scholarly journals The Relationships between Salesperson’ Customer Empathy, Adaptive Selling and Performance in Distribution Channel Relationships: Salesperson's Perspective

2017 ◽  
Vol 35 (1) ◽  
pp. 41-50
Author(s):  
권오영 ◽  
편해수
Keyword(s):  
Distribution Channel ◽  
Adaptive Selling ◽  
Channel Relationships ◽  
And Performance

Sensitivity to National Business Culture: Effects on U.S.-Mexican Channel Relationship Performance

1997 ◽  
Vol 5 (4) ◽  
pp. 29-51 ◽  
Author(s):  
Douglas W. LaBahn ◽  
Katrin R. Harich
Keyword(s):  
Field Investigation ◽  
Business Culture ◽  
Channel Relationships ◽  
Channel Relationship ◽  
Communication Conflict ◽  
And Performance ◽  
Culture Effects ◽  
Relationship Performance ◽  
National Business ◽  
Cross National

The need to be sensitive to foreign cultures is often stated axiomatically in the international marketing management literature despite little empirical research on its nature and consequences. To partially fill this void, this field investigation addresses empirically the question of the effects of sensitivity to national business culture on communication, conflict, and performance in cross-national channel relationships. Data collected from 142 U.S. manufacturers, 104 Mexican manufacturers, and 96 Mexican distributors reveal that the sensitivity axiom can be supported empirically. Specifically, partner sensitivity to national business culture is shown to increase communication and decrease conflict, both of which in turn influence relationship performance. Implications for cross-national channel relationships are discussed.

Understanding salesperson intention to use AI feedback and its influence on business-to-business sales outcomes

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Kelly R. Hall ◽  
Dana E. Harrison ◽  
Haya Ajjan ◽  
Greg W. Marshall
Keyword(s):  
Performance Feedback ◽  
Structural Equation ◽  
Equation Modeling ◽  
Sales Managers ◽  
Content Type ◽  
Adaptive Selling ◽  
Promising Area ◽  
Managerial Implications ◽  
And Performance ◽  
Business To Business

Purpose Artificial intelligence (AI) is a rapidly growing frontier. One promising area for AI is its potential to assist sales managers in providing salesperson feedback. Despite this promise, little work has been done within the business-to-business (B2B) sales domain to investigate the potential impact of AI feedback on critical sales outcomes. The purpose of this research is to explore these issues and respond to calls in the literature to determine how AI can enhance salesperson adaptability and performance. Design/methodology/approach Survey data from a sample of 246 B2B salespeople was used to test the conceptual model and research hypotheses. The data were analyzed using partial least squares structural equation modeling (PLS-SEM). Findings The findings provide broad support for the model. An AI-feedback rich environment and salesperson feedback orientation predicted perceived accuracy of AI feedback which, in turn, strengthened intentions to use AI feedback. These favorable reactions to AI feedback positively related to adaptive selling behaviors, and adaptive selling behaviors mediated the relationships between intentions to use AI feedback and organizational commitment, as well as sales performance. Contrary to expectations, it did not mediate the relationship between intentions to use AI feedback and job satisfaction. Practical implications The managerial implications of this study lie in explaining practical considerations for the implementation and use of AI feedback in the sales context. Originality/value This study extends literature on technology adoption, performance feedback and the use of AI in the B2B sales domain. It offers practical insight for sales managers and those responsible for implementing AI solutions in sales.

Dealer Dependence Levels and Reciprocal Actions in a Channel of Distribution in a Developing Country

1989 ◽  
Vol 53 (1) ◽  
pp. 50-69 ◽  
Author(s):  
Gary L. Frazier ◽  
James D. Gill ◽  
Sudhir H. Kale
Keyword(s):  
Developing Countries ◽  
Conceptual Framework ◽  
Tungsten Carbide ◽  
Developing Country ◽  
Empirical Studies ◽  
Distribution Channel ◽  
Carbide Tool ◽  
Channel Relationships ◽  
Tungsten Carbide Tool ◽  
Channel Theory

The primary purpose of this article is to expand our understanding of the dependence and reciprocal action constructs in distribution channel relationships. The authors develop a conceptual framework for channel relationships involving the exchange of industrial products within sellers' markets in developing countries. The framework is tested with data collected in the tungsten carbide tool industry in India. Results are generally supportive of the conceptual framework and illustrate the need to (1) take the channel context into account in developing channel theory and (2) perform empirical studies in a wide variety of channel settings.

Comparing online and in-store risks in multichannel shopping

2016 ◽  
Vol 44 (3) ◽  
Author(s):  
Christophe BEZES
Keyword(s):  
Perceived Risk ◽  
Financial Risk ◽  
Design Methodology ◽  
Online Survey ◽  
Single Channel ◽  
Distribution Channel ◽  
Final Decision ◽  
On Line ◽  
And Performance ◽  
Practical Implications

Purpose This paper compares empirically the nature, level and influence of perceived risks involved in a retailer’s website and stores, as multichannel shoppers will do when deciding which distribution channel to buy in. Design/methodology/approach The research design uses an online survey of 1,015 multichannel customers that was drawn from the behavioural databases of a French multichannel retailer. Findings Overall risk as well as risks associated with logistics, psychological and performance are higher and more dissuasive for an online purchase; however, financial, time and transaction risks tend predominantly or exclusively to discourage in-store purchasing. Customers’ familiarity with the channel seems to make them more vigilant. Research limitations/implications The concept of risk, and especially financial risk, is variable among researchers, making it more difficult to undertake comparative studies on e-commerce than on stores or products. Practical implications Retailers should not look merely to the salience of an isolated risk factor but rather should consider its actual impact on their customers’ final decision. Nonetheless, retailers will find it more difficult to reduce perceived risk on-line than in-store. Originality/value By focussing on a multichannel retailer’s website and stores and comparing the effects of six types of risk on the purchase attitudes of its multichannel shoppers, this study is distinct from most single-channel studies, which have examined risk inherent in Internet purchasing, handled risk on an experimental website and explored in-store risk. Moreover, the study focuses on the risks entailed by the purchase channel rather than those related to particular products or brands.

Internet Industry Cluster Design Based on PDE Mathematical Model

2014 ◽  
Vol 539 ◽  
pp. 959-963
Author(s):  
He Huang ◽  
Hui Xiao
Keyword(s):  
Cluster Analysis ◽  
Distribution Channel ◽  
Industrial Cluster ◽  
Industrial Clusters ◽  
Validity And Reliability ◽  
Cluster Development ◽  
Cluster Environment ◽  
And Performance ◽  
Virtual Platform ◽  
Analysis System

The industrial cluster is formed by the common competitiveness elements of enterprise group. Under the cluster environment, common technology and common customer as well as distribution channel are composition of cluster development performance mode. On the basis of the parabolic PDE cluster development model, and combined with Internet industrial cluster analysis of virtual platform, the Internet structure industrial cluster analysis system is designed. In order to verify the validity and reliability of the model and system, this paper takes the cluster development of machining as an example to carry on the research for the system performance, which can get the virtual grid node and stress distribution of cluster processing center, finally we can obtain the industrial cluster investment and performance relationship table, to provide the theoretical guidance for the development of industrial clusters.

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