The Experts below are selected from a list of 84 Experts worldwide ranked by ideXlab platform
Sergio Roman - One of the best experts on this subject based on the ideXlab platform.
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determinants and consequences of ethical Behaviour an empirical study of Salespeople
European Journal of Marketing, 2005Co-Authors: Sergio Roman, Jose Luis MunueraAbstract:– The main purpose of this research is to gain a clearer understanding of several key determinants and consequences of the ethical Behaviour of Salespeople., – Questionnaires were administered during regularly scheduled meetings to a total of 280 financial services Salespeople. The Salespeople questioned were mainly specializing in selling high‐involvement financial products (e.g. mortgages, life insurance) to final consumers., – Results suggest that method of compensation and control system (CS) are important determinants of ethical Behaviour. Age (AGE) also proves to be a significant antecedent of ethical Behaviour. However, education (EDU) is not significantly related to ethical Behaviour. Additionally, a Salesperson's ethical Behaviour leads to lower levels of role conflict‐intersender and higher levels of job satisfaction, but not higher performance., – To improve generalization of the findings, future research should broaden the sample by including a variety of industries. Likewise, the use of longitudinal data could provide new insights into the antecedents and consequences of ethical Behaviour of Salespeople and in particular the relationship with performance. Continuing research is needed to further analyse the relationship between ethical Behaviour and other relevant Behaviours that may take place during the interaction with the customer (e.g. organisational citizenship Behaviours and customer orientation)., – This research is, to our knowledge, the first study that simultaneously identifies and analyses several key antecedents and consequences of the ethical Behaviour of Salespeople., – This study adds to the literature by reducing the existing gap and showing companies insights into how to foster ethical Sales Behaviour and the positive consequences that this Behaviour has on their Salespeople.
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The Impact of Ethical Sales Behaviour on Customer Satisfaction, Trust and Loyalty to the Company: An Empirical Study in the Financial Services Industry
Journal of Marketing Management, 2003Co-Authors: Sergio RomanAbstract:The need to be customer-focused to the highly changing marketing environment has never been more important for financial services institutions. However, under the present circumstances, where customers are becoming more demanding and increasingly mobile between competing financial providers, being customer-oriented is not enough. Financial services companies, and more specifically, their contact employees (e.g. Salespeople) need to be perceived as ethical by their customers. This research represents an initial step in analysing the role of ethical Sales Behaviour, as perceived by bank customers, in developing and maintaining relationships with customers. The findings revealed that a Salesperson’s ethical Behaviour leads to higher customer satisfaction, trust and loyalty to the bank that the Salesperson represents. Managerial and research implications are also discussed.
Evious Zgovu - One of the best experts on this subject based on the ideXlab platform.
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Do Sales Matter? Evidence from UK Food Retailing
2011Co-Authors: Tim Lloyd, C. Wyn Morgan, Steve Mccorriston, Evious ZgovuAbstract:This paper assesses the role of Sales as a feature of price dynamics using scanner data. The study analyses a unique, high frequency panel of supermarket prices consisting of over 230,000 weekly price observations on around 500 products in 15 categories of food stocked by the UK’s seven largest retail chains. In all, 1,700 weekly time series are available at the barcode-specific level including branded and own-label products. The data allows the frequency, magnitude and duration of Sales to be analysed in greater detail than has hitherto been possible with UK data. The main results are: (i) Sales are a key feature of aggregate price variation with around 40 per cent of price variation being accounted for by Sales once price differences for each UPC level across the major retailers are accounted for; (ii) much of the price variation that is observed in the UK food retailing sector is accounted for by price differences between retailers; (iii) only a small proportion of price variation that is observed in UK food retailing is common across the major retailers suggesting that cost shocks originating at the manufacturing level is not one of the main sources of price variation in the UK; (iv) own-label products also exhibit considerable Sales Behaviour though this is less important than Sales for branded goods; and (v) there is some evidence of coordination in the timing of Sales across retailers insofar as the probability of a sale at the UPC level at a given retailer increases if the product is also on sale at another retailer.
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Do Sales Matter: Evidence from UK Food Retailing. (Discussion Papers in Economics, No.11/01)
2011Co-Authors: Tim Lloyd, Steve Mccorriston, Craig Morgan, Evious ZgovuAbstract:This paper assesses the role of Sales as a feature of price dynamics using scanner data. The study analyses an extensive, high fre quency panel of supermarket prices consisting of over 230,000 weekly price observations on around 500 products in 15 categories of food stocked by the UK’s seven largest retail chains. In all, 1,700 weekly time series are available at the barcode - specific level including branded and own - label products. The data allow s the frequency, magnitude and duration of Sales to be analysed in greater detail than has hitherto been possible with UK data. The main results are: ( i) Sales are a key feature of aggregate pri ce variation with around 40 per cent of price variation being accounted for by Sales once price differences for each U nique P roduct C ode (UPC) level across the major retailers are accounted for; (ii) there is considerable heterogeneity in the use of Sales across retailers; (iii) much of the price variation that is observed in the UK food retailing sector is accounted for by price dif ferences between retailers; (iv ) only a small proportion of price variation that is observed in UK food retailing is common ac ross the major retailers suggesting that cost shocks originating at the manufacturing level is not one of the main sources of price variation in the UK; ( v) own - label products also exhibit considerable Sales Behaviour though this is less important than sal es for branded goods; and (v i ) there is some evidence of coordination in the timing of Sales across retailers insofar as the probability of a sale at the UPC level at a given retailer increases if the product is also on sale at another retailer.
