...
  • 主题
高级搜索  >
历史搜索 清空历史
首页> 外文期刊>International journal of conflict management >Intra-role conflict and the selling decision The case of Taiwan's life insurance industry
【24h】

Intra-role conflict and the selling decision The case of Taiwan's life insurance industry

机译：角色内冲突与销售决策以台湾人寿保险业为例

获取原文
获取原文并翻译 | 示例
           
页面导航
  • 摘要
  • 著录项
  • 相似文献
  • 相关主题

摘要

Purpose - In the personal selling industry, it is particularly difficult for salespeople to manage a conflict of interest that exists between the company and customers. The purpose of this research is to examine the impact of time based compensation on salespeople's selling decisions when the conflict occurs. Design/methodology/approach - Questionnaire surveys were collected from 361 full-time life insurance salespeople in Taiwan. Findings - The results indicate that compensation, training, and marketing policy may affect salespeople's selling decisions. Originality/value - Very little research addresses what salespeople would do when a conflict of interest occurs between the company and customers. Also, how time based compensation would affect salespeople's selling decisions in company-customer conflict is unknown. Furthermore, training and marketing policy may affect salespeople's selling decisions in the conflict. This paper relates to these issues and provides some discussions of them.
机译：目的-在个人销售行业中，对于销售人员而言，管理公司与客户之间的利益冲突特别困难。本研究的目的是检验发生冲突时基于时间的补偿对销售人员的销售决策的影响。设计/方法/方法-问卷调查是从台湾的361名全职寿险销售人员那里收集的。调查结果-结果表明，薪酬，培训和营销政策可能会影响销售人员的销售决策。原创性/价值-很少有研究涉及销售人员在公司与客户之间发生利益冲突时将采取的行动。同样，在公司与客户之间的冲突中，基于时间的补偿将如何影响销售人员的销售决策，这一点还未知。此外，培训和市场营销政策可能会影响冲突中销售人员的销售决策。本文涉及这些问题，并提供了一些讨论。

著录项

相似文献

  • 外文文献
  • 中文文献
  • 专利
获取原文

客服邮箱：kefu@zhangqiaokeyan.com

京公网安备：11010802029741号 ICP备案号：京ICP备15016152号-6 六维联合信息科技 (北京) 有限公司©版权所有

  • 客服微信

  • 服务号