Sales Practices Research Articles

Comparative Study of Sales Contracts in Law

This study aims to analyze the differences between Islamic Law (Sharia) and Civil Law in the application of sales contracts, as well as the practical implementation of both legal systems in daily transactions. Islamic Law emphasizes moral and ethical aspects by ensuring transactions are free from prohibited elements such as riba, gharar, and maysir, while Civil Law focuses more on legality and the freedom of contract. This research employs a descriptive qualitative method with a normative juridical approach, examining legal provisions and the practice of sales contracts based on data from primary, secondary, and tertiary sources. The findings show that the rules and conditions of sales contracts in Islamic Law are stricter, prioritizing compliance with Islamic principles, while Civil Law is more flexible in agreements between parties. The application of contracts such as murabaha, salam, and istisna in Islamic finance institutions reflects a commitment to moral principles, whereas sales contracts in Civil Law are more common in markets and commercial activities. This study provides recommendations for harmonizing both legal systems to create transactions that are fair and in accordance with the social values upheld by society.

Effect of Deceptive Advertisements on Consumer Buying Behaviour in Personal Care Products

Advertisements substantially affect human lives because the use of deception in advertisements is extensive. Deceptive advertising has been commonly used by advertisers and companies as well as its impact on consumers buying behaviors. This research aims to measure the relationship between deceptive advertisements and consumer buying behavior with mediating effects of product satisfaction and retailer satisfaction in personal care products. The first mediation is, that perceived deception affected retailer satisfaction through product satisfaction, whereas the second mediation is that perceived deception affects consumer loyalty and word of mouth through retailer satisfaction. The primary data was collected from the 384 respondents through convenience sampling by using survey questionnaires. The expectancy disconfirmation theory was adopted to evaluate the factors of consumer buying behavior. PLS-SEM was applied to the data for hypothesis testing. The results of this research indicate that deceptive advertisements have a direct negative impact on product satisfaction and retailer satisfaction. Moreover, both the mediating variables (product satisfaction and retailer satisfaction) have significant effects on consumer loyalty and word of mouth. However, all hypotheses were supported and substantiated with the help of the earlier studies conducted in this context and remain consistent with them. This study enriches the literature related to the effects of deceptive advertising on buying behavior and provides the understanding that will help in reducing perceived deception. This refers to the inclusion of honesty in sales practices and the exclusion of deceptive advertising practices in both online and offline retailing. Moreover, this study is also helpful for consumers in buying decision-making.

Implementation of Google Play Billing (GPB) for Indonesian Developers and Consumers based on Law No. 5 of 1999 Concerning Monopoly Practices

This study aims to analyze the Google Play Billing (GPB) policy implemented by Google towards developers and consumers in Indonesia in the context of Law No. 5 of 1999 concerning the Prohibition of Monopolistic Practices and Unfair Business Competition. This policy requires developers to use the Google Play Store internal payment system with a commission rate of 15-30%. This policy is considered to limit the freedom of developers in determining monetization methods and suppress their competitiveness, especially for small developers who have limited resources. The research method used is normative juridical with a statutory approach and case studies. Data were collected from regulations, official documents, and literature reviews. The analysis was carried out on relevant regulations and related legal cases, such as case 03/KPPU-I/2024 which is currently being handled by the KPPU. The results of the study show that the GPB policy has the potential to violate the principles of fair business competition, especially regarding abuse of dominant position and conditional sales practices (tying). This policy also creates barriers to market entry for new developers and limits the choice of payment methods for consumers, which has an impact on high prices for digital services and reduced innovation and diversity of applications. The conclusion of this study confirms the need for strong regulatory intervention to ensure a fairer, more transparent and competitive digital ecosystem. The novelty of this study is an in-depth analysis of the relevance of GPB policies to the legal framework for competition in Indonesia and policy recommendations that support local innovation and consumer protection.

