Met lit. opg. / Ook een bijdrage in het Engels.

Thèse de doctorat : LITTERATURE FRANCAISE : Metz : 1999. / 1999METZ009L. 130 ref.

Thèse--Paris. / At head of title: Université du Caire. Faculté du droit. Bibliography: p. 412-424.

In recent decades historians have documented the nature and impact of religious violence within French Catholicism during the French Wars of Religion (1562-1629). My dissertation introduces the question of religious nonviolence within French Catholicism in this era by examining the religiosity practiced and promoted by Francois de Sales (1567-1622). By interpreting the words, actions, and impact of this clergyman across three different contexts - the mission field of the Chablais, in lay spiritual counseling, and in the Order of the Visitation- this research presents a fresh perspective on the nature of Catholicism in early modern France and an important historical case study of the possibilities and limits of moderation in a society reeling from religious extremism.

This study specifically deals with finding a pragmatic solution to the problem of sales forecasting and demand planning in a very dynamic industry, the dairy industry, in the fast moving consumer goods (FMCG) market. Two projects surrounding the Parmalat supply chain were commissioned, the first dealing with sales forecasting, and the second dealing with distribution replenishment planning. This dissertation handles the former and sought to find solutions and integrate the strategic or long-term planning process with the operational forecasting process, and effectively integrate both these into the Parmalat supply chain management process. Of great importance to us during the project was the organizations maturity and level of business discipline currently prevalent, you would therefore constantly find reference to improvements required in other business process in support of a more sophisticated world class Supply Chain Management (SCM) system. / Thesis (MBA)-University of KwaZulu-Natal, 2005.

The increasing competition and the predicted changes in the retail sector are pressurising marketers to be more competitive in order to ensure that their brands are amongst the leading brands. Marketers need to constantly develop innovative marketing strategies to create brand awareness, as well as to stimulate demand for specific brands. An important tool in this regard is the marketing communication mix, of which sales promotion is one of the most effective elements in the fast moving consumer goods (FMCG) sector. It is the responsibility of marketers to select the most appropriate sales promotion technique for a specific market segment or, more specifically, to select the most appropriate technique to effectively encourage the desired effect on the consumer buying behaviour. The South African Generation Y cohort (individuals born between 1986 and 2005) accounts for 40 percent of the total South African population and the black Generation Y portion represents 84 percent of the total South African Generation Y cohort. Those involved in attaining a tertiary qualification are likely to represent the future ‘Black Diamonds’ who represent South Africa’s growing prosperous African middle class that have experienced a 39 percent yearly growth rate in their spending power. Therefore, the black Generation Y student cohort is a very attractive market segment and it is critical to determine what sales promotion techniques are preferred by this specific market segment. The purpose of this study was to analyse the black Generation Y students’ attitudes towards different sales promotion techniques on low involvement products, since low involvement products tend to be more responsive to sales promotion techniques. For this study, the target population comprised black Generation Y students registered at the 23 South African registered public HEIs. From the sampling frame, a non-probability judgment sample of one traditional university and one university of technology in Gauteng was selected. Thereafter, a non-probability convenience sample of 600 black students from the selected HEIs aged between 18 and 24 years was drawn. A self-administered questionnaire was hand delivered to the lecturers and distributed to the respondents during one lecture period. The questionnaire requested respondents to indicate on a six-point Likert scale their attitudes towards four sales promotion techniques on 20 items as well as to provide certain demographic data. The findings of this study indicate that black Generation Y students have an overall positive attitude towards the sales promotion techniques measured in this study and that these techniques are suitable for inducing specific consumer buying behaviours concerning low involvement products. Furthermore, the findings indicate that buy one get one free and free sample offers are the most preferred sales promotion techniques and are more likely to exert an influence on consumer buying behaviours than the other sales promotion techniques. Insights gained from this study will help both marketers and retailers to understand current black Generation Y consumers’ attitudes towards sales promotion techniques, as well as to understand which sales promotion techniques are preferred and most likely to influence specific consumer buying behaviours. / Thesis (MCom (Marketing management))--North-West University, Vaal Triangle Campus, 2013

Univ., Fak. f. Rechtswiss., Diss.--Hamburg, 2006. / Literaturverz. S. 533 - 558.Text überw. dt., teilw. ital.

Este estudo abordou os esforços dos fabricantes para influenciar o comportamento dos vendedores do canal de distribuição e revelou uma ferramenta de influência motivadora: a identificação. A partir de uma survey com 147 vendedores, este estudo explora o alinhamento dos sistemas de controle de vendas do canal de distribuição com o fabricante e a identificação, e os seus impactos na performance de vendas do fabricante. Este estudo também analisa os comportamentos positivos como consequência da identificação. A partir de análise de equações estruturais, os resultados demonstram que tanto a adesão do canal a sistemas de controle do fabricante e a identificação influenciam positivamente os resultados de vendas do fabricante, como também demonstram que a identificação gera comportamentos positivos do canal de distribuição, a favor da marca do fabricante, e com isso uma maior promoção da mesma. No entanto, os resultados não foram conclusivos em relação ao impacto destes comportamentos positivos nos resultados de vendas do fabricante. Adicionalmente, a identificação gera maior performance de vendas para o fabricante quando há um maior alinhamento dos sistemas de controle de vendas. Estes resultados sugerem que os fornecedores podem exercer influência sobre a força de vendas de canal de distribuição através do reforço da ligação psicológica entre as suas marcas e os vendedores do canal de distribuição. / This study addressed the efforts of manufacturers to influence the behavior of the sales makers of the distribution channel and revealed a motivating influence: identification. From a survey with 147 distribution channel sales makers, this study analyses the impact of manufacturer-channel member control systems alignment and identification, on manufacturer’s performance. This study also examines the positive behaviors as a consequence of identification. From analysis of structural equations, the results demonstrate that both the adherence to manufacturer control systems and identification positively influence the manufacturer sales performance, and also demonstrate that identification generates positive behaviors of the distribution channel in support of the manufacturer's brand. However, the results were inconclusive regarding the impact of these positive behaviors on manufacturer’s sales performance. In addition, identification generates greater sales performance for the manufacturer when there is a greater alignment of manufacturer-channel sales control systems. This results suggests that suppliers can exercise influence over the channel sales force by strengthening the psychological connection between its brands and channel sales personnel.

The purposes of this study were to measure and compare the knowledge level of sales personnel employed by a ladies' apparel manufacturer and to examine the need for a training program for sales managers, sales secretaries, and sales representatives. The data were gathered through a four-part questionnaire developed by the researcher. Sales personnel were rated as having low, medium, or high knowledge. The majority rated as having medium knowledge. No significant differences in knowledge level were evident relative to sales position or length of employment. Training needs tended to have little variance among respondents.

Bonus and commission schemes are common practice among firms as an incentive for the salesforce. Despite the growing body of literature on value co-creation and the practical relevance, it remains unknown how these management tools relate to each other. There is a gap in research on conflict theory but it is argued that they derive from a paradox. The purpose of this study is to investigate the role of bonus and commission schemes and the potential tensions and conflicts that are caused by different paradoxes. It shows an exploration of how these paradoxes connect to value co-creation in car dealerships from a salesforce perspective. A theoretical framework is established to review the available literature. We have conducted six in-depth interviews to pursue rich qualitative data to fully grasp the dynamics of the dealership. We have found results that indicate a number of paradoxes that exist in the dealerships. We discuss that the variety of paradoxes bring tensions and conflicts forward, but also that some of the paradoxes are harmless. We also find that our respondents implicitly support value co-creation and that long-term relationships are essential. In our discussion a model is presented to present an overview.