scholarly journals Critical variables in the profile of the seller of new vehicles in the Toluca Valley

2020 ◽  
pp. 28-38
Author(s):  
Edgar Olvera-Espinosa ◽  
Fernando Pedroni-Lara ◽  
Dania Elba Villaseñor-Padilla ◽  
Eduardo Almeyda-Villavicencio
Keyword(s):  
Automotive Industry ◽  
National Economy ◽  
Consumer Preferences ◽  
Sales Force ◽  
Critical Factors ◽  
Potential Customer ◽  
Know How ◽  
Feedback Model ◽  
Toluca Valley ◽  
Sales Staff

One of the industries that contribute a greater proportion to the GDP in Mexico is the automotive industry, which is why it is one of the engines of the National economy. Given the diversity of brands that compete in the market, differentiation is a very important element, however it is necessary to adapt to consumer preferences and know how to communicate it. In this sense, the sales staff of the automotive marketer is responsible for identifying the needs of the potential customer and convincing him about the purchase. The objective of this research is to analyze the seller's profile using the MORACH feedback model, to identify the critical variables for successful sales, as well as the areas of opportunity for the sales force. It is analyzed by applying the MORACH model and the 360 ° Assessment. The main contribution is to provide the identification of critical factors in times of crisis, such as that caused by COVID-19.

Intuitive, digitale Strukturlayoutplanung*/Intuitive digital planning of structure layouts – Overcoming the challenges of disruptive production programs in the automotive industry

2018 ◽  
Vol 108 (09) ◽  
pp. 611-616
Author(s):  
S. F. Schäfer ◽  
U. Bracht
Keyword(s):  
Automotive Industry ◽  
New Technologies ◽  
Know How ◽  
Digital Planning ◽  
The Future ◽  
Factory Of The Future ◽  
Future Technologies ◽  
The Impact

Zukünftige Antriebstechnologien sowie neue Fabrik- und Logistikkonzepte verändern die Rahmenbedingungen der Automobilproduktion grundlegend. Schon heute muss die Strukturlayoutplanung Innovationen und Unsicherheiten in Form von mehr Varianten, abgestimmt in sehr kurzer Zeit, durch die Einbeziehung von weiteren Know-how-Trägern berücksichtigen. Neue Herausforderungen, wie die Planung der Batteriefertigungen, müssen schnell und intuitiv gelöst werden. Einen Beitrag dafür liefert dieser Artikel.   Future technologies in automotive mobility as well as new factory and logistic concepts are changing the framework in car production. Innovations and uncertainties (e. g. the impact of new technologies) have to be taken in consideration for the factory of the future. New tasks, such as planning the assembly of batteries, need to be solved fast and intuitively. This paper presents an approach to this topic.

scholarly journals The perception of Islamic banking by the first national bank sales staff in the Kwazulu-Natal region of South Africa

2016 ◽  
Vol 11 (4) ◽  
pp. 50-60 ◽  
Author(s):  
Ismail Vahed ◽  
Muhammad Ehsanul Hoque
Keyword(s):  
Banking Industry ◽  
Cross Sectional Study ◽  
Sales Force ◽  
Jel Classification ◽  
Islamic Banking ◽  
Cross Sectional ◽  
Negative Perception ◽  
National Bank ◽  
Conventional Banks ◽  
Sales Staff

The objective of this study is to determine the perception and awareness of Islamic banking by a conventional banks sales force. This was a cross-sectional study conducted among 100 sales staff randomly selected to take part in the study. A self-administered anonymous questionnaire was used to collect the data using online system called QuestionPro. Results revealed that whilst the respondents did feel there was a need for Islamic banking, they also did feel that Islamic banking was more complicated than conventional banking. The study also revealed that there was an overall negative perception of Islamic banking which was primarily based on a lack of knowledge, awareness, and understanding. It is recommended that banks provide sufficient and effective training to their staff on all products and services so that any negative perception can be eliminated. This study can benefit organizations that are in the Islamic banking industry or looking at getting into the Islamic banking industry. Keywords: Islamic banking, conventional banking, knowledge, perception, training. JEL Classification: G21, D83

scholarly journals DEVELOPMENT OF A REVISED TAXONOMIC APPROACH FOR IMPROVING SUPPLY CHAIN INTEGRATION AND COLLABORATION

2020 ◽  
Vol 21 (4) ◽  
pp. 945-966
Author(s):  
Ping-Kuo Chen ◽  
Yun Yan Lu
Keyword(s):  
Supply Chain ◽  
East Asia ◽  
Large Time ◽  
Resource Distribution ◽  
Supply Chain Integration ◽  
Critical Factors ◽  
New Approach ◽  
Research Results ◽  
Know How ◽  
Taxonomic Approach

