Modern Model of Competences of Personal Agents as Increase Factor of Clients’ Subjective Well-being

Kiseleva, Elena S.; Anikina, Oksana V.

doi:10.1016/j.sbspro.2014.12.494

Cited by 8 publications

(10 citation statements)

References 2 publications

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“…We propose to include into the group sick children and adults, single parents, the disabled, pensioners, people with no fixed place of residence, social institutions, charitable organizations, medical institutions, environmental organizations, educational institutions, animal shelters, etc. The aim of cooperation with the "needy" is the solution of important social problems (Kiseleva, & Anikina, 2015). In addition, we agree that the principle of marketing relationships aiming to take care of society is important .…”

Section: Corporate Ecosystem -Co-opetitive Cooperation Networkmentioning

confidence: 84%

The Interaction of Participants of Inclusive Corporate Ecosystems For The Solution of Social Problems: Theoretical And Methodological Substantiation And Practical Realization

Khmelkova¹,

Perevozchikov²,

Kiseleva³

et al. 2017

The European Proceedings of Social and Behavioural Sciences

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It is proved that deep shifts in inter-organizational and interpersonal interactions in the sphere of appearance of coopetition, which is a symbiosis of competition and cooperation, influenced by the dramatic aggravation of the entire spectrum of social problems, occur. It is indicated that it is impossible to achieve overall economic and social well-being without solving these problems. It is proved that the convergence of competition and cooperation rests on a fundamental basis, due to the synergistic nature of these universal social and economic organizations of human lives. It is shown that desire of subjects to take an active part in solving social problems serves as an important impetus to the formation of co-opetitive networks of cooperation, business in particular. These include corporate ecosystems and inclusive business models. It is shown that the latter specifically involve different social groups in the implementation of socially-oriented programs. This paper considers three structures, where the realization of inclusive business processes like individual effort, the alliance and the multilateral platforms may occur. It is noted that in conditions of limited resources, social partnership is more preferable, especially in the form of meaningful alliance of business and non-profit organizations. It is emphasized that the model of a multilateral platform for scaling social projects can be used. As part of the practical implementation, the author's project of the social network, consolidating the efforts of the business, non-profit organizations and individuals to help those in need of the treatment of various diseases, is presented.

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Section: Corporate Ecosystem -Co-opetitive Cooperation Networkmentioning

confidence: 84%

The Interaction of Participants of Inclusive Corporate Ecosystems For The Solution of Social Problems: Theoretical And Methodological Substantiation And Practical Realization

Khmelkova¹,

Perevozchikov²,

Kiseleva³

et al. 2017

The European Proceedings of Social and Behavioural Sciences

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“…The following differences are the main ones of traditional marketing and relationship marketing based on the studied literature (Egan, 2004;Gummesson, 1994;Kiseleva, &Anikina, 2015;Kiseleva, Yeryomin, Filippovaa,&Yakimenko, 2016;Kusch, 2008;McKenna, 2001) ( Table 1). The comparative analysis given of traditional marketing and relationship marketing enables to prove the priority of the recent concept.…”

Section: Increasing the Role Of Personal Sales In The Context Of Relamentioning

confidence: 99%

“…On the basis of the studied literature (Egan, 2004;Kiseleva,&Anikina, 2015;Kiseleva, Yeryomin, Filippovaa,&Yakimenko, 2016;Kotler, 2000;Kusch, 2008) and the analysis of the main differences between concepts we denote a number of key advantages for companies that are adherents of relationship marketing. These advantages include the level of expenses related to the attraction of new customers that are significantly reduced; the level of transaction costs related to finding and training new employees that are significantly reduced; the level of transaction costs related to building relationships with new business partners becomes lower; high entry barrier for new competitors, which is formed due to the retention of a stable client base by a company; profit growth that is due to the increase of number and amount of purchases by regular clients; risk reduction when introducing new products (services) to the market that is due to constant unchanging group of customers.…”

