BibTex RIS Kaynak Göster

“Customer Objections and Statistical Investigation In Marketing Communication”

Yıl 2005, Cilt: 12 Sayı: 2, 171 - 196, 01.06.2005

Öz

Kaynakça

  • ANDERSON, Ralph, Essentials of Personal Selling: the New Professionalism, Prentice Hall, New Jersey, 1995, p.282.
  • BAS (TORTOP) ,Sevim, Hipotez Testinde Alfa ve Beta Hatalar ve Ölçülmesi , .Ü. letme Fakültesi Dergisi 1974 Cilt :4 Say :1
  • BERRY, Michael ve LINOF, Gordon, Data Mining Techniques: For Marketing, Sales and Customer Support, USA, John Wiley and Sons, Inc., 1997, p.5.
  • BOWEN, Earl K. Basic Statistics for Business and Economics McGraw-Hill Book Co, 1982 p.68.
  • BURNS, Alvin C. and, Ronald F. Bush, Marketing Research, Second Edition, Prentice Hall, New Jersey, 1998, pp.97-112.
  • CHALLAGALLA, Goutam, Tasadduq Shervani and George Huber, Supervisory Orientations and Salesperson Work Outcomes: The Moderating Effect of Salesperson Location , Journal of Personal Selling and Sales Management, v20 (Summer) 2000, pp.161-171.
  • CHANDRASHEKERAN, Murali; Kevin McNeilly, Frederick A.Russ, and Detelina Marinova,
  • From Uncertain Intentions to Actual Behavior: A Threshold Model of Whether and
  • When Salespeople Quit , Journal of Marketing Research, v37(November), 2000, pp.463-479.
  • CLARK, Colin and Trevor Pinch, Recontextualising Sales Resistance-A Response to Hunt and Bashaw , Industrial Marketing Management, v30, 2001, pp.637-643. COOPER, Pete, Dealing http://www.iboost.com/manage/crm/3094.htm /20.5.2005. with Customer Objections,
  • DION, James E., Retail Selling Ain t Brain Surgery, It s Twice As Hard-9 Steps to Successful Sales Relationships, Published by J. C. Williams Group Limited, Toronto, 1995, pp. 56- 57.
  • DIXON, Andrea L., Rosann L.Spriro and Maqbul Jamil, Successful and Unsuccessful Sales Calls: Measuring Salesperson Attributions and Behavioural Intentions , Journal of Marketing, v65 (July) 2001, pp.64-78.
  • DOYLE, Stephen X.; George Thomas Roth, Selling and Sales management in Action: The Use of Insight Coaching to Improve Relationship Selling , The Journal of Personal Selling and Sales Management, vXII, n1 (Winter) 1992, pp.59-64.
  • DWYER, Sean; John Hill and Warren Martin, An Empirical Investigation of Critical Success Factors in the Personal Selling Process for Homogeneous Goods , Journal of Personal Selling and Sales Management, v20 (Summer) 2000, pp.151-159.
  • FILL, Chris, Marketing Communications-Framework, Theories and Applications, Prentice- Hall, London, 1995, p.17.
  • FRIEDMAN, Harr J., No Thanks I m Just Looking-Professional Retail Sales Techniques For Turning Shoppers Into Buyers, Kendall Hunt Publishing, United States, 1992, p.141.
  • GRONSTEDT, Anders, Mü teri Yüzy l
  • Dünya Lideri irketlerden Entegre Pazarlama ve
  • leti im Dersleri, Translated by S.Tanju Kalkay, Media Cat Kitaplar , Istanbul, 2000, p.80.
  • GODFREY, Mike, Targeted Selling, Prentice-Hall, Sydney, 1995, p.55.
  • GORDON, Josh, How to Motivate Your Client to Buy: Develop a Dialog With Your Client That Inspires Commitment , Folio: The Magazine for Magazine Manegement, v23 n19 1995, p.258.
  • HANKE, John.E. ; Arthur G. Reitsch, Understanding Business Statistics USA, Richard D. Irwin, Inc.1992 pp.442, 480.
  • HEIMAN E.Stephen; Diane Sanchez and Tad Tuleja, The New Conceptual Selling, Kogan Page, London, 2004, p.27.
  • HOPKINS, Tom, How to Master the Art of Selling, Harper Collins Publishers, New York, 1994, pp.244-245.
  • HUNT, Kenneth A., and R. Edward Bashaw, A New Classification of Sales Resistance Industrial Marketing Management , v28, 1999, pp.109-118.
