Changing participation in web conferencing: the shared computer screen as an online sales interaction resource

2021 ◽  
Vol 0 (0) ◽  
Author(s):  
Pilvi Heinonen ◽  
Jarkko Niemi ◽  
Timo Kaski
Keyword(s):  
Marketing Research ◽  
Workplace Communication ◽  
Web Conferencing ◽  
Technological Environment ◽  
Computer Screen ◽  
Online Sales ◽  
Sales And Marketing ◽  
Material Environment ◽  
Complex Technology ◽  
Sales Interaction

Abstract This article explores the increasing digitalization of workplace communication. Drawing on the material environment in a complex, technology-mediated workplace environment, the article investigates how remote sales interaction is constructed and managed by its participants. The data consist of web conferences conducted in Finland between a salesperson (SP) and a prospective customer (C). During the meeting, SP delivers a software solution demonstration on a shared computer screen on which only SP is able to take actions. Deploying the method of multimodal conversation analysis, the research focuses on how the shared computer screen is used as an interactional resource to achieve joint attention and to direct participants’ focus during the sales meeting. First, the shared screen view is SP’s resource; for instance, when SP describes the functionalities of the software, he/she recurrently uses deictic expressions and other linguistic means in combination with coordinated keyboard activity. Later, the shared screen view evolves into a medium for both participants’ actions. The findings suggest that, as the negotiation gets closer to the context of the customer organization’s business, C may use the screen as a vehicle for his/her own interactional purposes. Through a gradual growth in understanding of the software, C begins commenting on the screen view or guides SP’s actions on the shared screen, enabling both a collaborative sales interaction and knowledge construction in a complex technological environment. Unlike previous studies on technology-supported institutional telephone interactions, SP’s screen view in the present study is a resource shared by both the professional and the client. The study contributes both to the field of technology-mediated workplace studies as well as to the field of sales and marketing research.

scholarly journals DAMPAK BISNIS ONLINE TERHADAP FLUKTUASI PENJUALAN DI KOPERASI DALEM SELATAN (KDS) KAMILAH WILAYAH FATIMATUZZAHRO’ PONDOK PESANTREN NURUL JADID

2018 ◽  
Vol 2 (1) ◽  
pp. 50-61
Author(s):  
H. Najiburrahman Wahid ◽  
Nur Halima
Keyword(s):  
Dynamic Change ◽  
Boarding School ◽  
Business Unit ◽  
Promotion Strategy ◽  
Price Discounts ◽  
Online Sales ◽  
Sales And Marketing ◽  
Collection Data ◽  
Online Business ◽  
The Impact

This research is motivated by the development of times that are very rapid and increasingly modern so as to provide a boost to system changes both in terms of transactions, sales and marketing. The rise of virtual commerce or what is often called Online Business has a big influence on trade in the real world, as happened in our KDS in the Fathimatuzzahra ’PP region. Nurul Jadid. Before the online business that entered the KDS pesantren we experienced an increase in sales. However, after the existence of an online business that is increasingly prevalent in boarding schools causing fluctuations in sales at KDS, we are.This research was carried out to find out: (1) the impact that arises with the existence of an online business against fluctuations in sales in the KDS cooperative. (2) Steps of KDS cooperatives We are in maintaining consumer interest.Online business is a business whose trade is connected through the internet network. Sales fluctuations are the rate of dynamic change in the supply or production of producer goods within a certain period of time. Whereas KDS We are a business unit of pesantren which is different in nature from kopresai in general. This research is a type of qualitative research. This study chose a business unit in the Fatimatuzzahro region in the Nurul Jadid Islamic Boarding School. The technique of collecting data uses observation, interviews and documentation. The validity of the data is tested by triangulation. Data analysis techniques in the form of data collection, data reduction, data presentation and conclusion.         After carrying out the research, the researcher concluded that the impact arising from the proliferation of Online sales was the decrease in KDS income. We were based on the monthly sales report of KDS. We were. and the steps taken to overcome the problem of decreasing income in our KDS are by increasing the promotion strategy, lottery coupons and price discounts.