Tim Lloyd - One of the best experts on this subject based on the ideXlab platform.
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The hazard function of Sales: An analysis of UK supermarket food prices
2013Co-Authors: Hao Lan, Tim Lloyd, C. Wyn MorganAbstract:In this paper we examine the empirical pattern of Sales Behaviour among the UK’s seven largest retail chains using a scanner dataset of weekly food prices on over 500 products over a 2.5 year period. Motivating the analysis is the question ’are products more likely to go on sale that longer they remain unpromoted?’. Theory is not unanimous and empirical and recent empirical studies also offer conflicting evidence. To address the question we estimate the hazard rate of a sale - probability that a product goes on sale in the tth week since the last sale - over the market as a whole and then separately across different national retailers. We pay particular attention to the effects of Sales in like-for-like products in rival retailers on the hazard of a sale. We also find that accounting for multiple Sales has a pivotal role in determining the slope of the hazard function, which actually reverses sign when proper account is taken of this seemingly innocuous technicality. Correcting for this we find that food products are more likely to be discounted the longer they remain without a sale. This result helps square the circle between price setting and modern theories of Sales Behaviour. Furthermore, we find that the positive time-dependent pattern varies across product format and brand status. With Sales in rivals, branded products in a representative retailer are more likely to be discounted if it has been on sale previously in the rival retailers, however the hazard of a sale in private labels is unrelated to its rival Sales. In the individual retailer level, the hazard results show that while most supermarkets exhibit some form of a ’hi-lo’ pricing there is one retail chain does not (showing no time-dependence) preferring an every day low pricing strategy (EDLP).
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Do Sales Matter? Evidence from UK Food Retailing
2011Co-Authors: Tim Lloyd, C. Wyn Morgan, Steve Mccorriston, Evious ZgovuAbstract:This paper assesses the role of Sales as a feature of price dynamics using scanner data. The study analyses a unique, high frequency panel of supermarket prices consisting of over 230,000 weekly price observations on around 500 products in 15 categories of food stocked by the UK’s seven largest retail chains. In all, 1,700 weekly time series are available at the barcode-specific level including branded and own-label products. The data allows the frequency, magnitude and duration of Sales to be analysed in greater detail than has hitherto been possible with UK data. The main results are: (i) Sales are a key feature of aggregate price variation with around 40 per cent of price variation being accounted for by Sales once price differences for each UPC level across the major retailers are accounted for; (ii) much of the price variation that is observed in the UK food retailing sector is accounted for by price differences between retailers; (iii) only a small proportion of price variation that is observed in UK food retailing is common across the major retailers suggesting that cost shocks originating at the manufacturing level is not one of the main sources of price variation in the UK; (iv) own-label products also exhibit considerable Sales Behaviour though this is less important than Sales for branded goods; and (v) there is some evidence of coordination in the timing of Sales across retailers insofar as the probability of a sale at the UPC level at a given retailer increases if the product is also on sale at another retailer.
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Do Sales Matter: Evidence from UK Food Retailing. (Discussion Papers in Economics, No.11/01)
2011Co-Authors: Tim Lloyd, Steve Mccorriston, Craig Morgan, Evious ZgovuAbstract:This paper assesses the role of Sales as a feature of price dynamics using scanner data. The study analyses an extensive, high fre quency panel of supermarket prices consisting of over 230,000 weekly price observations on around 500 products in 15 categories of food stocked by the UK’s seven largest retail chains. In all, 1,700 weekly time series are available at the barcode - specific level including branded and own - label products. The data allow s the frequency, magnitude and duration of Sales to be analysed in greater detail than has hitherto been possible with UK data. The main results are: ( i) Sales are a key feature of aggregate pri ce variation with around 40 per cent of price variation being accounted for by Sales once price differences for each U nique P roduct C ode (UPC) level across the major retailers are accounted for; (ii) there is considerable heterogeneity in the use of Sales across retailers; (iii) much of the price variation that is observed in the UK food retailing sector is accounted for by price dif ferences between retailers; (iv ) only a small proportion of price variation that is observed in UK food retailing is common ac ross the major retailers suggesting that cost shocks originating at the manufacturing level is not one of the main sources of price variation in the UK; ( v) own - label products also exhibit considerable Sales Behaviour though this is less important than sal es for branded goods; and (v i ) there is some evidence of coordination in the timing of Sales across retailers insofar as the probability of a sale at the UPC level at a given retailer increases if the product is also on sale at another retailer.
