The multi-channel impact on the sales forces management.

Abstract

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Sales agents vs the internet

“…For example, a sales agent might be able to respond to requests and make requests using electronic channels as tools to carry out decision-making and communication tasks that are unique to an agent's skills. Development of multiple channels encourages sales agents to focus more on advising clients about how best to develop their businesses (Lapoule and Colla, 2016), thereby overcoming stress associated with perceived cannibalization, and increasing satisfaction with work.…”

“…Van Nierop et al (2011) found that an informational website decreases offline purchase frequency and order size since some consumers close to a store reduce shopping trips. Lapoule and Colla (2016) analyze multichannel effects on sales agent management, suggesting that expansion of multichannel sales approaches implies that practitioners seek a degree of coherence among channels, a strategy that promotes effective integration of channels into a distribution system that avoids all forms of cannibalization.…”

Agile manufacturing: an evolutionary review of practices

“…This is because of the need to monitor real-time and as an integrated routine process, the volumes of transactions that were specified, executed and delivered. In addition, efforts to widen the range of product options available to customers motivated manufacturers to seek direct linkage to customers as well as direct control and sometimes part ownership of suppliers and distributors (Lapoule and Colla 2016;Lehoux, D'Amours, and Langevin 2014).…”

Theoretical Aspects of Evaluating the Relationship between Traditional, Electronic and Multi-channel Sales Approaches and Results

“…Siekti aukštesnės konkurencinės pozicijos įmonės nori todėl, kad tai leidžia derėtis dėl geresnių sąlygų su klientais, taigi atitinkamai įmonės gali pasiūlyti konkurencingą kainą pirkėjams (Lapoule, Colla, 2016). Dėl pateiktų priežasčių konkurencingos įmonės produktus vartotojai renkasi pirkti dažniau bei rekomenduoja juos pažįstamiems.…”