Advanced search options

Advanced Search Options 🞨

Browse by author name (“Author name starts with…”).

Find ETDs with:

in
/  
in
/  
in
/  
in

Written in Published in Earliest date Latest date

Sorted by

Results per page:

Dates: Last 2 Years

You searched for +publisher:"Kennesaw State University" +contributor:("Dr. Greg Marshall"). One record found.

Search Limiters

Last 2 Years | English Only

No search limiters apply to these results.

▼ Search Limiters


Kennesaw State University

1. Billups, Judi. REDEFINING THE SALES CALL.

Degree: Marketing, Business Administration, 2017, Kennesaw State University

The sales process is undergoing a revolution as a result of social media and related technological advancements. Although each step of the sales process is being affected, the most drastically altered step is likely the sales call. The purpose of this research is to examine the impact the type of sales call used by sellers has on both the buyer’s evaluation of the salesperson and the seller’s attribution of sale call success or failure. The study consists of two essays. The first focuses on the buyer’s evaluation of the salesperson based on the frequency and alignment of their use of specific types of sales calls. The second essay centers on the salesperson’s attribution pertaining to both sales call success and failure. Three forms of sales call communication are examined: face-to-face sales calls, sales calls using historical sales communication tools, and technologically enhanced sales calls. Panel data is obtained for both buyers and sellers. In the first study, buyers are surveyed to determine if the type of sales call used by the seller met their expectations thereby influencing their evaluation of the salesperson. In the second study, sellers are surveyed to determine how the type of sales call they used affects their attribution related to the sales call success or failure. The data in the first study is analyzed using linear regression to determine which form of sales calls influence the buyer’s evaluation of the salesperson, while the data in the second essay is analyzed using logistic regression since the dependent variable is binary (success/failure). Two moderator variables are considered. In the first essay, the buyer’s evaluation of the seller is predicted as being moderated by the phase of the relationship between the buyer and the seller. In the second essay, the seller’s attribution of the success or failure is hypothesized as being moderated by the type of sales position the seller occupies. The contribution of this study is at least two-fold. First, this study bridges the gap between face-to-face sales call research and technologically enhanced sales tool research, providing a basis for determining the appropriate balance between the two communication styles. Second, by taking into account the moderating variables of relationship phase and type of sales position, salespeople can make accommodations in their sales call strategy based on the seller/buyer relationship phase or the type of sales position they occupy. Advisors/Committee Members: Dr. Brian Rutherford, Dr. Greg Marshall.

Subjects/Keywords: Sales Calls; Buyers; Sellers; Sales Call Success or Failure; Technology; Social Media; Marketing

Record DetailsSimilar RecordsGoogle PlusoneFacebookTwitterCiteULikeMendeleyreddit

APA · Chicago · MLA · Vancouver · CSE | Export to Zotero / EndNote / Reference Manager

APA (6th Edition):

Billups, J. (2017). REDEFINING THE SALES CALL. (Thesis). Kennesaw State University. Retrieved from https://digitalcommons.kennesaw.edu/dba_etd/33

Note: this citation may be lacking information needed for this citation format:
Not specified: Masters Thesis or Doctoral Dissertation

Chicago Manual of Style (16th Edition):

Billups, Judi. “REDEFINING THE SALES CALL.” 2017. Thesis, Kennesaw State University. Accessed March 26, 2019. https://digitalcommons.kennesaw.edu/dba_etd/33.

Note: this citation may be lacking information needed for this citation format:
Not specified: Masters Thesis or Doctoral Dissertation

MLA Handbook (7th Edition):

Billups, Judi. “REDEFINING THE SALES CALL.” 2017. Web. 26 Mar 2019.

Vancouver:

Billups J. REDEFINING THE SALES CALL. [Internet] [Thesis]. Kennesaw State University; 2017. [cited 2019 Mar 26]. Available from: https://digitalcommons.kennesaw.edu/dba_etd/33.

Note: this citation may be lacking information needed for this citation format:
Not specified: Masters Thesis or Doctoral Dissertation

Council of Science Editors:

Billups J. REDEFINING THE SALES CALL. [Thesis]. Kennesaw State University; 2017. Available from: https://digitalcommons.kennesaw.edu/dba_etd/33

Note: this citation may be lacking information needed for this citation format:
Not specified: Masters Thesis or Doctoral Dissertation

.