Journal of Business and Retail Management Research
Volume 12 Issue 4 (July 2018)
Issue citation and reference package
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1. Brazilian experience of server behaviour: Perspectives of analysis from sales professionals and customers
Authors: Kleber Cavalcanti Nobrega; Aline Gehlen Rodrigues Silva; Cristine Hermann Nodari; Thereza Angelica Bezerra de Souza Santos
Published: 04 Jul 2018
Article URL: https://jbrmr.com/details&cid=379
References: Advanced Financial Network (2015) AFIRE Guide to US Real Estate Investing, available at:  http://www.afire.org/ (accessed 17 June 2017). ADVFN – Advanced Financial Network. Disponível em: . Accessed: 05 fev. 2015. Alperstedt, G. D., Martignago, G., Feuerschütte, S. G., and Lemos, D. C. (2011), Competencies em vendas no varejo de materiais de construção, Tecnologias de Administração e Contabilidade, Vol. 1, No. 1, pp. 1-13. Carvalho, C. T. (2011), Relação entre a orientação para serviço e o senso de servir: o caso de um restaurante comercial [Relationship between service orientation and the sense of service: the case of a commercial restaurant], available at: https://unp.br/wp-content/uploads/2013/12/dissertacoes-2009-orientacao-para-servico-e-o-senso-de-servir-catherine-carvalho1.pdf (accessed 14 May 2017). Castro, L.T. and Neves, M.F. (2006), O Processo de Vendas [O Processo de Vendas], Atlas, São Paulo, BR. Conselho Federal dos Corretores de Imóveis (COFECI) (2015), Código de Ética dos Corretores de Imóveis [Real Estate Code of Ethics], Legislação, Brazil. Churchill, G. A. and Peter, J. (2005), Marketing: criando valor para os customeres [Marketing: Creating Value for Customers], 3rd ed., Saraiva, São Paulo, BR. Churchill, JR., Gilbert A. and Peter, J. P. (2000), Marketing: criando valor para os customeres [Marketing: Creating Value for Customers] 2nd ed., Saraiva, São Paulo, BR. Cobra, M. (2001), Serviço aos customeres: uma estratégia competitiva[Service to customers: a competitive strategy],2nd ed., Cobra, São Paulo, BR. Conselho Regional dos Corretores de Imóveis (CRECI) (2014), Legislaçãoavailable at:  http://www.crecimg.gov.br/Legislacao(accessed 10 June 2017). Decomier, R. A. and Beirn, A. (2003), Corporate policies to include micro activity goals can effect sales urgency in salespeople, prospects and costumers, Industrial and Commercial Trainiing, Vol. 35, No. 5, pp. 220-223. Durand, T. (2006). L’alchimie de la compétence, Revue Française de Gestion, Vol. 160, No. 1, pp. 261-292. Ferreira, E. R. S. (2011) Relacionamento interpessoal entre compradores e vendedores: troca de atendimento em vendas e o impacto na continuidade das relações comerciais. Fundação Getúlio Vargas. Fitzsimmons, J. andFitzsimmons, M. (2005), Services administration: operations, strategy and information technology,translated by Ritter, R., 4th ed., Bookman, Porto Alegre, BR. Friedman, H. J. (1992), Não obrigado, estou só olhando [No, thanks, I'm just looking],Papel e Virtual,Rio de Janeiro, BR. Gil, A. C. (1999), Como elaborar projetos de pesquisa [How to design research projects], 3rd ed., Atlas, São Paulo, BR. Grönroos, C. (2007), Marketing gerenciamento e serviços [Marketing Management and services] 3rd ed., Elsevier,Rio de Janeiro, BR. Hogan, J. E., Lemon, K. N. and Rust, R. T. (2002), Customer equity management: charting new directions for the future of marketing, Journal of Service Research, Vol. 5, No. 1, pp. 4-12. Instituto Brasileiro de Geografia e Estatística (IBGE) (2014), Pesquisa mensal de serviços, IBGE, Brazil. Ingram, T. N., Laforge, R. W. and Schwepker, Jr. C. H. (2007),Salesperson ethical decision making: the impact of sales leadership and sales management control strategy,Journal of Personal Selling& Sales Management, Vol. 27, No. 4, pp. 301-315. Junior, J. C. F. andCampanholo, T.