Sales Relationship Research Articles

Value creation in sales relationships

Value creation in sales relationships

Vegetable Merchandise Analysis from a Quarterly Sales Data Perspective

In the field of fresh vegetable retailing, the category diversity and time-sensitive characteristics of commodities pose unique challenges to inventory management and pricing decisions. Comprehensively analyzing the distribution pattern of sales volume of different categories and individual items of vegetable commodities and their interrelationships is of great significance to retailers' scientific replenishment and pricing decisions. By categorizing vegetable sales every quarter, a comprehensive analysis is carried out on a category and individual item basis. Visualization was used to show the distribution pattern of sales volume by category and individual item. Subsequently, Kendall correlation analysis was utilized to explore the relationship between the sales volume of different vegetable categories. In addition, the interrelationships between the sales volumes of different vegetable individual items were investigated in conjunction with waterfall diagrams. Through in-depth analysis of sales data, understanding the sales relationship between different vegetable categories can help retailers develop a more refined pricing strategy, make pricing adjustments based on the relative sales of goods, and improve sales revenue and profit levels. Such scientific inventory management and pricing strategies not only help meet customer demand and enhance customer experience, but also strengthen customer loyalty and promote long-term stable business development.

The Relationship of Domestic Sales and Export in Turkish Manufacturing Industry: An Application on Manufacturing Industry Enterprises in the BIST Industrial Index (2010-2020)

Bu çalışmada Türkiye ihracatında stratejik öneme sahip olan imalat sanayinin yurtiçi satışları ve ihracatı arasındaki ilişki 2010-2020 yılları için incelenmektedir. Çalışmanın veri setini Borsa İstanbul (BIST)’da işlem gören, BIST Sınai Endeksi içinde yer alan ve 2010 yılı itibarıyla itibariyle aktif büyüklüğü 100 Milyon TL’nin üzerinde olan imalat sanayi işletmeleri oluşturmaktadır. Çalışmada panel veri analizi çerçevesinde panel eş bütünleşme testleri uygulanmıştır. Modelin uzun dönem regresyon katsayıları incelenmiş ve model tahmini için Panel Düzeltilmiş Standart Hataları tahmincisi (Panel Corrected Standart Errors- PCSE) kullanılmıştır. Ayrıca ihracat ve yurt içi satışlar değişkenleri arasındaki nedensellik ilişkisinin incelenmesi için panel nedensellik testi uygulanmıştır. 2010-2020 dönemi itibarıyla BIST Sınai Endeksinde yer alan 68 sanayi işletmesinin yurtiçi satışları ile ihracatları arasında eşbütünleşme ilişkisi bulunduğu sonucuna ulaşılmıştır. Bu iki değişken arasında ilgili literatür çerçevesinde iktisadi anlamda tamamlayıcılık ilişkisi olduğu da tespit edilmiştir. Ampirik analiz sonuçlarına göre BİST Sınai Endeksinde yer alan imalat sanayi işletmelerinin yurtiçi satışlarında meydana gelen %1 düzeyindeki artışın bu işletmelerin ihracatlarını %0,77 oranında artırdığı, bu işletmelerin ihracatlarının %1 düzeyinde artmasının ise yurtiçi satışlarını %0,17 oranında artırdığı bulgusuna ulaşılmıştır.

COBB-DOUGLAS FUNCTIONAL MODELLING IN ECONOMETRICS (CASE STUDY: THE IMPACT OF SALES AND OPERATIONAL EXPENSES ON NET PROFITS)

This study aims to determine the impact of sales and operating expenses on net income by employing a Cobb-Douglas production function. The study uses a quantitative research design which is implemented in four steps, i.e., data description and ln transformation, quality data test, regression analysis, and hypothetical test. The research sample is in the form of time-series data for the period of January 2021-December 2022, consisting of sales, operating expense, and net profit variables collected from the financial reports of Dafin Cell Store in West Lombok Regency. Our statistics analysis confirms that the sales variable significantly affects the net profits as the value 0,005 of t test is smaller than the significance level 0,05. In contrast, the operational expenses do not affect the net profits as the value 0,836 of t test is larger than 0,05. Simultaneously, both sales and operating variables affect the net profits of Dafin Cell Store since the value of 0,004 of F test is larger than 0,05. Through regression analysis we obtain the mathematical model
 
 which expresses the relationship of sales (X1), operating expenses (X2) and the net profits (Y).

