Jon M. Hawes

Shopping patterns of the rural consumer: Exploring the relationship between shopping orientations and outshopping

Much attention has been devoted to the taxonomic analysis of the shopping orientations, behavior, and other characteristics of urban and suburban consumers. To a great extent, however, rural consumers have escaped the attention of researchers. Research focusing on this sector is needed because recent studies of outshopping suggest that rural consumers represent a significant force in some retail markets. This article examines rural consumers by developing a taxonomy of shopping-orientation groups. Differences among these groups are analyzed with respect to outshopping behavior, and the strategic implications of the research are discussed.

Understanding the outshopper

What type of consumer foregoes the convenience of hometown shopping and travels to out-of-town markets to purchase goods? This question continues to be the subject of much interest to marketers. The research reported in this article replicates and extends the growing body of intermarket patronage literature. Specifically, this article analyzes the demographic and psychographic profiles of inshoppers, occasional outshoppers, and frquent outshoppers. In addition, the importance of eight shopping area attributes are compared across the three intermarket patronage segments.

How purchasing agents handle personal risk

Abstract Purchasing agents are confronted with a myriad of stresses in their work. One of the most important stress factors faced is the perceived risk associated with making buying decisions. This article examines the concept of perceived risk from an organizational procurement perspective and presents the results of a study on percieved personal risk, experienced by industrial purchasing executives. The business implications of these findings are then discussed.

Do closing techniques diminish prospect trust

Abstract This study uses scenario methodology in an after-only field experiment that included 238 industrial purchasing executives. The impact of five different closing techniques and a no-close condition on the prospects trust toward the salesperson was assessed. The ANOVA results indicated statistically significant differences (at the .05 level) in prospect trust across the treatment groups. Although none of the mean values indicated distrust [16], the highest ranking mean score for prospect trust occurred in the “no-close” scenario. This provides some evidence that using a closing technique may diminish prospect trust, a prerequisite for an effective long-term relationship between a seller and a buyer. Consequently, even if the closing technique is of value in persuading the prospect to buy on this particular sales call, its potentially negative impact on the buyer-seller relationship must be considered.

To know me is to trust me

Abstract Earning the buyers trust is a prerequisite for success in selling industrial goods. This paper examines the process of earning the buyers trust and suggests that demonstrating truthfulness, providing benevolent service, and establishing credibility are fundamental attributes which the industrial sales person must demonstrate to potential customers.

ASSESSING THE DEVELOPMENT OF THE SALES PROFESSION

As we celebrate the silver anniversary of this journal, it is time to assess the development of sales as a profession. This paper uses the sociology of work literature to develop six criteria society uses in making the attribution of a work group as a profession. Sales is then examined on each of those six dimensions. It is concluded that our discipline meets or exceeds four of the requirements, has mixed results on one construct, and falls short on another criterion. Progress will require the development and enforcement of an ethical code. A strong professional association for all salespeople across all industries could also be very useful in this regard. Future use of technology by salespeople will also impact client views of sales as a profession.

The Facilitation and use of Student Teams in the Case Analysis Process

Cognitive psychology views learning as a problem-solving process, and the case method has evolved as an excellent mechanism for developing the critical thinking skills essential to effective decision making. Focusing upon the student-led approach to case teaching, we present a framework for helping students develop skills for improving the group case process. The intent of the approach is to increase interest in student-led presentations, from the perspectives of the presenting team and the audience. The focus is on providing an educational environment that allows students to develop the interpersonal, analytical, oral communication, and written communication skills demanded by contemporary organizations.

An assessment of the role performance measurement of power-dependency in marketing channels

Abstract This research addresses the question raised by previous research (Frazier, 1983) as to whether role performance measures of dependency can account for the “availability of alternatives” dimension of dependency identified by Emerson (1962). Specifically, the research tests the hypothesis that role performance measures of power/dependence adequately account for the availability of alternatives dimension of dependency. In addition, the hypothesis that weighted rather than unweighted role performance measures should be utilized is tested. The data to test the hypotheses were collected from a mail survey of dealers in a distribution network for fluid power products. The mailing to 247 dealers resulted in 117 usable questionnaires for a response rate of 47%. The result of the hypotheses tests indicate that: (1) role performance measures of power/dependence do adequately account for the availability of alternatives dimension, and (2) weighted role performance measures are preferable to unweighted measures. j busn res 1994 30.201–210

Selling and Sales Management in Action: The Constructs of Sales Coaching: Supervisory Feedback, Role Modeling and Trust

Sales coaching has long been cited by sales professionals as a critically important means used by sales managers to enhance the performance of their salespeople. A review of a number of popular press articles and books indicates that practitioners typically discuss sales coaching as a multidimensional activity consisting of three core constructs: supervisory feedback, role modeling, and salesperson trust in manager. This article defines and examines the three sales coaching constructs in detail, reviewing the most recent academic theory and research in order to more precisely understand how and why sales coaching is effective.

Building Skills with Professional Activity Reports

This paper describes a teaching innovation we have been using in marketing education to build professional skills among our students. We call the innovation “Professional Activity Reports” and have used this menu-based experiential learning methodology in our Business Negotiations, Professional Selling, Industrial Marketing, and Sales Management courses. This paper explains the rationale, operation, and effectiveness of this flexible approach to student skill development.