Adaptive selling literature identifies effective salespersons as those who match their influence tactics to the characteristics of buyers. McFarland, Challagala and Shervani (2006) propose a theoretical framework that uses influence processes to identify the seller influence tactics that salespersons use, and to assess which of these tactics will resonate with three different types of buyers. The results of their research, conducted in an agricultural retail industry, indicate that salespersons do use the influence tactics prescribed by theory in persuading different types of buyers. In an attempt to expand the generalisability of their empirical findings, this research study replicates their study with extension in the South African banking industry, where sales are conducted within a relationship marketing context. Pilot studies in the form of a focus group and personal interviews were used during a pre-test, while survey research was used to collect primary data on 60 bi-directionally matched buyer/seller dyads. The results indicate that salespersons/relationship executives in the banking industry do not alter their use of influence tactics when dealing with different buyer types, and that in general influence tactics, with the exception of recommendations, are unsuccessful in achieving manifest influence at the point of sale, irrespective of the buyer’s orientation. It would appear that influence tactics are perceived as short term “hard sell” tactics when used at the point of sale in a relationship banking context, which is not consistent with a relationship characterised by high levels of trust and commitment. Finally this research proposes a new theoretical framework that focuses on the use of influence tactics with different types of buyers both during the relationship and at the point of sale. / Dissertation (MBA)--University of Pretoria, 2010. / Gordon Institute of Business Science (GIBS) / unrestricted

The retail sector has become a major service provider and employs a large proportion of the population. It is the expectations and of these retail employees that form the background to this research. Retail employment has often been the selected response to unemployment as there is relatively little or no prior skill required to work in this sector. Retail employment is traditionally viewed as employment with little or no stability and low quality of employment. In order to examine the link between high growth in the retail sector and its contribution to GDP and the high unemployment rate identified in the country, the stability and quality of employment in the retail sector were analysed. The research aimed to identify the characteristics of retail employees based on where they are currently along their career path and life choices, and how these factors influence their future aspirations. A conceptual framework outlining the stability and quality of employment in the retail sector was created to analyse the shift required from the prevalent emphasis on fighting unemployment, to fostering employment growth. The different characteristics of these employees were identified in order to assist stakeholders such as individuals, management and policymakers, to identify the optimum way to encourage employment growth, depending on future aspirations of employees. This would thereby shift the focus rather from acting reactively to unemployment issues, to acting proactively by nurturing employment growth. / Dissertation (MBA)--University of Pretoria, 2010. / Gordon Institute of Business Science (GIBS) / unrestricted

A below market assumable mortgage may imply a discount in the financing costs of prospective property buyers. Sellers may capitalize any discount value into their asking price for the property. Residential properties sold with below market assumption financing may therefore include a capitalized discount in their selling price. This study empirically tests the hypothesis that below market assumption financed residential properties include a capitalized discount in their observed selling price and obtains both a parametric and nonparametric estimate of the average discount capitalization rate. The hypothesis is tested on a large-scale sample of residential condominium sales that occurred in Vancouver over the 13 year period from 1974 to 1986. Both the hedonic pricing and matched pairs methodologies are employed to control for non-financial differences among the sampled transactions. The theoretical value of assumption financing discounts is measured using a modified Cash Equivalent Adjustment model. This study concludes that Vancouver condominiums sold with discount assumption financing do, on average, include a capitalized discount in their selling price. The hedonic price estimate of the average discount capitalization rate is approximately 75 percent of the modified Cash Equivalent discount value; the matched pairs estimate is approximately 50 percent of the modified Cash Equivalent discount value. The average discount capitalization rate appears to be stable across periods of high and moderate inflation. / Business, Sauder School of / Graduate

The purpose of this study is to analyze the information which is available to determine what past experience, personality and temperament traits, etc., distinguish the successful from the unsuccessful salesman, in order to have some criteria on which to base future selection.

