scholarly journals Impact of Training, Customer Orientation and Supervisory Behavior on Sales Performance

2020 ◽  
Vol 2 (2) ◽  
pp. 69-86
Author(s):  
Azeem Khan
Keyword(s):  
Social Media ◽  
Customer Orientation ◽  
Pearson Correlation ◽  
Sales Performance ◽  
Customer Relationship ◽  
Future Research ◽  
Global Village ◽  
Web Based ◽  
Diffusion Of Technology ◽  
Digital Era

This study examined the effect of Training, Customer Orientation and Supervisory Behavior on Salesforce Performance in the context of small and medium-sized companies (SMEs). The diffusion of technology, such as customer relationship management (CRM) systems and social media, has created a need to improve the understanding of how to manage interactions with customers in today’s digital era. The importance of technology is raised in terms of social media and as the world is treated as the “global village’. More importantly, the beginning of novelties such as cloud computing and web-based technology saves time and human efforts. The term, sales performance is the key to success for many organizations and is treated as the most demanding topic for firms. For this study, three hypotheses were formulated and tested with the help of Pearson correlation by using SPSS. Findings indicate that all the Training, Customer Orientation and supervisory behavioural dimensions were statistically significant and positively related to salesforce performance. Implications were drawn for future research and managerial attention.

The Impact of CRM and Social Media Technologies on Customer-Orientation Process and Sales Performance

2015 ◽  
pp. 42-59
Author(s):  
Mahdi Sheykhlar ◽  
Rozita Shahbaz Keshvari
Keyword(s):  
Social Media ◽  
Online Survey ◽  
Customer Orientation ◽  
Auto Industry ◽  
Sales Performance ◽  
Spare Parts ◽  
Customer Relationship ◽  
Media Technologies ◽  
Digital Era ◽  
Managerial Implications

The purpose of this chapter is studying that technology, such as customer relationship management systems and social media, improves the understanding of how to manage interactions with customers in today's digital era. Iran's auto industry has passed the first states of a new born auto industry (assembling the imported parts) and before the revolution, some of the car factories were upgraded to factories with the ability of design and production of spare parts. In order to examine the research model, data was gathered from survey of car representatives of IRAN. Participants included different levels in sales. Data was collected using an emailed link to an online survey supported by two reminder emails. 843 respondents completed the 130+ item. No significant difference between the data was evidenced. Results show that CRM and social media positively influence customer orientation activities, which in turn positively impact sales performance. Managerial implications are provided regarding the potential power CRM and social media has on sales performance.

Change of Attitude, Technology and Practice: Identifying the Change for Increased Value Creation with Customer Co-creation

2017 ◽  
Vol 5 (1) ◽  
pp. 70-82
Author(s):  
Soumi Paul ◽  
Paola Peretti ◽  
Saroj Kumar Datta
Keyword(s):  
Social Media ◽  
New Product Development ◽  
Value Creation ◽  
Large Scale ◽  
Customer Orientation ◽  
Customer Relationships ◽  
Future Research ◽  
Management Competencies ◽  
Business Decisions ◽  
Prime Concern

Building customer relationships and customer equity is the prime concern in today’s business decisions. The emergence of internet, especially social media like Facebook and Twitter, changed traditional marketing thought to a great extent. The importance of customer orientation is reflected in the axiom, “The customer is the king”. A good number of organizations are engaging customers in their new product development activities via social media platforms. Co-creation, a new perspective in which customers are active co-creators of the products they buy and use, is currently challenging the traditional paradigm. The concept of co-creation involving the customer’s knowledge, creativity and judgment to generate value is considered not only an upcoming trend that introduces new products or services but also fitting their need and increasing value for money. Knowledge and innovation are inseparable. Knowledge management competencies and capacities are essential to any organization that aspires to be distinguished and innovative. The present work is an attempt to identify the change in value creation procedure along with one area of business, where co-creation can return significant dividends. It is on extending the brand or brand category through brand extension or line extension. This article, through an in depth literature review analysis, identifies the changes in every perspective of this paradigm shift and it presents a conceptual model of company-customer-brand-based co-creation activity via social media. The main objective is offering an agenda for future research of this emerging trend and ensuring the way to move from theory to practice. The paper acts as a proposal; it allows the organization to go for this change in a large scale and obtain early feedback on the idea presented. 

scholarly journals The Influence of YouTube Beauty Vloggers on Indonesian Consumers’ Purchase Intention of Local Cosmetic Products

2020 ◽  
Vol 15 (5) ◽  
pp. 100
Author(s):  
Jui-Lung Chen ◽  
Apritika Dermawan
Keyword(s):  
Social Media ◽  
Information Exchange ◽  
Purchase Intention ◽  
Future Research ◽  
Web Based ◽  
Practical Applications ◽  
Mainstream Media ◽  
Marketing Tool ◽  
Willingness To Purchase ◽  
The Impact

