The importance of the industrial inside sales force: a case study
Article Abstract:
There is ample evidence that the relative roles of the inside and field sales force of industrial firms are changing. To cope with this change, this study investigates those traits which industrial customers desire from those in both inside and outside sales positions. To illustrate the strategic importance of the emerging inside selling position, a case study of a major U.S. tool and die manufacturer was conducted. Specifically, analysis connects the firm's inside and field rep performance to aspects of customer satisfaction. Findings indicate that for the focal firm it is as important, and in some cases more important, for inside reps to possess many similar traits as field reps. Results also show that the performance of the firm's inside sales force has a greater impact on customer satisfaction than that of its field sales force. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1996
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Sales force commitment and turnover
Article Abstract:
This article investigates salesperson turnover by examining the differing effects of job and organizational commitment on industrial salespeople's propensity to withdraw from selling jobs. Traditional approaches have focused on company turnover thus failing to consider salespeople's attitudinal and behavioral orientations that may lead them to leave selling jobs. The results of this study indicate that organizational commitment is significantly related to withdrawal from an organization. (Reprinted by permission of the publisher.)
Publication Name: Industrial Marketing Management
Subject: Business, international
ISSN: 0019-8501
Year: 1990
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Future of European Human Resource Management: a contingent approach
Article Abstract:
Recent research has taken a critical approach to some widely-held assumptions about Europeanisation, internationalisation and the possible development of European Human Resource Management (EHRM). It has found that many studies on how EHRM may develop are descriptive and proscriptive, while there is no clear view on what internationalisation really means. Against this background, it is important to take a new approach which clearly defines concepts.
Publication Name: European Management Journal
Subject: Business, international
ISSN: 0263-2373
Year: 1995
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