This study explores important skills of an effective salesperson as well as their impacts in terms of performance from both sales managers and sales representatives perspectives. An exploratory research was conducted on a total of 58 car sales professionals that comprise 30 sales managers and 28 salespersons. A thematic analysis of interviews content indicates existence of both similarities and differences in skills perceptions among the two groups of sales professionals. Salespeople reveal that to be effective they should have communication and listening skills, knowledge possession, sales presentation skills, flexibility and adaptability, empathy, cooperative skills, honest and ethical behavior, and time management skills. Sales managers, on the other hand, highlighted the importance of two additional skills, namely the follow-up and technology skills. From the skills gap, the study suggests implications for academicians and practitioners.
This paper studies Tunisian respondents' reactions to female bareness according to their gender and their level of religiosity. The purpose of the study is to construct a model describing the effect of the provocation, through female bareness, on viewer's reactions. The investigation is conducted in Tunisia. The results emphasize the moderating role of the gender and the positive impact of religiosity on negative emotions during an exposure to female bareness. The theoretical contributions of this research involve the mediating effect of the emotions; the survey shows that negative emotions play a mediator role in the persuasive processes.
While the social media app Snapchat has increasingly attracted the attention of millennials around the world, there is limited empirical research dealing with Snapchat marketing. For businesses, it is imperative to know how effective Snap Ads are at reaching millennials. Based on the uses and gratifications theory (UGT), this study aims to fill this research gap by identifying millennials’ motives for using Snapchat and analyzing how they affect their attitudes toward Snap Ads and the subsequent behavioral intentions. Some 265 Saudi, Snapchat-using students aged between 18 and 35 completed an online survey. Our data analysis employed exploratory and confirmatory factor analyses, as well as structural equation modeling. The results indicate that respondents seek four forms of gratification from using Snapchat, namely information seeking, self-expression, entertainment, and social interaction. Of these, only information seeking and entertainment were found to have significant positive influences on attitudes toward Snap Ads, intentions to share then, and purchasing intentions. This research contributes to the theory by proving that the UGT is suitable for gaining knowledge about consumer behavior on social media in general, as well as by proposing a framework for studying the persuasive effectiveness of Snap Ads in particular. From a practical perspective, this study offers guidelines on how customized Snap Ads can be conceived for millennials, so they will not irritate them.
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