Section: Increasing the Role Of Personal Sales In The Context Of Relamentioning

confidence: 99%

“…The essence of the competency model is successfully disclosed in the literature by S. Spenser and L. Spenser (Spencer, 1993). The competency model for personal agents is successfully presented in the literature (Kiseleva,&Anikina, 2015) and includes itself the following competencies: positive thinking, personal involvement, control, risk taking, experience management, knowledge of the psychology of clients, political insight, knowledge and presentation of product, focus on satisfaction, focus on trust, focus on involvement, diagnostic understanding, resistance to stress situations, self-confidence, refined style, focus on result, initiative, search for information, ability to work, individual approach, loyalty to company, a healthy lifestyle, creative potential, focus on relationships. It is pointed out that the model is designed to increase the level of subjective well-being of clients and promotes the growth of the main indicators characterizing the effectiveness of personal sales such as satisfaction, trust, involvement, complex loyalty and profit.…”

Section: Knowledge Of the Clients' Psychologyas The Primary Competencmentioning

confidence: 99%

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Improvement of Subjective Clients’ Well-being on the Base Consideration of Character Accentuation in the Context of Personal Sales

Kiseleva¹,

Berkalov²,

Дорошенко³

et al. 2017

The European Proceedings of Social and Behavioural Sciences

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The article is based on the strategy and prospect development concept of marketing relations. It is noted that the role of personal marketing communication, particularly personal sales, is increased in the field of marketing relations. The necessity of searching for the new effective tools of personal sales has been shown, one of which is the competency model of personal agents. It is considered that in order to demonstrate many competencies that make up the contemporary model, a personal agent has to create a psychological profile of the client. The theories are based upon the methods of creating a psychological portrait of the client that have been listed. It is noted that the fourth facet of psychological portrait of the client should be based on the theory of personal character accentuations. The algorithm of work with clients having different character accentuations has been developed. The traits of clients with different character accentuations are detailed. The following traits of the clients are referred to: communication and behavior features, positive character traits, negative character traits, clothing, facial expressions and gestures, speech. Recommendations for work with clients of hyperthermia, anxious, dysthymic, pedantic, excitable, emotive, sticking, demonstrative, cyclothymiacs and ecstatic types have been suggested. It is noted that the consideration of character accentuations of the clients allows increasing the level of subjective well-being of clients and promotes the growth of the main indicators characterizing the effectiveness of personal sales in the context of relationship marketing.

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“…In our opinion, one of the most effective tools for managing of personal sales competency model is a personal agent. A good example is the universal competence model, which contains twenty-four competencies [10]. We believe that particular importance is the competence called "Knowledge of psychology of customers."…”

Section: Introductionmentioning

confidence: 99%

The psychological portrait as a tool to improve the subjective well-being of the client in the context of personal sales

Kiseleva

Yeryomin

Yakimenko

et al. 2016

SHS Web of Conferences

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Abstract. The definition of the concept of relationship marketing is discussed. The notion of personal sale, which emphasizes the importance of knowing the psychology of customers, the ability to demonstrate significant competence and knowledge of modern techniques in sales by the seller is represented. The theory of marketing introduced by the concept of a "personal agent", most accurately reflects the activity of the seller in the context of relationship marketing. The necessity of the application of psychology in marketing is proved. This brief description of the four basic psychological concepts, which are the basis of the marketing strategy, is clarified by leading marketers. The three areas of application of differential psychology in marketing are suggested. The basis of the psychological techniques is represented by the typical characteristics of a person. The first point of the customer portrait is showed by the theory of spirits. The second point of psychological portrait is based on the theory of Socionics. The third point of the customer portrait refers to the theory of the types of perception of the world. Three stages of the process of building a psychological portrait of the client are proposed and described. Recommendations for dealing with clients of different psychological types are discussed. A technique of creation a psychological portrait of the client allows improving subjective well-being of customers and promotes the growth of the main indicators characterizing the effectiveness of personal sales.

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Modern Model of Competences of Personal Agents as Increase Factor of Clients’ Subjective Well-being

Cited by 8 publications

References 2 publications

The Interaction of Participants of Inclusive Corporate Ecosystems For The Solution of Social Problems: Theoretical And Methodological Substantiation And Practical Realization

The Interaction of Participants of Inclusive Corporate Ecosystems For The Solution of Social Problems: Theoretical And Methodological Substantiation And Practical Realization

Improvement of Subjective Clients’ Well-being on the Base Consideration of Character Accentuation in the Context of Personal Sales

The psychological portrait as a tool to improve the subjective well-being of the client in the context of personal sales

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