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1- شماره فیش واریزی (مثلا 0861448) یا شماره كارت خودتان همراه مبلغ

2- شماره و موضوع مقاله

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4 - برای دریافت فایل حتماً ایمیل خود را وارد كنید. مثلا ایمیل ( your-id@yahoo.com)

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صاحب حساب : داریوش رستمی

شماره كارت : 6037701707796360

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مقالات انگلیسی

K1-Motivating salesperson customer orientation:insights from the job characteristics model

Abstract
Relative to sales orientation, customer orientation requires greater expenditure of effort by the salesperson in customer-related interactions. Consequently, salespeople have to be motivated to engage in this mode of selling. In this research, we draw from the job characteristics model (JCM) to argue that (i) salesperson motivation to engage in customer orientation will be impacted by the extent to which they experience their work as meaningful and that (ii) this impact will be moderated by their affective evaluations of two aspects of their work context: their identification with the values of their organization and their satisfaction with the pay they receive. Research results from a survey of 281 salespeople show that experienced meaningfulness has a positive main effect on customer orientation and that both organizational identification and pay satisfaction enhance this positive main effect. Theoretical, managerial, and future research implications arising from the research results are discussed.

Keywords: Salespeople; Customer orientation; Job characteristics model

تعداد صفحات مقاله : ۹

فایل انگلیسی : ۱۵ هزار تومان

فایل ترجمه : ۳۰ هزار تومان

فایل پاورپوینت : ۱۵هزار تومان


K2-THE IMPACT OF CULTURE ON MOBILE PHONE PURCHASING:A COMPARISON BETWEEN THAI AND BRITISH CONSUMERS

Abstract

The aim of this research is to determine and evaluate whether differences in national culture impact on the buyer behaviour of Thai and British consumers when purchasing a mobile phone. Furthermore, the research was conducted in order to identify and compare key cultural attributes that influence mobile phone purchasing between Thai and British consumers. An empirical study was based on the concept of Hofstede’s dimension of Individualism /Collectivism and Power Distance and Schwartz’s values dimension of Power, Achievement, Hedonism and Self-Direction. The data was collected from 140 questionnaires using students at the University of Surrey. The findings indicated that there is a significant difference between Thai and British consumers in terms of mobile phone purchasing behaviour as far as Hofstede’s cultural dimensions and Schwartz’s cultural values are concerned. The findings also recommend that managers in mobile phone organizations should be concerned with the cultural dynamics of consumers as part of their going re-segmentation, communication and promotion strategies within their overall marketing strategie. Additionally, the cultural factors will assist managers to guide the specifications required for the development of online customer decision support systems.
Keywords: Impact of Culture, Mobile Phone, Culture

تعداد صفحات مقاله : ۱۳

فایل انگلیسی : ۱۵ هزار تومان

فایل ترجمه : ۳۵ هزار تومان

فایل پاورپوینت : ۱۵هزار تومان


K3-The Organizational Buyer Behavior Learning Organization

Abstract

This study develops a framework of integrated propositions of organizational learning in organizational buyer behavior. The focus is on the communication activities and relationships between and within the strategic business units operating within the purchasing process. Field support for the proposed relationships is provided in a series of case studies based on interviews with 30 managers of lO strategic business units of a major publicly owned global services organization. Implications are discussed based on the framework and the case studies.

تعداد صفحات مقاله : ۱۱

فایل انگلیسی : ۱۵ هزار تومان

فایل ترجمه : ۲۸ هزار تومان

فایل پاورپوینت : ۱۵هزار تومان

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