Suchergebnisse

Business and consumer buying behaviour has changed dramatically in recent time; a fact that is not lost on selling organisations when considering how best to recalibrate salesperson performance measures in response. However, a contemporary, systematic review of the academic literature concerning those most effective salesperson performance factors is markedly absent. This study joins a long line of investigatory efforts regarding the characteristics and habits of successful salesperson performance by adopting meta-analysis techniques to investigate the salesperson performance literature, content-analysing over 250 published articles from 1986 to 2017 and synthesising the findings into a new salesperson performance typology. The study finds that personal, organisational, co-worker, buyer and situational dimensions are responsible for increasing salespersons' performance. Additionally, this work offers a parsimonious overview of current key salesperson performance research as well as a clear agenda for future salesperson performance research.

This study provides insights into e-lifestyle of Internet users and their avoidance of Internet advertising. Determining the type of avoidance of each e-lifestyle aids the development of strategies for designing and publishing advertisements on the Internet, so that their effectiveness is enhanced and the negative trend of clicks on Internet advertisements is reduced. A survey was conducted with a group of 412 participants. The data were analysed through structural equation modelling (SEM) and multiple regression analysis both before and after adjusting the data by introducing the effect of average hours of Internet use on participant responses. The results obtained by analysing the main data reveal that e-lifestyle does not have a significant effect on Internet advertising avoidance (IAA). However, analysis of the modified data does indicate a significant effect. Also, in the analysis of the main and modified data, the type of avoidance from Internet advertising (cognitive, affective, and behavioural) varies according to each e-lifestyle. To the authors' belief the present study is the first reporting an investigation of the effect of e-lifestyle on avoidance of Internet advertising adjusted by average hours spent online.

Both researchers and practitioners are only in the early stages of examining and understanding the application of artificial intelligence (AI) in terms of marketing themselves as employers or the open jobs they have. AI has the potential to significantly affect how firms reach, identify, attract, and select human capital. We examine factors that can influence a job candidate's intent to complete Al-enabled recruiting processes, especially the influence of a firm's use of biometrics in that process. The results show that (1) social media can increase technology use motivation and Al-enabled recruiting with (2) trendiness as a first stage boundary condition and (3) biometrics as a second stage boundary condition. We contribute to marketing knowledge by identifying that for managers wanting to influence job seekers' technology use motivation in order to increase their participation in Al-enabled recruiting; they must focus on the indirect effects of trendiness, biometrics, and their social media usage.