Articoli di riviste: "Direct sales"

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Anitha, Mrs A., Mrs P. Kanaga Lakshmi, S. Nandhini, P. Karunya Devi, N. Shanmugapriya e M. Subbulakshmi. "Direct Sales of Agricultural Commodities". Journal of University of Shanghai for Science and Technology 23, n. 06 (22 giugno 2021): 1252–56. http://dx.doi.org/10.51201/jusst/21/06426.

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The most fundamental people who offer nourishment for sale to the public and accordingly connect with clients are ranchers and retailers. Numerous food varieties and high-quality materials are made by ladies in the provincial district under the MAHILA UDYOG, which offers an assortment of things. Ladies in provincial regions who are essential for MAHILA UDYOG may make an assortment of things and acquire a benefit from them. These days, ranchers are stood up to with an assortment of issues, remembering an absence of return for their produce, like vegetables and organic products. The rancher sold their merchandise at a modest expense, however, its fairly estimated worth is very high because numerous wholesalers and sellers hold stock, and the market worth of the item ascends because of item deficiencies. Accordingly, we made an Android App connect the distance between the provincial and metropolitan regions, just as to resolve the issues related to tackling this issue. Ranchers can’t offer them to the individual they pick since they don’t go to the market or vendors don’t contact any of the ranchers since their contacts are restricted. Subsequently, we’ll make an application that takes care of the issue of ranchers and merchants selling wares with accommodation and reliability. The rancher’s responsibility is to transfer the products, while the merchant’s responsibility is to put orders using the online installment framework. The retailer may see the dirt’s evaluating, which is given by the Indian government. On the off chance that the rancher’s Soil Health Card shows that the dirt quality is amazing, the shipper may essentially verify that the item is similarly fantastic. Subsequently, he can buy the merchandise from that rancher. The Soil Health Card is validated utilizing an OCR innovation when the rancher transfers it to the framework.

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Msweli-Mbanga, P., e Chen T. Lin. "Redefining performance of direct sales people". South African Journal of Business Management 34, n. 3 (30 settembre 2003): 29–40. http://dx.doi.org/10.4102/sajbm.v34i3.685.

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The purpose of this study is to broaden the definition of performance to include extra-role and in-role aspects in the conceptualisation of performance in direct selling. Using exploratory and confirmatory factor analysis, the authors first report the development of the extra-role performance scale. A model of extra-role performance consisting of five dimensions including individual initiative, helping behaviour, self-development, organisational loyalty and organisational compliance was identified. Nomological validity of the newly developed scale was established by relating the dimensions of extra-role performance to the in-role performance measure. The authors discuss the implications of their findings and suggest avenues for further research.

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Brodie, Stewart, John Stanworth e Thomas R. Wotruba. "Direct Sales Franchises in the UK". International Small Business Journal: Researching Entrepreneurship 20, n. 1 (febbraio 2002): 53–76. http://dx.doi.org/10.1177/0266242602201005.

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ZARICHNA, Olena. "Advantages of using direct marketing in the sales activities of the enterprise". Scientific Papers of Silesian University of Technology. Organization and Management Series 2021, n. 154 (2021): 365–74. http://dx.doi.org/10.29119/1641-3466.2021.154.28.

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Purpose: The aim of the article is a study of the development of the concept of "direct marketing", research of the methodological and informative providing of realization of direct sale in activity of sale enterprises. To achieve the goal, the following tasks are set: systematization, comparison and analysis of theoretical approaches of the Ukrainian and foreign scientists, is to essence of concept "direct marketing"; researches of basic instruments of realization of direct sale by the performers of entrepreneurial activities; determinations of advantages and lacks of the use of the direct marketing are in activity of enterprises; grounds of the use of the direct - marketing are in activity of sale enterprises. Design/methodology/approach: To the article were used methods of comparison, grouping and generalization – for research and analysis of opinion of scientists in relation to development of the direct marketing, method of systems analysis – for systematization of modern forms of the direct marketing and ground of them role in the sale activity of enterprises, and also formulating of conclusions. Findings: The analysis of scientific labours and researches in relation to the use of the direct marketing in activity of the Ukrainian enterprises showed that the direct marketing was the special form, process, method of effective realization of sale of products, in the modern business conditions. 23 Practical implications: Researched in the article modern forms of the direct marketing show 24 that today, their use in the sale activities of enterprises not only facilitates the sale of goods and 25 services at the market, but also allow to form effective, direct of long duration relations with 26 consumers, to choose effective marketing strategy and program of actions, which influences on 27 informing of market environment, growth of having a special purpose audience, increase of 28 volumes, sale and expansion of limits of realization of business. 29 Originality/value: The article contains the validity of the practical use of modern forms of 30 direct marketing in the activities of Ukrainian enterprises: Premium Food (Mr. Grill), LTS 31 “Solomia”, “Rodinna kovbaska”, “Henkel Bautekhnik Ukraine”, TM “Curtis” and others

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Wightman, Jill M. "Direct Sales and Direct Faith in Latin Americaby Peter Cahn". PoLAR: Political and Legal Anthropology Review 35, n. 2 (novembre 2012): 350–52. http://dx.doi.org/10.1111/j.1555-2934.2012.01209.x.

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HATTORI, Toshihiro, Satoshi TSUTSUMI, Eikichi SHIMA e Toshiyuki IMAI. "Effects of Sales of Farm Products in Direct Sales Shops on Farmhouse." JOURNAL OF RURAL PLANNING ASSOCIATION 19 (2000): 301–6. http://dx.doi.org/10.2750/arp.19.19-suppl_301.

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Baker, Margaret Ann. "Direct Mail Sales Letters: Form and Substance". Journal of Technical Writing and Communication 23, n. 2 (aprile 1993): 159–70. http://dx.doi.org/10.2190/7dl8-hxj0-97t3-48n4.

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Practitioners and consultants, who have developed much of the theory on the direct mail sales letter, emphasize one point: The reader must be enticed to read the letter. One way to entice the reader is to use an indirect arrangement of support: Invitation, Benefits and Proof, Acceptance, and Teaser. Other reader-directed principles are 1) create the look of a personalized letter and 2) employ strategies to promote readability.

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&NA;. "Rise in direct Internet sales of sildenafil". Inpharma Weekly &NA;, n. 1212 (novembre 1999): 4. http://dx.doi.org/10.2165/00128413-199912120-00007.

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Hendershott, Terrence, e Jie Zhang. "A Model of Direct and Intermediated Sales". Journal of Economics Management Strategy 15, n. 2 (giugno 2006): 279–316. http://dx.doi.org/10.1111/j.1530-9134.2006.00101.x.