Nominee Arrangement in the Practice of Land Sale and Purchase in Indonesia

The practice of nominee agreements has occurred in Indonesia repeatedly; the agreement uses the power of attorney where the agreement uses the name of an Indonesian citizen to transfer power of attorney to a foreign citizen. A Nominee Agreement made by two parties, namely between an Indonesian citizen and a foreign citizen as the attorney (Nominee), is made through an agreement package to provide all authority that may arise in the legal relationship between a person and his land to a foreign party as a person who is given the power to act as the actual owner. The agreement borrows the name of an Indonesian citizen as the Nominee, and this is a legal smuggling because its substance is contrary to Article 21 paragraph (1) and Article 26 paragraph (2) of Law Number 5 of 1960 concerning the UUPA. In addition, the existence of a loan agreement in the name must be based on the terms and principles of freedom of contract as stipulated in Article 1320 and Article 1338 Paragraph (1) of the Civil Code. For this reason, an objective and comprehensive attitude and understanding are needed from the NotaryNotary in assessing the contents of the land sale and purchase agreement, primarily related to the one-sided agreement. In reality, in the author's opinion, nominee agreements do not comply with the positive law in force in Indonesia because the purpose of this agreement contains elements of bad ethics.

Total reserves as a factor of the economic security of the state

The purpose of the article is to study the most important problems related to the dynamics of total reserves, key factors affecting their volume and structure, the content of state measures aimed at their accumulation and rational use in the context of ensuring the economic security of the state, justification of the most urgent measures, aimed at overcoming existing problems in this area. General scientific and special methods are used: description, comparison, analysis, grouping, synthesis, theoretical generalization, abstract-logical. The volume of total reserves of Ukraine as of April 1, 2024 guarantees financing for 5.8 months of future imports, which characterizes the value of this indicator as “optimal”. The NBU’s net currency sales (funds spent on maintaining the relative exchange rate stability of the hryvnia during the war) during January 2022 – March 2024 exceeded USD 59 billion, or about USD 2.2 billion per month on average, which is two-thirds revenues in favor of the government in the form of loans and grants received during this period. The main factors that led to the unprecedented spending of reserves to support the hryvnia exchange rate were a multiple increase in the deficit of foreign trade in goods and services, an increase in balances on foreign currency accounts of non-financial corporations (the unwillingness of enterprises to sell currency at the current exchange rate), a radical increase in the expenses of refugees abroad, which are accounted for in balance of payments as “travel” or “import of services”. The dynamics of the growth of funds in the foreign currency accounts of legal entities indicates the expediency of considering the possibility of returning to the practice of mandatory sale of part of the foreign currency earnings of exporting enterprises. The parameters of this regulation should become the subject of a professional discussion between the government and the National Bank. Analysis of the long-term dynamics of gold prices indicates the need for a gradual increase in the share of this banking metal in the structure of the country’s total reserves, taking into account the 8-fold increase in its value since 2000. The structure of the country’s total reserves in terms of currencies shows the absolute dominance of the US dollar in it (92 %), which in the medium term will require taking measures aimed at harmonizing the structure of reserves due to the increase in the weight of other currencies that are actively used in settlements with partner countries, primarily euros and Chinese yuan.

ANALISIS PENERAPAN AKAD MUDHARABAH DAN WADI’AH PRODUK HAJJ BUSINESS DI CIMB NIAGA SYARIAH SURABAYA

Purpose– Sales Representatives play a vital role in the sales of Hajj Business products at CIMB Niaga Syariah. Their duties include promoting the products, explaining them to potential customers, and ensuring compliance with mudharabah and wadiah contracts throughout the sales process. Understanding how well Sales Representatives comprehend and apply these contracts in their sales practices is crucial for maintaining the integrity and success of Hajj Business products. Design/methodology– This study employs a qualitative approach using a case study method. Primary data was obtained through direct observation and documentation of the sales process conducted by the sales team. Three data collection techniques were used: observation, case studies, and documentation, to gain a comprehensive and in-depth understanding of the Hajj package sales process. Findings - The findings indicate that one key factor contributing to the stability of Hajj investments is the well-planned and meticulous management of funds. this study emphasizes the significant role of Sales Representatives in promoting and selling Hajj Business products and ensuring adherence to mudharabah and wadiah contracts at every stage of the sales process.

