made original contributions to the fields of urban sociology, social psychology, sociology of sport, and sociological theory. His work gave rise to a set of empirically grounded concepts including nonranked status aggregates, personalization, universes of appearance, and personal and collective identity. These concepts developed over time, were based on quantitative research, and provide continuity to Stone’s work. This essay will elaborate on these concepts in order to consolidate and interpret Stone’s contribution to sociology.
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Discuss in detail the uses which might legitimately be made of the following passage by the writer of a profound study of economic life and thought in France at the end of the…
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Discuss in detail the uses which might legitimately be made of the following passage by the writer of a profound study of economic life and thought in France at the end of the reign of Louis XIV. In answering the question make full use of your knowledge of (a) historical criticism; (b) French economic and general history.