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Whitcomb, M. Glenn. "Watch Out for Direct Sales/Purchase Contracts". Natural Gas 5, n. 9 (11 settembre 2007): 8–9. http://dx.doi.org/10.1002/gas.3410050902.

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Brown, Cheryl, Stacy M. Miller, Deborah A. Boone, Harry N. Boone, Stacy A. Gartin e Thomas R. McConnell. "The importance of farmers' markets for West Virginia direct marketers". Renewable Agriculture and Food Systems 22, n. 1 (marzo 2007): 20–29. http://dx.doi.org/10.1017/s1742170507001561.

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AbstractIn the winter of 2004–2005, over 300 of West Virginia's farmers' market vendors were surveyed with regard to sales levels, promotional techniques and operational characteristics such as hours worked, types of products produced and length of season. Vendors were categorized based on part-time, full-time or retired status, and full-time farmers, both with and without off-farm jobs, were found to be distinct from part-time and retired vendors with respect to 2004 total farmers' market sales and the percentage of household income from farmers' markets. Econometric analysis [ordinary least squares (OLS)] was performed to identify the impact of explanatory variables on total farmers' market sales, percentage of household income from farmers' market sales and amount of household income from farmers' market sales. Independent variables such as bargaining, cost-plus pricing, selling at markets outside West Virginia and providing print materials were found to have a positive impact on annual sales. The number of products produced, distance traveled to market and number of weeks at market were also positively related to the percentage of income obtained from farmers' market sales. Both part-time and retired producers received a lower percentage of household income from farmers' markets relative to full-time producers. Retired and part-time, along with limited-resource vendors (with annual household income less than $20,000) were also found to have lower total sales in the 2004 season. Identifying the characteristics associated with greater farmers' market sales and a higher reliance on such sales for household income will help in the sustained success of markets as engines of economic development and small farm viability.

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Sieczko, Anna. "DIRECT SALES OF PRODUCTS OF ANIMAL ORIGIN IN POLAND". Annals of the Polish Association of Agricultural and Agribusiness Economists XXI, n. 4 (16 ottobre 2019): 413–20. http://dx.doi.org/10.5604/01.3001.0013.5354.

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The purpose of this paper was to determine the scale and product categories involved in direct sales of food of animal origin and small scale agricultural retail trade as well as an analysis of direct sales covering the period from October 2016 to August 2019. The European Commission promotes short food supply chains, recommending that Member States simplify rules regulating direct selling. In 2017, Poland simplified the law on the sale of processed and unprocessed food of animal and non-animal origin by farmers. The study focused on farms run by farmers involved in the direct sales of products of animal origin and small scale agricultural retail trade. Such activity must be reported to the General Veterinary Inspectorate (GIW). The analysis showed that the direct sales of food products are developing and involve an increasing number of producers offering produce. Compared to 2016, the number of entities involved in registered direct sales increased by 28.5%. The categories of products most often sold through direct sales involve – unprocessed bee products, table eggs and fishery, while small scale agricultural retail trade mostly focused on table eggs, unprocessed bee products, dairy products, raw milk and meat products.

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Ding, Weijia, e Liyun Wu. "Research on the Selection of Supply Chain Marketing Models Based on E-commerce Service Levels". Proceedings of Business and Economic Studies 4, n. 4 (27 agosto 2021): 197–207. http://dx.doi.org/10.26689/pbes.v4i4.2424.

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Based on the game theory, the service sensitivity coefficient is introduced to construct four marketing game models, which include a single flagship store, a single self-operated store, a direct sales-flagship store, and a direct sales-self-operated store, in combination with numerical analysis methods to analyze manufacturers and e-commerce platforms in different situations. The study found that the service levels affected the profit of each entity in the supply chain. The service levels of self-operated stores were higher than those of the flagship stores, and the opening of direct sales channels had a stimulating effect on the service levels of e-commerce platforms to a certain extent. In consideration of the service levels and the ability to build direct sales channels, the direct sales-flagship store marketing model is the best choice for manufacturers whereas e-commerce platforms are more inclined to open self-operated stores. However, the opening of manufacturers’ direct sales channels is not necessarily beneficial to e-commerce platforms.

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Pertiwi, Mardiana Ade. "IMPLEMENTASI DIRECT SELLING BIDANG USAHA OTOMOTIF". Jurnal Utilitas 7, n. 2 (1 ottobre 2021): 44–49. http://dx.doi.org/10.22236/utilitas.v7i2.8427.

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This research aims to find out how the implementation of Direct selling in the automotive business field. The number of informants of this study is as many as 3 people consisting of 2 sales supervisors and IT web staff. The research method used is a qualitative method is descriptive. Research sampling techniques using Purposive Sampling. Research data collection techniques include participatory observation, structured interviews, and documentation. Based on the findings of the researchers concluded, Direct selling applied in the automotive business includes (1) direct channels of consumers; (2) interactive marketing; and (3) alternative media. Direct consumer channels consist of direct mail, catalog marketing, and telemarketing. While interactive marketing consists of websites, microsites, and online communities. Furthermore, the latter is that alternative media consists of print media, electronic media, outdoor media, and bottom-line media. Advice that can be given so that sales can develop direct channels of consumers by reaching the effectiveness of the right targets, interactive marketing that can be developed with the use of live chat so that consumers do not have to wait long besides that it is expected that all sales have microsites to promote themselves and support in their sales and for alternative media used should be further developed so that consumers are interested in seeing information provided.

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Rahman, Andi F. "Definisi Kembali Business Process Penjualan Ritel Akibat Pengaruh Teknologi Informasi". Jurnal STEI Ekonomi 27, n. 2 (19 febbraio 2019): 138–55. http://dx.doi.org/10.36406/jemi.v27i2.131.

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Living within internet become easier, back to 90 or earlier when need something we have to go shop to buy something we needed. But now these days, we just picked the phone make a phone call to shop and make an order. Just couple hours the product we are needed just arrived right front our house, pick the product and pay the cash. Everything become very simple. Internet era make us to redefinition of Business Process of sales. Back to earlier, the buyer and the sales have to meet make transaction. But they don’t have to meet again, and the matter fact, they don’t know to each other completely. Now the transaction support by internet and bank, they make this impossible. Internet make people (buyer and sales) meet in web world, the make transaction. And finally the buyer pay the price via bank and again the buyer pay the price via internet through the bank. And the sales after received confirmation from the bank, they right the way to pack the package and delivery the package from courier service. Data of year 2013-2013 average increment of direct sales only grows amount 9.9% and increment of sales online grows up to 59.9. it seem increment of sales of online very massive in period year 2013 up to 2017, and the number sales of online almost half of direct sales i.e. 2019 T and sales of online i.e 108 T. With regression coefficient formula look relationship direct sales with increment of Indonesia’s growth economy i.e. 0.212% and sales online growth i.e. 0.223% , it means both sales online and direct sales have one direction refer to Indonesia’s economy growth, only sales online has stronger relationship i.e. 0.223% and gap 0.011% compare to direct sales.

