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1
DeCormier, R. A. "Counselor Selling." Thesis, University of Bradford, 1988. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.233681.
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McKinley-Powell, Gregory S. "Selling Disbelief." CSUSB ScholarWorks, 2014. https://scholarworks.lib.csusb.edu/etd/101.
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This report outlines the methodology and findings used to create the book Selling Disbelief: A 20 Step Guide to Grow and Promote Atheist and Secular Groups (Appendix A). The book Selling Disbelief outlines a six-month marketing plan and best practices for groups that are part of the growing Secular Movement.
This project is the first systematic academic study of marketing methods in regards to promoting Secular movements. A need for this research has been identified due to a lack of research in this particular field and the continued marginalization facing the non-religious. The objectives of this project were twofold:
The first objective was to identify the themes and methods that are most effective in promoting Secular groups and organizations to the general public and to Atheist, Agnostic, and Secular individuals, and to identify those areas where knowledge or methods were lacking or ineffective.
The second objective was to conduct an extensive literature review of existing marketing best practices, and using the information from objective one as a guide, to adapt existing marketing information for use by Secular groups.
For objective one, the project used ten in-depth interviews with experts in the marketing and organizing of Secular groups. These experts were selected based on years of experience, visibility, and availability. The data was analyzed through Thematic Analysis to find themes on methods, messages, and tactics that have lead to successful marketing and promotion.
For objective two, this project used a review of existing marketing and promotion literature of best practices for community groups of a similar nature to Secular groups. By triangulating the existing marketing literature with themes from the interviews, best practices pertinent to Secular groups were identified.
The interview and research findings of this project were compiled into a handbook titled “Selling Disbelief: A Guide to Organizing and Promoting Secular Organizations” with recommendations and best practices for Secular and Atheist groups to market and promote their organizations.
3
Chen, Mei-Hua. "Selling body/selling pleasure : women negotiating poverty, work and sexuality." Thesis, University of York, 2003. http://etheses.whiterose.ac.uk/2531/.
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Espegren, Yanina, and Suresh Panicker. "Salesperson’s Personality, Motivation and Selling Performance : The Study of New Product Selling." Thesis, Högskolan Dalarna, Företagsekonomi, 2015. http://urn.kb.se/resolve?urn=urn:nbn:se:du-18417.
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In the highly competitive environment businesses invest big amounts of money into the new product development. New product success potentially depends on different factors among which salespeople play an important role. The aim of this paper is to explore the potential link between salespeople’s personality, motivation to sell new products and performance in selling new products. Based on the theoretical background of the Big Five personality dimensions, motivation and selling performance hypotheses were formulated and tested using statistical methods of correlation and regression analysis. The data was collected within one technologically intensive organization – ABB AB in Sweden using online web questionnaire and self-assessment measurements. Total investigation was conducted among organization’s salesforce. The findings confirm the importance of salesperson’s personality empirically showing that the latter significantly predicts both motivation and performance in selling new products. From all the Big Five Extraversion was confirmed to be the most important predictor of both motivation and performance in selling new products. Extraversion was found positively related with both motivation and performance in selling new products. Salespeople scoring high in Extraversion and especially possessing such characteristics as confident, energetic and sociable tend to be more motivated to sell new products and show higher performance results. Other personality dimensions such as Agreeableness, Conscientiousness, Neuroticism, and Openness to experience complexly approached are not proved to be significantly related neither with motivation nor performance in selling new products. The results are explained by the extreme importance of Extraversion in new product selling situation which analyzing in combination with the other personality dimensions suppresses the others. Finding regarding controlling for certain demographical characteristics of salespeople reveal that performance in selling new products is determined by selling experience. Salespeople’s age is not proved to be significantly related neither with motivation nor performance in selling new products. Findings regarding salespeople’s gender though proposing that males are more motivated to sell new products cannot be generalized due to the study limitations.
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Wittmann, Georg. "Cross-Selling von Finanzdienstleistungen." Regensburg Univ.-Verl. Regensburg, 2009. http://d-nb.info/1003055060/04.
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Clunie, James Bruce. "Indirect short-selling constraints." Thesis, University of Edinburgh, 2009. http://hdl.handle.net/1842/4467.
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In this thesis, I use two strategies of inquiry to further our understanding of indirect short-selling constraints. First, I interview a series of experienced market practitioners to identify their attitudes towards indirect constraints. I find little support for D’Avolio’s (2002) suggestions that short-selling is inhibited by managers’ fear of tracking error and by the cultural pressures of a society that can vilify short-sellers. However, I am able to introduce a new, social, indirect constraint to the literature – the perception that short-selling is a form of ‘trading’ as distinct from ‘investment’, and the consequent lack of acceptance amongst stakeholders that this engenders. This constraint reveals a divide between the attitudes of the academic community and parts of the institutional practitioner community on the subject of short-selling. However, interviewees argue that this indirect constraint is diminishing over time. This raises the prospect of markets in practice converging in behaviour towards the markets assumed in classical asset pricing models, and has implications for market efficiency. My second strategy of inquiry is to use a large, new stock lending database to explore three risk-related indirect constraints to short-selling. I examine ‘crowded exits’, a general class of liquidity problem, and find that these are associated with statistically and economically significant losses for short-sellers. I also examine ‘manipulative short squeezes’, a liquidity problem arising from predatory trading. Consistent with theory and the literature on the subject, I find that these are rare for larger, more liquid stocks. However, when they do occur, these events generate statistically significant losses for short-sellers. Finally, I build upon the work of Gamboa-Cavazos and Savor (2007) and investigate the response of short-sellers to losses. I find that short-sellers close their positions in response to accounting losses and not simply in response to rising share prices. This is consistent with short-sellers’ use of risk management tools that are designed to crystallize small losses. These serve to limit the risk of potentially unlimited losses and to reduce short positions at times of heightened synchronization risk. Stocks subject to shortcovering in this manner do not subsequently under-perform the market. My findings demonstrate that a sophisticated group of traders, strongly associated with price setting, does not suffer from the bias known as loss realization aversion.
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Knight, Susan M. "Selling Apples from Arizona." College of Agriculture, University of Arizona (Tucson, AZ), 1991. http://hdl.handle.net/10150/295693.
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Haegermark, Jakob, and Sara Andersson. "Internal Issue Selling : An individual perspective on the issue selling process within the subsidiary." Thesis, Uppsala universitet, Företagsekonomiska institutionen, 2015. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-255965.
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The traditional issue selling process refers to strategic actions taken at a subsidiary in order to gain attention from the HQ. This study aims to broaden the theories on issue selling to also cover internal issue selling, which refers to the individual level of issue selling within a subsidiary. Further is attention and initiative taking worth investigating when studying issue selling, whereas these underlying constructs of issue selling are highlighted in the paper. For this specific study we have performed a case study with L’Oréal Sweden to investigate how the individuals are selling issues within the subsidiary. This micro-level focus of the issue selling process have the potential to contribute to an understanding of the process and the underlying constructs of issue selling on a macro perspective. The findings of this study indicate a tendency that issue selling exists on a subsidiary level. Thereby it could be argued that ideas and initiatives raised by the individuals within a subsidiary have the potential to generate in strategic and organizational improvements on a macro perspective for the MNC.
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Wengler, Stefan. "Key account management in business-to-business markets an assessment of its economic value /." Wiesbaden : Deutscher Universitats-Verlag, 2006. http://www.springerlink.com/content/u0132h/.
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Romano, Cara L. "Gallery 66 selling the Southwest /." Ohio : Ohio University, 2007. http://www.ohiolink.edu/etd/view.cgi?ohiou1194999497.
