Editorial: Segmenting the Future of E-Commerce, One Step at a Time

Ballestar, María Teresa

doi:10.4067/s0718-18762021000200101

Cited by 10 publications

(4 citation statements)

References 14 publications

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“…Customer segmentation refers to the process of dividing all customers with different needs into homogeneous customer groups according to certain criteria [28]. Customer segmentation enables customer groups to be segmented according to their value trends and characteristics, and to develop an appropriate marketing strategy based on the differences in value trends and characteristics of each segment [29].…”

Section: Sales-related Organizational Capabilities Sales Management C...mentioning

confidence: 99%

Effects of Sales-Related Capabilities of Personal Selling Organizations on Individual Sales Capability, Sales Behaviors and Sales Performance in Cosmetics Personal Selling Channels

Young-Bong

Amenuvor

2021

Sustainability

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This study sets out to assess the effects of sales-related capabilities of personal selling organizations on individual sales capabilities, sales behaviors, and sales performance in cosmetics personal selling channels. Data are collected from 151 salespeople, their sales organizations, and their visiting customers (151) in South Korea. The proposed hypotheses are tested through the structural equation modelling technique. The study finds that both types of sales-related capabilities (salesforce management capabilities and personal selling capabilities) have significant positive effects on the individual sales capabilities, respectively. Further, the individual sales capability of salespeople has a stronger impact on customer-oriented sales behavior than on selling-oriented sales behavior. Similarly, selling-oriented sales behavior has a negative effect on customer satisfaction while customer-oriented sales behavior has a positive effect. The study further finds that customer-oriented sales behavior has a positive effect, while selling-oriented sales behavior has no statistically significant effect on sales performance. The relationship length, the study finds, moderates the relationship between customer-oriented sales behavior and customer satisfaction. The study offers practical and theoretical insights into understanding the nuances of sales-related capabilities of sales organizations and how they affect the individual selling capabilities of salespeople, their selling behaviors and sales performance. The results also have crucial consequences for sales organizations, as they can help sales managers design strategies and develop a culture that focuses on building and enhancing the selling capabilities of the firm and the salesforce. The present study demonstrates how the selling capabilities of the personal selling organization can influence the individual selling capabilities of the salesperson and how these could engender positive selling behaviors and sales performance.

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Section: Sales-related Organizational Capabilities Sales Management C...mentioning

confidence: 99%

Effects of Sales-Related Capabilities of Personal Selling Organizations on Individual Sales Capability, Sales Behaviors and Sales Performance in Cosmetics Personal Selling Channels

Young-Bong

Amenuvor

2021

Sustainability

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“…See Turulja and Bajgorić (2018) on the links between knowledge acquisition and innovation. See also Ballestar (2021).…”

mentioning

confidence: 99%

STO vs. ICO: A Theory of Token Issues under Moral Hazard and Demand Uncertainty

Miglo

2021

JRFM

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This paper considers a financing problem for an innovative firm that is launching a web-based platform. The entrepreneur, on one hand, faces a large degree of demand uncertainty on his product and on the other hand has to deal with incentive problems of professional blockchain participants who contribute to the development and sales of the product. We argue that hybrid tokens can be a better option for the firm compared to straight utility tokens or security tokens because they help the firm better deal with both the moral hazard problems (via profit sharing incentives) and demand uncertainty (they help the firm learn the market demand for the product). This finding is consistent with some recent evidence. The paper also generates new predictions regarding the effect of different variables on the choice of financing method that have not yet been tested.

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“…El E -Commerce a través de la calidad de servicio Linero y Botero (2020) infieren que la calidad de servicio es el resultado de un juicio de evaluación que genera el cliente, comparando sus expectativas con el servicio que le presta la empresa a través de la interacción en la web. También, Ballestar (2021) indica que en el e-commerce, conocer a profundidad a los clientes es una herramienta estratégica para personalizar sus experiencias digitales y lograr su preferencia para incrementar la frecuencia de compra y percibir el beneficio que aporta.…”

Section: Resultsunclassified

E- Commerce Para Mejorar La Rentabilidad De Las Empresas Comerciales

Rivoin López,

Chávez Rivas

2023

rce

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El artículo de revisión científica literaria analizó la influencia del comercio electrónico en la rentabilidad de las empresas comerciales. Se desarrolló una metodología que consistió en la búsqueda de artículos indexados a las bases de datos tales como ProQuest, Scielo, Scopus, Science Direct, Web Of Science, Dialnet y Redalyc, de los cuales se analizaron 51 artículos según los criterios como el año de publicación, el área de investigación, el idioma y la relación con el tema central. Los principales resultados de la investigación permitieron determinar que el ecommerce ejercía influencia en la rentabilidad de las empresas, al implementar estrategias digitales a través del ecommerce, se percibía mayores ventas y una disminución de los costos operativos, lo que implicó un impacto económico positivo en la rentabilidad. Se concluyó que, en un mundo globalizado y socialmente cambiante, el comercio electrónico representaba un modelo de negocio innovador, por ello, elevaba la eficiencia de la organización al mejorar significativamente sus ganancias económicas y financieras; permitiendo alcanzar mayores niveles de rentabilidad.

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Editorial: Segmenting the Future of E-Commerce, One Step at a Time

Cited by 10 publications

References 14 publications

Effects of Sales-Related Capabilities of Personal Selling Organizations on Individual Sales Capability, Sales Behaviors and Sales Performance in Cosmetics Personal Selling Channels

Effects of Sales-Related Capabilities of Personal Selling Organizations on Individual Sales Capability, Sales Behaviors and Sales Performance in Cosmetics Personal Selling Channels

STO vs. ICO: A Theory of Token Issues under Moral Hazard and Demand Uncertainty

E- Commerce Para Mejorar La Rentabilidad De Las Empresas Comerciales

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