PELATIHAN MANAJEMEN HUBUNGAN TENAGA PENJUALAN

A sales manager seeks to motivate, empower, and measure the contribution of customer engagement in building and reinforcing increased customer loyalty and retention. Supporting relationship management strategies with the sales team will encourage a comfortable working atmosphere for the sales team and increase motivation in sales efforts. The partners in this activity are engaged in a resin handicraft business located in Serang, Banten. However, they are facing major problems related to sales management strategies. This PKM aims to assist partners in an effort to improve relationship management skills with the sales team. The activity method was conducted through training related to the science of sales relationship management, which was organized online. The results of this activity show that the provision of knowledge about sales relationship management presented in the form of a slide-based presentation (PPT) runs smoothly. Business partners gained the necessary knowledge to improve the role of salespeople in establishing long-term relationships with customers.

Institutional erosion and new strategies: Changing contexts for learning in agriculture in Northern Sweden

AbstractThis article describes the erosion of institutions that support farmers’ learning and the construction of knowledge in agriculture in an area of agricultural decline. It is based on a qualitative study in northern Sweden, exploring farmers’ learning to farm, their peer networks, contacts with advisory services and their sales relationships. As farming is increasingly differentiated, with an intensification of production in some areas and increasing farmland abandonment in others, so are the institutions that support farmers’ learning. Farmers handle this in different ways, and the article indicates that resourceful farmers, dependent on farm income, seek out and create contexts for learning. Others seem increasingly decoupled from advisory institutions and upstream industries, selling their produce in local networks. The article illustrates that the widening gap in agrarian production is related to a differentiation of social and institutional preconditions for the construction of knowledge in farming.

PENGARUH PENJUALAN KREDIT TERHADAP SALESMAN PERFORMANCE PT. SAYAP MAS UTAMA DEPO RANGKASBITUNG

This study aims to determine the effect of salesman performance when viewed from the indicator of credit sales turnover. In this study data was collected by means of observation and documentation. T test was known as the partial test, which to see how each independent variable has its own variable on its success. The purpose was to apply T test to determine the relationship of credit sales for salesman performance obtained every month. From the result of T test, each salesman obtained following significant values : Sig.0.001 for Diki, Sig.0.007 for Endang, Sig.0.001 for Riza, Sig.0.043 for Sholeh, and Sig.0.096 for Yusup. It shows that the credit sales turnover variable conducted by Yusup does not affect the value of the salesman performance, while other salesmen have significant value of less than 0.05. Credit sales made by Diki, Endang, Riza and Sholeh are involved in the value of the salesman performance.

Apakah Ukuran Perusahaan Sebagai Variabel Moderasi?

This study aims to examine whether firm size can moderate the relationship, profitability and level of sales to profit growth in consumption sector manufacturing companies listed on the Indonesian stock exchange for the 2018-2020 period. The sampling technique using purposive sampling obtained 11 companies that meet the research criteria. This research is a panel analysis of regression data using a eviews 12. The results showed that the model that was suitable for this study was to use commond effects compared to other models. The size of the company cannot be used as a moderating variable on the relationship between profitability, liquidity and sales growth on profit growth.

Research on green technology marketing model based on dynamic evolutionary game under low-carbon background.

With the present situation of development in green technology as the background, combined with technology marketing models in other areas, this paper builds three technology marketing models, based on the Stackelberg game between the technology suppliers and distributors. Namely, the three models are direct official marketing, agency relationship cooperation, and agency sale relationship cooperation. Dynamic system model is built on relationship cooperation. By comparing with and analyzing the model solution results, and observing the effect of various parameters in terms of numerical simulation on enterprise decision variables, profits, and the optimal mode policy selection, we find that the level of price discount will decide whether the technology supplier selects the agency sales model, while the level of the profit distribution factor decides whether the technology supplier takes direct official sale. Meanwhile, excessive price adjustment speed will disturb the market stability and interfere with enterprise decision-making.

Imperfect Competition in Firm-to-Firm Trade

Abstract This paper studies the implications of imperfect competition in firm-to-firm trade. Exploiting data on the universe of sales relationships between Belgian firms, we document that firms’ markups increase in the average input shares among their buyers. Motivated by this fact, we develop and estimate a model where firms charge buyer–supplier-specific markups that depend on the bilateral input shares. We find markup dispersion within firms across buyers creates substantial welfare loss: Aggregate welfare increases by around 6% when firms are banned from charging different markups across buyers.

