TITLE

PERSONAL SELLING AND SALES MANAGEMENT ABSTRACTS

AUTHOR(S)
Comer, Lucette B.
PUB. DATE
January 2004
SOURCE
Journal of Personal Selling & Sales Management;Winter2004, Vol. 24 Issue 1, p55
SOURCE TYPE
Academic Journal
DOC. TYPE
Abstract
ABSTRACT
This section presents abstracts of personal selling and sales management literature published as of January 2004. The article 'Hedonic Shopping Motivations,' by Mark J. Arnold and Kristy E. Reynolds, investigates the hedonic reasons people go shopping through in-depth interviews with shoppers. The study reveals that there are six major categories of hedonic shopping motivations: adventure shopping; social shopping; gratification shopping; idea shopping; role shopping; and, value shopping. Meanwhile Susan Avery's article in the September 2003 issue of 'Purchasing' profiled MRO buyers, which include companies in a variety of industries: aircraft, manufacturing, chemicals production and oil drilling. The MRO buyers hold supplier workshops, measure supplier performance, manage e-catalog, provide end-user items through vending machines, and hold three way negotiations with distributors and manufacturer supplies. These MRO buyers have cut loss, lowered inventory levels, improved efficiency, and helped bring supplier expertise direct to end users. Moving on, Colin Clark and Trevor Pinch discuss two-dimensional classification of sales resistance to the concept of implicit sales resistance that a sales prospect utilizes before the prospect moves to explicit objections and counter arguments.
ACCESSION #
13873534

 

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