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Tang, Yin-hang Phoebe, and 鄧彥姮. "Selling Skylab : dreams and challenges." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 2013. http://hdl.handle.net/10722/198821.
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This thesis investigates the history of Skylab from political, social, and public relations perspectives. It focuses on the reasons to build Skylab, the difficulties Skylab met and most importantly how NASA overcame these difficulties by selling Skylab actively. The thesis argues that in order to maximize popular support and interest in Skylab to secure funding, NASA improved its public relations and sold Skylab according to public expectations. The first chapter explores how and why NASA selected Skylab as the program to succeed Apollo. Politically, NASA built Skylab for national prestige and to facilitate international cooperation. Socioeconomically and scientifically, Skylab provided employment opportunities and improved people’s daily life. These features of Skylab diverged from the competitive nature of the early space program, and gave NASA new justifications for continuing the space program. The second chapter focuses on budgetary limitations, and inadequate popular support and interest towards Skylab. Many voices from the public criticized the American space program for not bringing practical benefits. These voices urged the United States government to cut spending for space exploration, and channel the resources to areas such as public works and education instead. NASA was aware of these challenges and publicized Skylab accordingly. The final Chapter explores how NASA tailored its presentation of Skylab according to the interest of different stakeholders, so to assuage their concerns and gain their support for Skylab. NASA sold the space station by actively involving members from the public such as students and scientists in Skylab. Skylab became a project which was worth the high cost, and which could contribute practically to society.published_or_final_version
History
Master
Master of Philosophy
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Karim, Mohammed Samirul, and Alexander Strzelecki. "Selling Services : Marketing the Intangible." Thesis, KTH, Industriell ekonomi och organisation (Avd.) (stängd 20130101), 2012. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-103572.
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The feature of service intangibility is one of the most prominent, albeit controversial, problems in service marketing. Service providing firms have been trying to find ways to ‘tangibilize’ their service offerings in order to assist the potential customers to better understand the benefits and qualities of their services. A review of past literature revealed that most of the studies have been carried out on a theoretical level, but with an insufficient empirical back-up. The authors propose that Marketing based tangibilization (MBT), which has largely remained outside the focus of empirical research for the last four decades, offers a solution to the issue of intangibility on a marketing front. In order to address this issue, the authors of this report have designed a study whose purpose is to explore the effects of intangibility on the marketing activities of eight different service firms. The authors have derived several implications caused by intangibility through a thorough literature review and with that as a foundation they have interviewed one representative from each of the eight service firms – all of them offering consulting services in different domains – as well as analyzed their marketing materials. From this, the authors have deduced eight distinct marketing methods – trials, events and references to name a few – currently in use in those service companies in order to overcome intangibility and then evaluated those methods with respect to the aforementioned implications of intangibility on service marketing. The conclusion is that intangibility is a real issue to be dealt within the context of service provision, and that the resources available and the type of service provided will dictate which of the methods can be implemented at a certain service provider. Finally, several recommendations are provided that the companies could further look into in order to overcome the issue of intangibility, such as an increased use of the possibilities created by the Internet (e.g. social media).KUTA-project
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Fazio, Dimas Mateus. "Short selling and inside information." Universidade de São Paulo, 2014. http://www.teses.usp.br/teses/disponiveis/12/12138/tde-28082014-163356/.
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Using data on all lending deals in the Brazilian stock market from 2009 to 2011, we provide answers to the following questions: i) are short-sellers informed in Brazil?, ii) which short sellers are informed?, and iii) how are they informed? The answer to the first question is positive, the average Brazilian short-seller is informed. Among these short-sellers, individual investors appear to be as informed as investment funds. To provide an answer to the third question, the approach is to observe how short-selling behaves around days when relevant corporate news is disclosed. This paper shows that funds are more informed just after the disclosure of news, an indication that these investors decide their short-selling operations after processing the news. On the other hand, individual investors increase short-selling prior to bad news and decrease short-selling prior to good news. This last result could be a sign of information leakages from insiders.Usando-se de dados relativos à totalidade dos contratos de empréstimos de ações no mercado brasileiro de 2009 a 2011, este trabalho responde às seguintes questões: i) vendedores a descoberto são mais informados no Brasil?, ii) quais desses vendedores a descoberto são informados?, e iii) como eles são informados? A resposta para a primeira pergunta é positiva: o investidor médio brasileiro é informado. Dentre esses, vendedores a descoberto individuais são tão informados quanto aqueles institucionais. Para responder a terceira pergunta, nossa abordagem é a de observar como a venda a descoberto se comporta ao redor de dias onde notícias corporativas são reveladas. Este trabalho mostra que fundos institucionais são mais informados logo depois da divulgação da notícia, um indicativo que estes investidores vendem a descoberto após processar notícias. Por outro lado, investidores individuais aumentam a venda a descoberto antes de notícias ruins, e diminuem antes de notícias boas.
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Mohamad, Azhar. "Empirical essays on short selling." Thesis, Bangor University, 2012. https://research.bangor.ac.uk/portal/en/theses/empirical-essays-on-short-selling(4a88aa2e-ec69-44da-bac0-bac47326fa55).html.
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This thesis sets out to analyse empirically the impact of: i) short selling on stock returns; ii) the UK Financial Services Authority's (FSA) short selling ban on stock prices, market quality as well as contagion, and iii) short selling on Exchange Traded Fund's (ETF) returns. A distinction is made between two types of shorts: valuation and dividend arbitrage shorts. Employing an event-study methodology, the empirical results indicate that, whilst large increases in short interest in valuation shorts are associated with significant negative abnormal returns, large increases in dividend arbitrage shorts are less informative. This may imply that these two different types of shorts are executed by two different sets of traders, who are scrutinizing two different sets of information. With respect to dividend arbitrage shorts, however, the informational content of short interest is dependent on the state of the economy. Regarding the impact of the FSA's short-selling ban on stock prices and market quality, the current study finds no evidence that the FSA's objective of protecting market quality was achieved through its prohibition of the short selling of financial stocks. Nevertheless, with regard to the FSA's concerns over cross-sectoral contagion, there is evidence that the short-selling ban may have been successful in preventing contagion, thereby protecting capital market stability. In relation to the informational content of ETF short interest, the present study finds that high increases in short interest are followed by positive abnormal returns, while low increases in short interest are followed by negative abnormal returns. The results indicate that ETF's short interest does not carry informational content similar to that contained in the short interest on individual stocks and different types of players are involved in the ETF market, namely, the hedgers and speculators.
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Hamilton, Suzanne. "Selling skills or selling out? : manufacturing educational need for semi-skilled and un-skilled work." Thesis, University of Canterbury. School of Educational Studies and Human Development, 2002. http://hdl.handle.net/10092/2252.
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This thesis uses interviews, personal experience and documentary evidence to explore
the day to day reality of a call centre enviromnent, and uses this to examine:
surveillance issues with reference to five theories, and concluding that Braverman's
control theories are alive and thriving in the call centre environment; discuss skill; and
address the question of who benefits from the provision of basic qualifications. It
argues that although benefits have moved in favour of industry, in the call centre sector
which already provides inhouse training, it is the institutions offering call centre
qualifications that are the sole benefactors.
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Eriksson, Oscar, and Olle Sahlman. "Short Selling: Domestic and Foreign Performance Differences : A study of the Swedish Short Selling Market." Thesis, Uppsala universitet, Företagsekonomiska institutionen, 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-355497.
