The objective of the study was to augment important findings from a 1996 statewide survey of Indiana pharmacists regarding their opinions and practices related to the sale of cigarettes and alcohol in pharmacies. More specifically, this study was designed (1) to determine opinions and practices of Kentucky pharmacists' related to the sale of cigarettes and alcohol; (2) compare these findings with results from the Indiana study; and (3) to gather information on health promotion activities by Kentucky pharmacists. A structured survey questionnaire was designed and reviewed by a jury of experts and subsequently administered to half of the 1182 pharmacies in Kentucky. Collected data were analyzed using descriptive and inferential statistical methods.Findings reveal that 45% of responding pharmacists sell cigarettes in their stores although 88% think their stores should not sell cigarettes. Approximately 34% of pharmacies in non-dry counties sell alcoholic beverages while more than four-fifths of the pharmacists (81%) think pharmacies should not sell alcoholic beverages. After adjusting by type of pharmacy, no statistical difference was found in retail-chain pharmacy sales of cigarettes and alcohol in either Kentucky or Indiana. However, independent pharmacies in Kentucky were less likely to sell cigarettes and alcohol compared to independent Indiana pharmacies. Study results also revealed that most pharmacists agree the use of cigarettes and alcohol are important causes of morbidity and pre-mature mortality and that pharmacists should play a role in health promotion and disease prevention through their relationship with the public. / Department of Physiology and Health Science

Graduation Theses concerns an analysis and evaluation, of how a multi-level marketing, functions in the Czech Republic. Explaining its ideals and principals, while it theoretically applies on a specific company, which is involved with multi-level marketing. The target is to introduce such system in an objective way and evaluate it in practice.

Vote-selling in Nigeria pervades and permeates the electoral space, where it has become the primary instrument of electoral fraud. Previous research has indicated a strong correlation between vote-buying and underinvestment and poor delivery of public services. There remains, however, a significant gap in the current literature regarding the nature of the relationship between vote-selling and the delivery of public services. The purpose of this study was to uncover voters' behaviors by investigating their common and lived experiences with respect to the provision of infrastructure, delivery of public services, and voting during elections. Using Bandura's theory of reciprocal determinism, the research explored the connection between environment and vote-selling. Data were collected through semistructured interviews with 10 individuals who participated in the most recent elections in Akoko North West Local Government, Ondo State, Nigeria. The data were analyzed using Moustakas's transcendental phenomenological process. Key findings suggest a reciprocal relationship between vote-selling, and infrastructure and public services. The study findings also revealed that vote-sellers' feel justified because vote-selling is perceived as a product of disappointment, lack of trust and voters' apathy, willingness to accept their own share of 'national cake,' and poverty. These findings are consistent with Bandura's proposition that people create the society and equally react to environmental factors. This study contributes to the existing literature and may enhance social change initiatives by improving the understanding of the connection between the provision of infrastructure and the delivery of public services and vote-selling.

Cross-selling is the practice of selling products or services that do not replace already purchased products or services to existing customers. In industries characterized by complex products, long lead times and intricate relations between customer and company, the determinants of a company's cross-selling performance are different than those present in other industries. This study explores salespersons' perceptions of antecedents of their cross-selling performance in a Swedish professional services company. The results are synthesized into a theoretical model that provides partially different perspectives compared to previous research. The most unexpected finding is that cross-divisional transpersonal efficacy - belief in the ability of service providers of cross-sold services to perform well - appeared to affect motivation to cross-sell notably. Transpersonal efficacy is an unexplored concept in the context of cross-selling and should thus be explored further. Managers should attempt to increase salespersons' cross-divisional transpersonal efficacy to increase salespersons' cross-selling performance. / Korsförsäljning, eller cross-selling, innebär att sälja produkter eller tjänster som inte ersätter redan köpta sådana till befintliga kunder. I branscher med komplexa produkter, långa ledtider och invecklade relationer mellan säljare och köpare skiljer sig faktorer som ökar cross-selling åt från andra branscher. Den här studien undersöker vad försäljare i ett yrkestjänsteföretag uppfattar påverkar deras korsförsäljningsprestation. Resultaten konsolideras i en teoretisk modell vars perspektiv delvis skiljer sig från tidigare studier i ämnet. Det mest oväntade resultatet är att försäljares motivation att korsförsälja påverkas starkt av deras uppfattning av hur väl de förmedlare som tillhandahåller de tjänster som korsförsäljs kan prestera. Detta fenomen är inte tidigare undersökt inom korsförsäljning, och bör därför undersökas vidare. Organisationer som vill öka sina försäljares korsförsäljningsprestation bör förbättra försäljares uppfattning av förmedlare av andra tjänsters prestationsförmåga.