Rural Land Fragmentation in Texas: 2010–2020

Land fragmentation is a significant issue in Texas, where cattle operations rely upon a significant tract of land. This study examines the relationship of land fragmentation and sales, with other independent variables being state population growth rates, financing costs, and the real price per acre. We find that tract sizes are highly dependent upon population growth rates and financing costs. Meanwhile, the number of sales is highly dependent upon the price per acre. Both multiple regression models reveal the highly significant nature of these independent variables resulting in models with high coefficients of determination. This research’s focus on Texas provides important insights to the land fragmentation literature, which frequently examines situations outside the United States.

Firm Unionization and Disruptions in Customer Relationships*

ABSTRACTRelationships with major customers may be advantageous to suppliers due to economies of scale and reputational benefits. In this study, we investigate whether unionization leads to disruptions in a firm's relationships with its customers. Our goal is to provide insights regarding the impact unionization has on a firm's sales relationships with its major customers. We predict that major customers will shift purchases away from suppliers that unionize to avoid potential disruptions. Using a difference‐in‐differences research design, our results show a negative association between supplier unionization and sales to major customers. Our findings are robust to addressing endogeneity concerns through a propensity score matched analysis and regression discontinuity research design. In addition, we find that supplier firm performance declines subsequent to unionization. We also find that suppliers experience significant increases in their cost of goods sold and the number of employees after supplier unionization, suggestive of higher input prices driving the disruption with major customers. Finally, we provide evidence that higher switching costs mitigate the decline in sales to major customers. Overall, our findings suggest that employee unionization can adversely affect a firm's relationships with their major customers.

Can customer loyalty to a salesperson be harmful? Examining customer perceptions of salesperson emotional labor strategies post ethical transgressions

Past research suggests that customer loyalty is a critical component in successful business-to-business sales relationships. Challenging this view, this study suggests that customer loyalty may actually have an unexpected “dark side” to it. Specifically, grounded in Emotions as Social Information (EASI) theory, this research investigates the role that customer loyalty (to a salesperson) has on customer coping behavior post salesperson ethical transgressions. We take the often-underrepresented customer perspective in selling relationships to test our theoretical model using a field study that consists of 239 professional procurement specialists. Our results indicate that when customers believe that a salesperson is more genuine in displaying emotions, after an ethical transgression, customers are more likely to forgive, and less likely to seek revenge against or avoid the salesperson. On the other hand, when customers believe that a salesperson is “faking” emotions, customers are more likely to cope with ethical transgressions by avoiding and seeking revenge against the salesperson. Our study also finds that when an ethical transgression occurs, a “love becomes hate” effect occurs, where customer loyalty undermines a salesperson's efforts and does not always favor the salesperson.

Business Communication – A Key to Improve Customer Satisfaction

In the fast growing and changing competitive market, it is inevitable for the business to win the customer trust. But it is possible while maintaining proper business communication. The purpose of this paper is to investigate the critical role of business communication in enhancing customer satisfaction. The literature focused mainly on how business communication relates to customer satisfaction in addition to value creation and relationship of sales. In this paper it also covered the some aspects that can influence on customers satisfaction such as role of communication, maintaining customer relationship and their loyalty towards the organisation. The findings are in order to deliver better goods and services, it is best for the organisation to expand the use of communication models. The organisation should develop its feedback system, incorporate staff training, and run a daily advertisement campaign to attract new customers and warn current customers about upcoming events, according to the recommendations.

An investigation of sales managers’ aggressiveness in B2B sales leadership: The sequential mediation model of emotional exhaustion and adaptive selling

The aim of this research is to investigate the influence of sales managers’ aggressiveness on ethical sales leadership and salesperson performance in B2B context, taking into consideration the sequential mediation of emotional labor and adaptive selling behavior. Sales managers spend most of their time in solving salesforce-related issues, while empirical studies have largely neglected such factors that can have negative consequences on salesforce-related tasks. In order to overcome this gap in the literature, we draw from conservation of resources (COR) theory to introduce and establish an advanced theoretical paradigm. The authors tested the model through 336 responses from B2B salesperson-manager dyads. The findings of the study reveal that sales managers’ aggressiveness has a negative association with ethical sales leadership. Also, sales managers’ aggressiveness is positively related to emotional exhaustion and negatively related to salesperson performance. Consequently, we found significant serial mediation of ethical sales leadership and adaptive selling behavior between the relationship of sales managers’ aggressiveness and salesperson performance. In last, manager decisiveness is playing as a significant moderator in the study. Theoretical contributions and practical implications are also discussed.