Although integration and collaboration are considered critical factors in supply chain practice, improving integration and collaboration still encounters a dilemma that is ascribable to three problems, i.e., partners’ opportunistic behaviours, the complicated resource distribution and heavy workloads, and large time costs. To solve these problems and effectively improve integration and collaboration, a revised taxonomic approach will be developed in this research. Based on the case of East Asia, the revised taxonomic approach can produce guidelines to help manufacturers well know how to effectively improve integration and collaboration in a sequential manner and avoid encountering the three problems noted above. There are multiple implications of this study; the research results not only develop a new approach by revising theory but also provide convenient tools to help manufacturers effectively improve integration and collaboration when entering different markets. Thus, this study makes great contributions to the field.

scholarly journals Marketing technologies for the development of digital products in the automotive industry

E-Management ◽  
2021 ◽  
Vol 4 (1) ◽  
pp. 74-84
Author(s):  
G. V. Butkovskaya ◽  
A. A. Ivliev
Keyword(s):  
Automotive Industry ◽  
Business Models ◽  
New Technologies ◽  
Consumer Preferences ◽  
Transport Sector ◽  
Digital Products ◽  
Development Policies ◽  
New Business ◽  
Personal Approach ◽  
Marketing Activities

The economy is changing dramatically under the influence of emerging markets, accelerated growth of new technologies, sustainable development policies and changing consumer preferences. New business models are emerging in many sectors of the economy and production. The automotive industry and the transport sector are no exception. New trends and a more personal approach to the consumer, digital products and services require a rethink of marketing activities in the automotive industry. Automakers are entering into partnerships with technology companies to increase customer loyalty and expand their list of familiar scenarios and ways of using transport.A mobility  ecosystem  is being  formed  all  over  the  world. And  this  ecosystem  is more  than  just  “Automotive  Industry  2.0”. To become a leader in the new landscape, you will need to fight with a large number of new players, many of whom do not have the traditional automotive experience and integration of various capabilities. It will be important for traditional automakers and suppliers, as well as new entrants, to adopt an ecosystem mindset.As digital technologies change the traditional boundaries of the industry, many are betting that the automotive ecosystem will be one of the first to develop. But what this will look like in practice, and when a drastic shift in competition will actually, occur can only be cautiously predicted so far.

Consumers' Preferences and Attitudes Toward Mobile Office Use

2009 ◽  
pp. 2203-2211
Author(s):  
Xin Luo ◽  
Merrill Warkentin
Keyword(s):  
Consumer Preferences ◽  
Intention To Use ◽  
Product Choice ◽  
Critical Factors ◽  
Vital Importance ◽  
Research Guidelines ◽  
Innovative Products ◽  
Mobile Office ◽  
And Behavior ◽  
Attitudes And Behavior

Consumer preferences, attitudes, and behavior concerning product choice can be of vital importance in the development process and implementation of innovative products or services. The mobile office (MO) is becoming achievable in the business-to-employee (B2E) arena as more work is completed outside the office and the fixed office boundaries extend well beyond the spectrum of the desktop. Potential MO providers (e.g., employers) will encounter adoption resistance as users experience uncertainty. This paper investigates the critical factors in the decision models of consumers when evaluating the acceptance and intention to use MO. It will provide research guidelines for MO designers and developers, IT/IS managers, and IS researchers.

Consumers' Preferences and Attitudes Toward Mobile Office Use

2011 ◽  
pp. 175-284
Author(s):  
Xin Luo ◽  
Merrill Warkentin
Keyword(s):  
Consumer Preferences ◽  
Intention To Use ◽  
Product Choice ◽  
Critical Factors ◽  
Vital Importance ◽  
Research Guidelines ◽  
Innovative Products ◽  
Mobile Office ◽  
And Behavior ◽  
Attitudes And Behavior

Consumer preferences, attitudes, and behavior concerning product choice can be of vital importance in the development process and implementation of innovative products or services. The mobile office (MO) is becoming achievable in the business-to-employee (B2E) arena as more work is completed outside the office and the fixed office boundaries extend well beyond the spectrum of the desktop. Potential MO providers (e.g., employers) will encounter adoption resistance as users experience uncertainty. This paper investigates the critical factors in the decision models of consumers when evaluating the acceptance and intention to use MO. It will provide research guidelines for MO designers and developers, IT/IS managers, and IS researchers.

