Výsledky vyhledávání - "William L. Cron"

Commentary: practical insights for sales force digitalization success: the scholar’s perspective

Publikováno v: Journal of Personal Selling & Sales Management. 41:103-106

The Zoltners, Sinha, Sahay, Shastri, and Lorimer (2021) article provides an excellent macro model of how sales digitization is related to organizational success. Additionally, the authors provide r...

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_________::639e1fc8e068e93b64fec1fb4cbfb78c
https://doi.org/10.1080/08853134.2021.1919523

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No conversion, no conversation: consequences of retail salespeople disengaging from unpromising prospects

Autor: Hanaa Ryari, Johannes Habel, William L. Cron, Jan Wieseke, Sascha Alavi

Publikováno v: Journal of the Academy of Marketing Science. 49:502-520

On encountering a prospect whom they believe unlikely to make a purchase, some retail salespeople adopt a sales strategy of limiting engagement with the customer, relying on a “no conversion, no conversation” (NC2) sales strategy. Is this a good

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_dedup___::62c4d0af9b897ed2a7dde3f4d422bddf
https://doi.org/10.1007/s11747-020-00763-x

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Macro sales force research

Autor: William L. Cron

Publikováno v: Journal of Personal Selling & Sales Management. 37:188-197

The call for more macro sales force research where the sales force as a whole is the unit of analysis, which was raised in “The Strategic Role of the Sales Force,” is revisited in this article. Technology, consolidation, government policies, the

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_________::a295aa810e9e5a3ec3c2d7bc0bc5a896
https://doi.org/10.1080/08853134.2017.1352449

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Creating research collaboration among the global community of sales scholars: key takeaways from the 2013 AMA faculty consortium

Autor: Greg W. Marshall, William L. Cron, William C. Moncrief, Nick Lee

Publikováno v: Journal of Personal Selling & Sales Management. 34:232-239

Within the contemporary business milieu, the discipline of selling and sales management has taken on a more prominent role in recent years. Myriad factors have contributed to the rise of interest in sales including globalization, technology, more sop

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_________::943dab1b9fbeb97200d8fef33c6bcfe0
https://doi.org/10.1080/08853134.2014.905748

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The strategic role of the sales force: perceptions of senior sales executives

Autor: Samuel Grossenbacher, William L. Cron, Artur Baldauf, Thomas W. Leigh

Publikováno v: Cron, William L.; Baldauf, Artur; Leigh, Thomas W.; Grossenbacher, Samuel (2014). The Strategic Role of the Sales Force: Perceptions of Senior Sales Executives. Journal of the Academy of Marketing Science, 42(5), pp. 471-489. Springer Science + Business Media LLC 10.1007/s11747-014-0377-6

Current models of sales force strategy imply formidable information processing demands, which leads us to take a cognitive approach to studying the issue of sales force strategy. We focus on how top-level executives use mental models of sales force p

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_dedup___::5682fd841e7293d415e81bb7aa8c1694
https://doi.org/10.1007/s11747-014-0377-6

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Elektronická kniha

Dalrymple's Sales Management : Concepts and Cases

Autor: William L. Cron, Thomas E. DeCarlo

Easily accessible, real-world and practical, Dalrymple's Sales Management 10e by Cron and DeCarlo introduces the reader to the issues, strategies and relationships that relate to the job of managing an effective sales force. With a lively and engagi

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The Convergent Validity of Structural Measures of Differentiation Derived from Repertory Grids

Autor: Samuel Grossenbacher, Artur Baldauf, William L. Cron

Publikováno v: Journal of Constructivist Psychology. 23:321-336

Within repertory grid research multiple measures of differentiation referring to the relative number of judgments have been in use to assess the structure of personal construct systems. Extant research reports correlations between some of the structu

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_________::3279d17c3df5692ad8ed986c6fd7c9d6
https://doi.org/10.1080/10720537.2010.502409

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Gender differences in the pricing of professional services: Implications for income and customer relationships

Autor: John L. Graham, William L. Cron, John W. Slocum, Mary C. Gilly

Publikováno v: Organizational Behavior and Human Decision Processes. 109:93-105

This study extends our understanding of the effects of gender on both pricing behavior and owner income by examining both relationships in an experimental simulation involving owners of veterinary practices. Consistent with prior research, women owne

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_________::2fec92a58c05a3d48f3fb844d328c099
https://doi.org/10.1016/j.obhdp.2008.11.004

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THE EFFECT OF HIERARCHICAL LEVEL ON THE CONTENT AND STRUCTURE OF MANAGERS' MENTAL MODELS

Autor: Samuel Grossenbacher, William L. Cron, Artur Baldauf

Publikováno v: Academy of Management Proceedings. 2008:1-6

Though mental models influence managers' decision-making and organizations' performance, the extant literature offers little empirical support for understanding the effects of antecedents on manage...

Externí odkaz: https://explore.openaire.eu/search/publication?articleId=doi_________::2fcc6a919965a5cb21518164b98263ff
https://doi.org/10.5465/ambpp.2008.33716567

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