Thesis Statement Dated on June 27th, 2001 "(Financial Holding Company Act) has completed the legislative procedures. New-style financial holdings companies have initiated a new era of competition and cooperation. Under this circumstance, for the sake of survival, apart from innovating new financial products, security companies take proactive approaches in the direction of full-scope financial planning. These new financial products include stock trading in Taiwan, futures, stock options, other derivative instruments like bonds, consignments, insurance deputy, and duplicated-brokerage offshore trading. To respond to the above changes, in parallel, sales force in security companies is forced to change their roles from single-product market maker to the full-scope financial advisor. To promote and sell various financial products simultaneously, the sales force is required to quickly learn the relevant knowledge of various newly invented products, related rules and regulations, and risk management. This paper adopts the attempt to understand the impact on the sales force under the circumstances of cross selling of various products. It discusses the relationship of satisfaction of employee compensation, benefits and training, to employees¡¦ work devotion. It further examines the differentiation and interconnection of various factors above. In terms of research approach, I took employees in local securities company as samples. By extracting information from 272 valid questionnaires out of a total of 280, various analyses are conducted with SPSS software, including creditability, Pearson, ANOVA and regressive analysis, to ultimately test the assumption of this research. The results of the paper is summarized as below 1. Significant positive relationship between awareness of compensation/benefit satisfaction and work devotion of cross selling sales force 2. Significant positive relationship between sales training and work devotion of cross selling sales force 3. Significant positive relationship between work devotion and work performance of cross selling sales force 4. Significant positive relationship between awareness of compensation and benefit satisfaction and performance in cross selling sales force 5. Significant positive relationship between training and work performance of cross selling sales force 6. Academic background plays an important role of differentiation in training for cross selling sales force Key words: cross selling, work devotion, training, compensation and benefits satisfaction, work performance

<p> </p><p> </p><p> </p><p> </p><p> </p><p> </p><p> </p><p> </p><p> </p><p> </p><p> </p><p> </p><p> </p><p> </p><p> </p><p> </p><p><strong><strong><p>Background:</p></strong><p> </p><strong><strong><p>Problem:</p></strong><p> </p><strong><strong><p>Purpose:</p></strong><p> </p><strong><strong><p>Method:</p></strong><p> </p><strong><strong><p>Conclusion:</p></strong></strong>Based on our findings we do not advocate short sale regulations to<p>be introduced on the Swedish financial market. Neither does our</p><p>analysis indicate that the market performance is significantly affected</p><p>by shorting, nor does restrictions work as intended which we have</p><p>seen in other countries during the fall of 2008.</p></strong>The analysis have been drawn from four cornerstones; previous<p>research, actions of other countries’, a statistical analysis and</p><p>interview findings. We have examined and compiled different</p><p>strategies for restricting short sales around the world as well as</p><p>conducted a cross-correlation analysis to investigate if share price is</p><p>related to stock loan. Furthermore we have interviewed a</p><p>professional investor and a middle manager at the Swedish Financial</p><p>Supervisory Board to obtain experts’ views on the subject.</p></strong>With background of other countries’ actions, the purpose of this<p>report is to investigate why, if at all, short sale regulations should be</p><p>introduced on the Swedish financial market.</p></strong>Is there a correlation between the number of shorted shares and the<p>change in overall and individual stock price? What actions have been</p><p>taken by countries in Europe, Asia and the United States regarding</p><p>short selling during the fall of 2008 and what is SFSB’s attitude</p><p>towards the subject? Are there any benefits for the Swedish financial</p><p>market from shorting regulations?</p></strong>In times of financial crisis short selling is often quickly blamed for</p><p>price volatility and media broadcasts pleads for prohibitions and</p><p>restrictions. Extensive research, however, cannot find any empirical</p><p>evidence that shorting is affecting markets negatively; often it is the</p><p>other way around. Sweden has been relatively liberal when it comes</p><p>to shorting restrictions and even though share lending has increased</p><p>since the start of the year, no actions have been taken by the</p><p>Swedish Financial Supervisory Board.</p><p> </p><p> </p>