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Setiawan, Sigit, Bedjo Sujanto e Dedi Purwana. "The Effect of Work Atmosphere, Training, Incentives, and Motivation on Sales Productivity in PT. Suzuki Indonesia". IJHCM (International Journal of Human Capital Management) 3, n. 2 (4 dicembre 2019): 61–69. http://dx.doi.org/10.21009/ijhcm.03.02.06.

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The aims of this study effect of work atmosphere, training, incentives, and motivation on sales force productivity at PT. Suzuki Indonesia. This study uses correlational studies. The sample from this study was 120 people selling PT. Suzuki Indonesia personnel in the Jabodetabek area. The results of this study indicate that; 1) The work environment has a positive direct effect on the productivity of the sales force of 0.613 with a tcount of 8.43, 2) training has a positive direct effect on sales force productivity of 0.628 with a tcount of 8.77, 3) incentives have a positive direct effect on labor productivity sales of 0.609 with a tcount of 8.34, 4) motivation has a positive direct effect on sales force productivity of 0.635 with a tcount of 8.94, 5) work environment, training, incentives, and motivation together have a positive direct effect on productivity sales force of 0.812 with a tcount of 55.78. Thus an increase in sales force productivity can be achieved well if there is a strong influence of the work environment, training, incentives and motivation that are well-developed.

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Smyczek, Sławomir, Giuseppe Festa, Matteo Rossi e Filippo Monge. "Economic sustainability of wine tourism services and direct sales performance – emergent profiles from Italy". British Food Journal 122, n. 5 (4 aprile 2020): 1519–29. http://dx.doi.org/10.1108/bfj-08-2019-0651.

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PurposeDirect sales at the winery constitute one of the most used indicators for evaluating the success of a wine tourism experience. In this respect, service performance at the winery can have some influence on sales, which assumes that there is a direct link between the service level intensity of the wine tourism offer and the intensity level of direct sales at the winery; thus proposing that the global sustainability of the economic performance of the winery would increase if the wine tourism experience was supported by intense wine tourism services.Design/methodology/approachA descriptive statistical investigation was conducted on a sample of 35 Italian wineries, giving evidence on the adoption of different service categories as part of the wineries' wine tourism offers. From these results, an inferential statistical analysis was conducted to detect the existence of a direct link between wine tourism services and direct sales at the winery.FindingsBased on the current investigation, even though it was of an exploratory nature, the evidence does not in general support a direct link between the service level intensity of the wine tourism offer and the level of intensity of direct sales at the winery. Instead, some evidence points to a potential direct link between logistics services and direct sales. Unfortunately, some evidence emerged regarding the lack of availability of wine tourism services for disabled persons.Originality/valueWine tourism is a relevant success factor for the wine business. Its influence affects not only the wineries' reputation through word-of-mouth, most of all on the social networks but also their image and most importantly their direct sales. Frequently, in fact, wine tourism performance can be evaluated by direct sales performance. As a result of the current investigation, however, it is likely that the intensity level of direct sales at the winery is not the most correct indicator for evaluating the success of a wine tourism experience with high levels of service, especially when considering overall sustainability.

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Hapsari, Ria Mawar, Farida Indriani e Sutopo Sutopo. "QUALITY ANALYSIS OF SUPPORT MARKETING AND QUALITY OF SALES TRAINING ON SALES PERFORMANCE CAPABILITY ON PERFORMANCE SALES PERFORMANCE". Jurnal Sains Pemasaran Indonesia (Indonesian Journal of Marketing Science) 16, n. 3 (3 aprile 2018): 145. http://dx.doi.org/10.14710/jspi.v16i3.145-166.

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This study aims to analyze and examine the effect of quality marketing support, sales quality, sales force capability to salespeople performance, with the formulation of the problem of "how to improve sales force performance" on channel Direct Sales Credit Card at BNI Semarang and Yogyakarta Regional Office. Populations and samples selected in the study were credit card sales BNI channel Direct Sales Semarang and Yogyakarta, which amounted to 110 respondents, with the census method. Data collection using questionnaire with answer value 1 (very strongly disagree) up to 10 (very strongly agree). Data analysis using Structural Equation Modeling (SEM) through AMOS program, with result indicate that research model acceptable, goodness of fit index as follows: Chi Square = 126,774; Probability = 0.177; RMSEA = 0.033; GFI = 0.885; AGFI = 0.845; TLI = 0.984; and CFI = 0.987. The conclusions of this study indicate that sales force capability can affect salesperson performance by looking at the quality of marketing support. This study also shows that sales force capability can affect salesperson performance by looking at the quality of sales training.

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Martinez, Steve W. "Fresh Apple And Tomato Prices At Direct Marketing Outlets Versus Competing Retailers In The U.S. Mid-Atlantic Region". Journal of Business & Economics Research (JBER) 13, n. 4 (5 ottobre 2015): 241. http://dx.doi.org/10.19030/jber.v13i4.9455.

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<p>This study uses Nielsen Homescan panel data to compare average prices of fresh apples and tomatoes purchased at direct-to-consumer outlets (e.g., farmers’ markets) with prices at grocery stores and supercenters in the Mid-Atlantic region. Compared to grocery stores, prices at direct sales outlets are estimated to be lower, on average, for both tomatoes and apples. Tomato prices at direct sales outlets were also less than supercenter prices in all seasons and subregions. Apple prices paid by consumers at direct sales outlets were comparable to prices paid at supercenters, except for the Maryland/Delaware/New Jersey subregion, where direct sales outlet prices were markedly lower. <em></em></p>

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Mustafa, Faizal Yamimi, Rohayah Kahar, Ghazali Bunari, Mohamad Hassan Zakaria e Hadina Habil. "Persuasive Elements in Online Direct Response Sales Letters". Procedia - Social and Behavioral Sciences 66 (dicembre 2012): 391–401. http://dx.doi.org/10.1016/j.sbspro.2012.11.282.

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Zaki, Engku Badreena Engku Mohamad, Adriana Mohd Rizal, Suzilawati Kamarudin, Maizaitulaidawati Md Husin e Musli Sahimi. "Effective Sales Training in a Direct Selling Organization". Advanced Science Letters 23, n. 4 (1 aprile 2017): 3021–24. http://dx.doi.org/10.1166/asl.2017.7640.

