MILES SHEROVER AS A SALES AGENT OF REPUBLICAN SPAIN IN THE UNITED STATES IN 1937-1938

The article describes the activities of Miles Sherover, an American entrepreneur, president of the Hanover Sales Corporation, who served as a sales agent of the Spanish Republic in the United States in 1937-1938. During the study period, M. Sherover, being authorized by the Government of the Second Republic, participated in a number of initiatives of the leadership of the Spanish Republic, such as Spanish-American negotiations on the security of the finances and property of American companies in Spain and the sale of silver reserves of the Bank of Spain to the United States in order to pay for the purchase of military equipment, civilian goods and raw materials with the proceeds. In addition to being as a middleman between the Spanish Republic and the United States in the trade, M. Sherover was actively engaged in political activities, the consequences of which discredited the Embassy of the Republic in Washington, as the Spanish Ambassador Fernando de los Rios, who was wary of the entrepreneur, regularly reported to the Prime Minister of the Spanish Republic Juan Negrin and Foreign Minister Julio Alvarez del Vayo. In general, the activities of Miles Sherover were contradictory: in order to help the Second Republic, he was engaged not only in issues of Spanish-American trade during the war, but also was carried out active political activities that went beyond his official powers and put the diplomacy of the Second Republic in the United States in a difficult position

Strategi Pemasaran Philippine Airlines dalam Menghadapi Persaingan Penerbangan pada Pasar Indonesia Tahun 2020

Philippine Airlines, Inc. (disingkat sebagai PAL dan juga dikenal secara historis sebagai Philippine Air Lines), beroperasi sebagai Philippine Airlines, adalah nama maskapai penerbangan yang berbasis di Kota Pasay, Filipina, dengan kode IATA adalah PR dan kode ICAO adalah PAL. Philippine Airlines didirikan pada tahun 1941 dan merupakan maskapai penerbangan komersial pertama dan tertua di Asia beroperasi dengan nama aslinya. Maskapai ini pada tahun 2019 memiliki 47 rute Internasional dan 30 rute Domestik, Philippine Airlines Indonesia beroperasi dibawah General Sales Agent (GSA) PT. Sheira Semesta Cemerlang. Adapun permasalahan dalam penelitian ini adalah Strategi Pemasaran Philippine Airlines Dalam Menghadapi Persaingan Penerbangan Pada Market Indonesia Tahun 2019, untuk memecahkan masalah penulis menggunakan metode Analisis SWOT (Strength-Weakness-Opportunity-Threat), matriks EFE (External Factor Evaluation) dan matriks IFE (Internal Factor Evaluation), hasil penelitian untuk mengetahui secara internal kekuatan Philippines Airlines, dan secara eksternal untuk mengetahui peluang yang potensial bagi Philippine Airlines, sebagai dasar untuk menyusun Marketing Strategi Philippine Airlines pada pasar Indonesia.

A new perspective on sales outcome controls: an inside sales perspective

Purpose Previous sales control research has limited the definition of outcome controls exclusively to sales outcomes in an outside sales context. In addition to sales outcome controls, inside sales managers use phone operational outcomes to influence inside sales agent performance, supporting the need to expand the broader definition of outcome controls. Hence, the purpose of this paper is to explore the need to bifurcate outcome controls into two distinct variables: sales and phone operational controls. Researchers know little about the application of sales outcome controls beyond sales-only outcomes, which, in turn, limits the definition of outcome controls. Design/methodology/approach Through the utilization of survey, secondary operational data and sales manager’s feedback, this paper demonstrates that the definition of outcome controls needs to be divided into two distinct areas, sales and phone operational controls for inside sales agents, which, in turn, acts collectively to impact an inside sales agent’s job performance and satisfaction. Findings This research demonstrates that inside sales managers depend on both sales and phone operational outcome controls to drive sales agent performance, varying in degrees by industry. Even as inside sales managers focus on creating an employee-centric autonomous motivational work culture, the overarching controlling factors associated with phone operational outcomes dampen an inside sales agent’s performance and job satisfaction. Research limitations/implications To the best of the authors’ knowledge, as the first sales control research to examine an inside sales context, this study provides support to further study sales controls in an inside sales context. This research can be enhanced by examining business-to-consumer inside sales environments, behavior controls, greater sample size and additional work outcomes such as turnover and tenure. Practical implications The findings have important implications because they can help practitioners understand the effect that both sales and phone operational outcomes have on sales agent performance. It also illuminates the need for inside sales managers to be less controlling in their focus on phone operational outcomes, as such a practice has a negative influence on key sales agent job outcomes. Originality/value To the best of the authors’ knowledge, this study is the first to triangulate multiple data sources to illustrate the need to evaluate both sales and phone operational outcomes as broader components of sales outcome controls. The study of sales controls in a different sales context suggests that sales management controls may differ by sales context, opening the door to extend the vast sales control literature beyond its current context of outside sales.

K- Means Clustering on Based Classification Method of Sales Agent

Agent is one of very important assets for distributors. A better knowledge of the agents and their behavior is required, particularly to support decisions related to the company's business strategy and to manage a better relationship with distributors. Such knowledge can be obtained by classifying agents based on their behavior through historical data, such as the sale and purchase transaction data. One approach that can be done is a segmentation approach can be done by dividing the agents into several segments. In this paper, Data Mining techniques i.e. K-means clustering method is exploredto classify sales agents. By implementing k-means, the knowledge about the best agents can be acquired along with the agents that have least contribution to the distributor.