In the highly competitive environment businesses invest big amounts of money into the new product development. New product success potentially depends on different factors among which salespeople play an important role. The aim of this paper is to explore the potential link between salespeople’s personality, motivation to sell new products and performance in selling new products. Based on the theoretical background of the Big Five personality dimensions, motivation and selling performance hypotheses were formulated and tested using statistical methods of correlation and regression analysis. The data was collected within one technologically intensive organization – ABB AB in Sweden using online web questionnaire and self-assessment measurements. Total investigation was conducted among organization’s salesforce. The findings confirm the importance of salesperson’s personality empirically showing that the latter significantly predicts both motivation and performance in selling new products. From all the Big Five Extraversion was confirmed to be the most important predictor of both motivation and performance in selling new products. Extraversion was found positively related with both motivation and performance in selling new products. Salespeople scoring high in Extraversion and especially possessing such characteristics as confident, energetic and sociable tend to be more motivated to sell new products and show higher performance results. Other personality dimensions such as Agreeableness, Conscientiousness, Neuroticism, and Openness to experience complexly approached are not proved to be significantly related neither with motivation nor performance in selling new products. The results are explained by the extreme importance of Extraversion in new product selling situation which analyzing in combination with the other personality dimensions suppresses the others. Finding regarding controlling for certain demographical characteristics of salespeople reveal that performance in selling new products is determined by selling experience. Salespeople’s age is not proved to be significantly related neither with motivation nor performance in selling new products. Findings regarding salespeople’s gender though proposing that males are more motivated to sell new products cannot be generalized due to the study limitations.

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Magistro darbe išanalizuoti Lietuvos ir Užsienio autorių teoriniai ir praktiniai konkurencinės strategijos formavimo aspektai. Nagrinėjami konkurencinės strategijos alternatyvų taikymo privalumai ir trūkumai. Remiantis mokslininkų pateiktomis strategijos formavimo metodikomis, parengtas statybinių medžiagų prekybos įmonių konkurencinės strategijos formavimo modelis, kurį sudaro išorinės ir vidinės aplinkų analizės, alternatyvų vertinimo, įgyvendinimo bei kontrolės etapai. Remiantis suformuotu konkurencinės strategijos modeliu, atliktu empiriniu tyrimu bei statybų rinkos analizės rezultatais suformuota konkurencinė strategija statybinių medžiagų prekybos įmonės pavyzdžiu. / The analysis of Lithuanian and foreign authors scientific literature related theoretical and practical aspects of forming competitive strategy are laid in this Master‘s work. In this final work are analyzed the merits and demerits of competitive strategy alternatives. Based on strategy formation methodic suggested by scientists was prepared the formation model of competition strategy for the companies selling construction materials, which includes stages of analyze of interior and exterior environment, alternatives estimation, realization and controlling. According to the prepared model of competitive strategy, empirical research and the market analysis of construction materials was formed the competition strategy of the example of the company selling construction materials.

This study investigated whether changes occurred in consumer buying behavior within the retail clothing industry during difficult economic climates. The significance of the study was to determine whether the lack of disposable income and increasing inflation swayed consumers to pursue value for money clothing opposed to international branded products. The important factor was to establish whether the consumers shift in purchasing would be temporal or permanent. This research involved various research tools and designs which assisted in finding a feasible conclusion. Quantitative research was used with structured questionnaires being given to consumers. These findings were annotated accordingly in tables and diagrams with publications and literature to reiterate the findings and in turn enable this study to conclude that consumers buying patterns of clothing does change during difficult economic climates. The research was conducted in Durban with a sample of 133 respondents. Some salient findings emanating from this study included: consumer’s perceptions had influenced their behaviour, and preference as opposed to logical choice and need. Focus was concentrated on one of the most acknowledged value retailers in South Africa, Mr Price clothing. Seventy three percent of the respondents said that Mr Price offered value for money, seventy-six percent stated that they offered quality products. A further ninety six percent felt that Mr Price clothing offered choice of style. These percentages are undisputedly indicative that Mr Price clothing has obtained the winning formula especially in times when minimal disposable income and a clamp on the ease of getting or increasing credit options are scarce. The findings indicated that Mr Price was indeed the retailer of choice, with a staggering eighty eight percent stating that they would continue to frequent Mr Price clothing even after their finacial situation improved. Further testing also indicated that quality and price were the two crucial deciding factors that influenced consumers. This supports the fact that consumers are still looking for value for money. Perceptions and social status do influence the supply and demand theory when it involves clothing. A recommendation for further study would involve using different demographic market segments based on income, gender and race amongst others. Internet influence in clothing purchases would also be an influencing factor going forward along with the effect of advertising. / Thesis (MBA)-University of KwaZulu-Natal, Westville, 2009.