Thesis (MBA)--Stellenbosch University, 2014. / ENGLISH ABSTRACT: Retailing is a common modern day phenomenon for which there are many angles of research widely and easily available. Retailing in the context of the global paint and coatings industry however, is a more specified and unique field of study of which resources for research are few. Having had the opportunity of a first-hand close-up inside look into, not only one of the world’s leading paint and coatings companies, but also the global leader in company-owned paint and coatings retailing. This global leader not only led to the origin of my research, but also rekindled the passion within for the global paint and coatings industry and trade. Prior to my employment by PPG, towards the end of 2013, I intentionally embarked on a journey with The Sherwin Williams Company during 2011 to 2013, in collaboration with my current employer at the time, Duraline paints, who afforded me the opportunity only a few people had or ever will.. During the course of four years, I had the opportunity to not only meet a series of wonderful people across the various segments, as well as internal departments of the Sherwin Williams Company globally. Additionally I also had the opportunity to visit the company’s headquarters, 101 Prospector Avenue, Cleveland, Ohio, on numerous occasions whilst staying in close proximity for the duration of the training and strategic planning sessions, in preparation to duplicate the SHW in South Africa. During my involvement with The Sherwin Williams Company, it was evident that the backbone of the company’s sales model, was the consistency as well as continuous growth of the Paint Stores Group; which is the leading North American retail segment of SHW. Since 2011, in an effort to establish the best method of implementation of this sales model in South Africa, various concepts were explored from several angles. It became evident that much research was required to establish feasibility of the SHW sales model in South Africa. Preliminary research however, would have had to be conducted of what the SHW sales model entailed and how it would benefit the company in being a global leader, thereby also exploring the possibility of it being an industry best practice as foundation to what was precisely required to be implemented in South Africa, prior to establishing feasibility in South Africa. The preliminary research became the primary and sole focus of this research project, not only fulfilling the research needs as explained above, but also to serve as evidence of what I perceived the SHW company and the Paint Stores Group to be whilst dealing with the company.