If It Is Surely Better, Do It More? Implications for Preferences Under Ambiguity

Consider a canonical problem in choice under uncertainty: choosing from a convex feasible set consisting of all (Anscombe–Aumann) mixtures of two acts f and g, [Formula: see text]. We propose a preference condition, monotonicity in optimal mixtures, which says that surely improving the act f (in the sense of weak dominance) makes the optimal weight(s) on f weakly higher. We use a stylized model of a sales agent reacting to incentives to illustrate the tight connection between monotonicity in optimal mixtures and a monotone comparative static of interest in applications. We then explore more generally the relation between this condition and preferences exhibiting ambiguity-sensitive behavior as in the classic Ellsberg paradoxes. We find that monotonicity in optimal mixtures and ambiguity aversion (even only local to an event) are incompatible for a large and popular class of ambiguity-sensitive preferences (the c-linearly biseparable class. This implies, for example, that maxmin expected utility preferences are consistent with monotonicity in optimal mixtures if and only if they are subjective expected utility preferences. This incompatibility is not between monotonicity in optimal mixtures and ambiguity aversion per se. For example, we show that smooth ambiguity preferences can satisfy both properties as long as they are not too ambiguity averse. Our most general result, applying to an extremely broad universe of preferences, shows a sense in which monotonicity in optimal mixtures places upper bounds on the intensity of ambiguity-averse behavior. This paper was accepted by Manel Baucells, decision analysis.

Kelas Mimpi Entrepreneurship Program for Scavenger Children of Jatipadang

Scavengers are one of the biggest social problems for Jakarta. Scavenger areas have existed in Jakarta for a long time such as the Gang Saibun RT 08/09 Jatipadang, South Jakarta. Here, more than 300 scavengers illegally occupy vacant areas owned by the Regional Government. Scavenger children are exposed to problems including 1) economic poverty, and 2) attitude or character problems arising from their negative environments. In addition to the issues facing outsiders ttempting to aid the scavenger communities, there are additional problems which must be addressed. This study aims to provide a descriptive evaluation of the efforts to implement Kelas Mimpi entrepreneurship programs which seek to empower the scavenger children of Jatipadang, carried out by the Community Service Team at Al Azhar University of Indonesia. The study concludes that the entrepreneurship program was successfully implemented because it combined two integrated programs: 1) Entrepreneur Hard Skills Program (Online Sales Agent); and 2) Soft Skills Program (motivation, character building & service excellent). Moreover, this program succeeded in providing positive impacts in various measurable ways including 1) economic improvement of participants through online business transactions, 2) improvement of the positive character of participants, and 3) increased ability to provide excellent services as online sales agents. Keywords: entrepreneur, community development, scavenger children

Impact Evaluation of an SMS Campaign to Promote Household Chlorination in Rural Haiti

Despite documented health benefits of household water treatment and storage (HWTS), achieving sustained use remains challenging. In prior evaluations of a long-term HWTS program in Haiti, multiple marketing interventions failed to increase use or had prohibitively high costs. Using mobile phones is a potentially cost-effective way to change HWTS behavior. We conducted a randomized experiment to evaluate the impact of sending short-message service (SMS) messages to promote household chlorination in this program in Haiti. Households (n = 1327) were randomly assigned to: One of four SMS frequencies; one of ten behavioral constructs; “cholera” or “disease” framing; and one or zero household visits from a sales agent. During the three-month campaign, there were no statistically significant relationships between the four outcomes related to chlorine purchases and any SMS frequency, any behavioral construct, or either “cholera” or “disease” framing. Receiving one visit increased the probability of purchasing a bottle of chlorine by 17.1 percentage points (p < 0.001) but did not affect subsequent purchase behavior. Costs of managing the SMS campaign were higher than expected. SMS campaigns may not be cost-effective behavior change interventions in certain contexts. If pursued, we recommend simple interventions, timed with the target behavior, and tailored to mobile phone usage patterns of the target population.

Inside sales agent’s sales activities influence on work outcomes and sales agent tenure through autonomous motivation

Purpose Previous sales research remains limited to analyzing the influence of sales activities with sales agent tenure. To date, research on this subject has focused on the downstream direct or indirect impact of sales activities to sales performance, failing to consider whether sales activities impact a sales agent’s tenure. This paper aims to assess the effect of sales activities on sales performance and sales agent engagement on sales agent tenure through the lens of autonomous motivation to better understand sales activities as an overall sales process antecedent Design/methodology/approach Through the utilization of secondary sales operational data, this research demonstrates the influence of sales activities on multiple sales agent outcomes, while depicting the importance of sales managers creating an autonomous motivational climate. Findings This research demonstrates the direct relationship between sales activities to job engagement and sales performance. However, sales activities have a negative relationship to sales agent tenure, which require a sales manager to create an autonomous motivation to mediate the relationship between sales activities and sales agent tenure. Practical implications Organizations are provided with sample methodology and analysis to better determine how a culture grounded in autonomous motivation mediates sales activities and can be a catalyst for improving sales agent tenure. Then, provide a better understanding of the effect of actual sales activities on important sales department work outcomes. Originality/value The model is the first to test holistically the influence of sales activities on sales performance, sales agent engagement and tenure jointly by using actual secondary operational data. This study provides a glimpse of the real world balance a sales manager must consider between climate and activities. Plus, this study takes initial steps to study sales agent engagement, an under-researched construct in sales research.