Online sexual behaviours refer to sexual activities where the Internet and/or mobile phone are used. The aims of this thesis were to investigate young people and their experiences of different online sexual behaviours with regard to characteristics, associations and consequences, by using data from a representative sample of 3,503 Swedish youth (m= 18.3 years). In addition 16 interviews were made with young women who had sold sex online before the age of 18. Focus in these interviews were in which ways contacts between buyer and seller were established and the motivational factors for selling sex online. In study I (n= 3,288), 20.9% (19.2% boys and 22.3% girls) reported experiences of voluntary online sexual exposure: flashing in webcam/mobile; posted partially undressed pictures or films; masturbated on webcam; had sex on webcam. Multivariate analysis showed a significant association between voluntary online sexual exposure and a number of different forms of harassments online. Neither poorer psychological health nor problematic relations with parents remained significant in the final model predicting voluntary online sexual exposure. In study II (n= 3,432) four online sexual behaviours were studied: meeting a person online for sex online; meeting a person online for sex offline; posted sexual pictures online; selling sex online. These were investigated in relation to socio-demographic factors, psychosocial wellbeing and risk behaviours. Bivariate logistic regressions were followed by multiple logistic regressions. The data suggested that most Swedish youth do not perform any of the assessed online sexual behaviours, but those who did (15.2%) reported a more problematic background, rated their health as poorer, had a more sexualised life and had experienced more sexual or physical abuse. This was especially prevalent among those who had sold sex online. In study III, young women with experiences of selling sex online before the age of 18 were interviewed. The interviews focused on the role Internet and mobile phone play and the methods of contacts and characteristics of the communication between buyer and seller. Two main themes were identified: Internet use - part of daily life for good and bad, depending on mood; Patterns of contacts - innocent/curious, dating, advertising. In the fourth study the interviews with the young women who had sold sex online before the age of 18 were analysed focusing on the women’s perceptions of the reasons why they started, continued and stopped selling sex. Three themes and eight sub-themes were identified in relation to different stages in their lives in the sex trade, each with its own storyline: Entering, adverse life experiences - traumatic events, feeling different and being excluded; Immersion, using the body as a regulating tool - being seen, being touched, being in control, affect regulation and self-harming; Exiting, change or die - living close to death, the process of quitting. In conclusion, the results from this thesis showed that most young people use Internet and mobile phones for non-sexual activities. Sexual behaviours online were associated with a more problematic background and poorer wellbeing. More research, attention and support are needed, especially related to young people selling sex online.

Since the retail industry is marked by intense competition, retailers must examine the factors influencing the buying behaviour of their targeted consumers and ensure that they formulate a retail strategy that contributes to a pleasant consumer retail experience. Consumers' total retail experience is determined by numerous store attributes that interact, implying that apparel retailers (and stores selling casual wear in particular) should be concerned with store attributes that are important to their target market as well as their satisfaction with the current store attributes they offer. In view of the fact that consumers evaluate store attributes when making store selections, it is imperative that stores selling casual wear must be familiar with consumer behaviour, specifically the consumer decision-making process, as this process guides consumers to determine if, what, when, where, how, from who and how often to purchase products and services. Consumers enter into a retail experience with a set of expectations of what they would like to happen and what store attributes should be present. Consumer expectations influence the manner in which store attributes and other stimuli from the retail environment are interpreted. Evidently, an attractive store environment can be perceived as unsatisfactory if it fails to meet consumers' desired level of expectations. Thus, expectations influence consumers' satisfaction with the retail experience as well as store attributes offered by the store, which in turn affects consumers' overall satisfaction and store selection choices. The primary objective of this study was to determine the importance of, and satisfaction with, store attributes to black Generation Y consumers when selecting a store selling casual wear. An interviewer-administrated questionnaire was developed to determine which store attributes are important to black Generation Y consumers when selecting a store selling casual wear and how satisfied they were with the store attributes offered by the store they most often buy their casual wear from. Respondents between the ages of 16 and 24 were intercepted at a mall in Soweto by means of a non-probability convenience sample. In total, 261 respondents participated in this study. Results indicated that nine reliable Importance factors when determining which factors black Generation Y respondents consider when selecting a store selling casual wear could be identified, namely Service provided by salespeople; Check-out points, dressing rooms, store hours and proximity to store; Display of casual wear and in-store advertising; Store appearance, styles, sizes and quality of casual wear; Physical facilities to enhance shopping convenience; Offering of cell phones and accessories; Music played; Price of casual wear; and Alteration of clothing and lay-buy services. Further analysis indicated that respondents were less satisfied with Store appearance, styles, sizes and quality of casual wear than the importance of this factor to them. Results also indicated• that practically significant differences exist between