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The purpose and intent of this study is to conduct comparative research between domestic and foreign investors in regard to short selling positions on the Swedish financial market. The performance differences are measured by compounding short selling positions by the investors between 2015-2018. Two comparative methods were utilized to conduct this research: The cumulative abnormal return (CAR) and the buy-and-hold abnormal return, with each calculation being utilized in accordance with Barber & Lyon (1997). The produced results have been scrutinized via univariate descriptive statistics (t-test) and a regression in order to verify if there is any significant difference between the investors. The result of the study shows that there is a tangible, noteworthy difference in an average performance amongst the investors. We can now recognize that foreign investors who hold their short selling positions for a longer time-period demonstrate better performance. To compare with the domestic investors, their displayed trading behavior seems to be more unpredictable and they have not been performing as good in this selected time-interval.
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Howell, Elizabeth. "Is the European short selling regulation a justifiable response to the concerns posed by short selling?" Thesis, University of Oxford, 2015. http://ora.ox.ac.uk/objects/uuid:17262955-4bab-43ff-b6f3-5386a99f3681.
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Short selling came onto the centre stage during the recent financial crisis when the collapse in price of financial listed securities after the demise of Lehman Brothers led to the introduction of a number of temporary short selling bans. In Europe however it was the commencement of the recent European sovereign debt crisis that was the true stimulus for proposing new short selling rules, the culmination of which was the introduction of the European Short Selling Regulation (the 'Regulation'). The thesis asks whether the Regulation is a justifiable response to the concerns posed by short selling. Such issues are measured against the relevant economic literature that almost overwhelmingly demonstrates that short selling contributes to market efficiency, that restrictions generally make markets less efficient and that constraints do not achieve the desired objective of stabilising prices. The thesis then analyses the political economy and backdrop to the Regulation’s introduction that largely dictated the shape of the final rules. The precise legislative choices made by Europe, including with respect to sovereign credit default swaps, are analysed, and (where relevant) there is a comparative element with a consideration of the US short sale regulations. These rules are used as a contrast and as a means of commenting more effectively on the European provisions. The doctorate concludes that the Regulation is not a justifiable response to policymakers' concerns and that the rules have suffered from the politicisation of the legislative process. The thesis suggests that short-term political point scoring has triumphed over the long-term benefits of market efficiency and that short sellers are now the subjects of highly technical rules that will negatively impair on market efficiency. Although, with time, parties may learn to use the new rules to their advantage, this does not justify the introduction of unreasonable rules in the first place.
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Sherry, Samuel Accounting Australian School of Business UNSW. "Tax-loss selling and managerial discretion." Publisher:University of New South Wales. Accounting, 2009. http://handle.unsw.edu.au/1959.4/43727.
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This thesis examines the relationship between tax-loss selling (TLS), where investors with taxable gains sell stocks that have declined in value just before the fiscal year-end to generate offsetting tax losses, and managers?? incentives to influence stock prices, either through increased disclosure or by engaging in upwards earnings management. Firms whose stock prices represent greater potential tax losses in investors?? portfolios at year-end are predicted to increase their disclosure level in June to prevent further share price falls due to TLS, and have higher levels of accruals. Using the number of discretionary, market-sensitive news releases in the Signal G announcement database to measure disclosure frequency, this thesis finds that, for a sample of 14,713 firm-year observations drawn from all ASX firms for the years 1994 to 2007, stocks with larger negative returns have higher disclosure in June, after controlling for size, performance, risk and external financing dependence. This is particularly true of small mining and exploration companies that are more reliant on voluntary disclosure as a vehicle for lowering information asymmetry. This increased disclosure does not appear to contribute to the higher July returns earned by stocks that experienced significant TLS in June. Disclosure frequency is negatively associated with the magnitude of operating and total accruals, suggesting that earnings management is less likely for firms with higher disclosure. There is also evidence that smaller firms with poor stock price performance have higher levels of operating accruals and thus may be more likely to engage in earnings management.
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Nel, Joe. "Trends in higher education : selling out?" Journal for New Generation Sciences, Vol 3, Issue 2: Central University of Technology, Free State, Bloemfontein, 2005. http://hdl.handle.net/11462/481.
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Published ArticleAlthough changes to the Higher Education system are inevitable and, indeed, welcome, the steady drift towards assuming corporate identities and corporate practices is a lamentable and destructive feature of the changing educational landscape. Making a profit - the commodification of knowledge - necessarily becomes the driving force of an institution, instead of the production of knowledge for its own sake. The consequence is that higher educational institutions are now in the service of industry and business, undertaking projects and research on behalf of external "funders, " and doing so with misplaced pride. Certainly, academics should not be cloistered in their ivory towers; equally, though, they should avoid becoming cost centers themselves.
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Macdonald, Anne. "Informal selling in central Cape Town." Master's thesis, University of Cape Town, 1989. http://hdl.handle.net/11427/14232.
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Bibliography: leaves 158-177.The aim of the thesis is to use a particular set of informal sellers in central Cape Town to focus study on aspects of informal sellers that have not previously been given high priority in analysis of the informal economic sector. In so doing, insight into the perceptions of informal sellers (in terms of their work or informal selling situation) and an evaluation of the relationships between informal sellers, the formal sector and government authorities will be gleaned. The work is based on, and extends, data provided by an in-depth Cape Town City Council survey conducted in 1985. The specific objectives of the study are, firstly, to provide comparisons on the number of informal selling outlets over a one year time period. Secondly, to identify and analyse the characteristics and locations of informal selling outlets. Thirdly, to investigate and analyse the operation of the different types of informal selling outlets in some detail. In particular, the backward and forward linkages affecting such outlets will be the focus of attention. In addition, it is intended to establish the attitudes of the formal sector and government authorities towards informal sellers, and vice versa.
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Moskalenko, Taras. "Solution Selling in Contemporary Business Practice." Master's thesis, Vysoká škola ekonomická v Praze, 2013. http://www.nusl.cz/ntk/nusl-165966.
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This master thesis focuses on the issue of practical implementation of Solution Selling philosophy in general and of its principles in particular. It also covers topics of the sales function in a company, sales workforce and related problems with hiring and differentiating between sales positions, theoretical background of Solution Selling and discussion about its topicality and ability to address needs of modern economic environment. Empirical part is based on three case studies of such companies as VMware, Cisco and DuPont and example of business model of IBM Corporation, which successfully uses Solution Selling as a core for its operational activities. Results of findings are provided in the end of practical part and in general conclusions.
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Berentzen, Johannes. "Handelsmarkenmanagement solution selling in vertikalen Wertschöpfungsnetzwerken." Wiesbaden Gabler, 2009. http://d-nb.info/994879059/04.
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Sidhu, Ravinder K. "Selling futures : globalisation and international education /." St. Lucia, Qld, 2003. http://www.library.uq.edu.au/pdfserve.php?image=thesisabs/absthe16685.pdf.
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Adojutelegan, Nat. "Vote-Selling: Infrastructure and Public Services." ScholarWorks, 2018. https://scholarworks.waldenu.edu/dissertations/4829.
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Vote-selling in Nigeria pervades and permeates the electoral space, where it has become the primary instrument of electoral fraud. Previous research has indicated a strong correlation between vote-buying and underinvestment and poor delivery of public services. There remains, however, a significant gap in the current literature regarding the nature of the relationship between vote-selling and the delivery of public services. The purpose of this study was to uncover voters' behaviors by investigating their common and lived experiences with respect to the provision of infrastructure, delivery of public services, and voting during elections. Using Bandura's theory of reciprocal determinism, the research explored the connection between environment and vote-selling. Data were collected through semistructured interviews with 10 individuals who participated in the most recent elections in Akoko North West Local Government, Ondo State, Nigeria. The data were analyzed using Moustakas's transcendental phenomenological process. Key findings suggest a reciprocal relationship between vote-selling, and infrastructure and public services. The study findings also revealed that vote-sellers' feel justified because vote-selling is perceived as a product of disappointment, lack of trust and voters' apathy, willingness to accept their own share of 'national cake,' and poverty. These findings are consistent with Bandura's proposition that people create the society and equally react to environmental factors. This study contributes to the existing literature and may enhance social change initiatives by improving the understanding of the connection between the provision of infrastructure and the delivery of public services and vote-selling.
