How HRM control affects boundary-spanning employees’ behavioural strategies and satisfaction : The moderating impact of cultural performance orientation

This study examines how cultural performance orientation moderates the influence of human resource management (HRM) controls on boundary-spanning employees’ behavioural strategies and satisfaction.HRM control; national culture; performance orientation; boundary-spanning employees; salespeople

Sales profession and professionals in the age of digitization and artificial intelligence technologies: concepts, priorities, and questions

Recognizing the rapid advances in sales digitization and artificial intelligence technologies, we develop concepts, priorities, and questions to help guide future research and practice in the field of personal selling and sales management. Our analysis reveals that the influence of sales digitalization technologies, which include digitization and artificial intelligence, is likely to be more significant and more far reaching than previous sales technologies. To organize our analysis of this influence, we discuss the opportunities and threats that sales digitalization technologies pose for (a) the sales profession in terms of its contribution to creating value for customers, organizations, and society and (b) sales professionals, in terms of both employees in organizations and individuals as self, seeking growth, fulfillment, and status in the functions they serve and roles they live. We summarize our discussion by detailing specific research priorities and questions that warrant further study and development by researchers and practitioners alike

Leveraging your Database for Effective Direct Marketing

No Abstract Available LBS Management Review Vol.4(1) 1999: 15-2

Nigerian Consumer Attitudes Toward Foreign and Domestic Products

The Nigerian consumer obsession with foreign-made goods has had a detrimental effect on the domestic manufacturing industry. This paper uses conjoint analysis to investigate the importance of a product's country-of-manufacture relative to other attributes in the Nigerian consumer choice. It was found that the country-of-manufacture is significantly more important than price and other product attributes in consumer preference. Nigerian consumers have a negative image of the ‘Made in Nigeria’ label, rating it lower than labels from more economically developed countries. Additional analyses indicate that the superior reliability and technological advancement of foreign products are the most important correlates of the Nigerian consumer's likelihood to purchase foreign products. Implications for foreign marketers, domestic governments and domestic manufacturers are discussed.© 1999 JIBS. Journal of International Business Studies (1999) 30, 611–622

Entrepreneurial Selling The Facts Every Entrepreneur Must Know

Entrepreneurial Selling addresses the unique challenges faced by entrepreneurs in search of buy-ins for novel ideas, products, or services. In addition to describing typical hurdles, it offers strategies to win over customers, employees, financiers, suppliers, board members, and other collaborators. While most books on entrepreneurship focus on the profile of entrepreneurs and startup capital, Entrepreneurial Selling sheds light on how entrepreneurs can excel at selling to obtain resources of all kinds. The success of a novel idea hinges on identifying, reaching, engaging, and convincing different stakeholders of its merits. Basically, entrepreneurship is not possible without the ability to sell. Based on multiyear field studies and many consulting projects with entrepreneurs in Africa, Asia, Europe, Latin America, Middle East, and North America, the insight contained herein should give entrepreneurs a “leg up” by helping them to prevent costly mistakes and increase the odds of realizing their dreams. Ultimately, the goal is to move beyond wishful thinking and into a strong business foundation by facilitating early reality checks that will inform productive usage of entrepreneurs’ limited resources. Keywords buy-ins, convince, entrepreneurs, entrepreneurship, resources, selling, stakeholder

Antecedents and Consequences of Sales Force Control Systems. A Relational Perspective

No abstract availabl