Page 544 - Foundations of Marketing
P. 544

Personal Selling and Sales Promotion  |  Chapter 17  511



                       Conference in Sales Management,”  Journal of        20                            “The Right Questions and Attitudes Can Beef Up        34                                       Piet Levy, “Ca$hing in on the COUPON
                       Personal Selling  31, no. 4 (Fall 2011): 457–458.    Your Sales, Improve Customer Retention,”  Sell!ng    Comeback,”  Marketing News , April 30, 2011,
                                                          (June 2001): 3.                    14–16.
                            9                                                                   Eli Jones, Paul Busch, and Peter Dacin, “Firm
                       Market Orientation and Salesperson Customer        21                                                                               Eli Jones, Steven P. Brown, Andris A. Zoltners,        35                                       Arthur L. Porter, “Direct Mail’s Lessons for
                       Orientation: Interpersonal and Intrapersonal   and Barton A. Weitz, “The Changing Environment   Electronic Couponers,”  Marketing Management
                       Influence on Customer Service and Retention   of Selling and Sales Management,”  Journal of   Journal  (Spring/Summer 2000): 107–115.
                       in Business-to-Business Buyer–Seller   Personal Selling & Sales Management  25, no. 2        36                  Coupon Information Corporation,  www.cents-
                       Relationships,”  Journal of Business Research  56   (Spring 2005): 105–111.
                                                                                             off.com/faq.php?st=1fe91  (accessed February 5,
                       (2003): 323–340.                        22                                                                   Fernando Jaramillo, Jay Prakash Mulki, and   2011).
                            10                                                             Kenneth Le Meunier-FitzHugh and Nigel F.   Paul Solomon, “The Role of Ethical Climate        37                                 James R. Healey, “Love Your New Chevy or
                       Piercy, “Exploring the Relationship Between   on Salesperson’s Role Stress, Job Attitudes,
                                                                                             Take It Back,”  USA Today , July 11, 2012, 1B.
                       Market Orientation and Sales and Marketing   Turnover Intention, and Job Performance,”  Journal
                                                                                                  38                                                      John T. Gourville and Dilip Soman, “The
                       Collaboration,”  Journal of Personal Selling &   of Personal Selling & Sales Management  26
                                                                                             Consumer Psychology of Mail-in Rebates,”
                       Sales Management  31, no. 3 (Summer 2011):   (Summer 2006): 272–282.
                                                                                               Journal of Product & Brand Management  20, no. 2
                       287–296.                                23                                                                         Christophe Fournier, John F. Tanner Jr.,
                                                                                             (2011): 147–157.
                            11                                                                         Kaj Storbacka, Pia Polsa, and Maria Sääksjärvi,   Lawrence B. Chonko, and Chris Manolis,
                                                                                                  39                  Crown Rewards Program,” Hallmark,  www
                       “Management Practices in Solution Sales—A   “The Moderating Role of Ethical Climate on
                                                                                             .hallmark.com/online/crown-rewards/  (accessed
                       Multilevel and Cross-Functional Framework,”   Salesperson Propensity to Leave,”  Journal of
                                                                                             April 3, 2012).
                         Journal of Personal Selling & Sales Management    Personal Selling & Sales Management  3, no. 1
                       31, no. 1 (Winter 2011): 35–54.    (Winter 2009–2010): 7–22.               40                                 Elizabeth Holmes, “Leave Me Alone, I’m
                                                                                             Shopping,”  Wall Street Journal , June 28, 2012, D1.
                            12                                                                    Julie T. Johnson, Hiram C. Barksdale Jr.,        24                                 Noah Buhayar, “IBM’s Secret for Making the
                       and James S. Boles, “Factors Associated   Sale,” BNET,  www.bnet.com/article/ibms-secret-       41                                       Arbitron Inc.,  Arbitron Product Sampling Study ,
                       with Customer Willingness to Refer Leads to   for-making-the-sale/313855  (accessed April 20,   2008,  www.arbitron.com/downloads/product_
                       Salespeople,”  Journal of Business Research  56   2011).              sampling_study.pdf  (accessed January 24, 2013).
                       (2003): 257–263.                        25                               “Sales Internship Program at Pepsi Beverages        42                                           Kenneth Hein, “Sampling Inspires Repeat
                            13                                                                                Ralph W. Giacobbe, Donald W. Jackson Jr.,   Company, ” Darlene’s Business Blog, March 23,   Purchases,”  Adweek , August 4, 2009,  www
                       Lawrence A. Crosby, and Claudia M. Bridges,   2011,  http://blog.vcu.edu/dward/2011/03/sales-  .adweek.com/news/advertising-branding/sampling-
                       “A Contingency Approach to Adaptive Selling   internship-program-at-pepsi-beverages-company  inspires-repeat-purchases-99961  (accessed January
                       Behavior and Sales Performance: Selling   .html  (accessed April 3, 2012).    24, 2013).
                       Situations and Salesperson Characteristics,”        26                                                                   Tara Burnthorne Lopez, Christopher D. Hopkins,        43                                 Bruce Horovitz, “Social Media Drives Week of
                         Journal of Personal Selling & Sales Management
                                                          and Mary Anne Raymond, “Reward Preferences   Freebies,”  USA Today , July 11, 2012, 1B.
                       26 (Spring 2006): 115–142.
