Inaug.-Diss.--Bern. / "Literaturverzeichnis": p. 140-144.

Thesis (doctoral)--Universität Erlangen, 1749. / Reproduction of original from Harvard Law Library. Goldsmiths'-Kress no. 08459.1. Includes bibliographical references.

Universiẗat, Diss., 1997--Giessen.

Thesis (Ph.D.)--Drexel University, 2008. / Includes abstract and vita. Includes bibliographical references (leaves 86-111).

Master of Science / Department of Agricultural Economics / Brian C. Briggeman / Trust has been considered an integral part of maintaining any successful business relationship, and without trust, a business transaction would likely not occur. While trust has been a necessary component of these transactions, there remains to be minimal research on if customers truly value trustworthiness in a sales representative. And if customers do indeed value a trusted relationship, little is known how sales representatives can best enhance these trusted relationships. The primary objective of this research was twofold; first the economic value of trust and its components was estimated in a loan officer and farmer relationship, and second, was identifying the most effective ways that loan officers or sales representatives can increase their own trustworthiness with farmers. An online survey distributed to Kansas farmers was composed of three main components; general trust section, a best-worst simulation, and a choice experiment section. The general trust section motivated respondents to think about their perceptions of trustworthiness. In a best-worst simulation, respondents indicated which statements most and least represented the four trust components. The last section prompted respondents to report the trust score of their current loan officer and ranked that loan officer against hypothetical loan officers. Using a rank-ordered logit, the willingness to pay (WTP) estimates were calculated, giving insight to the most valued components of trust. Results from the choice experiment show that farmers greatly value self-orientation far above the other three trust components. On average, farmers are willing to pay .90% interest rate for a loan officer to be very focused on them and their operation. For a very credible and a very reliable loan officer, farmers were willing to pay .80%. Intimacy, or strong connection between the loan officer and farmer, was a distant last with farmers only willing to pay .40%. In conclusion, Kansas farmers do place economic value on trust in a business relationship. Self-orientation was the most valued trust component, and sales representatives who want to deepen a trusted relationship should focus on bettering themselves. This paper will generate ample discussion as it is a significant contribution to the literature on trust in business relationships.

No description available.

M.B.A. / Increased environmental pressure in a firms' local market are forcing many companies to consider markets outside of their own to do maximize their profitability. According to Henisz (2000) when expanding internationally, a firm's management often must contend with a new culture, a new language, a new social system, new market structures, and a new political system. Titan, a premier brand in the Indian sub-continent aspires to assess the Gulf Cooperation Countries (GCC) market for watches. Despite global market recessionary trends, the luxury watch market in the GCC reflects a constant thirty percent increase in business over the previous year, as measured on a monthly comparative basis. The research will indicate that Titan cannot simply apply the local strategies used in India, as this global market possesses different characteristics to those experienced in the GCC, the importance if brand utility may provide a distinct differential over the major competitors in this market. Though the model that is derived will be based on the Titan experience, it will also be applicable to other items in the luxury goods market, and may be utilised to facilitate market entry for all luxury goods which will be categorised in the same band as watches, examples of these include fashion accessories, sunglasses, perfumes and jewellery. The aim of the study was to develop a model to guide the market entry process for new watch brands under the Titan umbrella into the GCC market.

Approved for public release; distribution is unlimited / Presidents Carter and Reagan each established a new United States policy to govern sales or transfers of conventional arms to foreign nations. President Carter called for stricter controls and an overall reduction in arms transfers to foreign nations. President Reagan believed that arms transfers to friends and allies strengthened the United States position in the world. This thesis analyzes the success of both arms transfer policies in the Persian Gulf by comparing the dollar amount and type of equipment actually transferred against the formal Congressional Notifications (Arms Export Control Act section 36b). Further, it examines proposed arms sales and transfer with respect to strategic access of the Persian Gulf. Finally, it examines employment and financial impacts of the Foreign Military Sales program on the United States economy. / http://archive.org/details/economicpolicyim00gilb / Lieutenant Commander, United States Navy

Over the past decade there has been a shift in marketing spend from above the line advertising, to below the line advertising commonly referred to as promotions. This has been brought about by recessionary economic conditions, increased competition, rising media costs and long term profitability prospects. Many fast moving consumer goods’ (FMCG) companies are shifting a large portion of their marketing spend from advertising to sales promotion. This has occurred because of consumers becoming more prone to deals, declining brand loyalty and the growing power of major retail chains. Sales promotion spend can comprise of as much as 50% of the marketing budget in certain industries and the majority of the marketing budget for most FMCG companies. This has been heightened further by the global financial recession which has both direct and indirect effects on South Africa. Approximately 70% of purchasing decisions are made in store by understanding how these decisions are made and how to influence them is essential in developing an effective marketing strategy. Besides product characteristics, promotional techniques are among the most popular instruments used by marketers to influence this process. Global trends show that 83% of all senior marketers increase or maintain spend on promotional merchandise year on year. However, they had limited insight into how to best spend the funds or if they even achieved their intended purpose. Despite the rise in promotional activity, especially in the FMCG sector, limited research has been conducted on the influence and effectiveness in South Africa. The purpose of this treatise, then, is to examine addresses the paucity in research with regard to consumer sales promotions in the non-alcoholic ready to drink (NARTD) market, particularly within South Africa. By developing a relationship model to measure the influence and effectiveness of selected sales promotion techniques on consumer off-take and attitude. That can be used by organisations to retain consumers, grow market share, improve brand equity and achieve higher profitability. Equipping marketers with an improved understanding of the impact of sales promotion techniques and consumer buying patterns within the South African NARTD market and delivering value to consumers through targeted promotions. In order to achieve this goal a thorough literature review was performed which drew on both academic- and industry-based research. This led to the development of a conceptual relationship model which was tested using rigorous measures incorporating questionnaire-style, quantitative data collection and statistical analysis. The research revealed that sales promotion techniques are an important element of a successful marketing strategy and when correctly executed deliver positive business results. FMCG companies operating within the NARTD market need to ensure that they incorporate sampling and premiums into their marketing mix even if this requires them to reduce their spend on above the line marketing activities. Ultimately, sampling and premiums were found to be effective sales promotion techniques within the South African NARTD market and have the ability to positively influence consumer off-take, brand love and buying behaviour.

This study focused on investigating different performance management systems and the possibility to introduce a performance management system (PMS) into the sales environment of a company. The company the researcher is working for does not have an official PMS and feel the need to investigate the possibility to introduce a PMS. The study investigated an appropriate PMS that promotes engagement levels with employees that will be the ideal system for the sales environment in the company. Both the PMS and engagement impact on employees were addressed and the suitable PMS was selected. Implementing a system within a selected division the researcher will compile a road map for implementing a PMS into the rest of the company with the background and learning done while implementing the system. The employees participated willingly in a survey. The questionnaire assessed the employees understanding of what a PMS is. Further, the questionnaire assessed if the company does have a PMS system in place. The engagement levels of employees were measured and this allowed management to make the appropriate changes to get the employees engaged in the workplace. The results from the survey show that the employees understand and have a need for a PMS. They do understand how a PMS in the workplace work. The company has a system in place to compensate employees for work done. The company does not deal with underperformance and engagement levels are very low. The factors of engagement tested were very low and it addressing the engagement factors integrated in a PMS will increase engagement levels with employees.