We Know Who Likes Us, but Not Who Competes Against Us

2017 ◽  
Vol 28 (2) ◽  
pp. 233-241 ◽  
Author(s):  
Noah Eisenkraft ◽  
Hillary Anger Elfenbein ◽  
Shirli Kopelman
Keyword(s):  
Project Teams ◽  
Know How ◽  
Positive Feelings ◽  
Sales Staff

Research on dyadic meta-accuracy suggests that people can accurately judge how their acquaintances feel toward them. However, existing studies have focused exclusively on positive feelings, such as liking. We present the first research on dyadic meta-accuracy for competition, a common dynamic among work colleagues. Data from the sales staff at a car dealership and students working on project teams suggest that the prevailing model of dyadic meta-accuracy breaks down for judgments of competition. For liking, projecting one’s own feelings promotes dyadic meta-accuracy because colleagues tend to reciprocate each other’s liking. For competition, the tendency to compete against superior performers reduces reciprocity and renders self-projection ineffective. You can accurately estimate how much your colleagues like you, but are unlikely to know how much those same colleagues compete against you.

scholarly journals MULTI LEVEL MARKETING DALAM PERSPEKTIF ETIKA BISNIS ISLAM

2019 ◽  
Vol 3 (1) ◽  
pp. 94-115
Author(s):  
Safwan Safwan
Keyword(s):  
Business Ethics ◽  
National Economy ◽  
Distribution Channels ◽  
Sales Force ◽  
Distribution Costs ◽  
Business System ◽  
Islamic Business Ethics ◽  
Multi Level ◽  
Short Time

Amid the sluggishness and deterioration of the national economy, came a business system that had much promise and success and offered wealth in a short time. This system became known as Multi Level Marketing (MLM) or Networking Marketing. Multi Level Marketing (MLM) systems cut distribution channels in conventional sales because it doesn't involve distributors or sole agents and wholesalers or sub-agents, but directly distributing products to independent distributors who work as retailers or sellers directly to consumers. In this way, marketing and distribution costs (transportation, warehouse rent, salaries and sales force commissions etc.) can be obtained transferred to an independent distributor with a system tiered which is generally adjusted to the achievement of targets the sales or turnover of the distributor concerned, coupled with the controversies regarding the MLM system in today's society, starting from the aspect of products that must be halal to the system transactions, bonus giving, member recruitment, and coaching who do not use things that are forbidden by Islam, then plus the elements of money games, maysir, dharar, dzulm, immoral and usury. So it becomes interesting when we see Multi Level Marketing (MLM) through the perspective of Islamic business ethics.

Das Applikationszentrum Industrie 4.0*/Application Center Industrie 4.0 – Approach, planning and success factors

2019 ◽  
Vol 109 (03) ◽  
pp. 106-110
Author(s):  
S. Kärcher ◽  
D. Görzig ◽  
P. Foith-Förster ◽  
Keyword(s):  
Business Model ◽  
Success Factors ◽  
Industrie 4.0 ◽  
Digital Transformation ◽  
Digitale Transformation ◽  
Critical Factors ◽  
Know How ◽  
Industrial Enterprises ◽  
The University ◽  
Planning And Operation

Industrie 4.0 stellt hohe Anforderungen an das Know-how und die Infrastruktur von Unternehmen. Applikationszentren können den erfolgreichen Einstieg in die digitale Transformation der Unternehmungen entscheidend unterstützen. Der Beitrag zeigt die geschäftsmodellbasierte Planung von Industrie-4.0-Applikationszentren auf und nennt Erfolgsfaktoren. Die Inhalte des Beitrags basieren auf den Erfahrungen aus dem Applikationszentrum Industrie 4.0 des Fraunhofer IPA in Kooperation mit dem IFF der Universität Stuttgart. Vier weitere Beiträge in dieser Ausgabe der wt online vertiefen Forschungs- und Entwicklungsergebnisse des Applikationszentrums Industrie 4.0.   Industrie 4.0 challenges both the know-how as well as the infrastructure of industrial enterprises. Application centers can decisively support the digital transformation of companies. This paper describes a business model-based approach to plan such application centers and derives critical factors for success. Content and findings of the paper are based on the experiences gained during the planning and operation of the Application Center Industrie 4.0 at Fraunhofer IPA and IFF of the University of Stuttgart.

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