Ändra sökning
RefereraExporteraLänk till posten
Permanent länk

Direktlänk
Referera
Referensformat
  • apa
  • harvard1
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Annat format
Fler format
Språk
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Annat språk
Fler språk
Utmatningsformat
  • html
  • text
  • asciidoc
  • rtf
Personal selling and relationships: a review and explorative essay
Luleå tekniska universitet, Institutionen för ekonomi, teknik och samhälle, Industriell Ekonomi.
2008 (Engelska)Doktorsavhandling, sammanläggning (Övrigt vetenskapligt)
Abstract [en]

The overall scope of this doctoral thesis is focusing on selling. The thesis contains two studies; Study A is a synopsis of a licentiate thesis published in 2002, while Study B contains three journal articles. Study A examined industrial selling in Swedish manufacturing small and medium-sized enterprises (SMEs). The research addressed three research questions dealing with selling activities, individuals involved in selling, and selling processes in three different selling contexts. Study A adopted a qualitative research approach; it used a case study research strategy and collected the primary data through personal interviews. The study included four cases, interviewing a total of 19 respondents in various positions within the selected companies. The study's findings indicate that selling activities performed by manufacturing SMEs in this study are complex and include a variety of activities. The numerous individuals found to be involved in selling represented several different functions within the selling company. Furthermore, the findings indicated that the studied companies included external individuals when performing their selling activities. Finally, the performed selling activities could be described in several selling processes. These findings suggest that the selling processes vary from rather simple and transaction-oriented selling processes to more complex processes dealing with both long-term customer relationships and single transactions. Study B examined relationships in selling in the financial services industry, looking specifically at the relationships between members of a sales force and other members of the same organization as well as relationships between salespeople and customers. All three articles included in this study applied a quantitative research approach. The first article, "The Impact of Incentives on Interfunctional Relationship Quality: Views from a South African Firm," sought to discover the extent to which different functional groupings perceived the incentives an organization offers its personnel as being "fair." The setting for the research in this article was a small- to medium-sized marketer of financial services in a South African context. Data were collected using questionnaires; 141 usable responses were received, representing a response rate of 81 percent. The findings from this article provide evidence that small but significant differences exist in the perceptions of the fairness of incentives provided. The second article, "Trusting Relationships. How Salespeople View the Quality of Relationships with Friends and Customers," as well as the third article "Personal Acquaintances and Salespeople in Financial Services: Differences Between Customers and Friends," deals with the relationships between salespeople and friends, salespeople and good customers, and salespeople and bad customers. However, the two articles used different scales to measure these relationships. In the second article, relationships were measured using the Trusting Relationship questionnaire; in the third article, relationships were measured using the Personal Acquaintance measure. Data from both articles were gathered from a large Swedish firm in the financial services industry through questionnaires sent to salespeople. The questionnaire resulted in 119 usable responses for both articles, corresponding to a response rate of 60.1 percent. Based on the results presented in both articles, salespeople do not perceive relationships with friends in the same way as they perceive their relationships with customers. Similarly, both articles provide evidence that salespeople perceive relationships with good customers to be different from those with bad customers.

Ort, förlag, år, upplaga, sidor
Luleå: Luleå tekniska universitet, 2008. , s. 136
Serie
Doctoral thesis / Luleå University of Technology 1 jan 1997 → …, ISSN 1402-1544 ; 2008:64
Nationell ämneskategori
Företagsekonomi
Forskningsämne
Industriell marknadsföring
Identifikatorer
URN: urn:nbn:se:ltu:diva-26397Lokalt ID: e15e2000-ba38-11dd-b223-000ea68e967bOAI: oai:DiVA.org:ltu-26397DiVA, id: diva2:999559
Anmärkning
Godkänd; 2008; 20081124 (ysko)Tillgänglig från: 2016-09-30 Skapad: 2016-09-30 Senast uppdaterad: 2017-11-24Bibliografiskt granskad

Open Access i DiVA

fulltext(1228 kB)5020 nedladdningar
Filinformation
Filnamn FULLTEXT01.pdfFilstorlek 1228 kBChecksumma SHA-512
a0f822ac0d364127d9cc06787865a5157c77ee53621b3062200873e769f7b158c287498a5a70e658097841d84a5fa43f882f1cb4ad96f8c996a669bf788d1f10
Typ fulltextMimetyp application/pdf

Personposter BETA

Bäckström, Lars

Sök vidare i DiVA

Av författaren/redaktören
Bäckström, Lars
Av organisationen
Industriell Ekonomi
Företagsekonomi

Sök vidare utanför DiVA

GoogleGoogle Scholar
Totalt: 5020 nedladdningar
Antalet nedladdningar är summan av nedladdningar för alla fulltexter. Det kan inkludera t.ex tidigare versioner som nu inte längre är tillgängliga.

urn-nbn

Altmetricpoäng

urn-nbn
Totalt: 385 träffar
RefereraExporteraLänk till posten
Permanent länk

Direktlänk
Referera
Referensformat
  • apa
  • harvard1
  • ieee
  • modern-language-association-8th-edition
  • vancouver
  • Annat format
Fler format
Språk
  • de-DE
  • en-GB
  • en-US
  • fi-FI
  • nn-NO
  • nn-NB
  • sv-SE
  • Annat språk
Fler språk
Utmatningsformat
  • html
  • text
  • asciidoc
  • rtf