دانلود رایگان مقاله لاتین مدیریت جریان فروش نیروی انسانی از سایت الزویر
عنوان فارسی مقاله:
تاثیر اولویت بندی هزینه های مدیریت بر جریان فروش نیروی انسانی
عنوان انگلیسی مقاله:
The effect of managerial cost prioritization on sales force turnover
سال انتشار : 2016
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بخشی از مقاله انگلیسی:
3. Methodology
The sampling frame consisted of key respondents in a B2B sales management role, managing a group of at least two salespeople. To increase generalizability, key respondents were selected from a range of industries across the United States. B2B sales management was chosen as the context because the complexity of the industrial purchasing process (Webster & Wind, 1972) necessitates cost versus revenue tradeoffs. A national online panel through Qualtrics was utilized to recruit respondents. Online panels provide an effective approach to collecting large samples of respondents from groups that have specialized backgrounds, such as sales managers (e.g., Arnett & Wittmann, 2014), and is thus a common data collection method in the sales context (Johnson, 2016). Respondents were compensated by Qualtrics for participation. Respondents were prescreened via three specific questions to ensure they were the correct respondents. First, respondents were asked about their primary role (sales, sales management, or both). Respondents indicating that their role was primarily sales were unable to continue the survey. Second, respondents were asked whether they managed a group of more than one salesperson. Respondents indicating yes were asked to continue the survey. Finally, respondents were asked whether their sales force primarily sold to consumers or businesses, with respondents indicating consumers screened out of the survey. A total of 968 respondents accessed the online survey, with 203 completing the questionnaire. Several methods were utilized to ensure respondents were not rushing through or straightlining responses (e.g., comparison of completion times, instruction traps, straightlining examinations; Johnson, 2016). Qualtrics eliminated 24 completions as a result of these methods, resulting in 179 useable surveys; a response rate of 18.5%. No evidence of non-response bias was found with an extrapolation method comparing early and late responders (Armstrong & Overton, 1977).
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کلمات کلیدی:
The effect of managerial cost prioritization on sales force turnover https://ideas.repec.org/a/eee/jbrese/v69y2016i12p5917-5924.html by J Skiba - 2016 - Related articles Results indicate cost prioritization increases sales force turnover. Output control attenuates, while micromanagement exacerbates, this relationship. In addition ... The effect of managerial cost prioritization on sales force turnover ... https://www.deepdyve.com/.../the-effect-of-managerial-cost-prioritization-on-sales-for... Read "The effect of managerial cost prioritization on sales force turnover, Journal of Business Research" on DeepDyve, the largest online rental service for ... Sales Force Turnover and Retention: A Research Agenda: Journal of ... www.tandfonline.com/doi/abs/10.2753/PSS0885-3134320111 by JS Boles - 2012 - Cited by 43 - Related articles Sep 23, 2013 - Identifying, acquiring, and retaining top sales talent remains a priority in many sales organizations because salesperson turnover remains such ... Building a Winning Sales Force: Powerful Strategies for Driving High ... https://books.google.com/books?isbn=0814410421 Andris A. ZOLTNERS, Prabhakant SINHA, Sally E. LORIMER - 2009 - Business & Economics Are important strategic priorities getting enough attention? Is too much time being ... Compare sales force turnover to industry benchmarks. How much turnover is ... [PDF]The impact of compensation initiatives on sales force ... - IOSR Journals www.iosrjournals.org/iosr-jbm/papers/Vol8-issue6/L0867479.pdf?id=5175 to establish their impact on sales performance and sales force turnover. A structured ..... Rogers and Peccoud (2005) concur that firms that prioritize sales force ... Sales Force Effectiveness - Kellogg Insight - Northwestern University https://insight.kellogg.northwestern.edu/article/sales_force_effectiveness Jun 1, 2009 - Learn more about sales force optimization and how a tool like the ... in specific selling tasks such as targeting, prioritizing, assessing needs, ... The effect of managerial cost prioritization on sales force turnover - TIB https://www.tib.eu/.../The-effect-of-managerial-cost-prioritization-o... Translate this page Tantiemeanteil am Preis des Dokuments bei kostenpflichtiger Lieferung über das TIB-Portal nach Klick auf "Kostenpflichtig Bestellen": Preise anzeigenPreise ... Sales Force Management: Leadership, Innovation, Technology https://books.google.com/books?isbn=1317359992 Mark W. Johnston, Greg W. Marshall - 2016 - Business & Economics The formula can be modified to allow for sales force turnover, but it loses some ... A popular approach is to identify and prioritize accounts as A, B, or C based on ...