Social media are web-based technology and social platform that involve social, personal and technological factors, which have triggered the development and evolution of website-based communities. Moreover, relevant web-based applications have also become the mainstream media for value creation and information exchange. The proliferation, convenience, and immediacy of social media have attracted many enterprises to adopt social media as a marketing tool. Among them, Electronic Word-of-Mouth (E-WoM), used mostly by vloggers (video bloggers), enables its users to review products and express their opinions on social media. Therefore, E-WoM has gradually become an important source of information for consumers, which influences their purchasing decisions. YouTube, a video sharing platform affiliated with Google, is a popular social media with tons of users. One of its most appealing and popular communities is Beauty Blogger, where beauty vloggers create and upload videos about beauty products. This study explored the impact of YouTube beauty vlogger on the attitude of Indonesian women towards locally made cosmetics and their willingness to purchase them. Based on the research results, relevant conclusions and recommendations were proposed which can be used as a reference for future research and practical applications.

scholarly journals RANCANG BANGUN APLIKASI E-PROPERTI BERBASIS FRAMEWORK CODEIGNITER

2021 ◽  
Vol 9 (2) ◽  
pp. 67-74
Author(s):  
Tukino Tukino ◽  
Sasa Ani Arnomo
Keyword(s):  
Social Media ◽  
Information System ◽  
The Internet ◽  
Web Based ◽  
Digital Era ◽  
Effective Media ◽  
Property Sales ◽  
At Home

The progress of the internet has become the best means to start a property business and it has been proven to be an effective and effective media of information from the internet to disseminate information that is fully accessible to anyone,anytime and anywhere. The great effect on the property business is caused through the internet because only by accessing it from smartphone device and computers at home or in the office of prospective buyers can see property add information.In today’s digital era property sales are mostly done on social media. Social media has many users. But social media has the disadvantages of having to pay if you want to advertise sales, consumers are only users of social media, sales posts quickly sink. In this research, a web-based property sales and leasing information system will be built to cover the shortage.

scholarly journals Identifying and Understanding Communities Using Twitter to Connect About Depression: Cross-Sectional Study

2018 ◽  
Vol 5 (4) ◽  
pp. e61 ◽  
Author(s):  
Amber D DeJohn ◽  
Emily English Schulz ◽  
Amber L Pearson ◽  
E Megan Lachmar ◽  
Andrea K Wittenborn
Keyword(s):  
Pearson Correlation ◽  
Future Research ◽  
Multilevel Regression ◽  
Community Characteristics ◽  
Cross Sectional ◽  
Web Based ◽  
Study Region ◽  
Community Factors ◽  
Single Person ◽  
Twitter Users

Background Depression is the leading cause of diseases globally and is often characterized by a lack of social connection. With the rise of social media, it is seen that Twitter users are seeking Web-based connections for depression. Objective This study aimed to identify communities where Twitter users tweeted using the hashtag #MyDepressionLooksLike to connect about depression. Once identified, we wanted to understand which community characteristics correlated to Twitter users turning to a Web-based community to connect about depression. Methods Tweets were collected using NCapture software from May 25 to June 1, 2016 during the Mental Health Month (n=104) in the northeastern United States and Washington DC. After mapping tweets, we used a Poisson multilevel regression model to predict tweets per community (county) offset by the population and adjusted for percent female, percent population aged 15-44 years, percent white, percent below poverty, and percent single-person households. We then compared predicted versus observed counts and calculated tweeting index values (TIVs) to represent undertweeting and overtweeting. Last, we examined trends in community characteristics by TIV using Pearson correlation. Results We found significant associations between tweet counts and area-level proportions of females, single-person households, and population aged 15-44 years. TIVs were lower than expected (TIV 1) in eastern, seaboard areas of the study region. There were communities tweeting as expected in the western, inland areas (TIV 2). Counties tweeting more than expected were generally scattered throughout the study region with a small cluster at the base of Maine. When examining community characteristics and overtweeting and undertweeting by county, we observed a clear upward gradient in several types of nonprofits and TIV values. However, we also observed U-shaped relationships for many community factors, suggesting that the same characteristics were correlated with both overtweeting and undertweeting. Conclusions Our findings suggest that Web-based communities, rather than replacing physical connection, may complement or serve as proxies for offline social communities, as seen through the consistent correlations between higher levels of tweeting and abundant nonprofits. Future research could expand the spatiotemporal scope to confirm these findings.

scholarly journals Identifying and Understanding Communities Using Twitter to Connect About Depression: Cross-Sectional Study (Preprint)

2017 ◽  
Author(s):  
Amber D. DeJohn ◽  
Emily English Schulz ◽  
Amber L Pearson ◽  
E Megan Lachmar ◽  
Andrea K Wittenborn
Keyword(s):  
Pearson Correlation ◽  
Future Research ◽  
Multilevel Regression ◽  
Community Characteristics ◽  
Cross Sectional ◽  
Web Based ◽  
Study Region ◽  
Community Factors ◽  
Single Person ◽  
Twitter Users