Today many selling organizations are reexamining and revising their philosophy for managing salespeople because of increase costs of hiring and maintaining a sales force. More than everm management is looking for ways to assist salespeople in becoming more productive and effective faster. One avenue for enhancing salespersons' performance is through improved sales training practices. improved sales training practices should help salespeople view training, and how sales training transcends to the job environment. Considering the need for greater understanding concerning salespeople's perceptions of sales training and assuming the influence of those perceptions on job performance and other outcomes, this study develops and executes an analysis of several proposed relationships among personal characteristics, job related characteristics, perceived training needs, sales training variables, and related outcomes. The program of research identifies and evaluates salespeople's attitudes toward sales training and specifies influences of those training perceptions on salesperson' behaviors and general attitudes. As well, a relationship between salespeople's transfer of training materials, their use, and individual performance are evaluated.

En los últimos años, se ha incrementado el interés global por salvaguardar la ecología y reducir la contaminación que tanto perjuicio causa al medio ambiente. Debido a ello, los consumidores prefieren la compra de productos que ofrezcan, además de calidad, un aporte para solucionar el macro problema de la eutrofización. Nuestro grupo, en el afán de seguir esta tendencia, ha visualizado una oportunidad de negocio, es así que propone crear Saphi que se muestra como una alternativa eco amigable a los detergentes tradicionales. Para este fin, se hará uso de una raíz de la planta llamada Saqta, la cual crece en la región Cuzco y tradicionalmente se usa como jabón natural para lavar la lana de alpaca antes de hilarla. Con la colaboración de especialistas, se pretende diseñar este artículo de limpieza bajo el nombre de Saphi (palabra que significa limpieza en quechua) y comercializarlo en envases reciclables; los cuales le darán una personalidad única al producto e identificable para el consumidor promedio. En el presente trabajo se presentará el Informe de Investigación con información cualitativa como el plan de Marketing, plan de Recursos Humanos, plan de Responsabilidad Social, validaciones, entre otros e información cuantitativa en torno al análisis financiero y de rentabilidad con el fin de introducir el novedoso artículo al mercado, documento esencial para lograr un correcto y eficaz inicio de operaciones de nuestra empresa. Es así, que podemos llegar a la conclusión que nuestro negocio es rentable, llegando a recuperar la inversión inicial en el segundo año. / In recent years, global interest has increased to safeguard the ecology and reduce the pollution that damages the environment. Due to this, consumers like the purchase products that offer, in addition to quality, an input to solve the problem of eutrophication. Our group, with the final purpose to follow this trend, has visualized a business opportunity, this is how we propose to create Saphi that is shown as an eco-friendly alternative to traditional detergents. For this purpose, a root of the plant called Saqta will be used, which grows in the Cuzco region and is traditionally used as a natural soap for washing alpaca wool before spinning. With the collaboration of specialists, it is intended to design this cleaning article under the name of Saphi (a word that means cleaning in Quechua) and to market it in recyclable containers; which will give a unique personality to the product and identifiable for the average consumer. In the present work the research report is presented with qualitative information such as the Marketing plan, Human Resources plan, Social Responsibility plan, validations, among others, and quantitative information about the financial and profitability analysis in order to introduce the novel article to the market, essential document to achieve a correct and efficient start of operations of our company. Thus, we can reach the conclusion that our business is profitable, recovering the initial investment in the second year. / Trabajo de investigación

Using parcel level and sub-parcel level data, we analyze Mississippi cropland sales from 2015-2017 and consider how cropland values are affected by their respective characteristics. Such a study has not been conducted in the state of Mississippi. The dataset used is sourced from a private bank in Mississippi and contains information on the unique attributes and amenities of each land parcel sold. Information garnered from the dataset also allows for analysis of the public SSURGO soil characteristics of each land parcel. A hedonic model and spatial error model is used to analyze the impact that the attributes and amenities of each land parcel have on their respective value. It is concluded that physical improvements, soil characteristics, and regional characteristics have a significant impact on the value of cropland.

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