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Topol, Martin T., e Myron Gable. "Building Retail Store Sales Through Direct Response Advertising:". Journal of Euromarketing 2, n. 2 (23 marzo 1992): 29–47. http://dx.doi.org/10.1300/j037v02n02_04.

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Crittenden, Victoria, Robert Peterson e Gerald Albaum. "Self-Efficacy Beliefs and Direct Selling Sales Performance". International Journal of Applied Decision Sciences 13, n. 1 (2020): 1. http://dx.doi.org/10.1504/ijads.2020.10029875.

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Peterson, Robert A., Gerald Albaum e Victoria L. Crittenden. "Self-efficacy beliefs and direct selling sales performance". International Journal of Applied Decision Sciences 13, n. 4 (2020): 448. http://dx.doi.org/10.1504/ijads.2020.110618.

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Kakalejčík, Lukáš, Jozef Bucko e Jakub Danko. "Impact of direct traffic effect on online sales". Journal of Research in Interactive Marketing 14, n. 1 (29 febbraio 2020): 17–32. http://dx.doi.org/10.1108/jrim-01-2019-0012.

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Purpose This study aims to analyze the impact of newly created brand awareness on customer’s buying behavior in online environment. Design/methodology/approach The authors analyzed more than 280,000 online customer journeys from four e-commerce stores based in Slovakia. Within the results of the interaction analysis of individual customer journeys, the authors determined three criteria based on the level of theoretical brand awareness. The purpose was to determine their occurrence in real-world data. Findings It was found that each of the specified criteria accounts for the significant share of the company’s revenues. Based on these criteria and the level of their occurrence, the authors introduced the term direct traffic effect. Research limitations/implications Because of the available Web analytics tools, the data might be imprecise because of data collection issues. There is also ambiguity in the interpretation of the customer journey. Practical implications The company can build awareness among prospective customers by offering them a positive customer experience during the first interactions online. Data proved that customer will not only repeatedly visit the website from the direct traffic source but also his customer journey will end with the purchase of the company’s products. Originality/value This paper fulfills the need for further research on the impact of multi-channel marketing on brand awareness and consumer behavior, respectively.

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Upadhyay, Ashwani Kumar, Komal Khandelwal, Tanuj Nandan e Prashant Mishra. "Sales technology usage". Asia Pacific Journal of Marketing and Logistics 30, n. 1 (8 gennaio 2018): 257–71. http://dx.doi.org/10.1108/apjml-01-2017-0001.

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Purpose The purpose of this paper is to model the key influencers or predictors for usage of technology by sales professionals in India. Design/methodology/approach This study examines the effect of individual, organizational and social factors on the use of technology. The method used for primary research is survey, and data have been collected from 556 sales professionals from across four industries in India. The empirical analysis consists of confirmatory factor analysis using structural equation modeling. Findings Confirmatory factor analysis has been used to validate the constructs, namely, peer usage, support service, perceived usefulness, attitude, usage and performance. Based on the results, it has been concluded that attitude and peer usage have a direct effect on the use of technology. Support service affects peer usage and perceived usefulness affects attitude. This model helps us understand the direct and indirect predictors of use of sales technology (ST), and its effect on sales performance. Research limitations/implications The limitation of this study is that data pertain to India only. Practical implications The findings of this paper will help sales managers and organizations develop strategies to increase the acceptance and use of new technologies, and also strengthen their arguments for convincing the various stakeholders about the benefits and relevance of the ST. Originality/value The paper attempts to build and validate a parsimonious model taking into account peer usage (social factor) and support service (organizational factor) in addition to perceived usefulness and attitude.

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Homburg, Christian, Arnd Vomberg e Stephan Muehlhaeuser. "Design and Governance of Multichannel Sales Systems: Financial Performance Consequences in Business-to-Business Markets". Journal of Marketing Research 57, n. 6 (15 luglio 2020): 1113–34. http://dx.doi.org/10.1177/0022243720929676.

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Multichannel sales systems in business-to-business markets vary substantially in their designs and thereby either attenuate or aggravate agency conflicts between manufacturers and sales partners. Drawing on multiple agency theory, the authors introduce direct and indirect channel usage as focal design dimensions of multichannel sales systems and investigate each channel’s performance effects using a matched manufacturer–sales partner data set. Whereas direct channel usage predominantly lowers agency conflicts in terms of information asymmetry and sales partner moral hazard, indirect channel usage amplifies moral hazard concerns. How those sales partner effects translate into manufacturer performance outcomes critically depends on governance mechanisms, confirming predictions from governance value analysis: formalization enhances performance outcomes for manufacturers in the case of indirect channel usage but diminishes performance in the case of direct channel usage. The authors observe converse effects for centralization and information exchange: centralization and information exchange enhance outcomes of direct channel usage but diminish outcomes of indirect channel usage. The focal managerial implication is that managers must align the design of their multichannel sales systems with effective governance mechanisms.

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Wahyudiono, Wahyudiono. "PENGARUH ORIENTASI PELANGGAN DAN ORIENTASI PESAING TERHADAP INOVASI PASAR DAN PERTUMBUHAN PENJUALAN PERUSAHAAN MAKANAN DI SURABAYA". EKUITAS (Jurnal Ekonomi dan Keuangan) 14, n. 3 (2 febbraio 2017): 271. http://dx.doi.org/10.24034/j25485024.y2010.v14.i3.2167.

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The aim of the study is to examine the effect of market orientation and competitor orientation to market innovation and sales growth, and the effect of market innovation to the sales growth of food Companies in Surabaya. The population of the study is all big food companies, which are operated until the end of 2008, and located in Surabaya Industrial Estate Rungkut (SIER). This research employs complete enumeration since the number of population is relatively small (23 food companies), whereas the analysis tool is path analysis. The test results indicate that: market orientation has direct, positive and significant effect to market innovation of food companies. Competitor orientation has direct, positive and significant effect to market innovation of food companies. Customer orientation has direct, positive and significant effect to the sales growh of food companies. Competitor orientation has direct, positive and significant effect to sales growh of food companies. The market innovation has direct, positive and significant effect sales grown of food companies. Another important finding shows that market innovation is able to mediate customer orientation and market orientation with growth sales of companies. It means that the presence of market innovation is required to strengthen the effect of customer orientation and competitor orientation to sales growth of companies.

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Wahyudiono, Wahyudiono. "PENGARUH ORIENTASI PELANGGAN DAN ORIENTASI PESAING TERHADAP INOVASI PASAR DAN PERTUMBUHAN PENJUALAN PERUSAHAAN MAKANAN DI SURABAYA". EKUITAS (Jurnal Ekonomi dan Keuangan) 14, n. 3 (25 settembre 2018): 271–87. http://dx.doi.org/10.24034/j25485024.y2010.v14.i3.377.

