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- Title
The Use of Data Programs by Salespeople and the Effect on Customers.
- Abstract
This article discusses the use of data programs by salespeople and its effect on customers. John F. Tanner Jr., associated dean of Research and Faculty Department, is involved in a study which evaluated salespeople and the ways they use data to segment consumers. Tanner has revealed that while salespeople use the data to plan sales calls and account strategies, organizations failed to leverage the power of the information to inform company strategy. Meanwhile, James A. Roberts, associate professor of Marketing, is concerned with how consumers use credit cards and how this may affect their shopping behavior. His research supported the notion that credit cards were used more than cash, checks or debit cards. A potential reason for the common use of credit cards lie in the delayed impact on one's wealth and lack of rehearsal when using credit cards.
- Subjects
UNITED States; ELECTRONIC data processing; PAYMENT systems; RETAIL industry; SELLING; SALES personnel; CREDIT cards
- Publication
Baylor Business Review, 2006, Vol 24, Issue 2, p44
- ISSN
0739-1072
- Publication type
Article