Zobrazeno 1 - 10
of 42
pro vyhledávání: '"Thomas R. Wotruba"'
Autor:
Thomas R. Wotruba, Linda Rochford
Publikováno v:
Developments in Marketing Science: Proceedings of the Academy of Marketing Science ISBN: 9783319173191
This paper reports the results of an exploratory study of selected relationships between the length of the selling cycle in various selling situations and in different types of sales organizations. Management implications are discussed and further re
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::17c9ad6b68d4626746f7fc2db70d299c
https://doi.org/10.1007/978-3-319-17320-7_151
https://doi.org/10.1007/978-3-319-17320-7_151
Autor:
James L. Pulsifer, Thomas R. Wotruba
Publikováno v:
Global Perspectives in Marketing for the 21st Century ISBN: 9783319173559
This study examines the usage and effectiveness of profit-oriented quotas in the achievement of company objectives. Data for this study were gathered from questionnaires sent to 219 sales managers within the U.S., of which 112 were returned for a 51%
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::4d5acf00f8d094453bf326f8e68901cb
https://doi.org/10.1007/978-3-319-17356-6_138
https://doi.org/10.1007/978-3-319-17356-6_138
Autor:
Linda Rochford, Thomas R. Wotruba
Publikováno v:
Proceedings of the 1993 Academy of Marketing Science (AMS) Annual Conference ISBN: 9783319131580
Externí odkaz:
https://explore.openaire.eu/search/publication?articleId=doi_________::d7b3dcb498cd512cea2651d57c378e5f
https://doi.org/10.1007/978-3-319-13159-7_64
https://doi.org/10.1007/978-3-319-13159-7_64
Publikováno v:
The International Review of Retail, Distribution and Consumer Research. 15:91-110
Turnover among its salespeople is a significant issue for direct selling firms because attrition impacts the size and continuity of revenue generation by a firm's sales force. While turnover rates in direct selling are high overall, turnover rates an
Publikováno v:
Journal of Small Business and Enterprise Development. 11:50-59
The past two decades have witnessed little, if any, growth in the numbers of small firms with employees in the UK. At the same time, a substantial growth in the numbers of self‐employed without employees as a component of the UK national labour for
Publikováno v:
Journal of Business Ethics. 42:237-252
The purpose of this present research is to expand upon the foundation that codes of ethics are more useful guides to managers in their behavior and decision-making when managers are more familiar with code content and intentions. We explore whether t
Publikováno v:
International Small Business Journal: Researching Entrepreneurship. 20:53-76
This article draws on UK data obtained from a useable sample of 673 'independent contractors' active in the field of direct sales franchising. This is a low-cost, low-entry barrier business opportunity, which, at any one time, facilitates 500,000 ind
Publikováno v:
Journal of Business Ethics. 33:59-69
Codes of ethics exist in many, if not the majority, of all large U.S. companies today. But how the impact of these written codes affect managerial attitudes and behavior is still not clearly documented or explained. This study takes a step in that di
Publikováno v:
Journal of Marketing Education. 20:200-209
The use of self- and peer ratings to evaluate individual performances in group settings in university classrooms has become accepted practice in higher education. This research-based article examines the relationship between self- and peer evaluation
Autor:
Thomas R. Wotruba, Pradeep K. Tyagi
Publikováno v:
Journal of Business-to-Business Marketing. 3:37-61
While the sales force is a major strategy element in business-to-business marketing, sales force turnover can hinder the building of effective relationships with customers. Research to understand turnover has been extensive, and the resulting turnove