Journal articles: 'Sales services'

1

Bolotina, E. V., O. O. Voloshina, and O. V. Shubna. "The Organization of Sales of Tourism Services." Business Inform 2, no. 493 (2019): 231–39. http://dx.doi.org/10.32983/2222-4459-2019-2-231-239.

Full text

APA, Harvard, Vancouver, ISO, and other styles

2

Chennamaneni, Pavan Rao, Ramarao Desiraju, and Anand Krishnamoorthy. "Advance Sales of Services." Journal of Service Research 20, no. 2 (October 13, 2016): 135–51. http://dx.doi.org/10.1177/1094670516673159.

Full text

Abstract:

We investigate a service provider’s advance selling strategies in the presence of a channel intermediary who improves (i) consumers’ accessibility to the service or (ii) the service provider’s access to higher valuation segments. We evaluate the conditions under which dealing with such an intermediary may offset the attendant costs of providing suitable incentives. Our results indicate that the relative profitability of selling via the intermediary is affected by an interaction among marginal costs, capacity level, and the type of value the intermediary brings to the channel. We find that a capacity-constrained service provider may prefer selling via an intermediary that offers improved access to higher valuation consumers. However, when the service provider has excess capacity, indirect sales is preferred even when the intermediary is simply expanding the reach. In such a setting, both the service provider and the intermediary can enhance their profits in a symbiotic manner. Our findings have several implications for service providers. A service provider with limited capacity and relatively small marginal cost would be better off not contracting with an intermediary. In contrast, service providers with larger capacity and marginal cost will benefit from using an indirect channel despite the costs of incentivizing such an intermediary.

APA, Harvard, Vancouver, ISO, and other styles

3

Wilson, Timothy L. "International After-Sales Services." Journal of Global Marketing 13, no. 1 (October 18, 1999): 5–27. http://dx.doi.org/10.1300/j042v13n01_02.

Full text

APA, Harvard, Vancouver, ISO, and other styles

4

Lu, Shu Ping, Kuei Kai Shao, and Kuo Shu Luo. "A Service-Oriented After-Sales Services System in Mechanical Engineering Industry." Applied Mechanics and Materials 307 (February 2013): 447–50. http://dx.doi.org/10.4028/www.scientific.net/amm.307.447.

Full text

Abstract:

This paper presents a service-oriented After-sales services system in Mechanical Engineering Industry. Typical After-sales services include status tracking services by customers, customer services, assignors and assignees. Therefore, the proposed After-sales service tracking management system work in the progress from the case study is conducted. Our system can connect with other service-related systems, such as enterprise content management repository system and business process management system. The After-sales services system is developed by consulting and visiting the machine tools manufacturers.

APA, Harvard, Vancouver, ISO, and other styles

5

Gwin, John M., John H. Lindgren, and Sandra L. Schmidt. "Sales Cultures and Sales Jobs in Services Organizations." Journal of Professional Services Marketing 9, no. 2 (September 7, 1993): 125–38. http://dx.doi.org/10.1300/j090v09n02_10.

Full text

APA, Harvard, Vancouver, ISO, and other styles

6

HELLERSTEIN, WALTER. "FLORIDA'S SALES TAX ON SERVICES." National Tax Journal 41, no. 1 (March 1, 1988): 1–18. http://dx.doi.org/10.1086/ntj41788706.

Full text

APA, Harvard, Vancouver, ISO, and other styles

7

PEREIRA, ADALMIRO, ÂNGELA VAZ, and EDUARDO SÁ SILVA. "SALES, SERVICES AND DEBTS RECEIVABLE." International Journal of Social Sciences and Management Review 05, no. 01 (2022): 37–43. http://dx.doi.org/10.37602/ijssmr.2022.5103.

Full text

APA, Harvard, Vancouver, ISO, and other styles

8

Stormi, Kati, Teemu Laine, Petri Suomala, and Tapio Elomaa. "Forecasting sales in industrial services." Journal of Service Management 29, no. 2 (March 12, 2018): 277–300. http://dx.doi.org/10.1108/josm-09-2016-0250.

Full text

Abstract:

Purpose The purpose of this paper is to examine how installed base information could help servitizing original equipment manufacturers (OEMs) forecast and support their industrial service sales, and thus increase OEMs’ understanding regarding the dynamics of their customers lifetime values (CLVs). Design/methodology/approach This work constitutes a constructive research aiming to arrive at a practically relevant, yet scientific model. It involves a case study that employs statistical methods to analyze real-life quantitative data about sales and the global installed base. Findings The study introduces a forecasting model for industrial service sales, which considers the characteristics of the installed base and predicts the number of active customers and their yearly volume. The forecasting model performs well compared to other approaches (Croston’s method) suitable for similar data. However, reliable results require comprehensive, up-to-date information about the installed base. Research limitations/implications The study contributes to the servitization literature by introducing a new method for utilizing installed base information and, thus, a novel approach for improving business profitability. Practical implications OEMs can use the forecasting model to predict the demand for – and measure the performance of – their industrial services. To-the-point predictions can help OEMs organize field services and service production effectively and identify potential customers, thus managing their CLV accordingly. At the same time, the findings imply new requirements for managing the installed base information among the OEMs, to understand and realize the industrial service business potential. However, the results have their limitations concerning the design and use of the statistical model in comparison with alternative approaches. Originality/value The study presents a unique method for employing installed base information to manage the CLV and supplement the servitization literature.

APA, Harvard, Vancouver, ISO, and other styles

9

Bohn, Robert. "Listening in Professional Services Sales." Journal of Professional Services Marketing 19, no. 2 (December 1999): 129–40. http://dx.doi.org/10.1300/j090v19n02_08.

Full text

APA, Harvard, Vancouver, ISO, and other styles

10

Bohn, Robert. "Listening in professional services sales." Services Marketing Quarterly 19, no. 2 (1999): 129–40. http://dx.doi.org/10.1080/15332969.1999.9985372.

Full text

APA, Harvard, Vancouver, ISO, and other styles

11

Mariotto, Carlotta, and Marianne Verdier. "Platform–merchant competition for sales services." Journal of Economics & Management Strategy 29, no. 4 (July 13, 2020): 834–53. http://dx.doi.org/10.1111/jems.12391.

