Temporary price reductions (sales) as a means of promotion have become an increasingly important tool in the marketing mix of food retailers around the world. This paper investigates the retailers' pricing strategy by explicitly accounting for the multi-product nature of retailing. We find that retailers systematically adjust the breadth and depth of sales over time and they respond aggressively to their rivals' promotional activities. Finally, the breadth and depth of sales are found to be substitutes in the set of the available strategies to increase the store traffic. (authors' abstract)

To make a compelling case for government incentives as a stimulus for alternative fuel vehicle adoption, this thesis assesses the preliminary impacts associated with the elimination of Georgia’s income tax credits for low-emission and zero-emission vehicle purchases. The thesis identifies policy factors that appear to impact alternative fuel vehicle (AFV) adoption in the United States, with a focus on government incentives. Specific policy factors are discussed in the context of state and federal laws. For Georgia, motor vehicle registrations were collected to track AFV adoption rates before and after the change in law. Electric and hybrid vehicle registrations in Georgia have plummeted since the income tax credits were eliminated on June 30, 2015. Income tax credit data were collected to chart the significant increase in zero-emission and low-emission vehicle purchases and leases since electric vehicles started flooding the market. The primary outcome of this research is a set of distinct, measurable policy factors that influence AFV adoption in the United States. The factors identified include: 1) reward amount to income ratio, 2) ease of policy comprehension, 3) consumer awareness, 4) fuel/vehicle coverage of incentives, 5) incentive user groups, 6) forms of incentives (grants, income tax credits, etc.), 7) number of incentives available, and 8) dollar values of incentives. The conclusion presents factors for use in choice model estimation. These factors should be useful by policymakers who are trying to understand the true value of government incentives for alternative fuel vehicles.

Manufacturers are transforming their business model from being a product dominant to a customer centric organization, in order to maintain competitive advantage, as well as deliver customer satisfaction thereby to build a long-term relationship with them. The management of complaint handling is regarded as a crucial contributor to its business performance. To identify key factors that influence the efficiency of complaint handling in manufacturing industry, it is important to start with an investigation of a company's internal complaint handling management. A multiple case study has been carried out in the form of semi-structured, face-to-face interviews with managers from six different manufacturing companies. The studyreveals that four factors in complaint handling are to be paid attention to, which include complaint handling process, qualified complaint handler, complaint handling system and complaint handling policy. By comparing the companies' viewpoints as well as theoretical perspective on these factors, some differences and similarities are revealed. Finally, the study found that the complaint handler who possesses the adequate technical knowledge of the product and interpersonal skills is the most essential factor that affects complaint-handling efficiency. In the meanwhile, complaint-handling system is increasingly important in assisting companies with customer complaints.

Thesis (MBA)--Stellenbosch University, 2006. / Although most businesses require accurate sales forecasts in order to survive and to be successful, very little attention has been devoted to examine how sales forecasting processes should be managed, and the behavioural factors associated with the management of forecasting. Sales forecasting activities and research have by and large concentrated on the techniques or on the systems used, rather than on the forecasting management philosophy, which considers the organisational, procedural, and personnel aspects of the process. Both forecasting modelling and IT systems form the basis for the forecasting process, but the third element, namely the organisation, is potentially the most important one. Researchers have argued that improvements in this area could have a greater impact on the level of forecasting accuracy than improvements with regard to other aspects. After developing predetermined forecasting standards and principles, an audit on the author's organisation was conducted. This revealed that no formal forecasting --- existed, and that a number of business practices were in effect contaminating procedures and possibly affecting the integrity of the data. Very little forecasting knowledge existed, sales were predicted very sporadically, and simple averaging techniques were adopted. Life cycles of products, trends, seasonality or any other cyclical activity were never modelled. This obviously resulted in a very poor level of forecast accuracy, affecting a number of business activities. A decision was made to research the topic of forecasting management, develop a best practice model, and apply it to the organisation. The best practice model was based predominantly on the research work of Armstrong and Mentzer. This model requires the forecasting process to be developed in two specific phases, namely a strategic phase, in which the forecast is aligned to the organisation, the internal processes and the people, and the operational phase, in which more tangible aspects of the forecasting process are identified and constructed. This new forecasting approach and a dedicated forecasting software programme were successfully implemented, improving the overall accuracy level of the forecast.

Thesis (MBA)--Stellenbosch University, 1985. / Aangesien historiese data geredelik beskikbaar was, is 'n kwantitatiewe vooruitskattingsmetode gebruik met die doel om gebeure in die verlede te bestuur. Sodoende kon die onderliggende struktuur van die data beter begryp word en daarom kon 'n model daargestel word om die nodige inligting te verskaf vir bestuursbesluitneming. Die klassieke vermenigvuldigende tydreeks is gebruik om die toekomstige verkope van Stodels Nurseries (Edms.) Bpk. te projekteer. Aangesien die maatskappy se verkope onderhewig is aan hewige seisoenskommelings, is kontantvloeibeplanning van kardinale belang vir die finansiele bestuur van die maatskappy.