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The aim of the study is to examine the effect of market orientation and competitor orientation to market innovation and sales growth, and the effect of market innovation to the sales growth of food Companies in Surabaya. The population of the study is all big food companies, which are operated until the end of 2008, and located in Surabaya Industrial Estate Rungkut (SIER). This research employs complete enumeration since the number of population is relatively small (23 food companies), whereas the analysis tool is path analysis. The test results indicate that: market orientation has direct, positive and significant effect to market innovation of food companies. Competitor orientation has direct, positive and significant effect to market innovation of food companies. Customer orientation has direct, positive and significant effect to the sales growh of food companies. Competitor orientation has direct, positive and significant effect to sales growh of food companies. The market innovation has direct, positive and significant effect sales grown of food companies. Another important finding shows that market innovation is able to mediate customer orientation and market orientation with growth sales of companies. It means that the presence of market innovation is required to strengthen the effect of customer orientation and competitor orientation to sales growth of companies.

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Gruziel, Kinga. "Zasady prowadzenia i opodatkowania sprzedaży bezpośredniej przetworzonych produktów rolnych w Polsce". Zeszyty Naukowe SGGW - Ekonomika i Organizacja Gospodarki Żywnościowej, n. 116 (30 dicembre 2016): 95–104. http://dx.doi.org/10.22630/eiogz.2016.116.48.

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This paper presents decisions in force regarding legal acts regulating the direct sales by farmers in Poland. The current definition of direct sale, the conditions for its implementation and the principles of formation of the tax obligation are presented. Additionally, it presents the most important issues related to the carrying out direct sales of agricultural products by farmers. The principles of direct sales by farmers, the events which lead to the creation of the tax obligation connected with this sale and tax rules were discussed

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Ediyanto, Ediyanto. "PENGARUH STRATEGI KOMUNIKASI PEMASARAN TERPADU TERHADAP KUNJUNGAN WISATAWAN DOMENSTIK PADA EKOWISATA TAMAN NASIONAL BALURAN DI KABUPATEN SITUBONDO". CERMIN: Jurnal Penelitian 2, n. 1 (26 luglio 2018): 52. http://dx.doi.org/10.36841/cermin_unars.v2i1.231.

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This Research aims to describe the effect of an integrated marketing communication strategy consisting of variables of Direct Marketing, Sales Promotion, Public Relations, Personal Sales, and Advertising as Independent variables (X) of Domestic tourist interest as dependent variable (Y). This Research used primary data in the form of questionnaires distributed to 100 respondents using probability sampling technique with equation model Multiple Linear Regression Analysis SPSS 22.0. The results showed that Fcount was 41,672> Ftable of 2,368, so simultaneously variables of direct marketing, sales promotion, public relations, personal sales, and advertising proved to have a positive and significant effect on domestic tourist interest. Regression coefficients for direct marketing are 0.181, sales promotions 0.155, public relations 0.182, personal sales 0.148 and advertising 0.249, with a significance level of 95%, of all factors have a positive influence on the interest of domestic tourists to visit Baluran national park tourist sites, but the dominant influence is the advertising factor. The result of coefficient of determination doubled by 0,673, this mean 67,3% variation of change of tourist interest can be explained by direct marketing variable, sales promotion, public relation, personal selling, and advertisement while the rest equal to 32,7% caused by other factor.

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Martinez, Steve W. "Hedonic analysis of US fresh produce prices at direct-to-consumer sales outlets versus competing retailers". British Food Journal 118, n. 7 (4 luglio 2016): 1665–81. http://dx.doi.org/10.1108/bfj-05-2015-0183.

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Purpose – The purpose of this paper is to compare prices for fresh tomatoes, potatoes, peppers, and apples at direct-to-consumer sales outlets (e.g. farmers markets, roadside stands, on-farm stores) in the USA to grocery stores and supercenters, while controlling for other attributes. Design/methodology/approach – The author estimates a hedonic regression model to determine price differences at direct sales outlets, grocery stores, and supercenters in various regions and seasons of the year. The analysis is conducted using 2006 Nielsen Homescan data. Other product and market attributes are also considered, along with characteristics of the household sample. Findings – Prices at direct sales outlets are lower than grocery store prices throughout the year and across the USA. Prices at direct sales outlets for some product/location/season combinations were higher than or comparable to supercenter prices. Research limitations/implications – Future research is needed to examine how price differences may vary across the various types of direct marketing outlets. Originality/value – Few studies have examined price differences between direct sales outlets and conventional retail stores. No studies have used nationally representative data to analyze these price differences across produce type, season, and geographic areas.

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Adusei, Charles, Isaac Tweneboah-Koduah e Gloria K. Q. Agyapong. "Sales-Orientation and Customer-Orientation on Performance of Direct Sales Executives of Fidelity Bank, Ghana". International Journal of Finance & Banking Studies (2147-4486) 9, n. 4 (18 novembre 2020): 70–86. http://dx.doi.org/10.20525/ijfbs.v9i4.753.

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This study focused on sales-orientation and customer-orientation of Direct Sales Executives (DSEs) on sales performance at Fidelity Bank, Ghana; which was a cross-sectional study. Data were analysed using descriptive statistics, Kendall’s coefficient of concordance, cross tabulation and chi-squared test of independence. The result showed a strong association between prior sales experience and employment status. DSEs customer orientation was influenced by customer information while the sales orientation was on convincing customers to buy. The customer-oriented culture was based on reliable market and customer information. DSEs sales performance were influenced by complete knowledge of the bank’s products and services, listening skills and empathy. The study suggests that Fidelity Bank must sensitize its DSEs on the bank philosophy on its customer orientation culture. This study appears to be the first of its kind to explore the connection between sales orientation and customer orientation on performance in the Banking Industry in Ghana, thus providing empirical evidence for academics and practitioners.

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Indra, Noviar, Siti Komariah Hildayanti e Omar Hendro. "Pengaruh Bauran Promosi terhadap Volume Penjualan Produk Tabungan JTRUST Bisnis pada Bank JTRUST Indonesia tbk Cabang Palembang". Integritas Jurnal Manajemen Profesional (IJMPRO) 1, n. 1 (20 gennaio 2020): 49–58. http://dx.doi.org/10.35908/ijmpro.v1i1.6.