  • JOBBER, David and Geoff Lancester, Sales and Sales Management, Sixth Edition, Prentice Hall, London, 2002, p.128. Danielle, n99(May)1998, p.99. Overruled Sales Objections , Entrepreneur, v26
  • KOTLER, Philip and Gary Armstrong, Principles of Marketing, Eleventh Edition, Pearson Prentice Hall, New Jersey, 2006, p.503.
  • LANCASTER, Geoff and David Jobber, Sales Techniques and Management, Pitman Publishing, London, Second Edition, 1990, pp.88-93.
  • MANNING, Gerald L.; Barry L. Reece, Selling Today-Building Quality Partnerships, Seventh Edition, Prentice Hall, New Jersey, 1998, p.277.
  • MENGÜÇ, Bülent, An Empirical Investigation of a Social Exchange Model of Organizational Citizenship Behaviours Across Two sales Situations: A Turkish Case , Journal of Personal Selling and Sales Management, v20 (Summer) 2000, pp.205-214.
  • McDONALD, Malcolm H.B. and John W. Leppard, How to Sell a Service-Guidelines for Effective Selling in Service Business, Second Edition, Heinemann Professional Publishing, Oxford, 1990, pp.150-151.
  • MURPHY, John H., and Isabella C.M. Cunningham, Advertising and Marketing Communication Management, The Dreyden Press, Forth Worth, 1993, p.331.
  • OFIR, Chezy and Itamar Simonson, In Search of Negative Customer Feedback: The Effect of Expecting to Evaluate on Satisfaction Evaluations", Journal of Marketing Resarch, v38 (May) 2001, pp.170-182.
  • PETERSON, M.Robert, and George H.Lucas, What Buyers Want Most From Salespeople: A Wiew From The Senior Level , Business Horizons, v44 (September-October) 2001, pp.39-45.
  • RAAIJ, W.Fred van ; Alain Strazzieri and Arch Woodside, New Developments in Marketing Communications and Consumer Behavior , Journal of Business Resarch, v53, 2001, pp.59-61.
  • SPEIER, Cheri, and Viswanath Venkatesh, The Hidden Minefields in the Adoption of Sales Force Automation Technologies , Journal of Marketing, v66(July), 2002, pp.98-111.
  • SIRGY, M.Joseph, Integrated Marketing Communications: A System Approach, Prentice-Hall, New Jersey, 1998, p.4
  • SHAO,Alan.T,Marketing Research :An Aid to Decision Making South -Western./Thomson Learning 2002 pp.71-72
  • SMITH, Kirk; Eli Jones, and Edward Blair, Managing Salesperson Motivation in a Territory Realigment , Journal of Personal Selling and Sales Management, v20 (Summer) 2000, pp.215-226.
  • Successful Objection Handling, http://journeylearning.com/objection-handling.htm/20.5.2005.
  • WANG, Guangping, and Richard G. Neteyemer,
  • The Effects of Job Autonomy, Customer
  • Demandingness, and Trait Competitiveness on Salesperson Learning, Self-Efficacy, and
  • Performance , Journal of the Academy of Marketing Science, v30 (Summer) 2002, pp.217-228.
  • VENKATESH, R.; Goutam Challagalla and Ajay K. Kohli, Heterogeneity in Sales Districts: Beyond Individual-Level Predictors of Satisfaction and Performance , Journal of the Academy of Marketing Science, v29 (Summer) 2001, pp.238-254.
  • WAGNER, Judy A.; Noreen M. Klein, and Janet E. Keith, Selling Strategies: The Effects of Suggesting a Decision Structure to Novice and Expert Buyers , Journal of Academy of Marketing Science, v29 (Summer) 2001, pp.289-306.
  • WELLS, William, and BURNETT, John, MORIARTY, Sandra, Advertising Principles and Practice, Fourth Edition, Prentice-Hall, New Jersey, 1998, pp. 97-98.
  • WEITZ, Barton A.; Stephen B. Castlebery and John F.Tanner Jr. , Selling Building Partnership, Fourth Edition, McGraw-Hill Irwin, Boston, 2001, pp.315-318.
  • WOTRUBA, Thomas R., Sales Management-Concepts, Practice, and Cases, Goodyear Publishing, Santa Monica, 1981, pp.1-2, 14, 22.

