دانلود مقاله ISI انگلیسی شماره 42672
عنوان فارسی مقاله

ابرقهرمان های قیمت گذاری: چگونه یک تیم فروش با اعتماد به نفس می تواند عملکرد شرکت را تحت تاثیر قرار دهد

کد مقاله سال انتشار مقاله انگلیسی ترجمه فارسی تعداد کلمات
42672 2015 13 صفحه PDF سفارش دهید 10010 کلمه
خرید مقاله
پس از پرداخت، فوراً می توانید مقاله را دانلود فرمایید.
عنوان انگلیسی
Pricing superheroes: How a confident sales team can influence firm performance
منبع

Publisher : Elsevier - Science Direct (الزویر - ساینس دایرکت)

Journal : Industrial Marketing Management, Volume 47, May 2015, Pages 26–38

کلمات کلیدی
قابلیت های قیمت گذاری - عملکرد شرکت - اعتماد به نفس جمعی
پیش نمایش مقاله
پیش نمایش مقاله ابرقهرمان های قیمت گذاری: چگونه یک تیم فروش با اعتماد به نفس می تواند عملکرد شرکت را تحت تاثیر قرار دهد

چکیده انگلیسی

Despite strong evidence of substantial impact on the bottom line, most companies counter-intuitively neglect the pricing function — as do most scholars. Although pricing is gaining in popularity, only a few articles published in major marketing journals focus on it, and scholars have long asked how organizational and behavioral characteristics of firms affect the link between pricing practices and firm performance. To address these practical and theoretical deficits, we surveyed 507 professionals involved in account and sales management at business-to-business (B2B) firms from around the world to measure the influence of five organizational factors on sales collective confidence associated with pricing and relative firm performance. Results demonstrate that four of the five factors (pricing capabilities, delegation of pricing authority, incentive and goal systems, and knowledge before negotiation) positively and significantly influence sales collective confidence associated with pricing. In turn, we find collective confidence in the sales force to be significantly and positively related to relative firm performance, suggesting that firms that are able to design organizations and allocate resources in a way that maximizes pricing confidence can achieve superior financial outcomes. In aggregate, these organizational factors promote competitive advantage and comparative firm performance.

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