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ROSSI, FILIPPO. "Mathematical models for selling process optimization." Doctoral thesis, Università degli studi di Genova, 2021. http://hdl.handle.net/11567/1050078.
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The work of the Thesis has been pursued in collaboration with an important company operating in the tourist sector.
The followed projects in the work can be seen as belonging to the Destination Management branch, that is the study and the implementation of actions aimed at better managing the company offer related to touristic experiences broadly. In particular, the first project has been related to Revenue Forecasting and has dealt with the definition of a methodology, based on mathematical and statistical techniques, aimed at forecasting the revenue streams linked to specific items of a company; the second project, Destination Discovery, instead aimed at the high-level analysis of tourism opportunities in different geographical areas, researching and evaluating new possibilities
for the company related to tourist interest. In the work, some preliminaries about what a forecast is will be provided and the many techniques aimed at accomplishing the task, giving a general theoretical framework for the topic will be discussed. Then some details about data and the set of more practical operations needed in order to extract information from them in a numerical manner, eventually building a forecasting model on it will be discussed. Later the application of the techniques previously introduced to the different projects will be discussed; for each one of them, the methodologies followed and the analyzes carried out will be provided, as well as the obtained results.
Finally an analysis of what has globally been done in the work along with different comments, the obtained results and some possible future work and improvements will conclude the work.
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Åge, Lars-Johan. "Business manoeuvring : a grounded theory of complex selling processes." Doctoral thesis, Handelshögskolan i Stockholm, Marknadsföring, Distributionsekonomi och Industriell Dynamik (D), 2009. http://urn.kb.se/resolve?urn=urn:nbn:se:hhs:diva-926.
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Industrial selling processes are complex phenomena. The involvement of diverse persons and the prevalence of service elements in integrated sales offerings have meant that collaboration and dialogue are now essential aspects of any successful selling process. The present study is based on the premise that these essential aspects of contemporary industrial selling processes have not been sufficiently conceptualised in the extant literature and that new concepts are therefore required. In particular, relevant new concepts that are based on the personal experiences of the actors involved in the selling process are urgently needed. Grounded-theory methodology was chosen for this inductive study because this approach is especially suitable for the development of empirically based concepts derived from the real-life experiences of involved actors who are addressing their issues of concern. The substantive theory that is subsequently produced by this grounded-theory approach posits a core category of ‘business manoeuvring’ as the basic social process whereby the involved actors resolve their main concern—which is the conduct of effective business. This resolution is achieved within the core category of ‘business manoeuvring’ by the judicious management of mutually dependent and complementary activities, which are reflected in the other categories of the substantive theory—(i) ‘business standardisation’; (ii) ‘business fraternisation’; (iii) ‘personalisation’; and (iv) ‘probationary business rationalisation’. A comparison of the present study’s substantive theory with alternative models in the literature reveals that the broader scope and integration of the proposed substantive theory provides it with greater explanatory power than extant models; however, it is acknowledged that the proposed theory lacks the detailed depth of other models. The successful development of a substantive theory that grasps the main concern of the involved actors and adequately describes its continuous resolution means that this study has achieved its primary purpose of developing empirically based, actor-related concepts that provide an enhanced understanding of the theory and practice of complex selling processes in contemporary industrial markets.
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Zhang, Yi. "Inventory and pricing management in probabilistic selling." Doctoral thesis, Universitat Politècnica de Catalunya, 2019. http://hdl.handle.net/10803/665359.
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Context: Probabilistic selling is the strategy that the seller creates an additional probabilistic product using existing products. The exact information is unknown to customers until they receive the probabilistic products. This strategy is still a relatively new area for both researchers and practitioners. Many of the corresponding operations problems need to be solved to take full advantage of the opportunity of this innovative marketing strategy. However, limited attention has been paid to examining the inventory management of probabilistic selling from the perspective of Operations Management, which cannot meet the needs of decision-making in reality.
Objectives: Considering different characteristics of the probabilistic product, the buyer, and the seller involved in probabilistic selling, i.e., the probabilistic product form, the buyers’ behaviours of demand switch and barter exchange, and the seller's product allocation behaviour, we establish models and solve the decision problems of pricing, inventory, joint decision of pricing-inventory, and product allocation, etc. Based on the analysis of optimal decisions and strategy comparison results, we shed some lights on the effectiveness of probabilistic selling on managing uncertainty, and its profitability.
Method: First, we analyze the practice scenarios of probabilistic selling. Next we mainly use newsvendor inventory model, hotelling model, and optimization theory to model, solve, and analyze the operational problems. Then we give some analytical results. Next we conduct the numerical analysis using softwares of Matlab and Mathematica. Finally, we provide insightful managerial implications for the practice of probabilistic selling.
Results: The thesis derives the optimal operational decisions of inventory order, pricing, inventory allocation, and product line design in probabilistic selling. Overall, the analysis of the results show that probabilistic selling can benefit the seller with higher expected profit by reducing demand/supply uncertainty and improving inventory efficiency. The performance of probabilistic selling is closely dependent on customers' price sensitivity, product similarity, and uncertainty level, etc. Main results considering different research scenarios are as follows:
1) When the price for the probabilistic product is independent on demand reshape, a proper cannibalization can benefit the retailer in terms of yielding a higher expected profit. Probabilistic selling is more profitable with relatively lower product similarity and higher price-sensitive customers, while inventory substitution strategy outperforms probabilistic selling with higher product similarity.
2) When the price for the probabilistic product is dependent on demand reshape, probabilistic selling can benefit the seller with higher expected profit and lower inventory. Probabilistic selling is more profitable with lower product differentiation, higher customers' price sensitivity, and higher demand uncertainty. Improper pricing would undermine the seller's profit.
3) When the seller offers physical probabilistic product, he can benefit from two effects, namely the risk pooling effect due to demand reshape and the risk diversification effect due to inventory flexibility.
4) When the seller offers barter choice in probabilistic selling, he may benefit from the marketing effect in the barter process. Offering barter choice can broaden the application range of probabilistic selling, which will increase with successful barter probability.