Trust goes the other way too: sellers trust in buyers and its influence on sale process efficiency

Purpose- This research aims to discover the effect of interpersonal factors on seller’s trust to buyer and in turn to the sales process effectiveness. Sales specific factors such as time risk and purchase importance are also considered when determining the effects of interpersonal factors. Methodology- A quantitative research method involving salespeople is employed. Findings- The findings indicate the presence of a positive relationship between interpersonal factors (similarity, expertise task orientation) and trust to buyer and sales process effectiveness. The sales specific factors (time risk and purchase importance) also have a moderation effect to the relationship between trust and sales process effectiveness. Conclusion- Through the sellers’ perspective, this study investigated the antecedents and consequences of trust in a business-to-business sale relationship. Recommendations to both sales team managers and procurement team managers to increase the sales process effectiveness under specific situations is provided based on study findings.

Impact of Political Stability and Managerial Ownership on Firm’s Profitability

The vibrant business sector is a dynamic segment for Pakistan’s economic development because it offers employment to a larger population of skilled and unskilled labour; creates foreign reserves through exports; and also satisfies local demand for the products. Moreover, the listed companies perform a significant function in the growth of an economy, however, on pragmatic grounds, access to capital is evidenced as a matter of grave concern for the business sector in Pakistan. Moreover, it has been observed that in order to reduce the firms’ agency costs, managerial ownership is utilized. Hence, in this essence, this research investigates the relationship of political stability, managerial ownership, dividends, sales, and total assets with the firm’s profitability in Pakistan during 2013-2017. The findings depict that the variables of political stability, total assets, dividends, and sales, positively and significantly affect the firm’s profitability, while, managerial ownership is insignificantly associated with profitability.

The Impact of Advertising On Market Share

ABSTRACT The advertising–sales relationship remains paramount. This study—believed to be the largest that focuses on automotive sales and advertising—investigates ceilings and thresholds by optimizing budget allocations among media. The study considered 12 vehicle brands in South Africa, spanning 8 years of sales, reflecting sales and media expenditure. It also considers the effect of competitors9 advertising expenditure and familiarity on the ceilings and thresholds of each medium, as well as the decay rate of advertising goodwill. Findings suggest that the allocation of expenditure among media types is subject to threshold phenomena. The findings also establish the impact of clutter and familiarity on market share, advertising efficacy, and ceilings and thresholds. Results highlight the interaction between current market share and advertising efficacy.

Imperfect Competition in Firm-to-Firm Trade

This paper studies the implications of imperfect competition in firm-to-firm trade. Exploiting data on the universe of sales relationships between Belgian firms, we document that firms’ markups increase in the average input shares among their buyers. Given this fact, we develop a model where firms charge supplier-buyer specific markups, which depend on the bilateral input shares. The estimated model suggests large distortions due to double marginalization: Reducing all markups in firm-to-firm trade by 20 percent increases welfare by 10 percent. We also highlight the importance of accounting for endogeneities in bilateral markups in predicting the effects of shock transmissions.

U.S. county prevalence of retail prescription opioid sales and opioid-related hospitalizations from 2011 to 2014

BackgroundThe role of prescription opioids in the opioid crisis has been well established. How the prevalence of prescription opioids relates to opioid hospitalizations has been understudied. Hospitalizations due to opioids are a distinct indicator of opioid misuse, have cost implications for health care systems, and may be an entry point into substance use treatment. MethodsAdministrative data were drawn for counties in 32 U.S. states from 2011 to 2014 to associate retail opioid sales rates with opioid-related hospitalization rates. Data on hospitalizations comes from the Healthcare Cost and Utilization Project. Data on opioid sales come from the Automation of Reports and Consolidated Orders System. Statistical models were run accounting for error in the opioid sales measure and controlled for county and year effects and other factors. Sub-analyses explored hospitalizations by metropolitan status and maternal/neonatal stays. As a point of comparison, the analysis estimated the relationship of opioid sales to alcohol hospitalizations. ResultsRetail opioid sales rates have a positive relationship with opioid-related hospitalization rates where a one morphine kilogram equivalent (MKE) increase in sales per 10,000 people predicts a 9.0% (CI 4.6%–13.7%) increase in opioid-related hospitalization rates. The relationship is higher in non-metropolitan counties. Maternal and neonatal opioid-related hospitalization rates increase by 14.1% (CI 4.9%–24.2%) with a one MKE increase in retail sales rates. There is no statistically significant relationship between opioid sales and alcohol hospitalizations. ConclusionsThough not causal, results inform understanding of how opioid prescribing relate to adverse consequences of opioid use and misuse.