Full text

APA, Harvard, Vancouver, ISO, and other styles

12

Jurevičienė, Daiva. "Sales process management of insurance services." Intellectual Economics 8, no. 2 (May 12, 2015): 147. http://dx.doi.org/10.13165/ie-14-8-2-11.

Full text

APA, Harvard, Vancouver, ISO, and other styles

13

Lackman, Conway. "Forecasting sales for regional telephone services." Services Marketing Quarterly 9, no. 1 (1993): 183–87. http://dx.doi.org/10.1080/15332969.1993.9985083.

Full text

APA, Harvard, Vancouver, ISO, and other styles

14

Knapp, Alexander. "Zur Relevanz des After-Sales in klein- und mittelständischen Medizintechnik-Unternehmen." ZfKE - Zeitschrift für KMU und Entrepreneurship 68, no. 1 (January 1, 2020): 3–30. http://dx.doi.org/10.3790/zfke.68.1.1.

Full text

Abstract:

Zusammenfassung After-Sales-Services werden in der wirtschaftswissenschaftlichen Forschung intensiv reflektiert. Diese Services können der Kundenbindung dienen und offenbar substanzielle, über den Produktkauf hinausreichende Umsatz- und Rentabilitäts-Potenziale für Unternehmen bieten. Vorliegend wurden die Umsetzung und potenzielle Erfolgswirksamkeit des After-Sales im Bereich Medizintechnik empirisch untersucht. Die Untersuchungsgruppe bestand aus 327 deutschen Medizintechnik-Unternehmen, die einen eigenständig entwickelten Fragebogen zu Aspekten des After-Sales bearbeitet hatten. Es zeigte sich, dass After-Sales-Services bei diesen Unternehmen reges Interesse finden und die attribuierte wirtschaftliche Relevanz von After-Sales-Maßnahmen hoch ist. Ermittelt wurden zudem prinzipiell positive Beziehungen zwischen der strategisch-operativen Wertschätzung von After-Sales-Services und der Gewinndynamik der Medizintechnik-Unternehmen. Die letztgenannten Ergebnisse, die sich auch multivariat absichern ließen, weisen sowohl praktische als auch theoretische Implikationen auf. Abstract After-sales services have been investigated thoroughly in economic research. These services can play an important role for customer retention. Beyond the purchase, after-sales-services may have a substantial potential for further revenues and the company profitability. In the present empirical study, forms, effectiveness and potentials for success of after-sales services in the medical technology industry (medtech) were analyzed. The sample included 327 small and medium-sized medtech companies in Germany. These companies were required to complete an independently developed questionnaire with a focus on different after-sales aspects. As to the empirical data, the responding companies regarded after-sales services as being of high importance. The attributed strategic relevance of the services proved to be strong. Furthermore, positive relations between the companies’ appreciation of after-sales services and the profit dynamism of the companies were found. The latter results, which could be validated by multivariate methods, have both theoretical and practical implications.

APA, Harvard, Vancouver, ISO, and other styles

15

Gwin, John, John Lindgren, and Sandra Schmidt. "Sales cultures and sales jobs in services organizations: Perceptual insights from bankers." Services Marketing Quarterly 9, no. 2 (1993): 125–37. http://dx.doi.org/10.1080/15332969.1993.9985095.

Full text

APA, Harvard, Vancouver, ISO, and other styles

16

Rudnick, Martin, Jan Riezebos, Daryl John Powell, and Annika Hauptvogel. "Effective after-sales services through the lean servitization canvas." International Journal of Lean Six Sigma 11, no. 5 (January 2, 2020): 943–56. http://dx.doi.org/10.1108/ijlss-07-2017-0082.

Full text

Abstract:

Purpose A lean approach is frequently applied in the primary processes of a company, but less in after-sales service. Servitization leads to a change from pure product providers to integrated product-service systems (PSS) providers. The after-sales services may benefit from a lean approach to effectively integrate usage data of the installed product base. This paper aims to develop a lean servitization canvas to open-up possibilities for additional revenue streams for organizations in the after-sales market. Design/methodology/approach This paper develops and proposes the use of a lean servitization canvas for effective after-sales services by drawing on insights from two industrial cases where physical goods are produced and serviced. Both cases are within the train maintenance and rail infrastructure sector in Central Europe. Based primarily on a literature review, a lean servitization canvas has been developed and further validated in the case studies. Findings The paper shows how value can be achieved for providers of integrated PSS by adopting the lean servitization canvas. Research limitations/implications The research focuses on industrial services for high-capital goods in the rail and infrastructure sectors. This can be seen as a limitation of the research, as the lean servitization canvas has not yet been tested in other sectors. Practical implications For companies, the use of a lean approach to servitization integrates primary processes and after-sales services and offers new opportunities to develop business. Originality/value This paper provides insights into how the current product range and customer base of a company may be included in an after-sales business model that benefits from a lean approach.

APA, Harvard, Vancouver, ISO, and other styles

17

Mittal, Suman, and Krishan K. Garg. "Determinants of sales misconduct in Indian retail banking services." Journal of Financial Crime 26, no. 1 (January 7, 2019): 313–29. http://dx.doi.org/10.1108/jfc-12-2017-0126.

Full text

Abstract:

Purpose The purpose of this paper is to demonstrate those factors which are responsible for the sales misconduct in Retail banking services across the world and try to find out the determinants which majorly affect the Indian Retail banking industry. The authors also try to find out whether the sales approach leads to malpractices in sales and how does it affect the different categories of the customers. Design/methodology/approach Primary data have been collected from the bank account holders having account in various private and public sector banks operating in India. Findings The authors have come out with finding that sales misconduct is majorly affected by misrepresentation of facts, complexity of products, lack of disclosure norms and more. They also found that push sales approach is adopted by banks, particularly by private banks to majorly tap the class customers to sell the financial products without their requirement and achieve the revenue targets. Practical implications Banking regulators can keep a close supervision on sales mal practices in banking sector and implement stringent norms to reduce these kinds of practices. Originality/value Very few studies have been conducted on the basis of the class of the customer, and how sales approach leads the malpractices in sales and how it affects the class of the customers.