國人對國內與國外旅行平安險有一定之需求，且約有六成係透過保險公司業務員購買，且此旅行平安險業務對保險公司為有價值之業務，遂引發本文之研究動機。加上由相關文獻探討可知，近年來有許多文獻係以消費者購買旅行平安險之購買意願或購買行為為探討主題，但尚無以保險業務人員角度探討對旅行平安險之銷售意願或如何提高銷售績效之研究，且亦無以保險業者角度探討如何經營旅行平安險業務，故更加引發本研究動機。所以此次研究目的為探討壽險業務人員對旅行平安險的銷售意願及銷售績效，並透過深度訪談及問卷調查方式深入研究，最後進一步提出可供壽險公司經營旅行平安險之各項行銷綜合性建議，本研究問卷調查結果顯示如下： 一、旅行平安險之業務屬性方面：此險為客戶有國內、外旅遊活動，才有投保之需求或產生投保的動機，非業務人員可主導或強力刺激客戶需求的業務。故較徧向「客戶主導」，但非「業務人員主導」的業務屬性。 二、投保通路方面：1.「保險公司業務人員」為主要投保通路。2. 透過「業務人員投保」或「電話投保」為現行或未來主要投保方式。 三、業務人員之銷售意願方面：1.「客戶主動投保」為業務人員銷售旅平險之主因。2.業務人員主動銷售時，則以「自身利益導向」即佣金及計績比例高低為主要考量。3.「商品多樣化」及「佣金」為鼓勵業務人員更主動銷售旅平險之主因。 四、商品內容方面：1.若客戶無預算考量，需保障最完整無缺口，包含產壽險旅平險。2.若客戶有保費預算限制下，旅平險至少應包含意外醫療險及海外突發疾病醫療險。 五、消費者心理方面：「已有刷卡附贈之旅平險」為客戶不願意購買旅平險之主因。 六、促銷策略方面：1.對客戶之促銷活動相較對業務人員本身之促銷來得較有效。2.尤其對客戶促銷活動中，以「客戶投保旅平險贈送產險旅遊不便險」為最主要有效之旅平險促銷活動。 關鍵詞：旅行平安險、壽險公司、銷售意願、銷售績效 / People have certain demand to the domestic and the overseas travel insurance, also 60% of the travel insurance policy are sold through agency channels, and from the profit aspect, this business bring significant contribution to the insurance company is a notorious fact, then this is to cause the motivation of this research. Recall the historical literatures, nearly many literatures are related with the purchase intention or behavior of customers for the travel insurance as the discussion subject, however, there is lack of the theses from the point of view of the insurer or the salesperson angle to enhance the sales achievements or how to run effectively business, and also this is to cause the motivation of this research. Therefore this research goal is to discuss the selling intention and performance of life insurance salesperson for travel insurance, through the methods of the depth interview and the questionnaire survey, finally further proposed the marketing comprehensive suggestions for the life insurance company to run this travel insurance business. The results of this research questionnaires and study are presented as following: I.The aspect of the travel insurance business ：When the customer has domestic or overseas travel, only then has demand of the insurance or has the insurance motive；it’s not the salesperson may lead or the forcedly stimulate the customer demand .Therefore approaches “the customer leadership”, but not “the salesperson leads” business . II.The aspect of the insurance channel：1. “The insuring through the salesperson of insurance company” is the main insurance channel. 2. Through insurance salesperson or the telemarketing is for present or the future main insurance way. III.The aspect of the salesperson selling intention：1.“The customer initiative insurance” is the principal factor of the selling the travel insurance for the salesperson. 2. When the salesperson sells on own initiative, “own benefit guidance” is as the main consideration, concerning the commission and the sales proportion. 3. “Product diversification” and “commission” is principal factor to encourage the salesperson selling the travel insurance. IV.The aspect of the product：1.If the customer non-budget consideration, the protection must be complete and does not have the gap, including the life insurance and property insurance product. 2.If the customer has the insurance premium to budget under the limit, the travel insurance should contain at least the accidental medical policy and the overseas suddenly disease medical policy. V.The aspect of the customer psychology：“To obtain the travel insurance as a free gift using the credit card” is principal factor to not be willing to purchase the travel insurance for the customer. VI.The aspect of the promotion strategy：1.The promotion for customer is more effective than for salesperson. 2.Especially to customer promotion, “To obtain the traveling inconvenient coverage as a free gift buying the travel insurance” is the most main and effective promotion. Key words: Travel Accident Insurance, Life Insurance Company, Selling Intention, Selling Performance

