Salesperson¿s Role in Water-Treatment Industry - Yau, Hon Keung;Liu, Sisi;Cheng, Alison Lai Fong
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This study seeks to address the issues in managing buyer-seller relationships specifically through the understanding the role of salesperson in the relationship-marketing context where value-adding service is highly expected from salesperson. A framework incorporating the constructs of Water- is proposed. The proposed framework is supported by a survey consisting of questions for customers' perception about the above constructs. The survey was distributed to water-treatment equipment buyers who have their suppliers in China. This industry was selected for the research due to the service nature…mehr

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Produktbeschreibung
This study seeks to address the issues in managing buyer-seller relationships specifically through the understanding the role of salesperson in the relationship-marketing context where value-adding service is highly expected from salesperson. A framework incorporating the constructs of Water- is proposed. The proposed framework is supported by a survey consisting of questions for customers' perception about the above constructs. The survey was distributed to water-treatment equipment buyers who have their suppliers in China. This industry was selected for the research due to the service nature of salesperson in the buying process, requiring intensive technical and market knowledge, and the customers' expectation of salesperson as consultant and partner for their solutions.
Autorenporträt
Dr. Yau is an instructor in the Department of Systems Engineering and Engineering Management at City University of Hong Kong. He got the PhD at the University of Queensland, Australia. His research interests include organizational learning, quality management, school management in higher education, etc.