The Impact of Live-Streamed Selling on Consumer Purchasing Behavior

In recent years, with the rapid development of the Internet and major e-commerce platforms, "live-streamed selling" as a novel marketing method has entered the vision of consumers and gradually become an important way to market goods to consumers. In addition, economic development has enriched people's material life and increased the frequency of people using the Internet, which further increases the possibility of live streaming to attract consumers and increase purchasing behavior. This paper aims to discuss the impact of live-streamed selling on consumer behavior, mainly focusing on the impact of commodity characteristics, anchor characteristics, atmosphere and after-sales service on consumer behavior in the process of live delivery. In addition, this paper also discusses the impact and distress of live delivery on consumer behavior and puts forward some countermeasures. However, live-streamed selling faces challenges like information asymmetry, false propaganda, and counterfeiting due to inadequate supervision. The study suggests strict product quality checks, enhanced after-sales services, and improved supervision mechanisms to ensure reliable, authentic, and safe sales practices.

Federal Firearm Licensee Rates and Suicide in Maryland, 2014 to 2019

Federal firearm licensee density is associated with interpersonal firearm violence. Yet the role of Federal firearm licensees in firearm suicide remains understudied, even though firearms are the method used in more than half of suicides. This study tested associations between the spatial distribution of federal firearm licensees and firearm suicides in Maryland. Kernel density estimation measured federal firearm licensee and suicide rates at the census tract level (n=1,397), and SaTScan detected clusters of licensees and suicides. Choropleth maps compared visual associations between federal firearm licensee, firearm, and non-firearm suicide rates and clusters. Generalized estimating equations tested associations between Federal firearm licensee rates and clusters and the odds of using a firearm as the lethal means overall and after stratifying by biological sex. Data were obtained in 2020 and analyzed in 2020-2024. The federal firearm licensee rate was associated with greater odds of firearm suicide overall (aOR=1.29, 95% CI=1.21, 1.38, p<0.001), for men (aOR=1.29, 95% CI=1.20, 1.39, p<0.001), and for women (aOR=1.26, 95% CI=1.07, 1.49, p=0.007). Suicide decedents in a census tract located in a federal firearm licensee cluster (vs not) had higher odds of firearm use overall (aOR=1.70, 95% CI=1.28, 2.27, p<0.001) and for men (aOR=1.67, 95% CI=1.22, 2.27, p=0.001), but not for women (aOR=1.65, 95% CI=0.81, 3.34, p=0.168). The federal firearm licensee rate and clusters were associated with firearm suicides and unrelated to the spatial distribution of non-firearm suicides. Prevention approaches that limit the number of these federal firearm licensees or alter their sales practices, such as federal firearm licensee zoning and land use provisions, advertising restrictions, or gun shop projects, may prevent firearm suicides.

EXPRESS: Global Events Demand Global Data: COVID-19 Crisis Responses and the Future of Selling and Sales Management around the Globe

In the context of the global crisis presented by the COVID-19 pandemic, we investigate the perspectives of sales managers regarding their organizations’ responses to the crisis and future expectations in a post-COVID-19 world. While there has been much discussion about these topics in the sales literature, very little research has examined them globally by collecting data from many nations and across many continents. Yet, how can global events be understood without analyzing global data? In response, we conducted the first, to our knowledge, global data coalition by hosting video-recorded group interviews with 76 sales executives representing twenty-seven nations. Our inductive investigation, informed by institutional logics, reveals how organizations accepted new norms, retained old ones, or blended the old with the new in response to the crisis. Our results simultaneously validate certain emerging concepts on a global scale (e.g., Customer Success Management, bricolage, etc.) and give rise to several insights not currently detailed by extant scholarship (e.g., localization, cultural cringe, etc.). This work also catalyzes new, relevant avenues for international research and sheds light on issues facing sales practice globally.