Business-to-Consumers eCommerce

E-Marketing ◽  
2012 ◽  
pp. 1051-1067
Author(s):  
Fahri Karakaya
Keyword(s):  
Web Sites ◽  
Small Businesses ◽  
Marketing Research ◽  
Online Marketing ◽  
Online Sales ◽  
The Usa ◽  
Online Business ◽  
Use Of The Internet ◽  
Online Marketing Research ◽  
Effective Use

This chapter focuses on the effective use of the Internet for marketing products and services. The chapter starts by presenting statistics about Internet usage and online sales in the USA and around the world. It then examines the evolution of web sites from a static format to an interactive format with the start of Web 2.0. As a plus to small businesses, the chapter also briefly outlines the steps involved in starting an online business and the advantages and disadvantages of having one. Special emphasis is placed on developing an eMarketing strategy, drawing on the marketing mix, online marketing research, and search engine optimization, as well as social media marketing. The chapter ends by showcasing Amazon.com’s marketing tools as excellent examples of effective eBusiness.

Methodical Approach to Identifying Buying Motives within Various Sales Channels Based on Behavioral Segmentation

2020 ◽  
Vol 10 (2) ◽  
pp. 515
Author(s):  
Yelena Yuryevna DEPUTATOVA ◽  
Tatyana Ivanovna URYASEVA ◽  
Vyacheslav Petrovich CHEGLOV ◽  
Julia Gennadievna LEONOVA ◽  
Vladimir Anatolyevich BASKAKOV
Keyword(s):  
Consumer Behavior ◽  
Marketing Research ◽  
Customer Segmentation ◽  
Customer Perception ◽  
Sales Channels ◽  
Online Sales ◽  
Access Price ◽  
Quantitative Marketing ◽  
Methodical Approach ◽  
Key Indicators

The methods for identifying differences in the buying motives in online and offline trade are developed based on a theoretical analysis of approaches to the customer segmentation and their dependence on its purpose. The purpose of the study is to identify differences in the buying motives in online and offline trade and to substantiate the feasibility of conducting behavioral segmentation in order to identify such differences. The empirical research results are based on the quantitative marketing research (polls). The buying motives in offline and online sales channels were studied in several stages. The key advantages of offline and online sales channels were identified in terms of customer perception at the first stage. The following advantages were identified in offline and online trade: high quality guaranteed by the seller for buyers with high incomes; accessibility as the speed and convenience of access, price acceptability for buyers with average and below average incomes; and the breadth, depth, and updateability of the product range for all groups. The buying motives in offline and online trade were identified as factors that encouraged buying at the second stage. The polls have shown that key motives for customers to opt for offline sales channels are related to the perception of the aggregate properties of products that exceed the properties of similar products in online sales channels. The main reasons for buying through online sales channels are the following key indicators that determine the quality of the buying service: convenience and speed of purchasing, speed of delivery, and convenient time to receive an order. This study allowed to develop a model for studying the consumer behavior in order to identify the key rational and emotional motives of buying through online and offline sales channels. The information component of this model was based on the marketing research involving the sequential implementation of the following stages: studying the market trends in order to identify changes in the motives of consumer behavior; selecting segmentation criteria and carrying out marketing research; identifying the key benefits of offline and online sales channels in terms of customer perception; identifying and grouping the key motives that guided customers when choosing a channel for buying; identifying the causes of changes in the rational and emotional motives of consumer behavior; and developing and implementing the marketing communications programs that implied an impact on the emotional and rational motives.

Business-to-Consumers eCommerce

2012 ◽  
pp. 227-244
Author(s):  
Fahri Karakaya
Keyword(s):  
Web Sites ◽  
Small Businesses ◽  
Marketing Research ◽  
Online Marketing ◽  
Online Sales ◽  
The Usa ◽  
Online Business ◽  
Use Of The Internet ◽  
Online Marketing Research ◽  
Effective Use

This chapter focuses on the effective use of the Internet for marketing products and services. The chapter starts by presenting statistics about Internet usage and online sales in the USA and around the world. It then examines the evolution of web sites from a static format to an interactive format with the start of Web 2.0. As a plus to small businesses, the chapter also briefly outlines the steps involved in starting an online business and the advantages and disadvantages of having one. Special emphasis is placed on developing an eMarketing strategy, drawing on the marketing mix, online marketing research, and search engine optimization, as well as social media marketing. The chapter ends by showcasing Amazon.com’s marketing tools as excellent examples of effective eBusiness.