by Wu Yuk-Fai. / Thesis (M.B.A.)--Chinese University of Hong Kong, 1993. / Includes bibliographical references (leaves 193-195). / ABSTRACT --- p.ii / TABLE OF CONTENTS --- p.iv / ACKNOWLEDGEMENTS --- p.vii / Chapter / Chapter I. --- INTRODUCTION --- p.1 / Title of the Project --- p.1 / Statement of the Problem --- p.1 / Purpose of the study --- p.1 / Industrial Background --- p.2 / Research Objectives --- p.5 / Justification --- p.5 / Scope of the Study --- p.6 / Overview of Following Chapters --- p.6 / Chapter II. --- LITERATURE REVIEW --- p.8 / Definition of Sales Promotion --- p.8 / Get Something for Nothing --- p.8 / An Element of the Promotion Mix --- p.8 / Extraordinary Selling Efforts --- p.8 / Out-of-the-ordinary Event Sales --- p.9 / Short-term Nature --- p.9 / """Idea"" behind Sales Promotion" --- p.9 / Conclusion --- p.10 / Growth of Importance of Sales Promotion --- p.10 / Sales Promotion Spending Outpaces Media Advertising --- p.10 / Reasons for Growth of Sales Promotion --- p.11 / Basic Goals of Sales Promotion --- p.11 / To Increase Number of New Customers --- p.11 / To Increase Consumption of Current Consumers --- p.12 / To Build Continuity of Purchase --- p.13 / Additional Role Play of Promotion Activities --- p.13 / Establish Shop Personalities --- p.13 / As a Tool to Persuade --- p.13 / Meet the Market Standard: Constant Promotion --- p.14 / Common Sales Promotion Activities --- p.14 / Sampling --- p.14 / Premiums --- p.15 / Contest and Sweepstakes --- p.15 / Customers as Selling Agents --- p.15 / Windows Display --- p.16 / Trading Stamps --- p.16 / Coupons --- p.16 / Trend in Sales Promotion --- p.16 / "No ""Sure-Winner""" --- p.16 / """Diminishing Marginal Impact"" Effect" --- p.17 / Conclusion --- p.17 / Chapter III. --- METHODOLOGY --- p.18 / Overview --- p.18 / Literature Review --- p.18 / Personal Interview with PC Retailers --- p.18 / Qualitative Focus Group Discussion --- p.19 / Quantitative Questionnaire Survey --- p.20 / Conjoint Analysis Interview --- p.20 / Chapter IV. --- QUALITATIVE RESEARCH RESULTS AND ANALYSIS --- p.22 / Overview --- p.22 / Customer Needs of Personal Computer (PC) --- p.23 / Usage of PC --- p.23 / Dissatisfaction of PC --- p.23 / Customer Needs --- p.23 / Purchase Behaviour of Personal Computer (PC) --- p.24 / Information Searching Process --- p.24 / Evaluation Criteria --- p.26 / Aftersales Satisfaction and Reinforcement --- p.29 / Reaction to different types of sales promotion activities --- p.29 / Overall Comparison --- p.30 / Guarantee-added promotion --- p.31 / Price-cut promotion --- p.32 / Value-added promotion --- p.33 / Conclusion --- p.34 / Market Situation --- p.34 / How Important of Sales Promotion is in Shaping the Purchase Behaviour? --- p.35 / Hypotheses Formulation --- p.36 / Chapter V. --- QUANTITATIVE SURVEY RESULTS AND ANALYSIS --- p.38 / Overview --- p.38 / Preference for PC Retail Outlets --- p.39 / Choice Criteria of PC Retail Shops --- p.40 / Consumer Preference of Different Sales Promotion Activities --- p.42 / Conclusion --- p.44 / Chapter VI. --- CONJOINT ANALYSIS AND INTERPRETATION --- p.46 / Overview --- p.46 / Evaluation of Relative Importance Among Sales Promotion Activities --- p.47 / Conclusion --- p.50 / Chapter VII. --- MARKETING IMPLICATIONS --- p.51 / Retail Outlets --- p.51 / Sales Promotion vs. Advertising --- p.52 / Price as the Only Factor? --- p.52 / Effective Sales Promotion Plan --- p.53 / Chapter VIII. --- RECOMMENDATION ON FUTURE RESEARCH --- p.55 / Limitations --- p.55 / Recommendations --- p.55 / TABLES --- p.57 / APPENDICES --- p.181 / BIBLIOGRAPHY --- p.193

Customer retention has been shown by academic researchers to be more profitable than customer acquisition. However, its implementation in the business environment has not been so successful. One of the reasons for this is that customer retention can be achieved in several ways (e.g.. loyalty programs, affinity cards and switching costs)and that the translation from the concept of “retaining customers” to the actions and strategies to retain them is not always easy. One of the most attractive strategies to ensure that customers remains within the organisation is through cross-selling and up-selling. In short, the objective is to increase the number (or the value) of the products that a customer buys from a company to make it more difficult for him/her to leave. Whilst academic research has deeply investigated the concepts of loyalty, retention programs and trust, amongst others, cross-selling has not received the same level of attention. Moreover, existing research on cross-selling has been focused on products rather than on services. Finally, this research has mostly been conceptual in nature, with limited attempts to model or design practical cross-selling and up-selling strategies. In order for cross selling and