various demographic variables of respondents and the importance of, and satisfaction with, store attributes offered by stores selling casual wear. It is recommended that stores selling casual wear who target black Generation Y consumers focus on the above-mentioned Importance factors and ensure that these stores attributes form part of their retail and marketing strategies. Stores selling casual wear should furthermore focus on improving customer satisfaction on those store attributes that are important to their customers. It is also recommended that stores selling casual wear conduct research to determine whether differences exist pertaining to their customers' demographic profile and their satisfaction levels with store attributes. Based on these results, customers can be grouped accordingly to identify strategies for improving customer satisfaction with store attributes. Recommendations for future research include comparison studies among different black cultures in South Africa to determine whether consumers differ regarding store attributes that are important to them in store selection as well as their satisfaction with a store delivering on those store attributes. Similar studies could be conducted among different population groups, age groups, income levels and geographic regions, as well as between consumers in developed and developing countries. It is also worthwhile to consider duplicating the study for other product categories to determine which attributes black generation Y consumers consider important when buying other products. / Thesis (M.Com. (Business Management)--North-West University, Potchefstroom Campus, 2010.

Since the retail industry is marked by intense competition, retailers must examine the factors influencing the buying behaviour of their targeted consumers and ensure that they formulate a retail strategy that contributes to a pleasant consumer retail experience. Consumers' total retail experience is determined by numerous store attributes that interact, implying that apparel retailers (and stores selling casual wear in particular) should be concerned with store attributes that are important to their target market as well as their satisfaction with the current store attributes they offer. In view of the fact that consumers evaluate store attributes when making store selections, it is imperative that stores selling casual wear must be familiar with consumer behaviour, specifically the consumer decision-making process, as this process guides consumers to determine if, what, when, where, how, from who and how often to purchase products and services. Consumers enter into a retail experience with a set of expectations of what they would like to happen and what store attributes should be present. Consumer expectations influence the manner in which store attributes and other stimuli from the retail environment are interpreted. Evidently, an attractive store environment can be perceived as unsatisfactory if it fails to meet consumers' desired level of expectations. Thus, expectations influence consumers' satisfaction with the retail experience as well as store attributes offered by the store, which in turn affects consumers' overall satisfaction and store selection choices. The primary objective of this study was to determine the importance of, and satisfaction with, store attributes to black Generation Y consumers when selecting a store selling casual wear. An interviewer-administrated questionnaire was developed to determine which store attributes are important to black Generation Y consumers when selecting a store selling casual wear and how satisfied they were with the store attributes offered by the store they most often buy their casual wear from. Respondents between the ages of 16 and 24 were intercepted at a mall in Soweto by means of a non-probability convenience sample. In total, 261 respondents participated in this study. Results indicated that nine reliable Importance factors when determining which factors black Generation Y respondents consider when selecting a store selling casual wear could be identified, namely Service provided by salespeople; Check-out points, dressing rooms, store hours and proximity to store; Display of casual wear and in-store advertising; Store appearance, styles, sizes and quality of casual wear; Physical facilities to enhance shopping convenience; Offering of cell phones and accessories; Music played; Price of casual wear; and Alteration of clothing and lay-buy services. Further analysis indicated that respondents were less satisfied with Store appearance, styles, sizes and quality of casual wear than the importance of this factor to them. Results also indicated• that practically significant differences exist between various demographic variables of respondents and the importance of, and satisfaction with, store attributes offered by stores selling casual wear. It is recommended that stores selling casual wear who target black Generation Y consumers focus on the above-mentioned Importance factors and ensure that these stores attributes form part of their retail and marketing strategies. Stores selling casual wear should furthermore focus on improving customer satisfaction on those store attributes that are important to their customers. It is also recommended that stores selling casual wear conduct research to determine whether differences exist pertaining to their customers' demographic profile and their satisfaction levels with store attributes. Based on these results, customers can be grouped accordingly to identify strategies for improving customer satisfaction with store attributes. Recommendations for future research include comparison studies among different black cultures in South Africa to determine whether consumers differ regarding store attributes that are important to them in store selection as well as their satisfaction with a store delivering on those store attributes. Similar studies could be conducted among different population groups, age groups, income levels and geographic regions, as well as between consumers in developed and developing countries. It is also worthwhile to consider duplicating the study for other product categories to determine which attributes black generation Y consumers consider important when buying other products. / Thesis (M.Com. (Business Management)--North-West University, Potchefstroom Campus, 2010.