APA, Harvard, Vancouver, ISO, and other styles

18

QUICK, PERRY D., and MICHAEL J. McKEE. "SALES TAX ON SERVICES: REVENUE OR REFORM?" National Tax Journal 41, no. 3 (September 1, 1988): 395–409. http://dx.doi.org/10.1086/ntj41789702.

Full text

APA, Harvard, Vancouver, ISO, and other styles

19

Perkumienė, Dalia, Biruta Švagždienė, and Viktė Ažukaitė. "PROMOTION OF RURAL TOURISM ACCOMMODATION SERVICES SALES." RURAL DEVELOPMENT 2019 2021, no. 1 (January 24, 2022): 403–8. http://dx.doi.org/10.15544/rd.2021.069.

Full text

APA, Harvard, Vancouver, ISO, and other styles

20

Taifi, Nouha. "After-Sales Services: Technology Management and Beyond." Journal of Information & Knowledge Management 13, no. 01 (March 2014): 1450004. http://dx.doi.org/10.1142/s021964921450004x.

Full text

Abstract:

This paper presents the findings of a long-term scientific research about the role of the after-sales services as a major player in both the supply and value chain. Through an investigation in an epistemological and ontological manner about the innovation and business processes, the organisational infrastructures and collaborations, and the information and communication technologies, the results show in an automotive context that these types of services are indeed involved in both the new product development process and in the operations management. Besides, as a part of the service sector, the after-sales service, in this context and this research, provides significant contributions to change management, since it is now a full actor in technology management and beyond.

APA, Harvard, Vancouver, ISO, and other styles

21

Geffrouais‐Gu´tin, Sandrine. "Delivering HR services for Xerox’s sales channel." Strategic HR Review 4, no. 4 (May 2005): 10–11. http://dx.doi.org/10.1108/14754390580000798.

Full text

APA, Harvard, Vancouver, ISO, and other styles

22

Карпова, Галина Алексеевна, Марина Владимировна Волошинова, Артур Викторович Кучумов, and Елена Васильевна Печерица. "Factors Influencing Sales Volume of Tourist Services." ЖУРНАЛ ПРАВОВЫХ И ЭКОНОМИЧЕСКИХ ИССЛЕДОВАНИЙ, no. 4 (December 15, 2019): 183–88. http://dx.doi.org/10.26163/gief.2019.10.15.029.

Full text

Abstract:

В статье рассматриваются вопросы, которые необходимо учитывать при целенаправленном воздействии на аудиторию потребителей туристских услуг, при помощи маркетинговых инструментов, чтобы стимулировать их к совершению покупки турпродуктов. Авторы выделяют следующие способы, применяемые туристскими агентствами, для стимулирования продаж: применение скидок, премии клиентам, зачетные талоны, купоны, экспозиции, презентации и т.д. Авторы приходят к выводу о том, что мероприятия, направленные на увеличение объемов реализации, выбираются каждой турфирмой самостоятельно, исходя из рыночной ситуации; финансовых возможностей самой турфирмы; аудитории потребителей, на которую направлены выбранные маркетинговые мероприятия и т.д. The relevance of the research is based on the fact that the income, profit, turnover and sales profitability of a travel agency depend on sales volume under increasing competition on the tourist market. We look at issues to be considered when directly influencing the consumers of tourist services applying marketing tools to encourage them to buy tourist products. We distinguish certain methods used by tourist agencies to boost sales, such as discounts, client bonuses, coupons, exhibitions, presentations, etc. We make the conclusion that measures targeted at sales volume increase are chosen by a travel agency depending on the market situation, its financial possibilities, the target audience of promotional events and so on.

APA, Harvard, Vancouver, ISO, and other styles

23

Kohtamaki, Marko, Henri Hakala, Jukka Partanen, Vinit Parida, and Joakim Wincent. "The performance impact of industrial services and service orientation on manufacturing companies." Journal of Service Theory and Practice 25, no. 4 (July 13, 2015): 463–85. http://dx.doi.org/10.1108/jstp-12-2013-0288.

Full text

Abstract:

Purpose – Product-manufacturing firms are increasingly positioning themselves as providers of industrial services and solutions. Despite the increasing conceptual interest in industrial services, empirical evidence about the factors that mediate the relationships between industrial services and firm performance remains limited. The purpose of this paper is to investigate the relationship between industrial service offerings, service orientation and firm sales and profit performance. Design/methodology/approach – The study uses data from 115 manufacturing firms and adopts a structural equation modeling technique to test a set of hypotheses on service offerings, service orientation and company sales and profit performance. Findings – The results underline the importance of implementing service orientation in employees’ behavior, recruitment, training, and assessment. Service orientation is demonstrated as an essential mediator for the relationship between service offerings, revenues, and profits. The results therefore suggest that both service offerings and service orientation are important when manufacturing companies attempt to position themselves as industrial service providers. Research limitations/implications – Given the limitations of the sample collected from the Finnish manufacturing industry, future studies could refine the measures and investigate the applicability of the results in other contexts. Practical implications – The results suggest that developing a service orientation is vital for manufacturing companies to profit from increased offerings of industrial services. Because nurturing service orientation is a central enabler of the impact of service offerings on sales and profit performance, it is in the interests of manufacturing firms moving towards a servitized business model to develop training, compensation, and recruitment policies. Originality/value – The study establishes a link between service offerings, service orientation, sales, and profit performance in manufacturing firms. This is among the first studies to provide statistical evidence to support claims that even manufacturing firms can benefit from developing integrated product-service solutions.

APA, Harvard, Vancouver, ISO, and other styles

24

Kindström, Daniel, Christian Kowalkowski, and Thomas Brashear Alejandro. "Adding services to product-based portfolios." Journal of Service Management 26, no. 3 (June 15, 2015): 372–93. http://dx.doi.org/10.1108/josm-02-2014-0042.

