Motivating salesperson customer orientation: Insights from the job characteristics model

Article Abstract:

The job characteristics model (JCM) is used to argue that salesperson motivation to engage in customer orientation would be impacted by the extent to which they experience their work as meaningful. The research results show that experienced meaningfulness has a positive main effect on customer orientation and that both organizational identification and pay satisfaction enhance this positive main effect.

Analysis, Customer satisfaction

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Effects of coupons on brand categorization and choice of fast foods in China

Article Abstract:

The effects of coupons on consumers' brand categorization and choice processes are examined using fast food restaurants in China. The data obtained in Beijing shows both direct and cross-advertising effects and these results are discussed in light of the important implications they have for brand management in multibrand situations and international management of sales promotions.

China, Marketing procedures, Eating places, Fast Food Restaurants, Limited-Service Restaurants, Organizational nomenclature, Marketing, Names, Brand name products, Brand names, Company marketing practices

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Hotlists and Web browsing behavior: An empirical investigation

Article Abstract:

An explanatory investigation into how individuals use the 'bookmarks' or 'favorites' feature of the Web browsers that is generically designated a 'hotlist' is presented. The important role that is played by hotlists in browsing and searching behavior is confirmed.

Usage, Evaluation, Web browser, Web browsers, Database searching, Online searching

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