Problematic Land Buying and Selling Transactions

Introduction: Land ownership has become a primary need, but in the process of land ownership there are still problems. Basically, the acquisition of land rights according to the Decree of the Minister of Agrarian Affairs Number 21 of Article 1 Point 1, the acquisition of land is carried out by transferring land rights or through the delivery of release of land rights followed by granting rights. But this activity is not carried out in its entirety so that it will cause problems in granting rights to the community. Purposes of the Research: This research was conducted in Sanahu Village, Elpaputih District, West Seram Regency. This village prioritizes and gives importance to matters relating to customary land. However, based on the dinamics of the community, transactions carried out by the community should be carried out in accordance with the provisions of the legislation governing land registration in order to obtain legal certainty in the transactions carried out and aim for orderly administration in land sector. Methods of the Research: This research method is empirical juridical research that uses primary and secondary data. The legal materials used are primary legal materials, secondary legal materials with questionnaire and interview methods, data collection techniques with literature studies and field studies. Data processing and analysis techniques use descriptive analytical data analysis by identifying, classifying, then analyzing and describing according to the hierarchy. Results of the Research: Based on have not carried out the first land the results of the interviews, it is known that some people in Sanahu village do not know about the sale and purchase practices that should be taken in order to obtain legal certainty from the sale and purchase transactions carried out. This should be done based on the provisions of Article 19 paragraph 2 of the UUPA, Article 37 of PP 24 of 1997 concerning land registration. As a result, in the event of problems related to previous land transactions, the community had to resolve themselves in a family manner, either without or with assistance from local officials. As a result, the people of Sanahu village have not carried out the initial registration and maintenance of land registration data properly. Because land administration is not orderly, if there are land issues in transactions carried out either by transferring rights or encumbering rights, there will be problems in the future and limit land owners in carriying out legal actions.

Review on the Implementation of the Consumer Act of the Philippines: Insights to Its Plausible Future

As a developing Southeast Asian nation, the Philippines have experienced economic growth, leading to challenges in ensuring consumer protection. This study reviewed the level of implementation of Consumer Act of the Philippines (Act) and explored insights to its plausible future. This used both quantitative and qualitative components. This was conducted in Capiz. For the survey, respondents comprised of consumers buying in Roxas City supermarkets and grocery stores selling basic commodities. For Focus Group Discussion (FGD), business owner representative, Department of Trade and Industry implementers, and consumer organization members participated. For the challenges encountered in Act’s implementation, respondents believed that the law protects their rights, but they lacked awareness of how to enforce it with perceived weaknesses on Act’s effectiveness in enforcing penalties. For the level of implementation, respondents believed that the Act effectively ensured the quality and safety of consumer products in the market, reduced deceptive, unfair, and conscionable sales acts or practices, provided efficient resolution for valid warranty claims, protected against misleading or deceptive packaging techniques, holds businesses accountable for product and service imperfection, prevents misleading advertisements and fraudulent sales promotion practices, regulates service and repair enterprises, and ensures effective consumer complaints handling. Consumers perceived that Act's provision on penalties was inadequate, ineffective in addressing broader issues, inadequately implements provision on warranties, labeling, and fair packaging, no provision on claims for damages, with gaps in addressing issues on sales promotion, service, and consumer complaints handling. Participants highlighted the need to promote consumer education, clearer guidelines on acceptable sales practices, and areas for improvement in online marketplaces, consumer awareness, and enhanced enforcement capabilities. Overall, strengthened consumer advocacy, enforcement training, and education, provision of harsher penalties, collaboration with other stakeholders, enhanced screening measures on online shopping platforms, and streamlined online dispute resolutions.

Relationship Management in Sales – Presentation of a Model with Which Sales Employees Can Build Interpersonal Relationships with Customers

