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  • 1
    Electronic Resource
    Electronic Resource
    Bingley : Emerald
    International journal of bank marketing 22 (2004), S. 9-25 
    ISSN: 0265-2323
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Economics
    Notes: This article identifies the selling techniques that are critical success factors (CSFs) for salespeople who sell banking products and services in Ecuador. The study examines the selling techniques that differentiate top and bottom sales performers in the Ecuadorian banking industry. Both self-reported and supervisor ratings are used to measure salesperson performance. The results suggest that differences in performance between top and bottom performing salespeople relate to the use of five selling techniques: examining records at the prospecting stage of the selling process; approaching prospects using statements about the salesperson, the bank, or the names of persons who referred the prospect; using customer friendly language during the sales presentation; being knowledgeable of the benefits of the banks' products and being able to clarify the products' benefits; and ensuring post-purchase satisfaction of existing customers.
    Type of Medium: Electronic Resource
    Library Location Call Number Volume/Issue/Year Availability
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  • 2
    Electronic Resource
    Electronic Resource
    Bradford : Emerald
    Policing 28 (2005), S. 321-336 
    ISSN: 1363-951X
    Source: Emerald Fulltext Archive Database 1994-2005
    Topics: Law
    Notes: Purpose - This study takes an interdisciplinary research orientation in an attempt to comprehensively investigate the effects of police stress internal to the organization (i.e. role ambiguity, role conflict, supervisor support, group cohesiveness, and promotion opportunities) on organizational commitment, after controlling for the effects of job satisfaction. Existing empirical models have mainly been limited to analyses of the effects of role conflict and role ambiguity on job strain and rely on samples of salespeople, customer satisfaction employees, and retail managers working at private organizations to the neglect of not-for-profit organizations. Design/methodology/approach - Therefore, the underlying research hypotheses were tested using responses to 150 surveys from police officers of six law enforcement agencies. Findings - Results indicate that in addition to job satisfaction, supervisor's support, group cohesiveness, and promotion opportunities are the best predictors of organizational commitment of law enforcement officers. The results also indicate a significant relationship between organizational commitment and intention to leave. Research limitations/implications - Study findings are based on responses of officers from six police agencies in Florida. Results may not be representative of all US police. Practical implications - Research findings may help senior police officers in charge of managing the police force design strategies that both enhance police officers', organizational commitment and diminish turnover intentions. Originality/value - This study empirically tested a model that examines the effects of stressors on commitment and turnover intentions in police settings.
    Type of Medium: Electronic Resource
    Library Location Call Number Volume/Issue/Year Availability
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