BACKGROUND Depression is the leading cause of diseases globally and is often characterized by a lack of social connection. With the rise of social media, it is seen that Twitter users are seeking Web-based connections for depression. OBJECTIVE This study aimed to identify communities where Twitter users tweeted using the hashtag #MyDepressionLooksLike to connect about depression. Once identified, we wanted to understand which community characteristics correlated to Twitter users turning to a Web-based community to connect about depression. METHODS Tweets were collected using NCapture software from May 25 to June 1, 2016 during the Mental Health Month (n=104) in the northeastern United States and Washington DC. After mapping tweets, we used a Poisson multilevel regression model to predict tweets per community (county) offset by the population and adjusted for percent female, percent population aged 15-44 years, percent white, percent below poverty, and percent single-person households. We then compared predicted versus observed counts and calculated tweeting index values (TIVs) to represent undertweeting and overtweeting. Last, we examined trends in community characteristics by TIV using Pearson correlation. RESULTS We found significant associations between tweet counts and area-level proportions of females, single-person households, and population aged 15-44 years. TIVs were lower than expected (TIV 1) in eastern, seaboard areas of the study region. There were communities tweeting as expected in the western, inland areas (TIV 2). Counties tweeting more than expected were generally scattered throughout the study region with a small cluster at the base of Maine. When examining community characteristics and overtweeting and undertweeting by county, we observed a clear upward gradient in several types of nonprofits and TIV values. However, we also observed U-shaped relationships for many community factors, suggesting that the same characteristics were correlated with both overtweeting and undertweeting. CONCLUSIONS Our findings suggest that Web-based communities, rather than replacing physical connection, may complement or serve as proxies for offline social communities, as seen through the consistent correlations between higher levels of tweeting and abundant nonprofits. Future research could expand the spatiotemporal scope to confirm these findings.

Meeting Relationship-Marketing Goals Through Social Media: A Conceptual Model for Sport Marketers

2010 ◽  
Vol 3 (4) ◽  
pp. 422-437 ◽  
Author(s):  
Jo Williams ◽  
Susan J. Chinn
Keyword(s):  
Social Media ◽  
Relationship Marketing ◽  
Process Model ◽  
Customer Relationships ◽  
Relationship Building ◽  
Customer Relationship ◽  
Future Research ◽  
Sports Organizations ◽  
Building Process ◽  
Sport Industry

Sport industry marketers have long understood the importance of nurturing customer relationships. The new challenge is how best to face the shifts in customer relationship marketing posed by sports organizations and proactive consumers, or “prosumers.” In this article, the elements of the relationship-building process are presented with a focus on communication, interaction, and value, concepts identified in Gronroos’s (2004) relationship-marketing process model. An expanded version of Gronroos’s model is developed to include prosumers and to describe the interactions that occur through social-media exchanges. The value of specific social-media tools and Web 2.0 technologies in helping sport marketers meet their relationship-marketing goals is also discussed. Finally, directions for future research employing the expanded model are suggested.

Improving Customer Relations With Social Listening

2018 ◽  
pp. 615-630 ◽  
Author(s):  
Margaret C. Stewart ◽  
Maria Atilano ◽  
Christa L. Arnold
Keyword(s):  
Social Media ◽  
Academic Library ◽  
Relationship Management ◽  
Customer Relationship ◽  
Future Research ◽  
American University ◽  
Social Crm ◽  
The Social ◽  
Social Listening

Strategic social media plays a crucial role in contemporary customer relationship management (CRM); however, the best practices for social CRM are still being discovered and established. The ever-changing nature of social media challenges the ability to establish benchmarks; nonetheless, this article captures and shares actions, insights, and experiences of using social media for CRM. This case study examines how an academic library at a mid-size American university located in northeast Florida uses social media to engage in social listening and to enhance CRM. In particular, the social listening practices of this library are highlighted in relation to how they influence and potentially improve CRM. By exploring the practices of this single institution, attempts are made to better understand how academic libraries engage with customers using social media as a CRM tool and ideas for future research in the realm of social media and CRM practices are discussed.

Improving Customer Relationship Management Through Social Listening

2021 ◽  
pp. 1460-1480
Author(s):  
Margaret C. Stewart ◽  
Maria Atilano ◽  
Christa L. Arnold
Keyword(s):  
Social Media ◽  
Customer Relationship Management ◽  
Academic Library ◽  
Relationship Management ◽  
Customer Relationship ◽  
Future Research ◽  
American University ◽  
Social Crm ◽  
Social Media Strategy ◽  
Social Listening

In the dynamic world of social media strategy, developing an effective approach to customer relationship management (CRM) online is challenging. With best practices for CRM on social media still being uncovered, the value of social listening is becoming recognizable in contemporary social CRM. This chapter presents a case study that shares the actions, insights, and experiences of using social media for CRM at the academic library at a mid-size American university located in northeast Florida. Using specific examples of how social media is used to engage in social listening and to enhance CRM, the social listening practices and social media strategy of this library are highlighted in relation to how they influence and potentially improve CRM. By examining the practices of this individual institution's library, a better understanding of how academic libraries engage with customers using social media as a CRM platform comes to light. In addition, ideas for future research on the intersection of social listening, CRM, and social media strategy are discussed.

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