Title: The effect of personality of woman personal products sales force on job performance-The mediating role of adaptive selling behavior Student: Han-Lin Lu Advisor: Dr. I-Heng Chen For sales-oriented firms, sales force is the key factor in organization to be sustainable, so how to manage sales force effectively and incentive them to improve their performance is the important topic. This study focused on sales force personality relation between job performance. Secondly, understanding the adaptive selling behavior impact on their personality and job performance. This study survey the famous underwear company sales force, process descriptive statistical analysis, reliability analysis, ANOVA analysis and regression analysis for data analysis, by the above analysis, this study obtained the following conclusions: 1. Playfulness has positive influence on adaptive selling behavior, but doesn¡¦t have significant relationship between job performance. 2. Big five doesn¡¦t have significant relationship either between job performance, or on adaptive selling behavior. 3. Personality has significant positive influence on adaptive selling behavior, that shows personality has the impact on job performance through the behavior. 4. Adaptive selling behavior has significant positive influence on job performance. It means when sales force has more adaptive selling behaviors helps improve job performance.

The advent of the Internet, the influx of technology comparison shopping, and the evolvement of channels have increased the knowledge base of the consumer to the point where some scholars claim the multichannel consumer has more knowledge and control than the salesperson. Selling to a customer who has the control is a challenge for retailers and their sales forces. The purpose of this research is to examine the underlying decision process of the multichannel consumer and the impact of the retail salesperson. This present study tests a conceptual model that suggests multichannel consumers' perceptions of information asymmetry lead to perceived control and purchase intention. Based upon the model, the salesperson's new role is to motivate purchase intention by using adaptive selling to affect the consumer's perception of information asymmetry and perceived control. Using a scenario-based methodology tested with a sample of 307 multichannel consumers, the current investigation examined the impact of: (1) information asymmetry on the consumer's perceived control, (2) perceived control on purchase intention, (3) perceived control as a mediator between information asymmetry and purchase intention, (4) adaptive selling behavior on the consumer's perception of information asymmetry, and (5) adaptive selling behavior on the consumer's purchase intention. The findings revealed that if the multichannel consumer perceives an advantaged information asymmetry then perceived control and purchase intention will be impacted. Adaptive selling behavior affects the consumer's perceptions of information asymmetry but not perceived control. These findings can be used to help managers devise techniques to support the salesperson's ability to secure the sale with the multichannel consumer.

The recent machine learning and analytics advances in customer relationship management (CRM) technologies place new demands on marketing education and practitioners to develop the skills needed to use the technology. Compounding the issue, research on the use of technology in sales curriculum is underdeveloped. In a comprehensive review of the sales education literature, one study identified that only six articles on sales technology were published in major marketing education journals from 1979 to 2013. In an effort to bridge the gap between critical industry competencies and marketing curriculum, understanding the impact of technology use and training is important for educational planning and student development. Using a survey of 82 salespeople in the United States, the current study empirically evaluates how use of technologically advanced CRM features influences self-perception of CRM knowledge, the perception that additional technology training would be beneficial, and adaptive selling performance of sales practitioners. A majority of survey respondents in the current study cited a need for college students to receive increased exposure to advanced CRM technology training and skill development. We propose an experiential learning approach to teach marketing college students advanced CRM features to help them bolster their effectiveness and value in the workplace.