Pazarlama İletişiminde Müşteri İtirazları ve İstatistik İncelemesi

Yıl 2005, Cilt: 12 Sayı: 2, 171 - 196, 01.06.2005

Öz

Kaynakça

  • ANDERSON, Ralph, Essentials of Personal Selling: the New Professionalism, Prentice Hall, New Jersey, 1995, p.282.
  • BAS (TORTOP) ,Sevim, Hipotez Testinde Alfa ve Beta Hatalar ve Ölçülmesi , .Ü. letme Fakültesi Dergisi 1974 Cilt :4 Say :1
  • BERRY, Michael ve LINOF, Gordon, Data Mining Techniques: For Marketing, Sales and Customer Support, USA, John Wiley and Sons, Inc., 1997, p.5.
  • BOWEN, Earl K. Basic Statistics for Business and Economics McGraw-Hill Book Co, 1982 p.68.
  • BURNS, Alvin C. and, Ronald F. Bush, Marketing Research, Second Edition, Prentice Hall, New Jersey, 1998, pp.97-112.
  • CHALLAGALLA, Goutam, Tasadduq Shervani and George Huber, Supervisory Orientations and Salesperson Work Outcomes: The Moderating Effect of Salesperson Location , Journal of Personal Selling and Sales Management, v20 (Summer) 2000, pp.161-171.
  • CHANDRASHEKERAN, Murali; Kevin McNeilly, Frederick A.Russ, and Detelina Marinova,
  • From Uncertain Intentions to Actual Behavior: A Threshold Model of Whether and
  • When Salespeople Quit , Journal of Marketing Research, v37(November), 2000, pp.463-479.
  • CLARK, Colin and Trevor Pinch, Recontextualising Sales Resistance-A Response to Hunt and Bashaw , Industrial Marketing Management, v30, 2001, pp.637-643. COOPER, Pete, Dealing http://www.iboost.com/manage/crm/3094.htm /20.5.2005. with Customer Objections,
  • DION, James E., Retail Selling Ain t Brain Surgery, It s Twice As Hard-9 Steps to Successful Sales Relationships, Published by J. C. Williams Group Limited, Toronto, 1995, pp. 56- 57.
  • DIXON, Andrea L., Rosann L.Spriro and Maqbul Jamil, Successful and Unsuccessful Sales Calls: Measuring Salesperson Attributions and Behavioural Intentions , Journal of Marketing, v65 (July) 2001, pp.64-78.
  • DOYLE, Stephen X.; George Thomas Roth, Selling and Sales management in Action: The Use of Insight Coaching to Improve Relationship Selling , The Journal of Personal Selling and Sales Management, vXII, n1 (Winter) 1992, pp.59-64.
  • DWYER, Sean; John Hill and Warren Martin, An Empirical Investigation of Critical Success Factors in the Personal Selling Process for Homogeneous Goods , Journal of Personal Selling and Sales Management, v20 (Summer) 2000, pp.151-159.
  • FILL, Chris, Marketing Communications-Framework, Theories and Applications, Prentice- Hall, London, 1995, p.17.
  • FRIEDMAN, Harr J., No Thanks I m Just Looking-Professional Retail Sales Techniques For Turning Shoppers Into Buyers, Kendall Hunt Publishing, United States, 1992, p.141.
  • GRONSTEDT, Anders, Mü teri Yüzy l
  • Dünya Lideri irketlerden Entegre Pazarlama ve
  • leti im Dersleri, Translated by S.Tanju Kalkay, Media Cat Kitaplar , Istanbul, 2000, p.80.
  • GODFREY, Mike, Targeted Selling, Prentice-Hall, Sydney, 1995, p.55.
  • GORDON, Josh, How to Motivate Your Client to Buy: Develop a Dialog With Your Client That Inspires Commitment , Folio: The Magazine for Magazine Manegement, v23 n19 1995, p.258.
  • HANKE, John.E. ; Arthur G. Reitsch, Understanding Business Statistics USA, Richard D. Irwin, Inc.1992 pp.442, 480.
  • HEIMAN E.Stephen; Diane Sanchez and Tad Tuleja, The New Conceptual Selling, Kogan Page, London, 2004, p.27.
  • HOPKINS, Tom, How to Master the Art of Selling, Harper Collins Publishers, New York, 1994, pp.244-245.
  • HUNT, Kenneth A., and R. Edward Bashaw, A New Classification of Sales Resistance Industrial Marketing Management , v28, 1999, pp.109-118.
  • JOBBER, David and Geoff Lancester, Sales and Sales Management, Sixth Edition, Prentice Hall, London, 2002, p.128. Danielle, n99(May)1998, p.99. Overruled Sales Objections , Entrepreneur, v26