Full text

Abstract:

Purpose – The purpose of this paper is to explore the implications for the sales function of the infusion of services by formerly product-based firms. In particular, it aims at identifying the changes that need to be made at the sales-function level if the services are to be successfully sold. Design/methodology/approach – This research is an exploratory qualitative case study. Data were collected by focus group discussions and in-depth interviews with relevant managers in three large multinational companies based in Northern Europe, which were pursuing service-led growth. Findings – The effects of service infusion processes on the sales function could be seen with respect to the three parts of the analytical framework: organization, roles, and competences. The results illustrate the need for a changed perspective with respect to all three parts, if a product-based firm is to be successful in the infusing of associated services into its portfolio of offerings. Analysis of the results identifies key operational initiatives that management needs to understand and implement when corporate and marketing strategies increasingly focus on service-led growth. Research limitations/implications – The study was exploratory and vendor centric, which means that it did not quantitatively assess the results or directly involve the customers at whom the services were directed. Also, the choice of business-to-business firms limits the capacity to generalize the findings. Originality/value – Whereas relationship-based and value-based selling are approaches more geared to the sales-force level, the study reported in this paper set out to understand fundamental differences at the sales-function level when firms pursue service-led growth. The findings suggest that the realignment of corporate strategy toward an increased focus on services may have far-reaching implications for the sales function.

APA, Harvard, Vancouver, ISO, and other styles

25

Aryska, Vivi, Nabila Zahra Irfany, and Dilla Caroline Khairunnisa’. "After Sales Business Process Optimization." Journal of Advances in Information Systems and Technology 3, no. 2 (September 6, 2022): 55–66. http://dx.doi.org/10.15294/jaist.v3i2.53020.

Full text

Abstract:

In managing a business, service to customers is something that cannot be underestimated. Customer satisfaction with the services provided will affect whether in the future the customer will conduct transactions again in the business or will choose other services that are more satisfying. After-sales service or after-sales service is a service that is rarely provided by a business to consumers. However, this service is an important service to find out how the level of customer satisfaction with the products of the business. In this study, we will describe the optimization of after-sales services in an SME printing business as a case study. This research will use descriptive research methods with survey data collection methods and literature study. Respondents are customers who have made transactions in this SME printing business.

APA, Harvard, Vancouver, ISO, and other styles

26

Fang, Ji Tao, Hui Wang, and Wei Wei Deng. "After Service Collaborated Management Platform Based on ASP Mode." Advanced Materials Research 631-632 (January 2013): 1233–38. http://dx.doi.org/10.4028/www.scientific.net/amr.631-632.1233.

Full text

Abstract:

In after-sales services of Heavy-duty automobile industry, a major problem is analyzed, and the after services collaborated management integrated platform based on ASP mode is put forward. The system structural and functional model of this platform is also introduced. Supported by web service technology, the framework of ASP mode is established, and the integration of produce process information and after-sales services process information is realized. The answer pace and quality of after-sales services is greatly improved.

APA, Harvard, Vancouver, ISO, and other styles

27

Faia, Valter da Silva, and Valter Afonso Vieira. "Generating sales while providing service." International Journal of Bank Marketing 35, no. 3 (May 15, 2017): 447–71. http://dx.doi.org/10.1108/ijbm-07-2016-0094.

Full text

Abstract:

Purpose The purpose of this paper is to extend the previous regulatory focus and sales force control literature suggesting that organizational control system not only moderates but also mediates the interactive effect of the assessment × locomotion on salesperson ambidextrous behavior. Organizational control system, which has behavior and outcome dimensions, moderates the effects of employee regulatory focus on their ambidextrous behavior, sales performance, and satisfaction. Design/methodology/approach The authors conducted a survey with 163 bank frontline employees (FLEs) who sell financial products to final consumers. Each respondent was approached by a professional interviewer who presented the questionnaire and collected the answers. These respondents are FLEs, who are the ones that sell financial services and are responsible for post-sales services, such as answering customer questions and account problems. In the sample, FLEs are the primary source of revenue generation and services activities (ambidextrous features) in banking sector, similar to Bailey et al. (2016). Findings First, the moderating and mediation analysis showed that the interactive effect of both regulatory focus, locomotion and assessment, predicts FLE ambidextrous behavior. Second, this interaction effect suffers a three-way interaction under organizational control system. Third, organizational control system also moderates the impact of ambidextrous behavior on performance, such that outcome-based control system amplifies the relationship. Fourth, the authors found a conditional indirect effect, in such ambidextrous behavior, mediates the indirect effect of control system on sales performance, generating stronger (vs weaker) results under an outcome-based control system (vs behavior-based control system). Research limitations/implications Since this study adopts the cross-sectional research design, the authors could not empirically demonstrate the causality of the relationships among constructs. The authors also analyzed the organizational control system from the FLEs perspective and not from the supervisors/managers perspective, who daily control employees activities. Originality/value The authors propose a conditioning indirect mediating impact of control system on performance and consumer satisfaction through ambidextrous behavior and explore the regulatory focus-ambidexterity-performance moderating chain, theorizing that this sequence depends on the level of control system.

APA, Harvard, Vancouver, ISO, and other styles

28

Majava, Jukka, and Ville Isoherranen. "Business model evolution of customer care services." Journal of Industrial Engineering and Management 12, no. 1 (January 21, 2019): 1. http://dx.doi.org/10.3926/jiem.2725.

Full text

Abstract:

Purpose: Servitization is a rising trend as companies look for new revenue streams. This paper presents a study of customer care business model evolution in the smartphone industry. The paper identifies key changes in the business models during recent years and their implications for companies seeking after-sales service excellence and new revenue sources.Design/methodology/approach: The research approach is built on the literature of product-service offerings, servitization, and business models. The empirical part is based on a multiple case study of former Nokia mobile phone business, the Apple iPhone, and Google Android.Findings: Three different customer care business models and an analysis of the changes in the smartphone industry are presented. This paper demonstrates how after-sales services have become increasingly important in generating new revenue. Moreover, the nature of after-sales services has fundamentally changed in the industry.Research limitations/implications: Due to the careful selection of the cases that represent the studied industry well, the results provide valuable insights for practitioners and researchers involved in developing after-sales service offerings in the mobile industry. However, a case study research approach may not offer a generalized picture of this phenomenon in other industries.Originality/value: A novel analysis of customer care evolution in the smartphone industry is presented. In addition, the study demonstrates that applying the concept of business models to after-sales services provides new insights into these services and their roles in business.

