Salespeople’s reward preference methodological analysis

Echchakoui, Saïd

doi:10.1057/s41270-018-00047-y

Cited by 3 publications

(3 citation statements)

References 51 publications

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“…From a sales perspective, one useful source of data from MLB would be information about the structure of team incentives for ticket sales. Recent research highlighted the differential preferences of varying sales incentives among salespeople (Said 2019 ). In this view, are sales incentive structures appropriately aligned and related to critical marketing assets and attendance results?…”

Section: Discussionmentioning

confidence: 99%

Exploring the components of brand equity amid declining ticket sales in Major League Baseball

et al. 2020

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Ticket sales for Major League Baseball (MLB) games are decreasing annually, yet baseball fans have increased team interest and following in other ways. Instead of following from the stands or on television fans are choosing to follow, for example, via social media. The emerging unified theory of brand equity offers a framework to examine the mediating role of attendance and local television and the moderating role of Twitter followers on the relationships between MLB marketing assets (MA) and team financial performance. Publicly available secondary data are analyzed with PLS-SEM. The results indicate attendance and local TV partially mediate the relationship between non-seasonal MA and team financial performance, whereas attendance and local TV fully mediate the relationship between in-season MA and team financial performance. Furthermore, the number of Twitter followers for each MLB team moderates various relationships within the MLB brand equity research model. Findings suggest MLB sales and marketing professionals should design ticket sales initiatives that not only promote attendance in the short-term but, more importantly, build upon non-seasonal sources of team brand equity for the long-term.

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Section: Discussionmentioning

confidence: 99%

Exploring the components of brand equity amid declining ticket sales in Major League Baseball

et al. 2020

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“…In Phase 2, we used the Analytical Hierarchy Process (AHP) to rate the importance of each success factor identified in the Delphi study. AHP is well-established method for solving complicated decision problems (Saaty, 1987) in marketing studies (Abdolmaleki et al ., 2020; Alavijeh et al ., 2019; Lee and Yan, 2019; Said, 2019). AHP deconstructs a complex multi-criteria decision problem into a hierarchical tree structure, prioritizes the hierarchy and measures the consistency of perceptual data.…”

Section: Methodsmentioning

confidence: 99%

Co-branding drivers between professional sport organizations and on-field sports apparel sponsors

Abdolmaleki,

Mohammadi,

Babaei

et al. 2023

IJSMS

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PurposeThis study aims to investigate drivers of co-branding, and the relative strength of these drivers within the Persian Gulf Pro League (PGPL). The study examines sport sponsorship, and specifically the relationship between professional football teams and on-field apparel sponsors.Design/methodology/approachSixteen experts participated in semi-structured interviews and ranked the co-branding drivers. The expert opinions were organized into estimates and triangular fuzzy numbers were established before the Mamdani Fuzzy Inference System converted the fuzzy outputs into crisp output values using the Centroid method. Next, the rankings of the drivers by the same 16 participants were analyzed using the analytical hierarchy process (AHP).FindingsThe study identified four main factors with 19 indicators: brand management (i.e. enhancing brand value, utilizing the knowledge and experience of partner brands, brand position, brand identity, brand equity and brand image), partner relationships (i.e. satisfaction, mutual trust, commitment, common interest, product reliability and innovative strategies), marketing factors (i.e. marketing mix, market position, competitive advantage and entry into new domestic markets) and supporting factors (i.e. copyright, contracts and social media law). The AHP identified the most influential factors as marketing, partner relationships, brand management and support.Originality/valueBased on the study’s findings, the authors recommend that PGPL teams adopt a partnership mindset, seek alignment of values and recognize the plurality of stakeholders to a sponsorship and their relationships to each other. The study highlights the challenges of co-branding activities in a developing country where trademark laws are not well developed.

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“…As an example, various practices can be put into effect such as giving out awards in order to keep the salespersons in the best group which is the fourth group of ‘High ECI →High CO’. For example, Said (2019) showed that salary increase is the most preferred reward for salespersons. Therefore, employees in this group can be given a salary increase.…”

Section: Managerial Implicationsmentioning

confidence: 99%

The Analysis of Corporate Social Responsibility, Identification and Customer Orientation by Structural Equation Modelling and Artificial Intelligence

Özhan

Pritchard

2021

Vision

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When the successful businesses of today are examined, it is seen that the main factor in their success is the value they give to the customers rather than the production power. One of the most important factors in ensuring customer satisfaction and loyalty is customer orientation (CO). In this study, it is aimed to investigate the perceived management and customer support for corporate social responsibility, the identification of the employees with the business and the customers and its effect on CO. Another aim of the study is to obtain a model that classifies employee–customer identification (ECI)-CO levels for employees by using artificial intelligence methods not used in previous studies. The research data were obtained from salesperson working in shopping malls in Istanbul. Hypothesis testing with structural equation modelling (SEM) has shown that perceived management and customer support for corporate social responsibility have an impact on employee identification with the business and customers. It has been observed that ECI affects CO, while organizational identification has no significant effect on CO. The structural equation modelling and artificial intelligence findings have empirically demonstrated that high accuracy practical classification models can be obtained and used to detect and solve different marketing problems.

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Salespeople’s reward preference methodological analysis

Cited by 3 publications

References 51 publications

Exploring the components of brand equity amid declining ticket sales in Major League Baseball

Exploring the components of brand equity amid declining ticket sales in Major League Baseball

Co-branding drivers between professional sport organizations and on-field sports apparel sponsors

The Analysis of Corporate Social Responsibility, Identification and Customer Orientation by Structural Equation Modelling and Artificial Intelligence

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