Conclusions/Implications: First, the thesis helps sellers understand how to manage their inventory, pricing and related implementation issues to take full advantage of probabilistic selling. Second, this thesis explores the mechanism of this innovative marketing strategy as an inventory management tool to combat uncertainty which also riches the literature on Operations Management, especially inventory management.Antecedentes: Los productos probabilísticos son productos adicionales creados por un proveedor que combina productos existentes y oculta parte de la información del producto. Es decir, cierta información de atributos de los productos probabilísticos es opaca para el cliente. El cliente que compra el producto probabilístico obtiene una de las combinaciones de productos con una cierta probabilidad. Las ventas probabilísticas son una estrategia de ventas que permite la venta de productos probabilísticos. Todavía es un modelo de ventas relativamente nuevo para empresas e investigadores. La implementación de ventas probabilísticas es diversa y aún no se ha verificado la rentabilidad de las diferentes formas de ventas probabilísticas. Se deben abordar las situaciones de inventario y fijación de precios que tengan en cuenta las diferentes realidades. Por el momento, desde la perspectiva de la gestión operativa, existen pocos estudios sobre la toma de decisiones de inventario y fijación de precios bajo el modelo de ventas probabilísticas, que no puede satisfacer las necesidades de las empresas para tomar decisiones científicas en el proceso de implementación. Objetivo: Este documento se centra en los tres actores principales en el proceso de venta probabilística: los productos probabilísticos, compradores y vendedores. Considere el afecto de las diferentes realidades y circunstancias (en concreto, la forma de productos probabilísticos, la demanda de transferencia y el comportamiento de intercambio del comprador, y si el vendedor reemplaza el producto en el proceso de distribución de los productos) sobre la fijación de precios y las decisiones de inventario. Al establecer un modelo que considera los factores realistas antes mencionados, se resuelve el problema de fijación de precios, la decisión conjunta de inventario- precios y la asignación de productos bajo el modelo probabilístico de ventas. Finalmente, a través del análisis de las decisiones y la comparación de estrategias, se obtendrá sugerencias de gestión para la implementación de ventas probabilísticas. Método: En primer lugar, este documento analiza los escenarios de diferentes ventas de probabilidad. En segundo lugar, utilizando el modelo de vendedor de periódicos, el modelo de Hotelling y la teoría de optimización, se intenta resolver y analizar la fijación de precios, el inventario, la toma de decisiones conjunta de inventario-precios y los problemas de decisión de asignación de productos. Luego, da el teorema y analízalo. Finalmente, proporcione asesoramiento de gestión de inventario- precios para los comerciantes que implementan ventas probabilísticas. Conclusión: Este documento ha encontrado las decisiones operativas óptimas para el inventario, fijación de precios, asignación de inventario y diseño de línea de producto en ventas probabilísticas. Los resultados generales muestran que las ventas probabilísticas pueden aumentar la eficiencia del inventario al reducir la incertidumbre de la demanda / oferta, lo que permite a los vendedores obtener mayores ganancias esperadas. El rendimiento de las ventas probabilísticas está estrechamente relacionado con factores tales como la sensibilidad del precio del cliente, la similitud y la incertidumbre del producto. Significado: Primero, permita que los vendedores hagan un buen uso de las ventas probabilísticas. Este artículo los ayuda a comprender cómo resolver problemas de inventario, precios y decisiones operativas relacionadas en modelos de ventas probabilísticas. Segundo, consideramos esta estrategia de marketing innovadora como una herramienta de gestión de inventario, por lo que este documento enriquece la investigación de gestión operativa, especialmente la teoría de gestión de inventario
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Lehto, I. (Irene). "Narratives of international opportunities in entrepreneurial selling." Doctoral thesis, Oulun yliopisto, 2016. http://urn.fi/urn:isbn:9789526212135.
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Abstract With this study, I provide insights into international opportunities in the context of early internationalising firms and entrepreneurial selling. I study the changing meanings of international opportunities and the mechanisms of international opportunity construction that entrepreneurs narrate when making sense of these opportunities. I contribute to the international entrepreneurship literature that takes an integrative and processual approach to entrepreneuring and international opportunity. I view international opportunities as socially, temporally and spatially situated. By drawing from the socially situated cognition approach, I direct analytical focus to the contextual, changing interpretations of international opportunity and the dynamic process of international opportunity construction. I take a narrative constructionist approach to this study. My empirical material consists of five entrepreneurs’ narratives. They describe past, present and future international opportunities in the context of ongoing early international entry or expansion and entrepreneurial selling in international business-to-business sales negotiation. With this study, I contribute to an in-depth, processual understanding of international opportunities. I identify multiple meanings of international opportunities as product, service, business model, relationship, and/or foreign market opportunities. By describing transformations between these manifestations of international opportunity and the interactions that produce them across diverse intersubjective spaces, I depict journeys of articulated representations of international opportunities becoming concrete opportunities. I find dichotomies within and between different meanings of international opportunities and related actions and interactions. Specialisation versus flexibility, entrepreneurs’ involvement versus professional salespeople’s involvement, and replicated versus contextually adapted processes are problematised with respect to different manifestations of international opportunityTiivistelmä Tällä tutkimuksella lisään ymmärrystä kansainvälisistä mahdollisuuksista yrityksen varhaisen kansainvälistymisen ja yrittäjämäisen myynnin kontekstissa. Tutkin, miten yrittäjät merkityksellistävät kerronnassaan kansainvälisiä mahdolli-suuksia sekä niiden muutosta ja muodostamisen mekanismeja. Kontribuoin tutkimuksellani kansainvälisen yrittäjyyden kirjallisuuteen, joka käsittelee yrittämistä ja kansainvälisiä mahdollisuuksia integroivasta prosessuaalisesta näkökulmasta. Tutkimuksessani tarkastelen kansainvälisiä mahdollisuuksia sosiaalisesti, ajallisesti ja tilallisesti sijoittuneina. Hyödynnän sosiaalisesti sijoittuneen kognition lähestymistapaa tuodakseni analyyttisen fokuksen kansainvälisten mahdollisuuksien kontekstuaalisiin ja muuttuviin tulkintoihin sekä niiden muodostamisen dynaamiseen prosessiin. Lähestyn tutkimusta narratiivisen konstruktionismin näkökulmasta. Empiirinen aineistoni koostuu viiden yrittäjän narratiiveista. He kertovat menneistä, nykyisistä ja tulevista kansainvälisistä mahdollisuuksista meneillään olevan kansainvälisille markkinoille menon tai niillä laajenemisen sekä yritystenvälisissä kansainvälisissä myyntineuvotteluissa tapahtuvan yrittäjämäisen myynnin kontekstissa. Tutkimuksellani lisään ymmärrystä kansainvälisten mahdollisuuksien prosessuaalisesta luonteesta. Tunnistan kansainvälisten mahdollisuuksien erilaisia merkityksiä tuotteena, palveluna, liiketoimintamallina, suhteena ja/tai kansainvä-lisenä markkinana. Kuvaan muutoksia näiden eri manifestaatioiden ja niitä tuottavan vuorovaikutuksen välillä halki erilaisten subjektienvälisten tilojen. Näin esitän kansainvälisten mahdollisuuksien artikuloitujen kuvausten matkaa konkreettisiksi mahdollisuuksiksi. Havaitsen narratiiveissa ristiriitoja kansainvälisten mahdollisuuksien eri merkitysten sekä niihin liittyvän toiminnan ja vuorovaikutuksen sisällä ja välillä. Erikoistuminen ja joustavuus, yrittäjän ja ammattimyyjän osallisuus sekä prosessin toistaminen ja mukauttaminen problematisoidaan suhteessa kansainvälisten mahdollisuuksien eri manifestaatioihin
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Rennen, Ward. "CityEvents place selling in a media age /." [Amsterdam] : Amsterdam : Vossiuspers UvA - Amsterdam University Press ; Universiteit van Amsterdam [Host], 2007. http://dare.uva.nl/document/50899.
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Kildea, Paul Francis. "Selling Britten : a social and economic history." Thesis, University of Oxford, 1996. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.243275.
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Lu, Xiaolong, and 盧曉瓏. "Analysts, options trading and equity short selling." Thesis, The University of Hong Kong (Pokfulam, Hong Kong), 2014. http://hdl.handle.net/10722/206666.
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This dissertation consists of two empirical essays on the interactions among three financial markets, namely, the stock market, the options market, and the equity lending market.
In the first essay, we study the role of analysts and options traders in the information transmission between options and stock markets. We first show that the predictive power of option-implied volatilities (IVs) on stock returns is more than doubled around analyst-related events, indicating a significant proportion of the options predictability on stock returns comes from informed options traders’ information about upcoming analyst-related news. We examine three explanations for this finding: tipping, reverse tipping and common information. We find that analyst tipping to options traders is the most consistent explanation of these predictive patterns.