Despite potentially increased sales and operational efficiencies, a surprising number of firms have not adopted e-business. Annual surveys of e-business use in Canada and other Organization for Economic Co-operation and Development (OECD) countries reveal significant differences in adoption rates between sectors. The surveys identify product characteristics as a key rationale for not adopting online selling. There are examples, however, of firms in all sectors that have discovered how to use online selling (i.e., through direct retailing, portals, online auctions - or other models). This research identifies the key internal capabilities that let firms implement online selling tools and reconfigure their way of doing business, by innovating their business model, to take advantage of e-business. Wheeler’s (2002) Net-Enabled Business Innovation Cycle (NEBIC) model is a theoretical framework for studying the process of implementing e-business tools as technology innovations for business growth where “net-enablement” refers to a firm’s innovative use of networks connected via information technologies. The NEBIC model suggests four sets of capabilities a firm needs to create value for its customers by utilizing technology: choosing enabling technologies, matching technology benefits with economic opportunities, executing business innovation for growth, and assessing customer value. The model is grounded in dynamic capability and absorptive capacity theories, offering an integrated way to adopt an e-business application, such as online selling, using internal capabilities that management can develop through planning, knowledge acquisition, training, and recruitment. This research is the first to operationalize the constructs in the NEBIC model and increase the understanding of the firm capabilities required to implement online selling as a technology innovation for business growth. The study also extends the NEBIC model by developing a construct to measure the innovation in business models firms need as they implement online selling tools. Data gathered from a national sample of Canadian firms are analyzed to test four hypotheses. These concern net-enablement capabilities, and the selection and implementation of online selling, together with the associated outcome of such innovation in terms of business model innovation. The overarching hypothesis is that firms that successfully select and implement online selling have better developed net-enablement capabilities. Further, those firms will innovate their business model. The research to test these hypotheses proceeded in two stages. First, exploratory research accessed both current literature and feedback from academic and professional experts to identify and develop scales and measurements for the net-enablement constructs of the research model. In the second empirical stage, these scales were used to measure capability development and business model innovation in a cross-section sample of Canadian firms. Responses to an online survey were analyzed to test the statistical properties of the scales, and structural equation modeling (SEM) assessed the hypothesized relationships between net-enablement capability for online selling and actual business model innovation. The research contributes to the literature on e-business adoption, and the application of dynamic capability and absorptive capability theories for technology adoption. In particular, it provides empirical support for Wheeler’s NEBIC model for e-business tools selection and implementation. The data confirm that firms with better-developed net-enablement capabilities are more likely to select and implement online selling tools successfully. The data also substantiate the view that online sellers have indeed innovated their business models to incorporate the practical tools of online selling. Practitioners considering extending their market through online sales are advised to assess their net-enablement capability first. The scales developed through this research provide a tool for identifying these important capabilities and routines within organizations. It is particularly important that firms looking to incorporate online selling should evaluate (and develop as necessary) their ability to access new technology; evaluate their strategic options and match them with the benefits of the proposed technology; handle, manage, and implement the project; and reconfigure elements of their business model, i.e., make changes to their product or service and its payment methods. Successful online sellers do not depend on a single factor; rather they develop “net-enablement” capability, a continuous and multi-faceted process of related capability sets that involve all parts of the organization.