  • KOTLER, Philip and Gary Armstrong, Principles of Marketing, Eleventh Edition, Pearson Prentice Hall, New Jersey, 2006, p.503.
  • LANCASTER, Geoff and David Jobber, Sales Techniques and Management, Pitman Publishing, London, Second Edition, 1990, pp.88-93.
  • MANNING, Gerald L.; Barry L. Reece, Selling Today-Building Quality Partnerships, Seventh Edition, Prentice Hall, New Jersey, 1998, p.277.
  • MENGÜÇ, Bülent, An Empirical Investigation of a Social Exchange Model of Organizational Citizenship Behaviours Across Two sales Situations: A Turkish Case , Journal of Personal Selling and Sales Management, v20 (Summer) 2000, pp.205-214.
  • McDONALD, Malcolm H.B. and John W. Leppard, How to Sell a Service-Guidelines for Effective Selling in Service Business, Second Edition, Heinemann Professional Publishing, Oxford, 1990, pp.150-151.
  • MURPHY, John H., and Isabella C.M. Cunningham, Advertising and Marketing Communication Management, The Dreyden Press, Forth Worth, 1993, p.331.
  • OFIR, Chezy and Itamar Simonson, In Search of Negative Customer Feedback: The Effect of Expecting to Evaluate on Satisfaction Evaluations", Journal of Marketing Resarch, v38 (May) 2001, pp.170-182.
  • PETERSON, M.Robert, and George H.Lucas, What Buyers Want Most From Salespeople: A Wiew From The Senior Level , Business Horizons, v44 (September-October) 2001, pp.39-45.
  • RAAIJ, W.Fred van ; Alain Strazzieri and Arch Woodside, New Developments in Marketing Communications and Consumer Behavior , Journal of Business Resarch, v53, 2001, pp.59-61.
  • SPEIER, Cheri, and Viswanath Venkatesh, The Hidden Minefields in the Adoption of Sales Force Automation Technologies , Journal of Marketing, v66(July), 2002, pp.98-111.
  • SIRGY, M.Joseph, Integrated Marketing Communications: A System Approach, Prentice-Hall, New Jersey, 1998, p.4
  • SHAO,Alan.T,Marketing Research :An Aid to Decision Making South -Western./Thomson Learning 2002 pp.71-72
  • SMITH, Kirk; Eli Jones, and Edward Blair, Managing Salesperson Motivation in a Territory Realigment , Journal of Personal Selling and Sales Management, v20 (Summer) 2000, pp.215-226.
  • Successful Objection Handling, http://journeylearning.com/objection-handling.htm/20.5.2005.
  • WANG, Guangping, and Richard G. Neteyemer,
  • The Effects of Job Autonomy, Customer
  • Demandingness, and Trait Competitiveness on Salesperson Learning, Self-Efficacy, and
  • Performance , Journal of the Academy of Marketing Science, v30 (Summer) 2002, pp.217-228.
  • VENKATESH, R.; Goutam Challagalla and Ajay K. Kohli, Heterogeneity in Sales Districts: Beyond Individual-Level Predictors of Satisfaction and Performance , Journal of the Academy of Marketing Science, v29 (Summer) 2001, pp.238-254.
  • WAGNER, Judy A.; Noreen M. Klein, and Janet E. Keith, Selling Strategies: The Effects of Suggesting a Decision Structure to Novice and Expert Buyers , Journal of Academy of Marketing Science, v29 (Summer) 2001, pp.289-306.
  • WELLS, William, and BURNETT, John, MORIARTY, Sandra, Advertising Principles and Practice, Fourth Edition, Prentice-Hall, New Jersey, 1998, pp. 97-98.
  • WEITZ, Barton A.; Stephen B. Castlebery and John F.Tanner Jr. , Selling Building Partnership, Fourth Edition, McGraw-Hill Irwin, Boston, 2001, pp.315-318.
  • WOTRUBA, Thomas R., Sales Management-Concepts, Practice, and Cases, Goodyear Publishing, Santa Monica, 1981, pp.1-2, 14, 22.
Toplam 49 adet kaynakça vardır.

Ayrıntılar

Birincil Dil Türkçe
Bölüm Makaleler
Yazarlar

Sevim Baş Bu kişi benim

Erdoğan Taşkın

Yayımlanma Tarihi 1 Haziran 2005
Yayımlandığı Sayı Yıl 2005 Cilt: 12 Sayı: 2

Kaynak Göster

APA Baş, S., & Taşkın, E. (2005). Pazarlama İletişiminde Müşteri İtirazları ve İstatistik İncelemesi. Journal of Management and Economics, 12(2), 171-196.