APA, Harvard, Vancouver, ISO, and other styles

29

Meitiana, Meitiana, and Abimanyu Tuwuh Sembhodo. "Do e-services and promotion affect customer loyalty?" Jurnal Inovasi Ekonomi 7, no. 01 (January 26, 2022): 13–24. http://dx.doi.org/10.22219/jiko.v7i01.19920.

Full text

Abstract:

This study aims to determine the effect of the quality of electronic services and sales promotion on customer satisfaction and loyalty, either directly or indirectly, where customer satisfaction is an intervening variable. This research is explanatory research with 96 respondents. Determination of the sample using non-probability sampling technique and applying structural equation modeling for analysis. The results of the study show that the quality of electronic services has a positive and significant effect on customer satisfaction; electronic services have no significant impact on loyalty; sales promotion has a positive and significant impact on customer satisfaction; sales promotion has a negative and significant effect on customer loyalty; customer satisfaction has a positive and significant impact on customer loyalty; the quality of electronic services has a positive and significant impact on customer loyalty through customer satisfaction. Sales promotion has a positive and significant effect on customer loyalty through customer satisfaction.

APA, Harvard, Vancouver, ISO, and other styles

30

Ushakov, R. N. "Prospective directions for improving the process of selling hotel services." Gostinichnoe delo (Hotel Business), no. 2 (February 14, 2022): 161–67. http://dx.doi.org/10.33920/igt-2-2202-09.

Full text

Abstract:

The article describes the main elements of the process of selling hotel services, which include a detailed analysis of the effectiveness of existing sales channels, the use of modern sales technologies at different stages of interaction with the guest, as well as the use of effective methods of recruitment, training and motivation of sales employees.

APA, Harvard, Vancouver, ISO, and other styles

31

Оксана Швед. "ДОСЛІДЖЕННЯ ЯКОСТІ НАДАННЯ ПОСЛУГ ПІДПРИЄМСТВ РЕАЛІЗАТОРІВ ГАЗУ." International Journal of Innovative Technologies in Social Science, no. 5(17) (August 31, 2019): 39–43. http://dx.doi.org/10.31435/rsglobal_ijitss/31082019/6622.

Full text

Abstract:

The study was aimed at establishing the level of quality of service delivery of gas companies. A sociological survey of consumers of gas sellers' services was conducted by filling in the respondents with a special questionnaire developed by the authors. The following gas companies have agreed to conduct a consumer survey of their services: Ivano-Frankivsk Gas Sales, Lvivgas Sales, Poltavagaz Sales, Ternopilgaz Sales, Cherkasygaz Sales. According to the results of the survey, the weaknesses in the work of gas sellers with the consumers of their services were identified and recommendations were given regarding the need for detailed diagnostics of the needs of gas service consumers, the development of a manual that provides a clear algorithm for the work of the personnel with the services of gas converters. and consumers of gas companies.

APA, Harvard, Vancouver, ISO, and other styles

32

Erguido, Asier, Adolfo Crespo, Eduardo Castellano, and Jose Luis Flores. "After-sales services optimisation through dynamic opportunistic maintenance: a wind energy case study." Proceedings of the Institution of Mechanical Engineers, Part O: Journal of Risk and Reliability 232, no. 4 (August 2018): 352–67. http://dx.doi.org/10.1177/1748006x17753500.

Full text

Abstract:

After-sales maintenance services can be a very profitable source of income for original equipment manufacturers (OEMs) due to the increasing interest of assets’ users on performance-based contracts. However, when it concerns the product value-adding process, OEMs have traditionally been more focused on improving their production processes, rather than on complementing their products by offering after-sales services, consequently leading to difficulties in offering them efficiently. Furthermore, due to both the high uncertainty of the assets’ behaviour and the inherent challenges of managing the maintenance process (e.g. maintenance strategy to be followed or resources to be deployed), it is complex to make business out of the supply of after-sales services. Aiming at helping the business and maintenance decision-makers at this point, this paper proposes a framework for optimising the income of after-sales maintenance services through: (a) implementing advanced multi-objective opportunistic maintenance strategies that systematically consider the assets’ operational context in order to perform preventive maintenance during the most favourable conditions, (b) considering the specific OEMs’ and users’ needs and (c) assessing both endogenous and exogenous uncertainties that might condition the after-sales services’ profitability. The developed case study for the wind energy sector demonstrates the suitability of the presented framework for optimising the after-sales services.

APA, Harvard, Vancouver, ISO, and other styles

33

Ukrayev, Mammad, and Sona Haciyeva. "The role of marketing services in sales management." Scientific Bulletin 3 (2021): 31–33. http://dx.doi.org/10.54414/ajsv7893.

Full text

Abstract:

Interchange between elements to meet needs and requirements in an unstable market environment, communication – creating activity marketing. A kind of agreement is a process of exchange between a producer and a buyer in which the seller exchanges his services or goods for a profit (is money). The role of marketing services in the process is large and multifaceted. Properly chosen marketing strategy can increase sales and become a brand in the audience. Among the key elements that play a role in the sales process are customer satisfaction sales strategies of competing firms, product delivery to the market, placement there, advertising pricing process and financing, advertising services, unique product offers.

APA, Harvard, Vancouver, ISO, and other styles

34

Elidjen, Elidjen, Gandi Cahyadi, and Mario Andika. "Sistem Pelayanan Jasa dan Penjualan Produk Percetakan Berbasis Web pada Proposter Indonesia." ComTech: Computer, Mathematics and Engineering Applications 2, no. 2 (December 1, 2011): 755. http://dx.doi.org/10.21512/comtech.v2i2.2824.

Full text

Abstract:

Various constraints related to the availability of up-to-date information services and product sales happen to ProPoster Indonesia, a business of digital printing and display services system run since 2002. ProPoster Indonesia needs to offer an easy access to services and online service sales of printing products to its customers and plans to expand its business services throughout Indonesia. These conditions initiate the development of web-based service and products sales system for ProPoster Indonesia. The main objectives are to overcome the difficulties in obtaining the latest information related to services and products and facilitate promotional printing services to all parts of Indonesia. The sequential linear process model is used to develop the overall system while literature study is done to enrich the insight to develop a better system. The user friendly system makes easy for customers to get the latest information that ultimately facilitate the service process and product sales.

