0000000000679399
AUTHOR
Sami Kalliomaa
Sisäinen markkinointi johtamisena : tapaustutkimus konepajateollisuuden projektiorganisaatiosta
The objective of this study was to increase the understanding of the management of internal marketing. The theoretical objective was to specify the mutual relation of the concepts of internal marketing and management. On the basis of an analysis of the two concepts and of research literature, a managerial model of the management of internal marketing was built as a theoretical frame of reference.The empirical part of the study examined how the members of the personnel in the case organization built their perception of internal marketing management in their mutual interaction on the basis of their experiences and their feelings. On the basis of the frame of reference model and the empirical …
Salesperson adoption and usage of mobile sales configuration tools
PurposeThe purpose of this paper is to examine salespersons’ adoption and usage of mobile sales configuration tools (MSCT) and to identify areas for further development in this realm. Another objective is to offer a conceptualization of MSCT adoption.Design/methodology/approachFor this purpose, a qualitative case study approach was selected as the research method to better understand acceptance of a mobile configuration tool used by business-to-business (B2B) salespersons. Primary data were collected through semi-structured interviews, which included a series of open-ended questions to gain more detailed and contextual data.FindingsThe results obtained from the interviews indicated several …