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This study entitled The Effect of Promotion Mix on Sales Volume of Jtrust Bisnis Savings Products at Bank Jtrust Indonesia Tbk Palembang Branch. This research instrument uses a questionnaire, then uses multiple linear regression to process data that has been tabulated from the results of respondents' answers. The results of the study concluded, first, the advertising variable (X1) had a positive and significant effect on sales volume (Y). Second, the sales promotion variable (X2) has a positive and significant effect on sales volume (Y). Third, public relations and publication (X3) variables have a positive and significant effect on sales volume (Y). Fourth, personal sales variables (X4) have a positive and significant effect on sales volume (Y). Fifth, the direct marketing variable (X5) has a positive and significant effect on sales volume (Y). The six advertising variables (X1), sales promotion (X2), public relations and publications (X3), personal sales (X4), direct marketing (X5) have a positive and significant effect on sales volume (Y). This means that the independent variable (X) together increases, so the sales volume (Y) increases.

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Kusnawan, Agus. "Analisis Pengaruh Kegiatan Promosi Terhadap Ekuitas Merk Universitas Buddhi Dharma Di Kalangan Mahasiswa (Survei pada mahasiswa program Studi Manajemen)". Primanomics : Jurnal Ekonomi & Bisnis 16, n. 1 (26 febbraio 2018): 1. http://dx.doi.org/10.31253/pe.v16i1.52.

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Dari hasil pengujian dan pengolahan data diperoleh besaran korelasi advertaising ditunjukkan dengan nilai koefisien korelasi sebesar 0.514, personal selling ditunjukkan dengan nilai koefisien korelasi sebesar 0.558, korelasi sales promotion ditunjukkan dengan nilai koefisien korelasi sebesar 0.695, korelasi public relation ditunjukkan dengan nilai koefisien korelasi sebesar 0.652 ,korelasi direct marketing ditunjukkan dengan nilai koefisien korelasi sebesar 0.537dimana kelima korelasi tersebut medekati nilai 1 korelasi yang kuat dan positif. dilihat bahwa Kolom R untuk model 1 menunjukkan bahwa angka koefisien korelasi yaitu sebesar 0.652 Hal ini berarti korelasi antara Advertaising, personal seling,sales promotion, public relation dan direct marketing terhadap ekuitas merk Universitas Buddhi Dharma dan kolom R Squareatau koefisien determinasi0.425, hal ini berarti besarnya pengaruh Advertaising, personal seling, sales promotion, public relation dan direct marketing terhadap ekuitas merk Universitas Buddhi kolom R untuk model 2 menujukkan bahwa angka koefisien korelasi yaitu sebesar 0.697,hal ini berarti korelasi antara Advertaising, personal seling, sales promotion, public relation dan direct marketing terhadap ekuitas merk Universitas Buddhi Dharma adalah kuat dan kolom R Square untuk model 2 menujukkan angka 0.486,hal ini berarti besarnya pengaruh Advertaising, personal seling, sales promotion, public relation dan direct marketing terhadap ekuitas merk Universitas Buddhi Dharma adalah sebesar 48.6 %. Kolom R untuk model 3 menujukkan bahwa angka koefisien korelasi yaitu sebesar 0.717 hal ini berarti korelasi antara Advertaising, personal seling, sales promotion, public relation dan direct marketing terhadap ekuitas merk Universitas Buddhi Dharma adalah kuat.Kolom R Square untuk model 3 menunjukan angka R Square adalah 51.4%.Untuk uji pengaruh secara simultan didapat F hitung37.880dengan tingkat signifikan 0.000 dimana angka 0.000 < 0.05 dan juga F hitung> F tabel atau 37.880 > 3.09, dengan demikian Ho ditolak dan Ha diterima artinya terdapat pengaruh linear antara variabel Advertaising, personal seling, sales promotion, public relation dan direct marketing dengan ekuitas mertk Universitas Buddhi Dharma, maka model regresi tersebut sudah layak dan tepat untuk memprediksi ekuitas merkUniversitas Buddhi Dharma. Persamaan regresi diperoleh Y = a + 0,835 + 0,446.+ 0,713+0,347+0,382.Pada kolom t diketahui bahwa t hitung untuk Advertaising, personal selling, sales promotion, public relation dan direct marketing masing-masing adalah sebesar 5,879,3.086,4.737,2.326,2.130 tabel t adalah 1,984. Oleh karena thitungAdvertaising, personal seling, sales promotion, public relation dan direct marketing lebih besar dari t tabel atau > 1,984, maka Ho ditolak dan Ha diterima.

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Фу, Цзао. "Перспективные пути развития прямых продаж международной электронной торговли между Китаем и Россией". Азиатско-Тихоокеанский регион: экономика, политика, право 57, n. 4 (2020): 44–59. http://dx.doi.org/10.24866/1813-3274/2020-4/44-59.

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Аннотация. В начале этого года неожиданная эпидемия COVID-19 нарушила жизнь людей во всём мире. Приостановлено развитие мировой экономики, международных торговых обменов, что привело к необходимости развивать экономику внутри стран. Приостановлено также заключение международных торговых контрактов и переговоров. Поиск путей выхода из затруднительного положения становится главной задачей для специалистов в области международной торговли. Благодаря быстрому развитию интернета, созданию электронной базы данных и использованию мобильной связи люди по всему миру повышают культуру потребления в сети интернет, используют возможности интернет-технологий, в том числе: электронную торговлю, рекламу услуг маркетинга, сайты для совместного сотрудничества. С помощью использования базы данных и международных сайтов в режиме онлайн возникают возможности для осуществления международных покупок в реальном времени. Под давлением эпидемии многие традиционные отрасли начали пытаться трансформировать онлайн-продажи, которые могут уменьшить убытки, вызванные эпидемией, и даже найти новые точки роста. Наступила эра «живых продаж». Можно предвидеть, что в будущем «живые» продажи охватят больше областей и станут одной из основных моделей продаж. Международная электронная торговля отличается от внутренней электронной торговли, и ей приходится сталкиваться со всё более и более сложными проблемами. В таких условиях наиболее актуальным является вопрос разработки путей развития международной электронной торговли. Ключевые слова: международная электронная торговля, Хайтао, Дайгоу, товары для матери и ребёнка, косметика, предметы роскоши, операционная модель, японские и корейские покупки Parami, Yangpu, Tmall International, Гуанчжоуская международная ярмарка Экспортных товаров, AliExpress, особенность прямых продаж, интерактивность, географические и политические преимущества, перспективные пути развития прямых продаж международной электронной торговли между Китаем и Россией. Abstract. At the beginning of this year, a sudden COVID-19 pandemic disrupted the lives of people all over the world. International trade exchanges were forced to be suspended, which resulted in economic development only within each country. People were unable to conduct face-to-face negotiations and transactions. Thus, the way of breaking through the dilemma has become a problem that the experts who deal with cross-border commerce need to think about. Due to the rapid development of the Internet, creation of electronic databases and use of mobile communications, people all over the world are using the Internet technology. Therefore, the consumption culture of the Internet has been enhanced, including: e-commerce, advertising promotion, advertising marketing services. They share and cooperate with the help of sharing sites. By using databases and online international websites, international shopping can be carried out in real time. Under the pressure of the epidemic, many traditional industries have begun to try the transformation of online sales, which can reduce the losses caused by the epidemic, and even find new growth points. The era of “live sales” has quietly arrived. It is foreseeable that live shopping in the future will cover more areas and become one of the mainstream sales models. Cross-border e-commerce is different from domestic e-commerce in that it faces more and more complex problems. It is imminent to find a suitable development path for cross-border e-commerce direct sales. Keywords: International e-commerce, overseas shopping, purchasing, maternal and child, cosmetics, luxury goods, operation mode, Parami Japan and South Korea purchases, Yangpu, Tmall International, Canton Fair, AliExpress, geographic, political and economic advantages, characteristics of live sales, interactivity, the future of the cross-border e-commerce direct sales between China and Russia.