In the second essay, we examine the relationship between put options and short sales. We are able to separate the speculative demand of informed traders from the hedging demand of options market makers in the lending market. We find that the put option bid-ask spread and put option trading volume both increase with the equity lending fee. However, we also find that put option trading volume decreases with the lending fee for banned stocks during the 2008 Short-Sale Ban period, i.e., when only options market makers can short. These findings suggest that when informed traders are allowed to short, their speculative demand dominates and drives the substitution that is observed between the two financial instruments. Nevertheless, the “complementarity” of these financial instruments might prevail when options market makers significantly reduce the supply of put options because of high hedging costs.published_or_final_version
Economics and Finance
Doctoral
Doctor of Philosophy
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OLIVEIRA, MANOELA BRANDAO DE. "RELATIONSHIP MARKETING: CROSS-SELLING ON MOBILE TELECOM." PONTIFÍCIA UNIVERSIDADE CATÓLICA DO RIO DE JANEIRO, 2014. http://www.maxwell.vrac.puc-rio.br/Busca_etds.php?strSecao=resultado&nrSeq=24474@1.
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PONTIFÍCIA UNIVERSIDADE CATÓLICA DO RIO DE JANEIROCom rápido crescimento nos últimos anos, o mercado de telecomunicações está ficando cada vez mais saturado. Como a comunicação tradicional por meio de serviços de voz já é amplamente utilizada, as operadoras têm enfrentado dificuldades em atrair novos usuários. Neste cenário, as operadoras têm direcionado cada vez mais esforços nas ações de cross-selling para rentabilizar sua base de clientes, oferecendo e estimulando o uso de novos serviços. Nesta pesquisa, serão utilizados dados existentes no banco de dados de uma operadora de telefonia móvel do mercado brasileiro para testar um modelo que facilita a identificação dos clientes mais propensos à contratação de novos serviços. Os dados foram tratados por meio de técnicas de mineração de dados e árvore de decisão. Os resultados sugerem que, com base na modelagem proposta, ações de cross-selling podem ser otimizadas com o aumento da taxa de retorno e, conseqüentemente, redução no custo das abordagens e menos desgaste da base de clientes com contatos irrelevantes.
Due to its fast growth in recent years, the wireless market is becoming increasingly saturated. Since traditional communication through voice services is already widely used by most individuals, wireless carriers are facing difficulties in finding and attracting new users for such services. Given this scenario, enterprises are turning their attention to cross-selling campaigns to monetize their client base, offering and stimulating the use of new services. In this research, an existent data set from a Brazilian mobile telecom carrier was used to test a model that could facilitate the identification of current customers more likely to be interested in acquiring new services. The data were analyzed and modeled via data mining and decision tree. The results suggest that, if the proposed model is used, cross-selling campaigns could be optimized, achieving an increased rate of return, reduction in the cost of contacts and less wear of the client base with irrelevant offers.
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Gahre, Connor J. "SELLING AUTHORITARIANISM: SINGAPORE AND CHINA’S BRANDING PROCESSES." Miami University / OhioLINK, 2019. http://rave.ohiolink.edu/etdc/view?acc_num=miami1561577957887846.
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Khezr, Peyman. "Selling Mechanisms and The Australian Housing Market." Thesis, The University of Sydney, 2013. http://hdl.handle.net/2123/10149.
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This thesis examines selling mechanisms relevant mainly to auctions and applicable in the context of the housing market. In the first two chapters a context is described in which the seller of an object has private information about its value that is important to potential buyers. If the seller is unable to reveal this information to the buyers at no cost, the problem of adverse selection arises. Among other examples, auctions of arts, wines, and residential properties are most relevant to the current study. The sellers in these markets observe some private characteristics of their objects that are important to buyers but not revealable to them at no cost. In the first chapter we study some common selling mechanisms in this setting. Specifically, we study an ascending auction with two different reserve price regimes for the seller: first, disclosing the reserve price at the beginning of the auction; and second, keeping the reserve price secret and reserving the right to accept or reject the auction price after the bidding ends. We also study the common posted-price mechanism for the purposes of comparison. Throughout this chapter the assumption is that the seller chooses the mechanism from the ex ante point of view-that is, before observing her signal. Thus, the choice of mechanism itself does not reveal any further information to the buyers. The results in the first chapter suggest that in a one-shot game the seller can realise a higher ex ante expected payoff by choosing the secret reserve price regime than the other two mechanisms. At the end this chapter a dynamic setting is studied to examine the possibility of an extension of these static results to a dynamic case. Most of the results for the one-shot game are extendable to the proposed dynamic game. In the second chapter we study an informed seller's best interest among the two previously mentioned reserve price regimes at the interim stage-that is, after the seller has observed her private information. We study how the seller's expected payoff could change if she observes the signal and then chooses the reserve price mechanism. In this case the choice of mechanism itself could reveal some information to buyers. The results show the conditions under which an informed seller, after observing her signal, chooses to keep the reserve price secret or discloses the reserve price. The last two chapters focus specifically on the housing market. The third chapter adds to the theoretical literature of the housing market by proposing a more realistic selling mechanism applicable to this market: the one in which the seller posts a price to attract potential buyers to make a counteroffer. This game is studied in a dynamic setting with the possibility of more than one potential buyer arriving at each period. In the event that one buyer arrives, the seller engages in negotiation with that buyer; in the event that multiple buyers arrive, the seller runs an auction with a reserve price. This explains why sometimes sale prices are higher than the asking price and at the same time proposes a role for the asking price in this market. Other small variations of this mechanism are also studied for the purposes of comparison. The final chapter is an empirical study of the Sydney housing market. We use comprehensive data on the Sydney housing market composed of 25,489 observations for properties sold in the Sydney region in 2011. We consider the fact that both the seller of the property and the real estate agent have a common goal: to sell the property at the highest possible price in the shortest amount of time. The analysis is divided into two major parts. First, we estimate a two-stage least square model to analyse which parameters affect time on the market for a property. Second, we propose a probit model that estimates the parameters that affect a revision in list prices. The results suggest that overpricing increases time spent on the market, and properties with a revised list price stay on the market for a longer time.
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Dehqan, Agri. "Podcast Social Marketing: : “Selling Integration like soap”." Thesis, KTH, Skolan för datavetenskap och kommunikation (CSC), 2017. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-210751.
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To identify key issues concerning the use of Swedish Radio’s podcasts as a vehicle for social marketing to promote integration, a thematic analysis was conducted on podcasts published by the Kurdish department of Swedish Radio (SR) during one week. From a total of 37 published podcasts which were analyzed during the chosen time frame, three central themes were identified: (a) crime and criminality, (b) incidents and events related to different municipalities and at state level in Sweden at the time, and (c) issues related to refugees and immigration in Sweden. Each of these central themes comprised sub-themes, which provided further insights into the type of topics the Kurdish department of SR discussed during the one-week time span. Data from this study suggests that although SR Kurdish has the means to be used as a social marketing tool to promote integration in Sweden, this potential is far from being fully utilized.För att identifiera huvudproblematiken beträffande användandet av Sveriges Radio’s (SR) podcast som ett socialt verktyg för att stärka integrationen, utarbetades en tematisk analys över podcasts publicerade av den kurdiska avdelningen på SR under en vecka. Från totalt 37 publicerade podcasts, togs tre stycken teman fram: (a) brott och kriminalitet, (b) olyckor och incidenter relaterade till olika kommuner och på statlig nivå i Sverige, och (c) frågeställningar relaterade till flyktingar och immigration i Sverige. I varje centralt tema är det ett flertal underteman som ger en ökad insikt i vilken typ av ämnen den kurdiska avdelningen på SR diskuterade under den angivna tidsperioden. Utifrån denna studie kan det fastställas att även om den kurdiska avdelningen på SR användes som ett socialt verktyg för att stärka integrationen, är potentialen av detta långt ifrån fullt utnyttjad.