scholarly journals Social presence and e-commerce B2B chat functions

2020 ◽  
Vol 54 (6) ◽  
pp. 1205-1224 ◽  
Author(s):  
Jonna Pauliina Koponen ◽  
Saara Rytsy
Keyword(s):  
Social Presence ◽  
Marketing Research ◽  
Relationship Maintenance ◽  
Customer Relationship ◽  
Online Chat ◽  
Content Type ◽  
Sales Training ◽  
Sales And Marketing ◽  
Online Business ◽  
Seller Relationship

Purpose Currently, online chat is in common use in e-commerce. By adding social interaction to the online context, companies hope to increase customers’ purchasing intentions. However, previous studies have not investigated how social presence is embedded in online business-to-business (B2B) chat conversations between buyers and sellers. Moreover, the functions of online chat in B2B sales have not been investigated. Design/methodology/approach The data was collected at a case company over the course of four years, from which the authors analyzed 157 online chat conversations between buyers (n = 157) and sellers (n = 9) with a theory-driven thematic analysis. In addition, data from the company’s customer relationship management system was collected to specify buyer types. Findings The results reveal that social presence was embedded in online B2B chat via buyers’ interactive, affective and relationship maintenance responses. Social presence differed depending on the type of buyer, with only existing customers having relationship maintenance responses. E-commerce B2B chat functions can be described as multiple and changing depending on the buyer–seller relationship stage. Research limitations/implications Having data only from one case company limits the results to one type of industry. Practical implications The results can be used in sales training and when developing online chat services. Originality/value Results bring scientific utility to B2B sales and marketing research, as the authors build a bridge between social presence, the existing theoretical model on B2B buyer–seller relationship development and online chat as a communication medium. Other researchers may use this understanding when exploring B2B buyer–seller interaction in different digitalized communication media.

scholarly journals Pemanfaatan E-Commerce untuk Optimalisasi Penjualan dan Pemasaran Produk Shopsock Berbasis Web

2021 ◽  
Vol 5 (1) ◽  
pp. 48-56
Author(s):  
Elisa Mei Sintiasari ◽  
Donna Setiawati ◽  
Wisnu Sanjaya
Keyword(s):  
Open Source ◽  
Object Modeling ◽  
Online Sales ◽  
Sales And Marketing ◽  
Programming Tools ◽  
Product Sales

Shopsock is one type of business in the field of shoe sales, so far the sale of shopsock products has been carried out by interacting with direct consumers and the marketing is not optimal. To optimize product sales and marketing, in this study an online sales website (e-commerce) was built to display information on products sold in shopsock stores and customers can easily make purchases. This website was built using the waterfall method, object modeling using UML, open source programming tools based on PHP, MySQL database and the result achieved is an e-commerce website to expand market prey for promotion and make it easier for consumers to buy shopsock products

Web Usability for Not-for-Profit Organisations

2011 ◽  
pp. 1177-1183
Author(s):  
Hokyoung Ryu
Keyword(s):  
Web Site ◽  
Ease Of Use ◽  
For Profit ◽  
Online Sales ◽  
Not For Profit ◽  
Building Systems ◽  
Complex Technology ◽  
The Common ◽  
Customer Services ◽  
Commercial Organizations

One of the common aspects of software design is to focus on building systems that are easier for people to learn and use, so as to improve their performance at work. The term “usability” has become so popular that it has been applied to many aspects of life (e.g., the usability of customer services or organisational usability (Kling & Elliott, 1994). This paradigmatic design approach appears to be increasingly important as complex technology allows us to connect more and more devices with people, so the essential aspects of usability—ease of learning, ease of use, useful, and pleasant to use—have been widely used as a basis for design. Indeed, the four usability dimensions proposed by Gould and Lewis (1985) have been applied to many design practices, and Web portal design is similarly an application area where usability is important. Hence, portal developers for commercial organizations should be aware of usability issues in order to obtain and retain visitors to their Web site. It is very obvious that a well-designed Web site helps to generate revenue for commercial organisations via online sales or advertising.