APA, Harvard, Vancouver, ISO, and other styles

35

TOWNSEND, ALAN, and RACHEL MACDONALD. "SALES OF BUSINESS SERVICES FROM A EUROPEAN CITY." Tijdschrift voor Economische en Sociale Geografie 86, no. 5 (November 1995): 443–45. http://dx.doi.org/10.1111/j.1467-9663.1995.tb01866.x.

Full text

APA, Harvard, Vancouver, ISO, and other styles

36

Soegoto, E. S., R. Juliana, and D. Oktafiani. "Designing Consultant Services Sales System through Online Store." IOP Conference Series: Materials Science and Engineering 407 (September 26, 2018): 012027. http://dx.doi.org/10.1088/1757-899x/407/1/012027.

Full text

APA, Harvard, Vancouver, ISO, and other styles

37

Peattie, Ken, and Sue Peattie. "Sales promotion – a missed opportunity for services marketers?" International Journal of Service Industry Management 6, no. 1 (March 1995): 22–39. http://dx.doi.org/10.1108/09564239510078830.

Full text

APA, Harvard, Vancouver, ISO, and other styles

38

Fensel, Anna, Zaenal Akbar, Elias Kärle, Christoph Blank, Patrick Pixner, and Andreas Gruber. "Knowledge Graphs for Online Marketing and Sales of Touristic Services." Information 11, no. 5 (May 4, 2020): 253. http://dx.doi.org/10.3390/info11050253.

Full text

Abstract:

Direct online marketing and sales are nowadays an essential part of almost any business that addresses an end consumer, such as in tourism. On the downside, the data and content required for such marketing and sales are typically distributed, and difficult to identify and use, especially for small and medium enterprises. Further, a combination of content management and semantics for automated online marketing and sales is becoming practically feasible now, especially with the global adoption of knowledge graphs. A design and feasibility pilot of a solution implementing semantic content and data value chain for online direct marketing and sales, basing on knowledge graphs, and efficiently addressing multiple channels and stakeholders, is provided and evaluated with the end-users. The implementation is shown to be suitable for the use on the Web, social media and mobile channels. The proof of concept addresses the tourism sector, exploring, in particular, the case of touristic service packaging, and is applicable globally. The typically encountered challenges, particularly, the ones related to data quality, are identified, and the ways to overcome them are discussed. The paper advances the knowledge of employment of knowledge graphs in online marketing and sales, and showcases its related innovative practical application, co-created by the industry providing marketing and sales solutions for Austria, one of the world’s leading touristic regions.

APA, Harvard, Vancouver, ISO, and other styles

39

Finch, David J., Gashaw Abeza, Norm O’Reilly, and Carola Hillenbrand. "Organizational identification and independent sales contractor performance in professional services." Journal of Services Marketing 32, no. 4 (July 9, 2018): 373–86. http://dx.doi.org/10.1108/jsm-07-2016-0278.

Full text

Abstract:

Purpose The purpose of this paper is to examine the drivers of independent sales contractor (ISC) performance. As independently contracted sales agents, the ISC model is a growing method of non-permanent employment utilized in many sectors. Specifically, this study seeks to fill a gap in the literature related to the under-researched link between ISCs and organizational identification. Design/methodology/approach This study conducts an exploratory, mixed-methods study based on data collected from 189 ISCs from a professional services firm. Findings Results demonstrate that outcomes related to sales performance, retention and advocacy are influenced directly and indirectly by organizational identification. It also shows that tangible benefits related to financial and marketing values are the strongest predictors of ISC organizational identification. Intangible dimensions such as value congruence, management trust and embeddedness play a limited role in the model. Research limitations/implications Results show that ISC sales performance is enhanced when an ISC views their identity and the identity of the firm as highly interdependent. These findings suggest that organizational identification can be a key performance indicator when evaluating the return on marketing investment for a firm. Practical implications This study provides some important guidance to managers responsible for ISCs. First, the study identifies the primary drivers of organizational identification. Specifically, the study demonstrates that financial and marketing benefits are the primary relational antecedents of organizational identification. Both value congruence and operational benefits play relatively minor roles. Similarly, the results show that both organizational identification and historic sales performance are critical predictors of sales performance. Originality/value Few researchers have examined the link between ISCs and organizational identification. Organizational identification is of particular importance in the study of ISCs, as they possess the dual identity of an independent agent and that of a sales representative of the firm they are under contract. This study contributes to existing literature by extending previous studies that examine antecedents of sales performance.

APA, Harvard, Vancouver, ISO, and other styles

40

Warf, B. "International Engineering Services 1982–92." Environment and Planning A: Economy and Space 28, no. 4 (April 1996): 667–86. http://dx.doi.org/10.1068/a280667.

Full text

Abstract:

Engineering services are important venues for international flows of capital and specialized forms of knowledge, and are extensively traded internationally. In this paper the geography of global supply and demand for engineering services for the years 1982–92 is examined. First, trends in six major world market areas are highlighted. The US, by far the world's largest provider, generated more than $3 billion in foreign engineering sales in 1992. Second, I examine the domestic employment impacts of US engineering sales abroad using input—output analysis. Third, I explore the theoretical implications of the relatively few linkages to manufacturing that engineering, like other services, exhibits. As a subtext, I attempt to forge linkages between the literatures on global trade in services and world systems theory.

APA, Harvard, Vancouver, ISO, and other styles

41

Bunghez, Corina Larisa. "Marketing Strategies of Travel Agencies: A Quantitative Approach." Sustainability 12, no. 24 (December 20, 2020): 10660. http://dx.doi.org/10.3390/su122410660.