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Jesperson, Sara. "Defining and predicting fast-selling clothing options." Thesis, Linköpings universitet, Statistik och maskininlärning, 2019. http://urn.kb.se/resolve?urn=urn:nbn:se:liu:diva-158190.
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This thesis aims to find a definition of fast-selling clothing options and to find a way to predict them using only a few weeks of sale data as input. The data used for this project contain daily sales and intake quantity for seasonal options, with sale start 2016-2018, provided by the department store chain Åhléns. A definition is found to describe fast-selling clothing options as those having sold a certain percentage of their intake after a fixed number of days. An alternative definition based on cluster affiliation is proven less effective. Two predictive models are tested, the first one being a probabilistic classifier and the second one being a k-nearest neighbor classifier, using the Euclidean distance. The probabilistic model is divided into three steps: transformation, clustering, and classification. The time series are transformed with B-splines to reduce dimensionality, where each time series is represented by a vector with its length and B-spline coefficients. As a tool to improve the quality of the predictions, the B-spline vectors are clustered with a Gaussian mixture model where every cluster is assigned one of the two labels fast-selling or ordinary, thus dividing the clusters into disjoint sets: one containing fast-selling clusters and the other containing ordinary clusters. Lastly, the time series to be predicted are assumed to be Laplace distributed around a B-spline and using the probability distributions provided by the clustering, the posterior probability for each class is used to classify the new observations. In the transformation step, the number of knots for the B-splines are evaluated with cross-validation and the Gaussian mixture models, from the clustering step, are evaluated with the Bayesian information criterion, BIC. The predictive performance of both classifiers is evaluated with accuracy, precision, and recall. The probabilistic model outperforms the k-nearest neighbor model with considerably higher values of accuracy, precision, and recall. The performance of each model is improved by using more data to make the predictions, most prominently with the probabilistic model.
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Ragnewall, Andreas. "Cross-selling i ett mindre företag : Hur kan ett mindre företag påverka en säljkår att implementera cross-selling strategier?" Thesis, Uppsala universitet, Företagsekonomiska institutionen, 2018. http://urn.kb.se/resolve?urn=urn:nbn:se:uu:diva-340438.
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Denna studie undersöker hur ett mindre företag kan implementera cross-selling strategier. Studien har genomförts genom en fallstudie på ett mindre företag där två djupgående intervjuer med försäljningschef och VD genomförts samt en fokusgrupp med säljkåren. Det empiriska resultatet jämförs och analyseras sedan med hjälp av Rochfords och Wotruba (1996) Sales Management Mix-modell som beskriver hur företag kan påverka en säljkår. För att analysera om storleken på ett företag kan ha betydelse för en implementerings tillvägagångssätt av cross-selling produkter har även den empiriska undersökningen analyserats med hjälp av Birley och Norburns (1985) teorier om vad som skiljer mindre- och större företag. Slutsatsen av studien visar att ett mindre företag kan fokusera mer på att genomföra resurssnåla åtgärder som exempelvis höja kompetensnivån på företaget genom att höja utbildningsnivån istället för att rekrytera in ny kompetens utifrån. Ytterligare en slutsats är att CRM-system inte är en lika självklar förutsättning för cross-selling som det är på större företag då det är en relativt kostsam investering. Studien föreslår att tillvägagångssättet mindre företag använder med fördel kan utnyttjat det faktum att de inte har lika stora resurser som ett större företag men att de istället är snabbare att anpassa sin process om någon aktivitet skulle vissa sig påverka företaget negativt.
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Henry, Tyler R. "Constrained short selling and the probability of informed trade /." Thesis, Connect to this title online; UW restricted, 2005. http://hdl.handle.net/1773/8716.
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Beck, Duane P. "Technical skills for packaging sales /." Online version of thesis, 1992. http://hdl.handle.net/1850/11075.
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Camacho, Michael. "Creating an indicator for effective sales people on new entry level vehicle sales." Diss., University of Pretoria, 2008. http://hdl.handle.net/2263/24094.
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The efficiency of motor industry sales people has not changed over the past 20 years, despite a R23.8 billion injection over the past 7 years. Making use of personality traits to identify a suitable employee limits the true nature and potential of an employee candidate. Given that the working environment has evolved into a predominantly teamwork based environment, emphasis has now been placed on the ability individuals have to work within groups, and the dynamics thereof. Three of the main elements that need to be considered are contextual performance, job fit and supervisor fit. There is another element that still needs to be considered, as it directly affects the motivational elements of team work and employee performance, namely psychological contracts. All four elements and their relevance in new motor vehicle sales for entry level brands have been tested in an attempt to create an indicator to increase efficiency from sales people. The methodology used is directly related to determining the greatest relevance each element has in relation to sales performance. In essence, correlations between one and many elements have formed the basis for this research. Three quantitative analysis techniques have been used namely t-test, regression analysis and correlation matrix. A cronbach’s alfa will be used to cross check the results. The data was collected via the respective brands own Area Managers on a standard and anonymous questionnaire (annexure 9.2) designed with the influenced from various research all outlined below in the questionnaire section. A focus group with sales people was run to ensure intended understanding and interpretation of the questions asked in the questionnaire. There were limited results, with only two of the null hypothesis being rejected. Contextual performance resulted in the strongest regression, even though it contained a weak correlation. Person-Organisation fit was statistically significant in both statistical analysis, t-test and regression analysis. The correlation matrix unveiled a strong correlation amongst three of the four dimensions, especially between Person-Organisation fit and psychological contract. In conclusion, statistically the research showed contextual performance and person-organisation fit to be useful in supplementing a conventional interview process, to indicate potential sales performance. In practice, this research has enabled organisations within the motor industry and alike, a more specific method of identifying more effective sales people at the time of interview, than before.Dissertation (MBA)--University of Pretoria, 2008.
Gordon Institute of Business Science (GIBS)
unrestricted
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Squire, Philip. "How can a 'client-centric values' approach to selling lead to the 'co-creation' of a new global selling mindset?" Thesis, Middlesex University, 2009. http://eprints.mdx.ac.uk/9548/.
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This dissertation explores the extent to which a values-based approach to developing relationships between sales people and their customers enhances sales performance. Traditional approaches to selling have outlived their usefulness – whilst they purport to be based on models that are customer-centric, they are based on perspectives of sellers and are not, therefore, aligned to the needs of customers. Empirical Research with 83 customers and key account managers provides the basis for an emerging values construct based on four differentiating values for outstanding sales performance and four negative values that produce poor performance. Action Research Living Theory is used to develop and validate the emergent values constructs on 'live' sales opportunities. The relational issues of Key Account Management and Selling Global and Complex are discussed within the context of the proposed values construct.
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Kouzoubasis, Thomas, and Sakka Homam Al. "The Impact of Short Selling on Stock Returns - An Event Study in Sweden." Thesis, Mälardalens högskola, Akademin för ekonomi, samhälle och teknik, 2021. http://urn.kb.se/resolve?urn=urn:nbn:se:mdh:diva-54600.