Abstract: Sales companies are asking themselves how they can generate success in the future despite constant change and new influences. An important factor is the development of relationships between sales staff and customers, which must be demanded and promoted by companies so that it can be applied in sales practice. This includes training and education, but also the implementation of tools such as guides or models. This work examines the necessity and methods of interpersonal relationship building. It was found that relationship building is crucial for sales success. The identified factors for successful interpersonal relationship building can be summarized as follows: i) trust, liking and appreciation; ii) private contacts and bonding; and iii) liability and credibility. However, it has been shown that there is a discrepancy between the importance of relationship building and its actual implementation in professional practice. This paper presents a model based on the research findings and offers salespeople and companies concrete recommendations for action. Barthelt’s four-phase cycle model can improve sales activities and strengthen the interpersonal relationship between salespersons and customers. It provides practical guidance for the day-to-day work of salespeople and assists managers in promoting and implementing relationship building in daily practice specifically. This work closes the research gap between theory and sales practice in interpersonal relationship building. It underlines its importance in a constantly changing and increasingly digitalized world. JEL classification: M 20, O 30, Z 30

Research note: the impact of CI diversity and organizational tenure on the relationship between competitive intelligence and sales performance: a meta-analytic review

Previous studies have found positive, negative, and null effects of Competitive Intelligence (CI) on performance, and there is limited evidence about the moderators that might strengthen or weaken this relationship. In response, the authors provide needed insight into these empirical questions by conducting a meta-analysis of CI on sales performance, and propose a theoretical framework that includes the moderating roles of CI diversity and organizational tenure. Using data collected from 1) managers and 2) salespeople, the results demonstrate that managers’ CI, salespeople’s CI, and overall CI positively influence objective and subjective performance, while high levels of CI diversity and organizational tenure amplify these relationships. The authors conclude with directions for future research which—in answering—should prove illuminating for both sales theory and practice, as the collection, use, and dissemination of CI has become increasingly important in a modern selling environment.

How technology is changing sales practice

How technology is changing sales practice

The Impact of Technology on Sales Performance in B2B Companies

This article provides an in-depth exploration of the multifaceted impact of technology on sales performance within B2B companies. It delves into how digital transformation and the integration of advanced technologies such as artificial intelligence, machine learning, and big data analytics have revolutionized traditional sales processes, enhancing efficiency, customer engagement, and ultimately, sales outcomes. The discussion spans several key areas, including the pivotal role of customer relationship management (CRM) systems in improving sales processes, the significance of digital marketing in reaching and engaging with potential customers, and the transformative effects of automation and chatbots in streamlining sales operations and providing superior customer service. The article also touches on the emerging trend of IoT-enabled selling and its potential to offer personalized and proactive sales experiences. Through a series of case studies, the article illustrates successful implementations of technology in B2B sales, showcasing the tangible benefits and improvements in sales performance. However, it also addresses the challenges and barriers to technology adoption, such as resistance to change and integration difficulties, while offering strategies to overcome these obstacles. The future trends section anticipates further advancements in tech-driven sales practices, highlighting the ongoing evolution of the B2B sales landscape driven by technological innovation.

Examining unethical sales practices in retail banking: a hermeneutic analysis of employee perceptions in Brazil

Examining unethical sales practices in retail banking: a hermeneutic analysis of employee perceptions in Brazil

Alcohol to-go sales policies at on-premise drinking establishments near large public US universities during the COVID-19 pandemic.

Sweeping policy changes during the COVID-19 pandemic increased alcohol availability through permitted to-go sales, potentially posing unique risks to college students. While to-go sales may make binge drinking more convenient, little remains known about these practices. Therefore, this study aimed to assess whether drinking establishments' to-go sales practices are associated with their other operational practices and state policy. This cross-sectional analysis included 221 randomly selected bars, nightclubs, and restaurants within two miles of a large public university. Telephone interviews assessed establishment practices, and the Alcohol Policy Information System provided state alcohol to-go laws. Regression models tested whether establishment to-go sales practices were associated with their business practices (logistic regression) and state policy (generalized estimating equations). Nearly one-half (44.8%) of drinking establishments sold alcohol to-go. Establishments with higher vodka prices had nearly 30% higher odds of selling spirits to-go (aOR = 1.29) and establishments offering happy hours specials had more than twice the odds of selling beer (aOR = 2.22), wine (aOR = 2.53), and spirits to-go (aOR = 2.60). Additionally, establishments that implemented physical distance requirements had higher odds of selling wine to-go (aOR = 3.00). State to-go laws were associated with higher odds of selling wine (aOR = 3.99) and spirits to-go (aOR = 5.43) in the full sample and beer to-go (aOR = 4.92) in urban counties. Establishments that sell alcohol to-go tend to engage in other practices designed to drive sales. Evaluations of alcohol to-go sales laws on risky consumption among priority populations, including college students, are urgently needed to inform decisions about how to appropriately regulate sales.