Full text

Abstract:

The necessity of continuously analyzing and innovating the tourism industry is an essential prerequisite in developing this important branch of the economy in a sustainable manner in the context of our modern society. To this effect, the purpose of this quantitative research study is to determine the impact of sales promotion techniques used by different suppliers of tourism services, in the form of 240 travel agencies. Our research focused on determining the effect of utilizing certain sales promotion techniques in order to increase sales in tourism services. Furthermore, we analyzed the way in which travel agencies engage in utilizing sales promotion techniques. We found that grouped sales, early booking, and last-minute techniques are essential practices in the perceptions of the respondents, that associating accommodation with eating services is a very important aspect for the consumer, that including recreation services is preferred but not demanded, and that included transportation services represent additional motivation in the purchasing decision. Additionally, we found that offering free services differentiates agencies from the competition and increases customer loyalty. The important contribution offered in this research paper represents a basis for future studies in the continuous improvement of marketing strategies in the constantly evolving tourism sector.

APA, Harvard, Vancouver, ISO, and other styles

42

Chandra, Ariyanto, and Meita Pragiwani. "Analysis Of The Effect Of Promotion Mix Implementation On Consumer Decisions In Using Flight Services Pt. Sriwijaya Air Rute Tanjung Karang – Jakarta." Indonesian Journal of Business, Accounting and Management 2, no. 02 (December 10, 2019): 69–77. http://dx.doi.org/10.36406/ijbam.v2i02.590.

Full text

Abstract:

This study is directed to determine the effect of the promotion mix, namely advertising, personal selling, sales promotion, public relations and publication and direct marketing of the decision to use Sriwijaya Air flight services. To answer the objectives set in this study, questionnaires were used as a tool to collect data relating to advertising variables, individual sales, sales promotions, public relations and publications, direct marketing and the decision to use Sriwijaya Air flight services distributed to 155 respondents of Sriwijaya Air passengers. . The collected questionnaire data is then processed using multiple linear regression inferential statistics with SPSS 17. The results of multiple linear regression analysis can be seen that the independent variables include advertising, private sales, sales promotion, public relations and publication, and direct marketing simultaneously have a significant effect on the decision to use Sriwijaya Air flight services. Partially advertising, sales promotion, public relations and publications, direct marketing has a positive and real effect on the decision to use Sriwijaya Air flight services. While personal selling do not have a significant effect on the decision to use Sriwijaya Air flight services. The results of this study can provide input to Sriwijaya Air airlines to improve and make adjustments to the formulation and implementation of the promotional mix strategy to improve the decision to use Sriwijaya Air air transport services which currently can only explain the variation in the dependent variable changes by 29.2%.

APA, Harvard, Vancouver, ISO, and other styles

43

Töytäri, Pekka. "Assessing value co-creation and value capture potential in services: a management framework." Benchmarking: An International Journal 22, no. 2 (March 2, 2015): 254–74. http://dx.doi.org/10.1108/bij-07-2013-0075.

Full text

Abstract:

Purpose – The purpose of this paper is to investigate the managerial practices to assess value creation and value capture potential in longitudinal buyer-seller relationships, and proposes a framework for evaluating such potential for maximizing sales function efficiency. Design/methodology/approach – The research is based on an exploratory multi-case study with seven internationally operating companies from a variety of industries, with the aim of building the framework for sales opportunity management. The framework is then refined in eight workshops with 21 companies. Findings – The findings suggest that industrial companies need to develop new capabilities to efficiently manage value selling opportunities at different stages of the opportunity lifecycle. Research limitations/implications – The underlying sales approach of the research is proactive value selling in a service business context. The findings may not be generalizable into other sales contexts. Practical implications – The paper provides practicing managers with an actionable sales opportunity management framework for an effective management of sales quality. Originality/value – The research contributes to a previously unexplored area of sales management, and suggests a managerial practice linking strategy to implementation at the customer interface.

APA, Harvard, Vancouver, ISO, and other styles

44

Fitriani, Ria Nur, and Yayan Haryanto. "Impact of ERP system on Sales Invoice Printing Process." Management Science Research Journal 1, no. 1 (February 25, 2022): 12–17. http://dx.doi.org/10.56548/msr.v1i1.5.

Full text

Abstract:

Sales invoice is proof of sale of goods and services that shows the amount entitled to be billed to customers for a purchase of goods or services. The aims of the research is to find out whether the ERP system has an impact on the sales invoice printing process at PT. Timah Industri, tbk. The data analysis technique uses secondary data and primary data based on the results of interviews or direct observations. The result of the research is the ERP system has impact on sales invoice printing process. The implication of the research is the implementation and the use of ERP system on sales invoice printing process can be easily to integration sales processes, especially on sales invoice printing processes.

APA, Harvard, Vancouver, ISO, and other styles

45

Jiyanmurodov R. "Using merchandising to increase the efficiency of sales services." Middle European Scientific Bulletin 1 (June 30, 2020): 40–42. http://dx.doi.org/10.47494/mesb.2020.1.66.

Full text

Abstract:

This paper investigates the major points of the sales services and their improvement using merchandising features. In this case, to increase the efficiency of trade services today research has analyzed both the methodological and theoretical basis of the sales services in the Republic of Uzbekistan. Research has conducted different analyses to provide trade services to the population, to increase the efficiency of the population's need for trade services. The paper concluded with the outcomes and shortcomings of the issue with the suggestions as the whole.

APA, Harvard, Vancouver, ISO, and other styles

46

Buoye, Alexander, Arne De Keyser, Zeyang Gong, and Natalie Lao. "Intellectual property extensions in entertainment services: Marvel and DC comics." Journal of Services Marketing 34, no. 2 (February 13, 2020): 239–51. http://dx.doi.org/10.1108/jsm-06-2019-0224.

Full text

Abstract:

Purpose The purpose of this paper is to look into the topic of IP category extensions in an entertainment setting. The main goal of the study is to explore the reciprocal spillover effect of customer experience (CX) ratings with an intellectual property (IP) in one medium (i.e. film) on the sales of the same IP in other media (i.e. comic books). Design/methodology/approach The study is based on 21-years of monthly top 300 comic book direct market sales data linked to the release schedule and domestic box office gross figures for films featuring Marvel and DC comic book IP appearing in the weekly top 50 films over the same time period. The analysis is based on a hierarchical linear (i.e. mixed) model to account for the nested structure of the data. Findings The analysis reveals that CX ratings of weekly top 50 films featuring comic book IP have a quadratic relationship with comic book sales by the two major publishers. Films receiving very good but not excellent ratings are associated with the highest levels of incremental comic book sales. Research limitations/implications The model is based on sales of periodical comic books in the direct market only (i.e. specialty shops) and does not account for sales of digital comics or collected editions through other channels. The analysis is also limited to IP for the two major publishers (Marvel and DC comics). Originality/value This study expands current knowledge on CX spillover effects between different media, contributing to entertainment and CX-literature alike.