The Biotechnology Industry

1998 ◽  
Vol 11 (1) ◽  
pp. 13-18
Author(s):  
Ronald P. Evens
Keyword(s):  
Strategic Alliances ◽  
Recombinant Dna ◽  
Marketing Research ◽  
Biotechnology Industry ◽  
Pharmaceutical Companies ◽  
Research Development ◽  
Recombinant Dna Technology ◽  
Sales And Marketing ◽  
Biotechnology Companies ◽  
Growth And Change

Growth and change are the hallmarks of the developing biotechnology industry. Since the first approval of a biological product in 1982, over 40 biologicals, many of them medical breakthroughs, have been brought to market. The majority of biotechnology companies focus on developing human therapeutic agents, but about 25 percent of biotechnology companies focus on the diagnostic area, using monoclonal antibody technology, polymerase chain reaction (PCR) technology, and genetics to provide advances in diagnosis and disease monitoring. Structurally, few biotechnology firms are fully integrated companies with full capabilities in research, development, manufacturing, and sales and marketing. Many pursue strategic alliances with other companies to enhance their capabilities in research, development, and sales and marketing. Research alliances between companies and universities are also frequently used to enhance research capabilities. As the industry has matured, consolidation has occurred, with major pharmaceutical companies purchasing biotechnology companies and biotechnology companies merging to expand their capabilities. Research investment, as a percentage of gross sales, continues to be very high for biotechnology companies compared with traditional pharmaceutical companies. The cost of drug development is high, but the probability of approval appears to be somewhat better in the biotechnology field compared with traditional pharmaceuticals. Today, the biotechnology product pipeline is rich, with between 400 to 700 products in various stages of clinical development. Technology developments beyond recombinant DNA technology and monoclonal antibodies, such as antisense, genomics, and combinatorial chemistry, will lead to additional therapeutic and diagnostic breakthroughs.

scholarly journals Health Professionals’ Counseling about Electronic Cigarettes for Smokers and Vapers in a Country That Bans the Sales and Marketing of Electronic Cigarettes

2020 ◽  
Vol 17 (2) ◽  
pp. 442
Author(s):  
Katia Gallegos-Carrillo ◽  
Inti Barrientos-Gutiérrez ◽  
Edna Arillo-Santillán ◽  
Luis Zavala-Arciniega ◽  
Yoo Jin Cho ◽  
...  
Keyword(s):  
Health Professionals ◽  
Online Survey ◽  
Electronic Cigarettes ◽  
Marketing Research ◽  
Logistic Models ◽  
Quit Attempt ◽  
Consumer Panel ◽  
Quit Smoking ◽  
Sales And Marketing ◽  
Intentions To Quit

This study describes the prevalence and correlates of adult smokers’ discussions about electronic cigarettes (e-cigarettes) with health professionals (HPs), including whether these discussions may lead smokers and vapers to use e-cigarettes for smoking cessation. Methods: We analyzed data from an online survey of Mexican smokers recruited from a consumer panel for marketing research. Participants who had visited an HP in the prior four months (n = 1073) were asked about discussions of e-cigarettes during that visit and whether this led them to try to quit. Logistic models regressed these variables on socio-demographics and tobacco use-related variables. Results: Smokers who also used e-cigarettes (i.e., dual users) were more likely than exclusive smokers to have discussed e-cigarettes with their HP (adjusted odds ratio (AOR) = 3.96; 95% C.I. 2.73, 5.74), as were those who had recently attempted to quit smoking (AOR = 1.89; 95% C.I. 1.33, 2.7). Of smokers who had discussed e-cigarettes, 53.3% reported that the discussion led them to use e-cigarettes in their quit attempt. Also, dual users (AOR = 2.6; 95% C.I. 1.5, 4.5) and daily smokers (>5 cigarettes per day) (AOR = 3.62; 95% C.I. 1.9, 6.8) were more likely to report being led by their HP to use e-cigarettes in the quit attempt compared to exclusive smokers and non-daily smokers, respectively. Conclusions: Discussions between HP and smokers about e-cigarettes were relatively common in Mexico, where e-cigarettes are banned. These discussions appear driven by the use of e-cigarettes, as well as by greater smoking frequency and intentions to quit smoking.

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