                                                          of Salespeople: How Do Commissions Rate?”        44                                           Katherine Hobson, “A Sales Promotion That
                            14                                                               Richard G. McFarland, Goutam N. Challagalla,     Journal of Personal Selling & Sales Management    Works for Shoes May Not for Chocolate,”  Wall
                       and Tasadduq A. Shervani, “Influence Tactics for   26 (Fall 2006): 381–390.    Street Journal , February 8, 2011,  http://blogs.wsj
                       Effective Adaptive Selling,”  Journal of Marketing         27                                Kirk Shinkle, “All of Your People Are Salesmen:   .com/health/2011/02/08/a-sales-promotion-that-
                       70 (October 2006).
                                                          Do They Know? Are They Ready?”  Investor’s   works-for-shoes-may-not-for-chocolate/  (accessed
                            15                                           John Andy Wood, “NLP Revisited: Nonverbal   Business Daily , February 6, 2002, A1.    April 3, 2012).
                       Communications and Signals of Trustworthiness,”        28                                                               Denny Bristow, Douglas Amyx, Stephen B.        45                                                                   Teresa Montaner, Leslie de Chernatony,
                         Journal of Personal Selling & Sales Management
                                                          Castleberry, and James J. Cochran, “A Cross-  and Isabel Buil, “Consumer Response to Gift
                       26 (Spring 2006): 198–204.
                                                          Generational Comparison of Motivational Factors   Promotions,”  Journal of Product & Brand
                            16                                                                                       John Dunyon, Valerie Gossling, Sarah Willden,   in a Sales Career Among Gen-X and Gen-Y   Management  20, no. 2 (2011): 101–110.
                       and John S. Seiter, “Compliments and Purchasing   College Students,”  Journal of Personal Selling &        46                                           Stacy Curtin, “‘Do Us a Flavor’: Lay’s Launches
                       Behavior in Telephone Sales Interactions,” abstract   Sales Management  31, no. 1 (Winter 2011): 35–54.    $1 Million Chip Flavor Contest,”  YAHOO!
                       in Dawn R. Deeter-Schmelz (ed.), “Personal        29                                “100 Best Companies to Work for 2011,”   Finance , July 20, 2012,  http://finance.yahoo
                       Selling & Sales Management Abstracts,”  Journal
                                                            Fortune , February 7, 2011,  http://money.cnn.com/  .com/blogs/daily-ticker/us-flavor-lay-launches-
                       of Personal Selling & Sales Management  31, no. 2
                                                          magazines/fortune/bestcompanies/2011/  1-million-chip-flavor-192908678.html  (accessed
                       (Spring 2011): 186.
                                                          snapshots/21.html  (accessed February 7, 2011).    January 24, 2013).
                            17                                                                   Stephen S. Porter, Joshua L. Wiener, and Gary        30                                                                            John W. Barnes, Donald W. Jackson Jr., Michael        47                         “Win a Trip for 2 to South Africa,”  Travel
                       L. Frankwick, “The Moderating Effect of Selling
                                                          D. Hutt, and Ajith Kumar, “The Role of Culture   Channel ,  www.travelchannel.com/sweepstakes
                       Situation on the Adaptive Selling Strategy—
                                                          Strength in Shaping Salesforce Outcomes,”   (accessed January 24, 2013).
                       Selling Effectiveness Relationship,”  Journal of
                                                            Journal of Personal Selling & Sales Management         48                                                                                                                                                                                           “Kroger and Murray’s Cheese Launch
                       Business Research  56 (2003): 275–281.
                                                          26 (Summer 2006): 255–270.         Partnership with Opening of First of Three
                            18                                 Jonathon D. Rockoff, “Drug Sales Reps Try a        31                                           Patricia Odell, “Motivating the Masses,”  Promo ,   Murray’s Cheese Departments in Cincinnati-Area
                       Softer Pitch,”  Wall Street Journal , January 10,
                                                          September 1, 2005,  http://promomagazine.com/  Kroger Supermarkets,” November 17, 2008,  www
                       2012, B1–B2.
                                                          research/pitrends/marketing_motivating_masses/    .murrayscheese.com/images_global/murrays_
                            19                                                                                   Gabriel R. Gonzalez, K. Douglas Hoffman,   (accessed April 20, 2011).    kroger_press_release.pdf  (accessed March 14,
                       Thomas N. Ingram, and Raymond W. LaForge,        32                                               George E. Belch and Michael A. Belch,   2012); Rosalind Resnick, “Market with Meaning,”
                       “Sales Organization Recovery Management and                             Entrepreneur , November 6, 2009,  www
                                                            Advertising and Promotion  (Burr Ridge, IL: Irwin/
                       Relationship Selling: A Conceptual Model and                          .entrepreneur.com/marketing/marketingideas/
                                                          McGraw-Hill, 2004), 514–522.
                       Empirical Test”,  Journal of Personal Selling &                       article203938.html#  (accessed May 9, 2011);
                                                               33                                 Julie Jargon, “Coupons Boost Starbucks,”  Wall
                       Sales Management , 30, no. 3 (Summer 2010):                           “Murray’s Press,” Murray’s,  www.murrayscheese
                                                          Strett Journal , November 2, 2012, B6.
                       223–238.                                                              .com/press_main.asp  (accessed March 14, 2012);
                         Copyright 2014 Cengage Learning. All Rights Reserved. May not be copied, scanned, or duplicated, in whole or in part. Due to electronic rights, some third party content may be suppressed from the eBook and/or eChapter(s).
                       Editorial review has deemed that any suppressed content does not materially affect the overall learning experience. Cengage Learning reserves the right to remove additional content at any time if subsequent rights restrictions require it.
   539   540   541   542   543   544   545   546   547   548   549