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Fiore, Mariantonietta. "Direct selling in the wine sector: lessons from cellars in Italy’s Apulia region". British Food Journal 118, n. 8 (1 agosto 2016): 1946–59. http://dx.doi.org/10.1108/bfj-05-2016-0201.

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Purpose – Buying process directly from producers is an expanding trend in advanced economies; then direct sales can be considered a crucial driver in wine sector in order to cope with global challenges and achieve a competitive advantage. The purpose of this paper is to investigate if management aspects and marketing innovation propensity could have an important role in choosing direct sale tool. Design/methodology/approach – A qualitative analysis in Apulia region (Italy) was carried out. Data have been collected through a face to face and web-based exploratory survey submitted to a sample of 280 cellars participating in an Integrated Projects of Food Chains. A logit regression model was run in the research design. Findings – Findings showed that most of interviewed wineries, mainly characterized by agricultural production and direct approach to customers, are more likely inclined to direct sales choice. Research limitations/implications – The sample size could be expanded (e.g. to include farms from other regions or not belonging to an integrated projects). Practical implications – Managerial implications give insight on the role of direct sales as an opportunity to obtain aggregated value for agri-products and to increase bargaining power of farmers. Social implications – Food direct sales could have the important task of straightening the social proximity between rural and urban stakeholders, increasing trust and connection between producers and consumers. Originality/value – This paper can shed some light on this topic, since direct food sales across regions is less investigated than direct marketing.

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Fehér, I. "Direct marketing practice in Hungarian agriculture". Agricultural Economics (Zemědělská ekonomika) 53, No. 5 (7 gennaio 2008): 230–34. http://dx.doi.org/10.17221/1443-agricecon.

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Farm-sale, also known as direct sale, provides major opportunities to farmers in the future. This kind of sale is of increasing popularity in Europe, but farmers have to be familiar with the regulations concerning processing and sales. Mainly small and medium farmers prefer direct sale. In this activity, they must compete with an increasing number of hypermarkets, supermarkets and wholesale markets. When talking about direct sale, it means that farmers sell their products directly to customers. There are more options: (i) sale in their own shop, (ii) through a catalogue and (iii) delivery to restaurants and shops. It has to be mentioned that the development of special local products means the products representing a common local value and principally those that can be associated with a specific village due to their historical heritage or tradition. There is no standard or official definition for special local products that includes all the possible factors. Efforts of marketing and rural development experts are needed to identify and market these special products to the appropriate consumers. Meanwhile it has to be noticed that, mainly in Europe, the definition and the possibilities of product regulation concerning geographical origin, are clearly defined and well-known. However, the “protection of geographical origin” is not the same issue as “special local products” mentioned above. In a wider sense, these can be described from a marketing point of view as “local product, common product” that interconnect and integrate villages, people and approaches, but are not regulated and protected legally. These products mentioned above reach the consumer in relatively small quantities, through direct sale, and they are often attached to the services of rural tourism. The local products are also developed to ensure high quality products for the consumer or to attract tourists. People can be proud of them since they cannot be bought anywhere else. Advisers are also helping farmers choose the right sales channels to diversify their marketing activities.

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Walker, A. Kelly, e Brett L. Bueltel. "A Legal Analysis of State Tax Policy for Online Sales: The Recipe from Direct Marketing". ATA Journal of Legal Tax Research 16, n. 1 (1 luglio 2018): 39–58. http://dx.doi.org/10.2308/jltr-52133.

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ABSTRACT The growth of e-commerce has changed the way people shop. The changing business environment is a strain on state governments due to their inability to collect sales and use tax on most internet-based transactions. While the U.S. Supreme Court, for the first time in almost 30 years, is reviewing a state's ability to collect sales and use tax from out-of-state sellers in South Dakota v. Wayfair, Inc., a potential solution to increase sales and use tax collection may already exist. In 2016, the Tenth Circuit Court of Appeals upheld a Colorado notification law that could provide a blueprint for states to capture tax revenue from online companies and out-of-state retailers. In this paper, we review the constitutional complexities of the taxation of online sales. We also analyze state requirements for informational reporting of sales and use tax and recommend policy to increase potential sales and use tax collection.

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Bawa, Kapil, e Robert W. Shoemaker. "Analyzing Incremental Sales from a Direct Mail Coupon Promotion". Journal of Marketing 53, n. 3 (luglio 1989): 66. http://dx.doi.org/10.2307/1251343.

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O’Hara, Jeffrey K., e Sarah A. Low. "Online Sales: A Direct Marketing Opportunity for Rural Farms?" Journal of Agricultural and Applied Economics 52, n. 2 (16 gennaio 2020): 222–39. http://dx.doi.org/10.1017/aae.2019.44.

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AbstractOnline marketplaces could help direct-to-consumer (DTC) farms compete for customers making grocery purchases on the internet by reducing the search and transportation costs of in-person DTC transactions. While in-person DTC marketplaces have been conducive for metropolitan farms historically, we explore whether rural DTC farms, with distance-based challenges accessing customers, are more likely to have online platforms. We find that rural farms distant from metropolitan counties that are new to DTC marketing are 7% more likely to have online marketplaces than more experienced rural farms, while new metropolitan farms are less likely to have them.

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Diermann, Christoph, e Arnd Huchzermeier. "Case—Canyon Bicycles: Judgmental Demand Forecasting in Direct Sales". INFORMS Transactions on Education 17, n. 2 (gennaio 2017): 63–74. http://dx.doi.org/10.1287/ited.2016.0165cs.

