Open AccessThe Effects Of Retail Competition On The Personal Selling Effort Of New Car Salespeople
Author(s) -
Noel Mark Lavenka,
Allen F. Jung
Publication year - 2011
Publication title -
journal of applied business research
Language(s) - English
Resource type - Journals
SCImago Journal Rank - 0.149
H-Index - 22
eISSN - 2157-8834
pISSN - 0892-7626
DOI - 10.19030/jabr.v7i3.6233
Subject(s) - competition (biology) , personal selling , business , marketing , advertising , sales management , sales promotion , ecology , biology
This study presents an empirical investigation of the personal sales effort at the retail level. Automobile dealerships were selected based on the emphasis they place on personal selling as an important component for sales. However, little actual personal selling effort was observed as a result of inter-brand competition between dealerships, as well as, intra-brand competition among dealerships. The effects of retail competition on the personal selling effort are discussed.