| مشخصات مقاله | |
| ترجمه عنوان مقاله | آیا مدیریت حساب های دریافتنی مشتری بر روابط مشتری و عملکرد فروش تأثیر می گذارد؟ یک تحقیق تجربی |
| عنوان انگلیسی مقاله | Does managing customer accounts receivable impact customer relationships, and sales performance? An empirical investigation |
| انتشار | مقاله سال 2021 |
| تعداد صفحات مقاله انگلیسی | 12 صفحه |
| هزینه | دانلود مقاله انگلیسی رایگان میباشد. |
| پایگاه داده | نشریه الزویر |
| نوع نگارش مقاله |
مقاله پژوهشی (Research Article) |
| مقاله بیس | این مقاله بیس میباشد |
| نمایه (index) | Scopus – Master Journals List – JCR |
| نوع مقاله | ISI |
| فرمت مقاله انگلیسی | |
| ایمپکت فاکتور(IF) |
7.135 در سال 2020 |
| شاخص H_index | 89 در سال 2020 |
| شاخص SJR | 1.568 در سال 2020 |
| شناسه ISSN | 0969-6989 |
| شاخص Quartile (چارک) | Q1 در سال 2020 |
| فرضیه | ندارد |
| مدل مفهومی | دارد |
| پرسشنامه | ندارد |
| متغیر | ندارد |
| رفرنس | دارد |
| رشته های مرتبط | مدیریت |
| گرایش های مرتبط | مدیریت بازرگانی، بازاریابی |
| نوع ارائه مقاله |
ژورنال |
| مجله | مجله خرده فروشی و خدمات مصرف کننده – Journal of Retailing and Consumer Services |
| دانشگاه | Indian Institute of Management Calcutta, Joka, India |
| کلمات کلیدی | حساب های دریافتنی، مشتری مداری، رابطه مداری، عملکرد مشتری، فروشنده |
| کلمات کلیدی انگلیسی | Account receivables, Customer orientation, Relationship orientation, Customer performance, Salesperson |
| شناسه دیجیتال – doi |
https://doi.org/10.1016/j.jretconser.2021.102460 |
| کد محصول | E15844 |
| وضعیت ترجمه مقاله | ترجمه آماده این مقاله موجود نمیباشد. میتوانید از طریق دکمه پایین سفارش دهید. |
| دانلود رایگان مقاله | دانلود رایگان مقاله انگلیسی |
| سفارش ترجمه این مقاله | سفارش ترجمه این مقاله |
| فهرست مطالب مقاله: |
| Abstract Keywords Introduction Literature review Theoretical background and hypotheses development Research methodology Results Discussion Declaration of competing interest References |
| بخشی از متن مقاله: |
| Abstract The impact of accounts receivables on the performance of salespersons is largely ignored in sales literature. However, in many sales contexts, managing customers’ accounts receivables is directly managed by the salespeople, and therefore substantially impacts their sales performance. Towards such sales contexts, in this empirical study, we study the effect of customer account receivables and salespersons’ customer orientation on their relationship orientation and customer-related performance. We further analyse the direct impact of relationship orientation on customer-related performance. Using survey-based data from 224 salespersons based out of India, we empirically test the proposed model using partial least squares structural equation modelling. Our findings suggest that accounts receivables from customers and salespersons ‘customer orientation strongly impact relationship building and also improves customer-related performance. The salespersons’ relationship orientation also partially mediates the relationship between customer account receivables and customer-related performance. Therefore, this study provides much-required evidence to establish the salience of salesforce appropriately managing customers’ account receivables so that its impact on their sales performance customer relationships are not adversely affected. Introduction “The receivables asset is often called the company’s garbage bin. This is because the asset receivables reflect the quality of the entire operation in the revenue cycle. If a mistake is made in placing an order, delivering it, invoicing it, taking payment by the customer or if the customer is dissatisfied with the product or service, it may show itself as past due or short payment in the accounts receivable ledger”- (Salek, 2005). There is a popular belief in sales management that a sale is not a sale until the payment is received; it is a gift, until then. In the world of sales, products and services are regularly sold and delivered to customers under an explicit understanding that payments would be rendered in compliance with the negotiated conditions of the sale. |