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Bawa, Kapil, e Robert W. Shoemaker. "Analyzing Incremental Sales from a Direct Mail Coupon Promotion". Journal of Marketing 53, n. 3 (luglio 1989): 66–78. http://dx.doi.org/10.1177/002224298905300308.

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Several authors have noted that the profitability of a coupon promotion depends on the incremental sales generated by the coupon. However, most prior research on coupon promotions has focused on redemption rates and little is known about the characteristics of households that make incremental purchases. The authors develop and test several hypotheses about the characteristics of households that make incremental purchases in response to a direct mail coupon promotion. For the product tested, coupons produced greater incremental sales among households that were larger, more educated, and were homeowners. The findings suggest that directing coupons to the most responsive market segments can increase profits significantly.

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Ingram, Thomas N. "The Role of Personal Selling in Direct Sales Organizations". Journal of Marketing Channels 2, n. 2 (dicembre 1992): 57–70. http://dx.doi.org/10.1300/j049v02n02_05.

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Capt, Danièle, e Pierre Wavresky. "Determinants of direct-to-consumer sales on French farms". Revue d’Études en Agriculture et Environnement 95, n. 03 (18 agosto 2014): 351–77. http://dx.doi.org/10.4074/s1966960714013046.

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Li, Xiaolin, Fujun Lai, Yang Yuan, Dongqing Yao e Baojun Yang. "Understanding Adoption and Continuance of Online Direct Sales Channel". Journal of Computer Information Systems 60, n. 5 (10 agosto 2018): 409–17. http://dx.doi.org/10.1080/08874417.2018.1504636.

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Chuah, Jason C. T. "A Legal Survey of Direct Debit in International Sales". European Business Review 94, n. 4 (ottobre 1994): 17–21. http://dx.doi.org/10.1108/09555349410063781.

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Hana Aulia Soleha e Prihartono Aksan Halim. "Pengaruh Bauran Promosi terhadap keputusan Pelanggan Menggunakan jasa PT. Pos Indonesia Cabang Soreang". Jurnal E-Bis (Ekonomi-Bisnis) 5, n. 2 (23 ottobre 2021): 439–48. http://dx.doi.org/10.37339/e-bis.v5i2.683.

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Abstract (sommario):

Tujuan penelitian ini untuk mengetahui seberapa besar pengaruh Bauran Promosi yang terdiri dari variabel , advertising (X1), personal selling(X2), public relations (X3), sales promotion(X4), direct marketing (X5) terhadap Keputusan Pelanggan menggunakan jasa Pos Indonesia Soreang. Berdasarkan hasil perhitungan didapat dengan hasil persamaan regresi linier Y= 11,278 + 0,463X1 +0,746X2 + (-0,678)X3 + 1,258X4 + 0,927X5. Hasil penelitian ini menunjukan bahwa secara secara simultan variabel advertising, personal selling, public relations, sales promotion, directs marketing berpengaruh signifikan terhadap variabel keputusan pelanggan. Secara parsial variabel personal selling (X2) dan sales promotion (X4) berpengaruh positif dan signifikan dengan thitung 2.033 dan 2.741 > t tabel 2,00958, kemudian variabel advertising(X1) dan direct marketing (X5) berpengaruh positif dan tidak signifikan dengan thitung 1,538 dan 1.813 < t tabel 2,00958, serta pada variabel public relations(X5) berpengaruh negatif dan tidak signifikan dengan thitung -1.212 < t tabel 2,00958 terhadap variabel keputusan pelanggan

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Rofi’i, Rofi’i, Sri Imelda e Hikmayanti Huwaida. "PENGARUH BAURAN PROMOSI TERHADAP VOLUME PENJUALAN PADA PT MAHAKARYA SUKSES INDONESIA BANJARMASIN". Jurnal INTEKNA : Informasi Teknik dan Niaga 21, n. 2 (30 novembre 2021): 66–71. http://dx.doi.org/10.31961/intekna.v21i2.307.

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Tujuan penelitian mengetahui pengaruh bauran promosi (advertising, personal selling, sales promotion, dan direct marketing) secara bersama-sama dan parsial terhadap volume penjualan pada PT Mahakarya Sukses Indonesia Kantor Pemasaran Wilayah Kalselteng. Penelitian ini menggunakan metode kuantitatif dan deskriptif. Populasi yang digunakan adalah konsumen PT Mahakarya Sukses Indonesia Kantor Pemasaran Wilayah Kalselteng. Hasil penelitian menunjukkan bahwa advertising, personal selling, sales promotion, dan direct marketing secara bersama-sama berpengaruh secara signifikan terhadap volume penjualan. Secara parsial advertising dan direct marketing berpengaruh positif terhadap volume penjualan. Sedangkan personal selling dan sales promotion tidak berpengaruh secara signifikan terhadap volume penjualan

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Liu, Chengli, C. K. M. Lee e K. L. Choy. "Sales effort deployment in decentralized dual-channel distribution". Industrial Management & Data Systems 116, n. 4 (9 maggio 2016): 821–37. http://dx.doi.org/10.1108/imds-09-2015-0404.

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Purpose – The purpose of this paper is to determine the optimal sale effort deployment under dual-channel distribution which combines a traditional brick and mortar retail channel from the partner retailer and an online direct channel from the manufacturer. Design/methodology/approach – A sales effort competition game is set up in the dual-channel distribution between the manufacturer and the retailer. Demand under sales efforts is determined based on the consumer valuation, consumer’s channel preference and sales efforts. Then, the optimal sales effort deployment is studied with a game theory approach which allow the retailer and the manufacturer to maximize their own profit. Findings – Consumer’s channel preference is a key parameter of the demand assignment in the dual-channel distribution. Interestingly, the optimal sales effort and the profit of the manufacturer and the retailer can be limited by the other’s efficiency of sales effort. The finding suggests that the manufacturer and the retailer should collaborate to enhance the efficiency of the sales effort. It also shows that the manufacturer can utilize the direct channel as an important marketing channel even though no profit is obtained through the direct channel. Research limitations/implications – This research provides a new method to model the sales effort in the dual-channel distribution. The optimal sales efforts based on the consumer behavior are determined. However, since this study assumes a consistent product price across channels, the results is not applicable for a retailer who can set their own price. Practical implications – It is a win-win situation for adoption of the dual-channel distribution although the manufacturer can benefit more. Additionally, direct channel can be used as an effective marketing channel. Originality/value – This research contributes to a better understanding of demands in dual-channel distribution under sales efforts. Additionally, the research results provide a useful framework of sales effort deployment under different consumers’ channel preferences in the dual-channel distribution.

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