Чтение онлайн

559

Jim Edwards, «The Art of the Informecial», Brandweek , September 3, 2001, pp. 14+.

560

Charles Fishman, «The Tool of a New Machine», Fast Company , May 2004, pp. 92—95.

561

Tony Case, «Growing Up», Interactive Quarterly , April 19, 2004, pp. 32—34.

562

Thomas Mucha, «Spray Here, Get Girl», Business 2.0 , June 1, 2003.

563

Asim Ansari and Carl F. Mela, «E-Customization», Journal of Marketing Research 40, no. 2 (May 2003): 131—145.

564

David L. Smith and Karen McFee, «Media Mix 101: Online Media for Traditional Marketers», September 2003 (advantage.msn.com/articles/MediaMix101_2.asp).

565

Paul C. Judge, «Will Online Ads Ever Click?» Fast Company , March 2001, pp. 181—192.

566

Online Publisher’s Association, «OPA Media Consumption Study», January 2002.

567

Jeffrey F. Rayport and Bernard J. Jaworski, E-Commerce (New York: McGraw-Hill, 2002), pp. 116.

568

Bob Tedeschi, «E-Commerce report», New York Times , June 24, 2002, p. C8.

569

«Prime Clicking Time», The Economist , May 31, 2003, p. 65; Ben Elgin, «Search Engines Are Picking Up Steam», BusinessWeek , March 24, 2003, pp. 86—87.

570

«Global Click-Through Rates Level Off in 2004 After Year in Decline», New Media Age , November 25, 2004, p. 10; Ned Desmond, «Google’s Next Runaway Success, Business 2.0, November 2002, p. 73.

571

Heather Green, Online Ads Take Off Again», BusinessWeek , May 5, 2003, p. 75.

572

Seth Godin, Permission Marketing: Turning Strangers into Friends and Friends into Customers (New York: Simon & Schuster, 1999).

573

Chana R. Schoenberger, «Web? What Web?» Forbes, June 10, 2002, p. 132.

574

Stan Rapp and Thomas L. Collins, Maximarketing (New York: McGraw-Hill, 1987).

575

Bill Keenan, «Cost-per-Call Data Deserve Scrutiny», Industry Week , January 10, 2000.

576

Robert N. McMurry, «The Mystique of Super-Salesmanship», Harvard Business Review (March–April 1961): 114; William C. Moncrief III, «Selling Activity and Sales Position Taxonomies for Industrial Salesforces», Journal of Marketing Research (August 1986): 261—270.

577

John F. Martin and Gary S. Tubridy, «Major Account Management», AMA Management Handbook , edited by John J. Hampton (New York: Amacom, 1994) pp. 3–25–3–27; Sanjit Sengupta, Robert E. Krapfel, and Michael A. Pusateri, «The Strategic Sales Force», Marketing Management , Summer 1997, pp. 29—34; Robert S. Duboff and Lori Underhill Sherer, «Customized Customer Loyalty», Marketing Management , Summer 1997, pp. 21—27; Tricia Campbell, «Getting Top Executives to Sell», Sales & Marketing Management, October 1998, p. 39.

578

Luis R. Gomez-Mejia, David B. Balkin and Robert L. Cardy, Managing Human Resources (Upper Saddle River, NJ: Prentice Hall, 1995), pp. 416—418.

579

«What Salespeople Are Paid», Sales & Marketing Management , February 1995, pp. 30—31; Christopher Power, «Smart Selling: How Companies Are Winning Over Today’s Tougher Customer», BusinessWeek , August 3, 1992, pp. 46—48; William Keenan Jr., ed., The Sales & Marketing Management Guide to Sales Compensation Planning: Commissions, Bonuses & Beyond (Chicago: Probus Publishing, 1994).

580

Sonke Albers, «Salesforce Management – Compensation, Motivation, Selection, and Training», in Handbook of Marketing , edited by Bart Weitz and Robin Wensley (London: Sage Publications, 2002), pp. 248—266.