up-selling to be effective strategies, they need to be tailored to the needs of the customer. The offer must be adequate in terms of the target (who is going to buy the product), the content (what is going to be purchased) and a time (when is the right moment to offer the new product). This thesis investigates cross-selling and up-selling from a practical point of view in Nedbank It assesses the importance of the concepts of customer retention and cross-selling and up-selling through several interviews conducted within Nedbank. Finally, this research highlights, from an empirical analysis, how repurchase decision is highly influenced by the length of the relationship with the provider and the type of products already purchased. Understanding these factors is key to successfully retaining customers via cross selling. / Thesis (MBA)-University of KwaZulu-Natal, Westville, 2011.

Stärkta kundrelationer är viktigt för ett företags lönsamhet och när individuella upplevelser efterfrågas i allt större utsträckning behöver företag utveckla och differentiera sig genom Unique Selling Proposition. Allt mer forskning tyder på att utnyttjandet av de fem sinnena i företagets verksamhet samt marknadsföring kan vara nyckeln till differentiering. Det har blivit viktigare att ge konsumenterna en individuell och skräddarsydd upplevelse där sinnena har fått en allt större betydelse.Syftet med denna undersökning är att undersöka och analysera utnyttjandet av sinnesupplevelsen i marknadsföringen där vi har genomfört en fallstudie på SPA-hotellet Yasuragi. Vi delar även upp konsumentgruppen i två delar, affärsgäster och privatgäster, för att jämföra upplevelse och mottagandet av marknadsföringen. För att svara på syftet har författarna genomfört en enkätundersökning, en deltagande observation på Yasuragi och fyra djupintervjuer samt en mailintervju. Den teoretiska referensramen, empirin och analysen är uppdelad i tre delar utifrån begreppen Sinnesmarknadsföring, Upplevelser och konsumtion.Undersökningen har visat att Yasuragi har alla förutsättningar att arbeta med sinnesmarknadsföring då turismprodukten berör alla de fem sinnena. SPA-hotellet skulle kunna arbeta mer medvetet med denna form av marknadsföring då de nu sker mindre planerat. Som det ser ut just nu sker det ingen större differentiering i marknadsföringen mot affärsgäster och privatgäster. För att lyckas med sinnesmarknadsföring måste fokus ligga på att förmedla känslan och upplevelsen av en produkt/tjänst istället för själva fysiska produkten. Yasuragi måste förmedla sin sinnesupplevelse redan i marknadsföringen där de kan ge ett smakprov av upplevelsen.Genom att beröra så många sinnen som möjligt hos en individ ökar dess intresse samt involvering av en produkt/tjänst vilket också påverkar konsumentbeteendet. Genom vår egen framtagna modell kan man se att ett företags Unique Selling Proposition bör vara så anpassad som möjligt till de fem sinnena för att skapa en total sinnesupplevelse. Sinnesupplevelsen bör sedan marknadsföras till individen för att individen ska utföra ett köp. Sinnesmarknadsföring kan alltså bidra till en starkare relation mellan kund och företag samt till en mer lönsam verksamhet. / Strong customer relationships are important to a company 's profitability and when the demand for individual experiences increase it requires companies to develop and differentiate themselves through Unique Selling Proposition . Growing body of research suggests that the use of the five senses in the business and marketing can be the key to differentiation. It has become more important to provide consumers with an individual and tailor-made experience in which the senses have become increasingly important.The purpose of this study is to examine and analyze the utilization of sensory experience in marketing where we have conducted a case study on SPA hotel Yasuragi. We also divide the consumer group into two parts, the business guests and private guests, to compare the experience and the outcome of marketing. To answer this purpose, we have conducted a survey, a participant observation at Yasuragi and four in-depth interviews and a mail interview. The theoretical framework, empirical data and analysis is divided into three parts based on the concepts of Sensory Marketing, Experiences and Consumption.The study has shown that Yasuragi has every opportunity to work with sensory