Kotler - Keller - Managementul Marketingului

936 Partea a VII-a > Comunicarea valorii <
40. John Bello, „Sell Like Your Outfit Is At Stake. It Is“,
BusinessWeek Online, 5 februarie 2004.
41. Lawrence G. Friedman çi Timothy R. Furey, The
Channel Advantage: Going to Marketing with Multiple
Sales Channels (Oxford, UK: Butterworth-Heinemann,
1999).
42. Michael Copeland, „Hits and Misses“, Business 2.0,
aprilie 2004, pag. 142.
43. Luis R. Gomez-Meija, David B. Balkin çi Robert L.
Cardy, Managing Human Resources (Upper Saddle
River, NJ: Prentice Hall, 1995), pag. 416-418.
44. „What Salespeople Are Paid“, Sales & Marketing Management
(februarie 1995): 30-31; Christopher Power,
Lisa Driscoll çi Earl Bohn, „Smart Selling“, Business-
Week, 3 august 1992, pag. 46-48; William Keenan Jr.,
ed, The Sales and Marketing Management Guide to
Sales Compensation Planning: Commissions, Bonuses
and Beyond (Chicago: Probus Publishing, 1994).
45. Sonke Albers, „Salesforce Management – Compensation,
Motivation, Selection, and Training“, în Handbook
of Marketing, editatå de cåtre Bart Weitz çi Robin
Wensley (London: Sage Publications, 2002), pag.
248-266.
46. Betsy Cummings, „Welcome to the Real Whirled: How
Whirlpool Training Forced Salespeople to Live with the
Brand“, Sales and Marketing Management (februarie
2001): 87-88.
47. Nanette Byrnes, „Avon Calling – Lots of New Reps“,
BusinessWeek, 2 iunie 2003, pag. 53-54.
48. Michael R. W. Bommer, Brian F. O’Neil çi Beheruz N.
Sethna, „A Methodology for Optimizing Selling Time of
Salespersons“, Journal of Marketing Theory and
Practice (primåvara 1994): 61-75. Vezi, de asemenea,
Lissan Joseph, „On the Optimality of Delegating Pricing
Authority to the Sales Force“, Journal of Marketing 65
(ianuarie 2001): 62-70.
49. Thomas Blackshear çi Richard E. Plank, „The Impact of
Adaptive Selling on Sales Effectiveness within the
Pharmaceutical Industry“, Journal of Marketing Theory
and Practice (vara 1994): 106-125.
50. Dartnell Corporation, 30th Sales Force Compensation
Survey. Alte concluzii sugereazå cå 12,7% din timp este
consacrat vizitelor pentru service, 16% sarcinilor administrative,
25,1% vânzårii prin telefon çi 17,4% pentru
açteptare/deplasare.
51. James A. Narus çi James C. Anderson, „Industrial
Distributor Selling: The Roles of Outside and Inside
Sales“, Industrial Marketing Management 15 (1986):
55-62.
52. Charles Waltner, „Pall Corp. Wins Business with
Info-Driven Web Site“, Net Marketing (octombrie 1996).
53. Willem Verbeke çi Richard P. Bagozzi, „Sales Call
Anxiety: Exploring What It Means When Fear Rules a
Sales Encounter“, Journal of Marketing 64 (iulie 2000):
88-101.
54. Gilbert A: Churchill Jr., Neil M. Ford çi Orville C. Walker
Jr., Sales Force Management: Planning, Implementation
and Control, ed. a 4-a (Homewood, IL: Irwin,
1993). Vezi, de asemenea, Jhinuk Chowdhury, „The
Motivational Impact of Sales Quota on Effort“, Journal of
Marketing Research (februarie 1993): 28-41; Murali K.
Mantrala, Prabhakant Sinha çi Andris A. Zoltners,
„Structuring a Multiproduct Sales Quota-Bonus Plan for
a Heterogeneous Sales Force: A Practical Model-Based
Approach“, Marketing Science 13, nr. 2 (1994): 121-144;
Wujin Chu, Eitan Gerstner çi James D. Hess, „Costs and
Benefits of Hard-Sell“, Journal of Marketing Research
(februarie 1995): 97-102; Manfred Krafft, „An Empirical
Investigation of the Antecedents of Sales Force Control
Systems“, Journal of Marketing 63 (iulie 1999): 120-134.
55. Eilene Zimmerman, „Quota Busters“, Sales & Marketing
Management (ianuarie 2001): 59-63.
56. Melanie Warner, „Confessions of a Control Freak“, Fortune,
3 septembrie 2000, pag. 30; Peter Burrows, „The
Era of Efficiency“, BusinessWeek, 18 iunie 2001, pag.
92.
57. Ian Mount, „Out of Control“, Business 2.0, august 2002,
pag. 38-44.
58. Philip M. Posdakoff çi Scott B. MacKenzie, „Organizational
Citizenship Behaviors and Sales Unit Effectiveness“,
Journal of Marketing Research (august 1994):
351-363. Vezi, de asemenea, Andrea L. Dixon, Rosann
L. Spiro çi Magbul Jamil, „Successful and Unsuccessful
Sales Calls: Measuring Salesperson Attributions and
Behavioral Intentions“, Journal of Marketing 65 (iulie
2001): 64-78; Willem Verbeke çi Richard P. Bagozzi,
„Sales Call Anxiety: Exploring What It Means When Fear
Rules a Sales Encounter“, Journal of Marketing 64 (iulie
2000): 88-101.
59. Dixon, Spiro çi Jamil, „Successful and Unsuccessful
Sales Calls: Measuring Salesperson Attributions and
Behavioral Intentions“, pag. 64-78.
60. O parte din analizele care urmeazå se bazeazå pe
W.J.E. Crissy, William H. Cunningham çi Isabella C.M.
Cunningham, Selling: The Personal Force in Marketing
(New York: John Wiley, 1977), pag. 119-129.
61. Joel E. Urbany, „Justifying Profitable Pricing“, Working
Paper Series, Marketing Science Institute, Report No.
00-117, 2000, pag. 17-18.
62. Pentru lecturi suplimentare, vezi Howard Raiffa, The Art
and Science of Negotiation (Cambridge, MA: Harvard
University Press, 1982); Max H. Bazerman çi Margaret
A. Neale, Negotiating Rationally (New York: Simon &
Schuster, 1992); Frank L. Acuff, How to Negotiate
Anything with Anyone Anywhere Around the World (New
York: American Management Association, 1993);
Jehoshua Eliashberg, Gary L. Lilien çi Nam Kim,
„Searching for Generalizations in Business Marketing
Negotiations“, Marketing Science 14, nr. 3, pct. 1 (1995):
G47-G60.