The incorporation of a new technology, such as the Internet, into business processes can have an unexpected influence on those business processes. The study focused on the hypothesis that four entities (case studies) can account for their South African Internet-based sales transactions in a manner that complies with the requirements of GAAP. To address the hypotheses, the study was divided into the following research questions: • How do the four entities capture and record their South African Internet-based sales transactions? • Are these sales transactions accounted for in a manner that complies with the requirements of GAAP? To answer the first research question, data were collected from four entities. To answer the last research question, the data collected were compared with the requirements of GAAP to enable the study to conclude positively on the hypothesis. / Thesis (M.Com. (Accounting))--North-West University, Potchefstroom Campus, 2007.

The purpose of this study was to examine the potential of three independent psychological scales (Rotter's Locus of Control, Karasek's Job Content Questionnaire [non-injury job stress], and Rosenberg's Self-Esteem Scale) to predict job satisfaction, as measured by Brayfield and Rothe's Index of Job Satisfaction, among salespersons in a small independent department store in Wichita Falls, Texas. An 82-item survey which examined the dynamics of a salesperson's work life was administered to 20 individuals who were full-time employees of the department store. Demographic data were also gathered although these factors were not entered into the regression analysis. A multiple regression procedure examined the responses of the 20 employees who participated in the study. The R-squared coefficient indicates that 41 percent of the variance in Job Satisfaction was explained by the three predictor measures. A major proportion of this unexplained variance may be in variables outside the scope of this study, e.g., salaries, vacation time, benefits, bonuses, or commissions. Results suggest that the independent variables measured by the Locus of Control Scale and the Job Content Questionnaire in combination were the best predictors of job satisfaction with a significance level of .01. The single best predictor was the Job Content Questionnaire, significant at .03. The three instruments (Locus of Control, Self-Esteem, and Job Content Questionnaire) which comprised the independent variables, reached a significance level of .03 in their prediction of job satisfaction (Brayfield-Rothe Index of Job Satisfaction). Study results indicate that a majority of the employees in the sample population were satisfied with their jobs and with the leadership style manifested by the store manager. In addition, job security was believed to be satisfactory. Inasmuch as there is a void in the literature regarding personal characteristics of salespersons as variables that interact with job satisfaction, comparisons of the findings of this research with other studies that have explored the intricacies of job satisfaction among salespersons who work in small, independent department stores cannot be made. Further research on the predictability of job satisfaction among salespersons in small, independent retail operations such as the department store investigated in this study would be useful not only to managerial staff in decision making and personnel management but would promote greater understanding of the personal characteristics of salespersons as human investment capital which has the potential to create the effective competitive edge required for survival in the new economy.

Many firms are transitioning from being a classic goods-focused company to becoming a solutions provider, a phenomenon called servitization. Evolving towards a service focus entails several challenges that need to be addressed in order to benefit from the opportunities that servitization entails. As most servitization research has focused on business-to- business contexts, this thesis applies servitization literature in a business-to- consumer context. By examining the challenges in a qualitative approach through semi-structured interviews and observations within three automobile dealerships selling premium brands, this thesis aims to further enrich the understanding of the phenomenon servitization by comparing the collected data with previously researched challenges. The thesis concludes that many of the challenges, such as creating integrated solutions, adequately charging for services and manage internal resistance, could be viable in a business-to- consumer context.

The purposes of this study were to prepare an analysis of the size, growth, structure, and problems of the industry; determine the influence of imports on the general structure of the industry; determine the significance of market penetration to domestic manufacturers, wholesalers, retailers, and foreign manufacturers and importers; and examine the market penetration reporting mechanism, its accuracy, usefulness, promptness in feedback of data, and the advantages and disadvantages of maintaining secrecy of data.

Some salespeople cope with the chronic stress that accompanies sales jobs better than others. That is, while all salespeople possess some ability for coping with job stress, some coping mechanisms work better than others. Thus, it is critically important to identify the coping mechanismwhich are associated with the most positive organizational outcomes (i.e., higher performance, increased retention). Research on the coping mechanisms of salespeople is in its exploratory stage. Increased knowledge concerning how salespeople cope with chronic job stress would help researchers and managers to clarify why certain job outcomes occur instead of others (i.e., performance, retention, and burnout). This study proposes and tests a set of relationships pertaining to the dimensionality and the outcomes of salespeople's coping styles. The model identifies the antecedents of coping style and proposes three types of coping style salespeople employ to reduce job stress- emotion focused coping (EFC), problemfocused coping (PFC) and action oriented coping (AOC). It also elucidates the outcomes associated with EFC and PFC styles. The empiricalfindingssuggest that among salespeople, those who use PFC possess a more pronounced internal locus of control, perceive higher social support, and project higher continuance commitment, and higher self efficacy than those who use EFC. The findings also suggest that salespeople who use PFC tend to be more satisfied and express greater well being than those who use EFC. Additionally, salespeople who use EFC tend to exhibit greater propensity to burnout and greater tendency to withdraw than those who use PFC. The model holds considerable promise froma managerial standpoint. Because the model partially predicts whether the outcome of a particular coping style will be positive or negative, managers can train their salespeople to cope with job stress more effectively. Additionally, it may be significantly helpful to those who recruit salespeople. Sales recruiters ought to be able to identify applicants with a greater orientation toward an internal locus of control. Internally driven individuals are more likely to use a problem focused coping style. In the context of hiring salespeople, this knowledge can be of crucial importance.