Related Papers
IAEME PUBLICATION
Factors Affecting Special Tourism Product Development: Case Study of Binh Thuan -Vietnam
2020 •
IAEME Publication
This paper proposes the methodology to identify and measure the factors affecting the development of specific tourism products of Binh Thuan, Vietnam. The Cronbach's Alpha and exploratory factor analysis (EFA) are utilized to complete a research model. Then the quantitative research is implemented to investigate the subjects surveyed and verified by structural equation modeling (SEM) linear analysis. It is based on the achieved affecting factors to propose implications about natural tourism resources, cultural tourism resources, tourism management, tourism environment, science and technology, and infrastructure development; and solutions including service solutions, human resource solutions, and product development policy solution.
Industrial Marketing Management
Antecedents of salespeople's reluctance to sell radically new products
2010 •
Annukka Jyrämä
Journal of Personal Selling and Sales Management
Product Innovativeness, Customer Newness, and New Product Performance: A Time-Lagged Examination of the Impact of Salesperson Selling Intentions on New Product Performance
2008 •
Willy Bolander
In this time-lagged study, we illuminate the role of the sales force in new product introductions by examining the impact of salespeople’s selling intentions on new product performance. Survey responses from 439 salespeople selling one product and 362 salespeople selling a second product suggest that salespeople’s selling intention is a key mediating variable. In particular, product innovativeness has a positive impact and customer newness has a negative impact on new product performance. However, both variables work indirectly through salespeople’s intention to sell new products. We conclude with managerial implications of our fi ndings and directions for future research.
Journal of Ecophysiology and Occupational Health
Relationship of New Products Development with Sales Strategy in Isfahan Insurance Companies Esmail Ghaderi1, Samira Taheri2, Mohammad Reza Moradi3, Mohammad Ali Manafzadeh4
2017 •
samira taheri
The present research has been designed and implemented to investigate the relationship between sales strategies and the development of new products in insurance companies in Isfahan. From the perspective of the method, this study is a descriptive study of the type of correlation, in terms of purpose, applied; in terms of collecting information, surveying is a time-cross-sectional one. The statistical population of this study includes 17 active insurance workers in Isfahan city. Reliability of the questionnaire was calculated by Cronbach’s alpha for the sales strategy equal to 0.940 and for the development of new products was 0.768. The final findings of SPSS software showed a significant relationship between the development of new products and their dimensions (technology, management, marketing, and commercialization) with sales strategies in insurance companies, among which the commercialization dimension, Had the highest correlation coefficient with sales strategies.
Journal of Business & Industrial Marketing
Sales capability creation during new product development – early involvement of sales
Harri Haapasalo
Purpose This study aims to focus on creating sales capability as part of new product development (NPD). The aim is to define generic requirements for building sales capability as a part of NPD and to propose a necessary process by defining key activities for sales readiness. Design/methodology/approach An inductive and qualitative research method was used to construct a sales capability creation process based on a current state analysis in seven companies. Findings The results indicate that the status of companies’ sales-related planning varies during the NPD, and the related activities are not systematically managed. Considering sales early is necessary to enable a smooth and cost-efficient start of sales, and to avoid unnecessary delays and problems in other functions. At the same time, the companies recognise the need for improvement. Originality/value This paper presents a potential process including systematic activities for creating sales capability in conjunction with product...
Journal of Product Innovation Management
How New Product Introductions Affect Sales Management Strategy: The Impact of Type of "Newness" of the New Product
2003 •
Kamel Micheal
… to the OECD Conference on Innovation and Growth in …
Product improvement or innovation: what is the key to success in tourism
2004 •
sarangerel sambuu
Journal of Current Researches on Social Sciences (JoCReSS)
A Research on Internal Marketing and Motivation: Impact of Training and Development Programs on Motivation of Sales Employees in Tourism Sector
2017 •
Onur Çelik
The purpose of this paper is to understand the affect of training and development programs on motivation of employees in tourism sector. Participating of sales employees in training and development programs have important role to sales employees as being internal customers for the increase of sales employees motivation in services sector. In line with the aim, this study examines the sales employee evalution of training and development programs in tourism sector with the blend of secondary and primary data which was collected by face to face and drop-collect techniques applied to sales employees working in the hotels in Adana, Turkey. Statistical analyses of data indicate that there is positive relationship between the training and development programs and sales employee's motivation. The study concludes that training and development programs have positive impact on motivation of sales employees in tourism sector. The results are strongly based on the literature review.
14th Annual International Bata Conference
Integrated Systems and Metodologies in Spanish Firms
2017 •
victor gisbert soler
The Role of Adaptive Sales in Increasing the Performance ff Jimshoney Product Sales Personnel in East Java
2021 •
Rezza Lutviana Suryahadi
This research is based on the phenomenon of selling online-based products by using salespeople as marketing subjects, so there is a need for research on sales force performance to measure the effectiveness of sales force performance in marketing company products. The purpose of this study was to test and determine the causal relationship between constructs in the model, namely the construct of customer orientation and sales soft capability on the performance of employees with adaptive sales as a mediator.This study uses a quantitative approach. The sampling method used is a purposive sampling method with 100 respondents who are JimsHoney salespeople in East Java who have joined as salespeople for at least 3 months on January 1, 2021. The data analysis used in this study uses Smart PLS version 3 for windows.The conclusion of the study shows that customer orientation has a positive and significant effect on the performance of salespeople for JimsHoney products in East Java, while sale...