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Short selling, and its informational role in the formation of stock prices have been the epicenter of prior literature. Is there a relationship between short selling and abnormal returns? While numerous studies found a negative relationship, researchers do not unanimously agree on the existence, nor the strength, of this relationship. Using net short positions extracted from the registry of the FI for stocks listed in the OMX Stockholm 30 Exchange from January 2017 to December 2020, we examine this relationship exclusively in Sweden. The results have been scrutinized via regression analysis to verify if there is any significant relationship between the announcements of total net short positions and the non-adjusted, as well as the risk-adjusted abnormal returns. We did not find enough evidence to validate previous studies that supported the notion that heavily shorted stocks generate negative abnormal returns for the long buyers. There was a perceptible increase in both risk-adjusted and non-adjusted abnormal returns within a three-day window after the announcement of a short position. Yet, the value was merely zero, inferring that a higher level of short interest does not lead to negative stock returns.
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Sudbury, Wendy. "Direct selling : a decision frame approach in marketing." Thesis, Cranfield University, 1991. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.305387.
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Moura, Marcelo Gamieiro de. "Selling the state : privatisation and regulation in Brazil." Thesis, University of Essex, 2004. http://ethos.bl.uk/OrderDetails.do?uin=uk.bl.ethos.410240.
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Somervuo, Timo J. (Timo Juhani). "Factors affecting the selling prices of small firms." Thesis, Massachusetts Institute of Technology, 2008. http://hdl.handle.net/1721.1/46490.
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Thesis (M. Eng.)--Massachusetts Institute of Technology, Dept. of Electrical Engineering and Computer Science, 2008.Includes bibliographical references (p. 36-37).
58 percent of the jobs in the United Stated are created by firms with fewer than 500 employees (Davis, et al. [1998]). Yet, there is only limited research done on the industry trends and conditions affecting small company sale transactions. The small business industry has very different dynamics compared to the large public companies. Based on my findings, small businesses have significantly lower price-to-earning ratios compared to large companies. In this paper, I study the economic conditions affecting small firms and variables that affect the selling prices of these companies. I show that there exists a strong informational asymmetry between the buyers and sellers of small companies that lower the transaction prices. I also show that market illiquidity and contingent contracts can impact the selling prices of small companies.
by Timo J. Somervuo.
M.Eng.
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Kalibjian, Jeffrey R. "Selling Telemetry Data Over the Internet Using SET." International Foundation for Telemetering, 1998. http://hdl.handle.net/10150/609173.
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International Telemetering Conference Proceedings / October 26-29, 1998 / Town & Country Resort Hotel and Convention Center, San Diego, CaliforniaOver the past two years the design and implementation of secure Internet based data sharing tools which could enable geographically remote contractor teams to access flight and test telemetry data securely over the Internet were presented [1] [2]. Key technologies facilitating these capabilities were the Hypertext Transfer (HTTP) protocol , the Secure Sockets Layer (SSL) protocol, and the Secure Multipurpose Internet Mail Extension (S/MIME) specification . This year we discuss utilizing the Secure Electronic Transaction (SET) specification in tandem with HTTP, SSL, and S/MIME to deploy a system for securely selling telemetry data over the Internet.
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"Solution selling." Chinese University of Hong Kong, 1985. http://library.cuhk.edu.hk/record=b5885534.
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Rodrigues, Ana Sofia Faustino. "Selling happiness." Master's thesis, 2013. http://hdl.handle.net/10071/13633.
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A thesis uncovering the conditions associated to the happiness seeking need.
It starts with a scientific screening and characterization of happiness as a human condition, happiness as a need and formulates the evidences supporting the happiness seeking market.
From here after, exploratory research tools are manipulated, to understand the Portuguese Happiness Seeker, its characteristics and potential, and best strategies are presented to be considered in the pursuit of happiness.Esta é uma tese que explora as condições associadas à necessidade de procura de felicidade. Começa com uma triagem científica e no âmbito das características e condições intrinsicas á felicidade humana. É definida a necessidade de “procura de felicidade” e são formuladas as evidências que apoiam a existencia do mercado procura do felicidade. A partir daqui, ferramentas de pesquisa exploratória são manipuladas, com o objectivo de entender o Português que procura a felicidade (happiness seeker), as suas características. As potencialidades do mercado e as melhores estratégias a ter em consideração no recurso ao mercado formal para a busca de felicidade serão também apresentadas.
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LAI, MING-MEI, and 賴鳴美. "Selling Price and Selling Time：The Influences of Pricing Strategies." Thesis, 2005. http://ndltd.ncl.edu.tw/handle/08175697208838577122.
Full textAbstract:
碩士國立臺北大學
不動產與城鄉環境學系
93
A residential property is the most expensive of consumption and investment goods, and the important factor of affecting its revenue and risk is selling price and selling time. A seller hopes applying pricing strategies maximizes selling price and minimizes selling time, and real estate participants care how to examine selling price and selling time. Past researches have shown DOP and price concession influencing selling price and selling time, but ignored the different pricing strategies owing to DOP and price concession. This paper proves the effects of different pricing strategies on selling price and selling time. Both the theory and the practice are presented. Our findings are as follows: Firstly, the considerations of the pricing strategies promoted the fitness of the models, and pricing strategies influences selling price significantly. Secondly, a seller devising a pricing strategy should consider the effect of DOP and price concession on selling time, and the considerations of the pricing strategies promoted the fitness of the models. Thirdly, not all the above-market pricing strategies comparing with marketable pricing strategy have long selling time, because price concession is the important factor of affecting selling time after pricing. Finally, the pricing strategies affect the interactions of selling price and selling time, then the estimates utilizing a simultaneous-equation method is closer to their theoretically predicted values than those based on the traditional single-equation method. From the above findings, we concluded that a seller should consider the different pricing strategies owing to DOP and price concession influencing on selling price and selling time, and the relationship between the cost and the revenue to devise the optimal pricing strategy. Besides, we suggest that a seller design the incentive strategies and avoid devising below-market pricing strategies.
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Lin, Chieh-Hao, and 林介浩. "Discussing Direct-Selling Dealers'' Reaction to Direct-Selling Companies'' Virtual Channel." Thesis, 2003. http://ndltd.ncl.edu.tw/handle/14497239864664118033.
Full textAbstract:
碩士國立成功大學
國際企業研究所碩博士班
91
The development of internet has encouraged physical channel operators to establish additional virtual channels. According to past research findings, although multi-channel may bring more sales, it may also cause the disorder of relationships between suppliers and dealers, especially for the direct-selling industry. So it has become an important issue for both parties to manage the influence caused by adding virtual channels. Currently some direct-selling companies have already established websites for their dealers and customers to search related information. However, only quite a few companies offer direct selling service. This study use questionnaires to survey dealers about their possible reactions toward their companies’ direct sales through website in the future. The main findings of this study are as follows: 1. As a dealer''s trust with its company increases, the dealer is more likely to respond with constructive discussion and passive acceptance, and less likely to respond with threatened withdrawal, neglect, and venting. 2. As a dealer''s investments of direct-selling business increases, the dealer is more likely to respond with constructive discussion and passive acceptance, and less likely to respond with threatened withdrawal and neglect. There’s no significant influence to venting. 3. As a dealer''s recognition about virtual channels increases, the dealer is more likely to respond with passive acceptance and less likely to respond with threatened withdrawal, venting and neglect. There’s no significant influence to the reaction of constructive discussion. 4. As a dealer''s relative dependence increases, the dealer is more likely to respond with passive acceptance, and less likely to respond with neglect, threatened withdrawal , or venting. There’s no significant influence to the reaction of constructive discussion. 5. By using cluster analysis, dealers could be categorized as three types: passive acceptance, exploratory acceptance and active acceptance. Each type of dealers will have their specific characteristics, and each company may have more than one type of dealers. So decision makers should pay more attention to this complex situation.