Chin-yuan Chen - One of the best experts on this subject based on the ideXlab platform.
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Effects of ethical Sales Behaviour on satisfaction, trust, commitment, retention and words-of-mouth
International Journal of Commerce and Management, 2015Co-Authors: Chia-mei Shih, Chin-yuan ChenAbstract:Purpose – This study aims to investigate the influence of ethical Sales Behaviour on relationship quality and its consequences in the context of telemarketing to identify the complex nature of relationship marketing. Design/methodology/approach – A survey with 312 qualified observations from financial institutions’ customers in Taiwan was conducted. A structural equation modelling approach was used. Findings – Ethical Sales Behaviour components, that is, avoiding overharvest, security, honesty, privacy and non-harassment, have significant effects on relationship quality. Satisfactory relationship quality has positive effects on relationship commitment and customer loyalty. Originality/value – This paper identifies ethical Sales Behaviour components, namely, avoiding overharvest, security, honesty, privacy and non-harassment, in the context of telemarketing and proposes that ethical Sales Behaviour is an important factor of maintaining high level of relationship quality.
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Effects of ethical Sales Behaviour, expertise, corporate reputation, and performance on relationship quality and loyalty
The Service Industries Journal, 2012Co-Authors: Chia-mei Shih, Chin-yuan Chen, Chih-wei TsengAbstract:This analysis examines the influence of ethical Sales Behaviour, Salesperson expertise, service performance, corporate reputation, and corporate performance on relationship quality and its consequences from multi-level perspectives in order to identify the nature of mix relationships at different levels. A survey with 505 qualified observations from financial institutions' customers in Taiwan was conducted. A structural equation modelling approach was used. Ethical Sales Behaviour, Salesperson expertise, service performance, corporate reputation, and corporate performance, that is, the antecedents of relationship quality, have significant effects on relationship quality. Relationships exist between Salespeople and customers, but customers also establish relationship with the retailers themselves. Satisfactory relationship quality has positive effects on commitment and loyalty. Implications for research and practice are discussed.
C. Wyn Morgan - One of the best experts on this subject based on the ideXlab platform.
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The hazard function of Sales: An analysis of UK supermarket food prices
2013Co-Authors: Hao Lan, Tim Lloyd, C. Wyn MorganAbstract:In this paper we examine the empirical pattern of Sales Behaviour among the UK’s seven largest retail chains using a scanner dataset of weekly food prices on over 500 products over a 2.5 year period. Motivating the analysis is the question ’are products more likely to go on sale that longer they remain unpromoted?’. Theory is not unanimous and empirical and recent empirical studies also offer conflicting evidence. To address the question we estimate the hazard rate of a sale - probability that a product goes on sale in the tth week since the last sale - over the market as a whole and then separately across different national retailers. We pay particular attention to the effects of Sales in like-for-like products in rival retailers on the hazard of a sale. We also find that accounting for multiple Sales has a pivotal role in determining the slope of the hazard function, which actually reverses sign when proper account is taken of this seemingly innocuous technicality. Correcting for this we find that food products are more likely to be discounted the longer they remain without a sale. This result helps square the circle between price setting and modern theories of Sales Behaviour. Furthermore, we find that the positive time-dependent pattern varies across product format and brand status. With Sales in rivals, branded products in a representative retailer are more likely to be discounted if it has been on sale previously in the rival retailers, however the hazard of a sale in private labels is unrelated to its rival Sales. In the individual retailer level, the hazard results show that while most supermarkets exhibit some form of a ’hi-lo’ pricing there is one retail chain does not (showing no time-dependence) preferring an every day low pricing strategy (EDLP).
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Do Sales Matter? Evidence from UK Food Retailing
2011Co-Authors: Tim Lloyd, C. Wyn Morgan, Steve Mccorriston, Evious ZgovuAbstract:This paper assesses the role of Sales as a feature of price dynamics using scanner data. The study analyses a unique, high frequency panel of supermarket prices consisting of over 230,000 weekly price observations on around 500 products in 15 categories of food stocked by the UK’s seven largest retail chains. In all, 1,700 weekly time series are available at the barcode-specific level including branded and own-label products. The data allows the frequency, magnitude and duration of Sales to be analysed in greater detail than has hitherto been possible with UK data. The main results are: (i) Sales are a key feature of aggregate price variation with around 40 per cent of price variation being accounted for by Sales once price differences for each UPC level across the major retailers are accounted for; (ii) much of the price variation that is observed in the UK food retailing sector is accounted for by price differences between retailers; (iii) only a small proportion of price variation that is observed in UK food retailing is common across the major retailers suggesting that cost shocks originating at the manufacturing level is not one of the main sources of price variation in the UK; (iv) own-label products also exhibit considerable Sales Behaviour though this is less important than Sales for branded goods; and (v) there is some evidence of coordination in the timing of Sales across retailers insofar as the probability of a sale at the UPC level at a given retailer increases if the product is also on sale at another retailer.
