営業行動の選択とその有効性に関する一考察

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1 I Masahiro Seimiya / 2 II spring / No.391

2 / / 1 Anderson et al Anderson et al Stern 1969; 1983 Dwyer et al. 1987; Morgan et al. 1994; Ford et al

3 a. b. c. c DelVechiro et al Franke et al Mcfarla nd et a l Cha k ra Party et al Homburg et al spring / No.391

4 DelVechiro et al Mcfarland et al a. b. c.3 a. c. b. Mcfarland et al Franke et al ChakraParty et al Homburg et al

5 spring / No.391

6 Osadchiy et al.2010 Reid et al Stern Franke et al. 2006; Spekman et al. 2006; 2008; Gvenzi et al. 2007;

7 3 4 Baxter et al. 2004; Salonen et al. 2006; Piercy et al. 2003; 2007; 2008; Jones et al Moncrief et al. 2005; Hunt et al. 2001; Clark 2001; 1992, Porter 1980, 1985 Slater et al III spring / No.391

8 Anderson et al Stern 1969;

9 spring / No.391

10 IV

11 Anderson, J., Narus, J., Rossum W / Customer Value Propositon in Markets / Harvard Business Review, March Baxter, R., Matear, S. 2004, / Measuring intangible value in business-to-business buyer-seller relationships : An intellectual capital perspective / Industrial Marketing Management, No.33, pp ChakraParty, S., Oubre, D. T., Brown, G / The impact of supervisory adaptive selling and supervisory feedback on salesperson performance / Industrial Marketing Management, No.37, pp Clark, C., Pinch, T / Recontextualising Sales Resistance / Industrial Marketing Management, No.30, pp DelVecchiro, S., Zemanek, J., McIntyre, R., Claxton, R / Updating the Adaptive Selling Behaviours: Tactics to Keep and Tactics to Discard / Journal of Marketing Management, Vol.20, pp Dwyer, F. R., Schurr, P. H., and Oh, Sejo 1987 / Developing Buyer-Seller Relationships / Journal of Marketing, Vol.51, No2, pp Ford, D., Gadde, L., Hakansson, H., Lundgren,A., Snehota,I., Turnbull,P., Wilson,D / MANAGING BUSINESS RELATIONSHIPS. JOHN WILEY & SONS Ltd., spring / No.391

12 Franke, G. R., Park, J / Salesperson Adaptive Selling Behabvior and Customer Orientation: A Meta-Analysis / Journal of Marketing Research, Vol.XLIII, pp No.107 pp Gvenzi, P., Pardo, C., Georges, L / Relational selling strategy and account managers` relational behaviors: An exploratory study / Industrial Marketing Management, No.36, pp Homburg, C., Muller, M., Klarmann, M / When Should the Customer Really Be King? On the Optimnm Level of Salesperson Customer Orientation in Sales Encounters / Journal of Marketing, Vol.75, pp Hunt,K.A.,Bashaw,R.E / On RecontextualisingSales Resistance / Industrial Marketing Management, No.30, pp No.103, pp Vol.18 No.1, pp Jones, E., Chonko, L. B., roberts, J. A / Sales force obsoscence: Perceptions from sales and marketing executives of individual, organizational, and environmental factors / Industrial Marketing Management, No.33, pp Mcfarland, R. G., Challagalla, G. N., Shervani, T. A / Influence Tactics for Effective Adaptive Selling / Journal of Marketing, Vol.70, pp Moncrief, W. C., Marshall, G. W / The evolution of the seven steps of selling / Industrial Marketing Management, No.34, pp Morgan, R. M. and Hunt, S. D / The Commitment Trust Theory of Relationship Marketing / Journal of Marketing, Vol.58, No3, pp No.107, pp Osadchiy, N., Vulcano, G / Selling with Binding Reservations in the Presence of Strategic Consumers / Management Science, Vol.56, No.12, pp Piercy, N. F., Lane, N / Transformation of the Traditional Salesforce: Imperatives for Intelligence,Interface and Integration / Journal of Marketing Management, No.19, pp Porter, M. E / COMPETITIVE STRATEGY. / The Free Press., Porter, M. E / COMPETITIVE ADVANTAGE. / The Free Press.,

13 Reid, David A., Pullins, E.B., PlankR. E / The Impact of purchase situation on salesperson communication behaviors in business markets / Industrial Marketing Management, No.31, pp Salonen, A., Gabrielsson, M., Al-Obaidi, Z / Systems sales as competitive response to the Asian challenge: Case of a Global ship power supplier / Industrial Marketing Management, No.35, pp No.93, pp Vol.7, pp , No.J Slater, S. F., Olson, E. M / Strategy Type and Performance: The Influence of Sales force Management / Strategy Management Journal, No.21,pp Spekman, R. E., Carraway, R / Making the transition to collaborative buyer-seller relationships:an emerging framework / Industrial Marketing Management, No.35, pp Stern, L. W. ed., 1969 / Distribution Channels: Behavioral Dimensions / Houghton Mifflin Co pp spring / No.391

14 The Study of Choice and Effectiveness of Selling Actions Masahiro Seimiya Propositional selling and adaptive selling are selling actions. But in business activities, they would not only be chosen and carried out. This report will include analysis of what kinds of selling actions are useful to customers in multiple business situations, based on the viewpoint of multiple selling actions depending on business situations. In order to cover this theme, I will review past studies and analyze business activities performed in companies, and construct an analytical framework and hypotheses for proof studies. The Study of Choice and Effectiveness of Selling Actions Masahiro Seimiya 181

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