581

Nanette Byrnes, «Avon Calling – Lots of New Reps», BusinessWeek , June 2, 2003, pp. 53—54.

582

Michael R. W. Bommer, Brian F. O’Neil, and Beheruz N. Sethna, «A Methodology for Optimizing Selling Time of Salespersons», Journal of Marketing Theory and Practice (Spring 1994): 61—75; Lissan Joseph, «On the Optimality of Delegating Pricing Authority to the Sales Force», Journal of Marketing 65 (January 2001): 62—70.

583

Thomas Blackhear and Richard E. Plank, «The Impact of Adaptive Selling on Sales Effectiveness Within the Pharmaceutical Industry», Journal of Marketing Theory and Practice (Summer 1994): 106—125.

584

Dartnell Corporation , 30 th Sales Force Compensation Anniversary Survey . 12,7% времени тратится на сервисные контакты, 16% – на выполнение работ административного характера, 25,1% – на продажи по телефону и 17,4% – на ожидание и время в пути.

585

Willem Verbeke and Richard P. Bagozzi, «Sales Call Anxiety: Exploring What It Means When Fear Rules a Sales Encounter», Journal of Marketing 64 (July 2000): 88–101.

586

Gillbert A. Churchill, Jr., Neil M. Ford, and Orville C. Walker, Jr., Sales Force Management: Planning, Implementation and Control , 4th ed. (Homewood, IL: Irwin, 1993); Jhinuk Chow-dhury, «The Motivational Impact of Sales Quotas on Effort», Journal of Marketing Research (February 1993): 28—41; Murali K. Mantrala, Prabhakant Sinha, and Andris A. Zoltners, «Structuring a Multiproduct Sales Quota-Bonus Plan for a Heterogeneous Sales Force: A Practical Model-Based Approach», Marketing Science 13, no. 2 (1994): 121—144; Wujin Chu, Eitan Gerstner, and James D. Hess, «Costs and Benefits of Hard-Sell», Journal of Marketing Research (February 1995): 97–102; Manfred Krafft, «An Empirical Investigation of the Antecedents of Sales Force Control Systems», Journal of Marketing 63 (July 1999): 120—134.

587

Philip M. Posdakoff and Scott B. MacKenzie, «Organizational Citizenship Behaviors and Sales Unit Effectiveness», Journal of Marketing Research (August 1994): 351—363.

588

Приведенная далее дискуссия основана главным образом на работе: W.J.E. Crissy, William H. Cunningham, and Isabella C. M. Cunningham, Selling: The Personal Force in Marketing (New York: John Wiley, 1977), pp. 119—129.

589

Здесь мы приводим список дополнительной литературы по данному вопросу: Howard Raiffa, The Art and Science of Negotiation (Cambridge, MA: Harvard University Press, 1982); Max H. Bazerman and Margaret A. Neale, Negotiating Rationally (New York: The Free Press, 1992); James C. Freund, Smart Negotiating (New York: Simon & Schuster, 1992); Frank L. Acuff, How to Negotiate Anything with Anyone Anywhere Around the World (New York: American Management Association: 1993); Jehoshua Eliashberg, Gary L. Lilien, and Nam Kim, «Searching for Generalizations in Business Marketing Negotiations», Marketing Science 14, no. 3, pt. 1 (1995): G47–G60.

590

Mike Esterl, «Avon Works Out the Wrinkles», Wall Street Journal , August 31, 2005, p. B3; «Careers: What’s Is Really Like Inside Avon», Marketing , March 23, 2005, p. 79; Ramin Setoodeh, «Calling Avon’s Lady», Newsweek , December 27, 2004, pp. 98+; Emily Farris, Faye Brookman, and Julie Naughton, «Beauty Firms Think Pink», WWD , October 31, 2003, pp. 10+; (www.avon.com).

591

Michael E. Porter, Competitive Strategy (New York: The Free Press, 1980), p. 275.