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Bilgi Teknolojilerindeki Gelişmelerin Satış Gücü Üzerindeki Etkileri

Year 2008, Volume: 3 Issue: 1, 45 - 58, 01.04.2008

İnci Varinli Mustafa Öz

Abstract

İşletme hedeflerine ulaşılmasındaki hayati öneminden dolayı, satış gücünün performansının nasıl artırılabileceği, yönetici ve araştırmacıların ilgisini çeken konulardan biridir Johlke, 2006: 311 . Bu kapsamda, bilgi teknolojilerindeki gelişmeler gibi satış gücünün performansını artırabilecek her türlü gelişme Senecal vd., 2007: 52 dikkatle izlenmekte ve uygulamada kullanılmaya çalışılmaktadır. Bu nedenle, satış gücü yönetimi, gün geçtikçe gelişmekte ve karmaşık bir hal almaktadır. Giderek şiddetlenen rekabette başarılı olmak için, hem satış personeli, hem de satış gücü yöneticilerinin, bu gelişmelere uyum sağlamaları ve kendilerini devamlı yenilemelerinin sağlanması oldukça önemlidir. Bu konunun, özellikle ülkemizdeki araştırmacılar tarafından henüz yeterince incelenmemiş olması, bu tarz araştırmaların önemini daha da artırmaktadır.

References

  • Brady, Mairead, Michael Saren ve Nikolaos Tzokas (1999), “The Impact of IT on Marketing: An Evaluation”, Management Decision, 37(10), 758-766.
  • Chen, Injazz J. ve Karen Popovich (2003), “Understanding Customer Relationship Management (CRM): People, Process and Technology”, Business Process Management Journal, 9(5), 672-688.
  • Deeter-Schmelz, Dawn R. ve Karen Norman Kennedy (2004), “Buyer-Seller Relationships and Information Sources in an E-commerce World”, Journal of Business & Industrial Marketing, 19(3), 188-196.
  • Eid, R., M. Trueman ve A. M. Ahmed (2006), “B2B International Internet Marketing: A Benchmarking Exercise”, Benchmarking: An International Journal, 13(1/2), 200-213.
  • Jaramillo, Fernando, Jay Prakash Mulki ve William B. Locander (2006), “The Role of Time Wasted in Sales Force Attitudes and Intention to Quit”, International Journal of Bank Marketing, 24(1), 24- 36.
  • Judson, Kimberly, Denise D. Schoenbachler, Geoffrey L. Gordon, Rick E. Ridnour ve Dan C. Weilbaker (2006), “The New Product Development Process: Let the Voice of the Salesperson be Heard”, Journal of Product & Brand Management, 15(3), 194–202.
  • Karabulut, Muhittin (1998) Profesyonel Satışçılık ve Yönetimi. İstanbul: Üniversal Dil Hizmetleri ve Yayıncılık A.Ş.
  • Kim, Sangkyun (2006), “Economics of Employee Internet Management”, The Bottom Line: Managing Library Finances, 19(3), 124-138.
  • Koh, Chang E., Kyungdoo “Ted” Nam, Victor R. Prybutok ve Seogjun Lee (2007), “A Value Chain Perspective of Internet Practices, E-readiness and Organizational Performance: A Comparison of US and South Korean Firms”, Industrial Management & Data Systems, 107(4), 519-536.
  • Kotler, Philip, Gary Armstrong, John Saunders ve Veronica Wong (1999), Principles of Marketing. New Jersey USA: Prentice Hall.
  • Lightfoot, William ve James R. Harris (2003), “The Effect of the Internet in Industrial Channels: An Industry Example”, Industrial Management & Data Systems, 103(2), 78-84.
  • Maguire, Stuart ve Tom Redman (2007), “The Role of Human Resource Management in Information Systems Development”, Management Decision, 45(2), 252-264.
  • Matthyssens, Paul ve Wesley J. Johnston (2006), “Marketing and Sales: Optimization of a Neglected Relationship”, Journal of Business & Industrial Marketing, 21(6), 338–345.
  • Mitussis, Darryn, Lisa O’Malley ve Maurice Patterson (2006), “Mapping the Re-engagement of CRM with Relationship Markenting”, European Journal of Marketing, 40(5/6), 572-289.
  • Nguyen, ThuyUyen H., Joseph S. Sherif ve Michael Newby (2007), “Strategies for Successful CRM Implementation”, Information Management & Computer Security, 15(2), 102-115.
  • Oliva, Ralph A. (2006), “The Three Key Linkages: Improving the Connections Between Marketing and Sales”, Journal of Business & Industrial Marketing, 21(6), 395–398.
  • Reed, Gary, Vicky Story ve Jim Saker (2004), “Information Technology: Changing the Face of Automotive Retailing”, International Journal of Retail & Distribution Management, 32(1), 19-32.
  • Smith, Alan D. ve Joseph Correa (2005), “Value-added Benefits of Technology: E-Procurement and E-Commerce Related to the Health Care Industry”, International Journal of Health Care Quality Assurance, 18(6), 458-473.
  • Tih, Siohong ve Sean Ennis (2006), “Cross-Industry Analysis of Consumer Assessments of Internet Retailers’ Service Performances”, International Journal of Retail & Distribution Management, 34(4/5), 290-307.
  • Shaw, Deirdre, Terry Newholm ve Roger Dickinson (2006), “Consumption as Voting: An Exploration of Consumer Empowerment”, European Journal of Marketing, 40 (9/10), 1049-1067.
  • Varinli, İnci (2006) Pazarlamada Yeni Yaklaşımlar. Ankara: Detay Yayıncılık.
  • Zeng, Yun E., H. Joseph Wen ve David C. Yen (2003), “Customer Relationship Management (CRM) in Business-to-business (B2B) E-commerce”, Information Management & Computer Security, 11(1), 39-44.
  • Zineldin, Mosad (2000), “Beyond Relationship Marketing: Technologicalship Marketing”, Marketing Intelligence & Planning, 18(1), 9-23.