Titel: Förhandlingsstrategier hos fastighetsmäklare: En studie av anpassning till kundbeteende inom förmedlingsprocessen. Nivå: Examensarbete på grundnivå (kandidatexamen) i ämnet företagsekonomi. Författare: Emil Johnsson och Tobias Söderberg Handledare: Lars-Johan Åge Datum: Maj 2023 Nyckelord: Förhandling, förhandlingsstrategier och anpassningsförsäljning Syfte: Syftet med studien är att undersöka hur en fastighetsmäklare anpassar sin förhandlingsstrategi gentemot kund beroende på hur kunden agerar under förmedlingsprocessen.  Metod: För att genomföra studien valdes en kvalitativ forskningsmetod där semistrukturerade intervjuer har använts. Utöver semistrukturerade intervjuer har författarna använt en litteraturgenomgång för att samla teoretisk grund till arbetet. Resultat: Enligt den empiriska delen av arbetet framgår det att INS används främst av fastighetsmäklare rent generellt men förhandlingsstrategier varierar beroende på hur kunden agerar. Det finns olika kundbeteenden som fastighetsmäklare bemöter, de två huvudkategorierna var osäker samt bestämd kund.  Slutsats: Vid bemötandet av osäkra kunder är förhandlingsstrategin DNS mest applicerbar eftersom fastighetsmäklaren kan styra kunden till att behaga fastighetsmäklarens behov enbart. Jämförelsevis vid den andra huvudkategorin bestämd kund är INS. Vidare forskning: Tre förslag framtogs enligt följande: Påverkan av CPK under förhandlingarna, Förhandlingsstrategierna enligt Holmes m.fl. (2017) ur ett kundperspektiv samt kundbeteenden inom den generella förhandlingen.

Syfte: Syftet med vår undersökning är att skapa bättre förståelse för hur en säljare förmedlar empati för kunden i en säljrelation. Tidigare forsknings uppmärksamhet för förståelsen och empatins påverkan utgör grunden till att vi mer specifikt vill undersöka; hur kunden uppfattar att fastighetsmäklaren förmedlar affektiv respektive kognitiv empati i en säljrelation. Metod: En studie av kvalitativ art valdes med bakgrund till studiens syfte. För insamling av kvalitativ data använde vi oss av tidigare forskning samt semistrukturerade intervjuer, vilka utfördes med respondenter som anlitat en fastighetsmäklare inom de närmaste tre föregående åren. Well-grounded theory användes sedan som analysmetod av det empiriska materialet. Slutsats: Studien indikerar att kunden uppfattar både affektiv och kognitiv empati i mötet med fastighetsmäklaren. Vi har genom analysen uppmärksammat skillnader och likheter i respondenternas svar, mer specifikt har vi funnit att kundernas uppfattning av empati upplevs olika av olika personlighetstyper och situationer. Förslag till vidare forskning: Vi anser att vidare forskning bör ta hänsyn till fler variabler, exempelvis ålder, kön, personlighetstyp eller situation. Detta är en brist i vår studie och vi menar att det vore intressant att undersöka hur empati uppfattas beroende på olika individers personlighetstyp, ålder och situation.   Uppsatsen bidrag: Vi har i vår studie funnit större förståelse för förmågan att förmedla empati för kunden. Vi har genom vårt arbete kommit fram till kategorier vilka kunder värdesätter i kommunikationen med säljaren, vilket bidrar till att kunden uppfattar empati. / Aim: The aim of this study is to better understand how a seller indicate empathy in the relationship with a customer. Previous research regarding empathy effects is the main focus in our interest for this study and more specifically; how a customer experience that the real estate agent indicating affective and cognitive empathy in a sales relationship.   Method: With regards to the aim of the study, a study of qualitative nature was chosen. For qualitative data, we used previous research materials and semi-structured interviews. The interview have been conducted with respondents who have hired a real estate agent in the past three years. Well-grounded theory was used as analytical method of the empirical material.   Conclusions: The study indicates that the customer experience both affective and cognitive empathy in the encounter with the real estate agent. Through the analysis we noticed the differences and similarities of the answares from the interview. More specifically, we believe that customer perception of empathy is experienced differently by different individuals.   Suggestions for future research: In our opinion further research should include more variables, such as age, sex, personality or situation. This is a deficiency in our study and we believe that it would be interesting to examine how empathy is perceived depending on individual factors susch as personality, age and background. Contribution of the thesis: We believe that trough this study we have gained a better understanding of the ability to indicate empathy for the customer and through our work we have detected different categories from which customers experience empathy.