marketing as the tourism product stimulates all five senses. Yasuragi would be able to work more consciously with this form of marketing as it now occurs less planned. As it stands right now, there is not much differentiation in marketing to business guests and private guests. To succeed in sensory marketing focus must be on to convey the feeling and experience of a product / service instead of the actual physical product. Yasuragi must convey their sensory experience already in marketing where they can provide a taste of the experience.Touching as many senses as possible in an individual increases its interest and involvement of a product / service which also affects consumer behaviour. Through our own designed model, one can see that a company's Unique Selling Proposition should be as accessible as possible to the five senses to create a total sensory experience. Sensory experience should then be marketed to the individual who most likely will purchase. Sensory Marketing can also contribute to a stronger relationship between customer and company, as well as to a more profitable business.

[Truncated abstract] Relationship marketing and some of its associated strategies, including customer relationship management (CRM), is an approach to marketing that is increasingly recognised as important by researchers and marketers. The approach suggests that marketers should focus on developing and maintaining strong relationships with existing customers in order to increase customer lifetime value (CLV) and to reduce the costs associated with constantly acquiring new customers. Advocates promote increased revenue per customer, increased products per customer (customer share), lower customer churn (higher retention) and increased chance that loyal customers will advocate on behalf of the organisation (positive word of mouth), as just some of the benefits of building relationships. While the concept of developing stronger relationships with customers appears convincing; the successful implementation of relationship marketing & CRM initiatives has been a challenge for many enterprises. There are many reasons cited for this including differing benchmarks for success, the range of relationship marketing activities available to marketers, customer differences and how marketers choose to model customer response. To cut through this complexity and to contribute to the field, the current study was carried out to explore, in detail, a single relationship marketing initiative being implemented in a large consumer oriented organisation. The goals of the current study were to see whether the introduction of a cross-selling initiative (CSI) helped front line employees to cross-sell additional products to existing customers during face-to-face interactions and whether the technique used to predict product adoption influenced the effectiveness of those cross-selling activities. Cross-selling refers to the promotion of additional products to existing customers. .... It was considered likely that retail employees would be more confident if they received a specific cross-selling recommendation for a customer and that the increased confidence would lead to increased cross-selling activity and better results. The results confirmed that: Retail employees were more likely to approach a customer with a cross-sell offer if they had a specific recommendation for that customer. Cross-sell offers based upon those recommendations were more likely to be successful. Logistic regression was a better technique for identifying customers likely to adopt the product than anecdotal modelling approaches. The current study makes an important contribution to marketers considering or engaging in customer relationship marketing by confirming the effectiveness of CSIs. Based upon the results, CSIs appear to offer marketers an effective tool to increase customer share thereby increasing revenue and potentially increasing customer loyalty, tenure and profitability. The study also illustrates that effective modeling reduces the chance of making superfluous cross-selling offers to customers thereby reducing the cost of cross-selling, enhancing the confidence of retail employees and minimising the risk of damaging existing relationships. Overall, the study illustrates that the potential for CSIs as a relationship marketing tool is substantial and should not be underestimated.