APA, Harvard, Vancouver, ISO, and other styles

47

Gusev, S. A. "Service components of automobile business in Russia." Izvestiya MGTU MAMI 7, no. 1-5 (September 10, 2013): 55–62. http://dx.doi.org/10.17816/2074-0530-67772.

Full text

APA, Harvard, Vancouver, ISO, and other styles

48

Albors-Garrigos, Jose, Alex Frass, Klaus Peter Schoeneberg, and Angel Peiro Signes. "Impact of national cultures on automotive after sales services perception." Management:Journal of Sustainable Business and Management Solutions in Emerging Economies 22, no. 2 (September 21, 2017): 13. http://dx.doi.org/10.7595/management.fon.2017.0014.

Full text

Abstract:

This article clarifies the impact of national culture in the after sales service in the automotive sector. Introduction and objectives: After-sales services have become paramount in the automobile industry. However, they are not sufficiently researched, particularly in emerging markets. Here an academic gap exists because, within the automotive research literature, culture is a widely neglected issue. Thus no explicit knowledge can be applied regarding emerging markets service demand behaviour, which might be a crucial point, as some of these countries culture is different to the western culture. Methods: The research is based in a survey carried out among Chinese premium brand automotive customers. Results: It shows which individual level values are causal and positively contribute to the perception of service quality and loyalty behaviour by customers. Conclusion: The article providing a guideline how the entire process chain of after-sales services could be researched and applies successfully the individual level value theory by Schwartz. Implications and research limitation: Brand loyalty is well explained by perceived service quality significantly leads to after-sales service satisfaction, which itself is a strong predictor of workshop loyalty. Moreover, workshop loyal customers are likewise significantly brand loyal. Finally, the influence of culture is empirically verified with the one exception of after-sales service satisfaction.

APA, Harvard, Vancouver, ISO, and other styles

49

Alfaridzi, Ilham, Dedi Suhendro, and Iqbal Sanjaya. "RANCANG BANGUN APLIKASI PENJUALAN DAN JASA SERVICE PADA SHOWROOM EXPO YAMAHA MOTOR DI KOTA PERDAGANGAN KABUPATEN SIMALUNGUN." Jurnal Informatika 19, no. 2 (December 26, 2019): 144–52. http://dx.doi.org/10.30873/ji.v19i2.1854.

Full text

Abstract:

Motorbikes are motorized vehicles that have two wheels. in a straight line lined up so that when the conditions go at high speed it remains stable because of the gyroscopic force. Moving at high speeds continues to run stable and at low speeds stability always depends on the settings. In Indonesia motorbike users are very popular because they are cheap, easy to reach, save fuel and the maintenance costs are not large. One of the most famous motorbikes in Indonesia is Yamaha with its founder from Japan named Yama Tarakusu. Yamaha motorbike is a service for consumers in providing motorized vehicle maintenance because it is designed by reliable experts. Yamaha Motor Trade Expo Showroom Simalungun Regency dealers selling motorcycles, spare parts while providing service services for consumer motorcycle vehicles have not been maximized and have not been satisfactory because they are still done manually on sales, especially in selling spare parts because there is no fast and accurate information regarding stock or inventory. In terms of service services, there is also no application system running at the Yamaha Motor Trade Expo Showroom in Simalungun Regency. The design of sales and service applications aims to facilitate and accelerate the sales data processing and motorcycle service, so that the administration of sales and information is faster and more accurate. Departing from this, the author designed the application of sales and service services at the Yamaha Motor Trade Expo Showroom in Simalungun Regency in the hope that sales applications and service services can provide fast, precise and accurate information.Keywords : Sales, Motorcycle Services, Microsoft Visual Studio 2010, MySQL

APA, Harvard, Vancouver, ISO, and other styles

50

Awan, Muhammad Luqman, Muhammad Usman Awan, Omer Naseer, and Usman Mumtaz Khan. "Driving Mobile Accounts Sales: Strategic Imperative for Telenor Pakistan." Asian Journal of Management Cases 16, no. 2 (September 2019): 240–60. http://dx.doi.org/10.1177/0972820119858546.

Full text

Abstract:

In October 2013, Mahboob Ali Shah Manager Financial Services Planning Telenor Pakistan (TP) needed to make decisions on the future of Mobile Accounts Sales officers (MASOs). TP had two businesses, i.e., GSM (96 per cent revenue contribution in TP 2012 sales) and financial services offering (4 per cent revenue contribution in TP 2012 sales) under the brand name of EasyPaisa. TP launched EasyPaisa in 2009 with a view to reach out to the unbanked segment (60 million people). By 2012, EasyPaisa had a brand awareness of 80 per cent with the largest footprint of 36,000 EasyPaisa shops. Mobile accounts (MAs) were introduced in 2010 which could be operated only by Telenor sim and; hence, offered a great opportunity for TP to attract and retain customers for continual usage of its complete offerings. TP developed an elaborate go to market strategy (direct as well as indirect) to reach its customers effectively. Territory Sales Supervisors (TSS) has been the focal contact point between TP and their franchises since the launch of GSM services in 2005; however, as TP increased their offerings in the realm of financial services and offered diverse services such as MAs it became difficult for TSS to focus on MA and other financial services products whereas ironically MA contributed only (5 per cent) in KPI of TSS. At the same time, selling of MAs required different selling process as opposed to selling GSM services to franchisees and subsequently to retailers. Due to this change in the selling process, highly successful TSS had not been able to achieve sales targets for MA. In order to achieve corporate objectives for MA sales, Mahboob needed to make a choice from among different possible options for MASO’s expansion to achieve this year’s target of 350,000 MA, out of which until now he could achieve only 224,000.

APA, Harvard, Vancouver, ISO, and other styles

Journal articles on the topic 'Sales services'

Create a spot-on reference in APA, MLA, Chicago, Harvard, and other styles