The Customer Success Community: An Exploration of Nonfirm Epistemic Communities and Their Influence on a New Sales Practice

Customer success (CS) management is being implemented across global business markets. CS management is unique, as it exists within a broader CS community of professionals who actively support the new customer management practice. However, academic research has yet to investigate nonfirm epistemic communities (i.e., knowledge communities related to a specific domain) that support CS management and how they differ across geographic settings in ways that may affect the overall practice of CS management. To address this gap, the authors investigate how the CS community is implemented across countries that vary in their levels of uncertainty avoidance. The authors focus on the CS community and its impact on CS management operational factors that represent people, process, and performance factors of CS management. Following a phenomenological approach, interviews from the United States, Brazil, and Portugal drive the findings and indicate different levels of reliance on the external CS community to guide internal CS management operational factors. This research contributes by establishing the importance of the CS community and by uncovering insights based on CS managers’ perceptions of the CS community and its effect on CS management operational factors. The authors offer salient insights into how managers can optimize CS management operational factors, and they provide a discussion of future research topics.

Albanian Gyms and Nutritional Supplements: Exploring Beliefs and Motivations for Product Sales

Context: Nutritional supplement sales in gyms have become a widespread practice, with financial incentives often driving these promotions. Problem: Little is known about the motivations behind Albanian gyms’ promotion of nutritional supplements and the factors influencing such sales. Methodology: This study surveyed 58 gyms across Albania using an 8-question survey to explore supplement sales practices, reasons for promotion, types of supplements sold, and promotional methods. Data were analyzed using IBM SPSS, including Chi-Square tests to identify correlations. Results: Findings revealed that most gyms promote supplements, mainly protein powders, creatine, vitamins, and amino acids. Financial gain and customer demand were the primary motivators, especially among high-end and specialized gyms. A significant correlation was found between gym facilities and supplement sales practices. Implications: The results suggest a growing supplement market in Albanian gyms, emphasizing the need for clearer regulations, educational programs, and informed guidance to ensure responsible supplement promotion and use. Keywords: Nutritional supplements, Albanian gyms, fitness industry, promotion practices, gym facilities, supplement sales.

Pemberdayaan UMKM Kelapa Gongseng Aceh Melalui Pemasaran Berbasis Digital Dalam Upaya Menembus Pasar Global

Micro, small and medium enterprises (MSMEs) are one of the primary drivers of the Indonesian economy, as a result if the MSME sector is disrupted, the national economy could also be eroded. According to the Central Statistics Agency (BPS), in 2021 the number of MSMEs will reach 65.46 million units. Maju Sejahtera is an MSME in Panjang Mesjid Village, Panjang Subdistrict, Bireuen Regency, Aceh Province which operates in the food service sector producing gongseng coconut. This group has been running its business since 2019 and produces around 30-50 kg of gongseng coconut every week with a market selling price of around 50 thousand per kilogram. This fishing business group has 5 freelance workers and has assets of around 24 million rupiah. However, recently the production and sales of gongseng coconut have decreased, this is due to the Covid-19 pandemic that has hit the world, so it indirectly affects the demand for gongseng coconut. Before the Covid-19 pandemic, MSME Maju Sejahtera had an obstacle in running a business in the field of product marketing, the system that had been used was still traditional, namely marketing to local traders or the products were taken by collectors, then MSME Maju Sejahtera had no business management or financial management, during This often causes problems in financial management, namely business finances are often combined with family finances so it is very difficult to see profits in the business. The aim of this service activity is to increase partners' knowledge in business management and digital marketing. The implementation method is to provide business management training and direct digital sales practice through marketplaces and social media. The result of this activity is an increase in partners' knowledge about business management and better digital marketing.