Bilgi Teknolojilerindeki Gelişmelerin Satış Gücü Üzerindeki Etkileri

Year 2008, Volume: 3 Issue: 1, 45 - 58, 01.04.2008

İnci Varinli Mustafa Öz

Abstract

References

  • Brady, Mairead, Michael Saren ve Nikolaos Tzokas (1999), “The Impact of IT on Marketing: An Evaluation”, Management Decision, 37(10), 758-766.
  • Chen, Injazz J. ve Karen Popovich (2003), “Understanding Customer Relationship Management (CRM): People, Process and Technology”, Business Process Management Journal, 9(5), 672-688.
  • Deeter-Schmelz, Dawn R. ve Karen Norman Kennedy (2004), “Buyer-Seller Relationships and Information Sources in an E-commerce World”, Journal of Business & Industrial Marketing, 19(3), 188-196.
  • Eid, R., M. Trueman ve A. M. Ahmed (2006), “B2B International Internet Marketing: A Benchmarking Exercise”, Benchmarking: An International Journal, 13(1/2), 200-213.
  • Jaramillo, Fernando, Jay Prakash Mulki ve William B. Locander (2006), “The Role of Time Wasted in Sales Force Attitudes and Intention to Quit”, International Journal of Bank Marketing, 24(1), 24- 36.
  • Judson, Kimberly, Denise D. Schoenbachler, Geoffrey L. Gordon, Rick E. Ridnour ve Dan C. Weilbaker (2006), “The New Product Development Process: Let the Voice of the Salesperson be Heard”, Journal of Product & Brand Management, 15(3), 194–202.
  • Karabulut, Muhittin (1998) Profesyonel Satışçılık ve Yönetimi. İstanbul: Üniversal Dil Hizmetleri ve Yayıncılık A.Ş.
  • Kim, Sangkyun (2006), “Economics of Employee Internet Management”, The Bottom Line: Managing Library Finances, 19(3), 124-138.
  • Koh, Chang E., Kyungdoo “Ted” Nam, Victor R. Prybutok ve Seogjun Lee (2007), “A Value Chain Perspective of Internet Practices, E-readiness and Organizational Performance: A Comparison of US and South Korean Firms”, Industrial Management & Data Systems, 107(4), 519-536.
  • Kotler, Philip, Gary Armstrong, John Saunders ve Veronica Wong (1999), Principles of Marketing. New Jersey USA: Prentice Hall.
  • Lightfoot, William ve James R. Harris (2003), “The Effect of the Internet in Industrial Channels: An Industry Example”, Industrial Management & Data Systems, 103(2), 78-84.
  • Maguire, Stuart ve Tom Redman (2007), “The Role of Human Resource Management in Information Systems Development”, Management Decision, 45(2), 252-264.
  • Matthyssens, Paul ve Wesley J. Johnston (2006), “Marketing and Sales: Optimization of a Neglected Relationship”, Journal of Business & Industrial Marketing, 21(6), 338–345.
  • Mitussis, Darryn, Lisa O’Malley ve Maurice Patterson (2006), “Mapping the Re-engagement of CRM with Relationship Markenting”, European Journal of Marketing, 40(5/6), 572-289.
  • Nguyen, ThuyUyen H., Joseph S. Sherif ve Michael Newby (2007), “Strategies for Successful CRM Implementation”, Information Management & Computer Security, 15(2), 102-115.
  • Oliva, Ralph A. (2006), “The Three Key Linkages: Improving the Connections Between Marketing and Sales”, Journal of Business & Industrial Marketing, 21(6), 395–398.
  • Reed, Gary, Vicky Story ve Jim Saker (2004), “Information Technology: Changing the Face of Automotive Retailing”, International Journal of Retail & Distribution Management, 32(1), 19-32.
  • Smith, Alan D. ve Joseph Correa (2005), “Value-added Benefits of Technology: E-Procurement and E-Commerce Related to the Health Care Industry”, International Journal of Health Care Quality Assurance, 18(6), 458-473.
  • Tih, Siohong ve Sean Ennis (2006), “Cross-Industry Analysis of Consumer Assessments of Internet Retailers’ Service Performances”, International Journal of Retail & Distribution Management, 34(4/5), 290-307.
  • Shaw, Deirdre, Terry Newholm ve Roger Dickinson (2006), “Consumption as Voting: An Exploration of Consumer Empowerment”, European Journal of Marketing, 40 (9/10), 1049-1067.
  • Varinli, İnci (2006) Pazarlamada Yeni Yaklaşımlar. Ankara: Detay Yayıncılık.
  • Zeng, Yun E., H. Joseph Wen ve David C. Yen (2003), “Customer Relationship Management (CRM) in Business-to-business (B2B) E-commerce”, Information Management & Computer Security, 11(1), 39-44.
  • Zineldin, Mosad (2000), “Beyond Relationship Marketing: Technologicalship Marketing”, Marketing Intelligence & Planning, 18(1), 9-23.
There are 23 citations in total.

Details

Primary Language Turkish
Journal Section Research Article
Authors

İnci Varinli This is me

Mustafa Öz This is me

Publication Date April 1, 2008
Published in Issue Year 2008 Volume: 3 Issue: 1

Cite

APA Varinli, İ., & Öz, M. (2008). Bilgi Teknolojilerindeki Gelişmelerin Satış Gücü Üzerindeki Etkileri. Eskişehir Osmangazi Üniversitesi İktisadi Ve İdari Bilimler Dergisi, 3(1), 45-58.