The factors of salespersons behavior in
Thus, consumer behavior serves as an important tool for marketers in meeting their sales objectives. For instance, Pedigree is a leading brand in animal food and nutrition. In such a scenario, it is important to investigate the factors that have an effect on ethical behaviour of sales people.
Importance of ethics in personal selling
In outcome-based control system, sales people are left alone to achieve results in their own way using their own strategies. It also indicted that the use of behavioral control systems is associated with increasing the strength of association between information asymmetry and dysfunctional behaviors. To understand the buying behavior of consumers The study of consumer behavior helps the marketers to not only understand what the consumer wants to buy but also helps to understand why they purchase it. Conclusion Consumer behavior theories and concepts are of utmost importance to the sales team or the Marketing teams. Manizheh and Rajabi. Journal of Fashion Marketing and Management: — If you are tired, you are more likely to be grumpy and see problems rather than opportunities. Where top management has less interaction with sales person than the peer, the peers will have more influence on ethical behavior. How do you get around this? They also proposed that when the level of process control used in managing marketing capabilities is less, the level of anomie is less. Most customers will trust a sales person more when he can demonstrate his knowledge about his products and services. Google Scholar McClaren, N. To understand the factors influencing Consumer's Behavior.
Analyzing data of sales and marketing managers using experimental design and ANOVA and using regression to explore the research questions further, Hunt and Vasquez-Parraga 12 found that in order to discipline or reward the behavior of sales people, managers are guided firstly by deontological considerations, that is the rightness or wrongness of the behaviors and secondarily by teleological factors, that is the consequences of the behaviors for the organization.
Google Scholar Nantel, J. Ramaswami et al.
Sales force control system will not only have a direct impact on ethical behaviour but also an indirect impact through the attitude and behaviour of supervisors. If the organization fails to analyze how a customer will respond to a particular product, the company may face losses.
Ethical responsibilities of sales personnel
What do you think is the single most important factor to being a successful sales person? Focusing on the impact of sales force control strategy on sales organization ethical climate, Ingram et al. To understand the buying behavior of consumers The study of consumer behavior helps the marketers to not only understand what the consumer wants to buy but also helps to understand why they purchase it. Some of the people we spoke to referred to attending training programs given by their company, while others said that practicing listening and questioning skills in their weekly sales team meetings and receiving constructive feedback helped a lot. While I occasionally create content for the SuperOffice blog, I spend most of my time sharing product tips and tricks on our dedicated customer community. Mohsen and Baghdadi. This study presented, via a mail survey, 14 scenarios posing ethical conflicts drawn from survey literature identifying common sales force ethical dilemmas. It also indicted that the use of behavioral control systems is associated with increasing the strength of association between information asymmetry and dysfunctional behaviors. Good ed. Richins, M. Hence it developed online streaming which is helping Netflix to challenge established leaders in the industry. A sales person obviously needs to know how to present his products and services, but a good sales person also knows when to stop talking and knows how to listen.
Their analysis of sales managers using multiple regression analysis revealed that when sales managers perceive sales quota to be difficult, the probability of them allowing sales people to act unethically increases. Ramaswami 15 examined the impact of sales force control system on dysfunctional behavior analyzing data of members of American Marketing Association in US, the study suggests that both output control and process control are positively associated with dysfunctional behavior.
Being prepared helped them to meet challenges or inspire customers to think differently or in a new way. Conclusion Consumer behavior theories and concepts are of utmost importance to the sales team or the Marketing teams.
based on 12 review