(2013),O atendimento no varejo: a busca incansável por um bom atendimento – estudo de caso: a empresa sucesso em vendas [Retail service: the tireless pursuit of good service - a case study: the company's success in sales],Consultoria e Treinamento, Vol.4, No.3, pp. 45-60. Junqueira, G. J.P. (1989), Manual do corretor de imóveis.2nd. ed., Ícone, São Paulo, BR. Kotler, P. (2000), Administração de marketing, 10th ed., Prentice Hall, São Paulo, BR. Kotler, P. and Keller, K. L. (2006), Administração de marketing: a bíblia do marketing, 12th ed., Pearson, São Paulo, BR. Las Casas (2010),Administração de vendas, 8th ed., Atlas,São Paulo, BR. Levy, M. and Weitz, B. A. (2000), Administração de varejo [Retail Management], 3rd ed., Atlas,São Paulo, BR. Lindgreen, A. (2001),A framework for studying relationship marketing dyads Quantitative Marketing Research: An International Journal, Vol. 4, No. 2, pp. 75-87. Madruga, R. (2010). Guia de implementação de marketing de relacionamento e CRM [Relationship Marketing and CRM Implementation Guide], 2nd ed., Atlas São Paulo, BR. Malshe, A. and Sohi, R. S. (2009), Sales Buy-in of marketing strategies: exploration of its nuances, antecedents, and contextual conditions, Journal of Personal Selling & Sales Management, Vol. 29, No. 3, pp. 207–225.  Marconi, M. A. andLakatos, E. M. (2010), Fundamentos de metodologia científica, 7th ed. Atlas, São Paulo, BR. Martins, F. A. W. P. and Motta, P. C. M. (2010),Confiança do cliente no vendedor profissional: o que precede este sentimento[Customer trust in professional seller: what precedes this feeling]available at:  https://www.maxwell.vrac.puc-rio.br/16944/16944_1.PDF (accessed 14January 2017). Mcdonald, M. (2008), Planos de marketing, planejamento em gestão estratégica: como criar e implementar planos eficazes [Marketing Plans, Strategic Management Planning: How to Create and Implement Effective Plans], 6th ed., Elsevier: Rio de Janeiro. Medeiros, J. C. (2010) Comportamento servidor: o caso do Instituto Federal de Educação, Ciência e Tecnologia do Rio Grande do Norte – IFRN. Universidade Potiguar: Natal, 2010. Miguel, N.A. (1995),A persuasão na venda pessoal de bens industriais: um modelo pragmático [Persuasion in the personal sale of industrial goods: a pragmatic model] available at:  http://bibliotecadigital.fgv.br/dspace/bitstream/handle/10438/2480/68488.pdf?sequence=2 (accessed 03May 2017). Moreira, J. C. T. (2001),Administração de vendas, 2nd ed., Saraiva,São Paulo, BR. Morgan, G. (1996), Imagens da organização [Images of the organization], Atlas,São Paulo, BR. Nóbrega, K.C. (2009), Servant Company: how individual behaviour can be expanded to an organizational approach paper presented at thePOMS 20th Annual Conference Orlando, Florida, USA. Paiva, K.C. M. and Melo, M.C.O.L. (2008), Competências, gestão de competências e profissões: perspectivas de pesquisas, Revista de Administração Contemporânea (RAC), Vol. 12, No. 2, pp. 339-368. Parvatiyar, A. and Sheth, J. (1994), Relationship marketing: theory, methods and applications. Research Conference proceedings, available at:https://www.jagsheth.com/relationship-marketing/paradigm-shift-in-marketing-theory-approach-the-emergence-of-relationship-marketing/ (accessed 18 June 2017). Parente, J. (2000), Varejo no Brasil [Retail in Brazil], Atlas, São Paulo, BR. Peppers, D.; Rogers, M. (2012) Confiança extrema: a honestidade como vantagem competitiva. Elsevier: Rio de Janeiro. Pereira, A. R. (2009),Responsabilidade civil do corretor de imóveis[Realtor Civil Liability], available at:http://siaibib01.univali.br/pdf/Ricardo%20Antonio%20Pereira.pdf(accessed 12 January 2017). Pereira, F. S. R. (2013). Mercado imobiliário em médias cidades: um estudo da formação, crescimento e influência do mercado de imóveis em Imperatriz/MA, available at:  http://www6.unama.br/ppad/download/dissertacoes/dissert_2013/Dissert_Mestrado_Francisco_Sirdenyo.pdf (accessed 12 May 2017). Queiroz, L. A. P. C. (1998) Da incorporação ao condomínio fechado: Um estudo sobre as alterações no sistema de produção privada da habitação em Natal/RN. MDU/UFPE. Recife, Brasil. Rabaglio, M. O. (2001),Seleção por competências. Educator, São Paulo, BR. Rentz, J.O., Shepherd, D., Tashchian, A., Dabholkar, P. A. and Ladd, R.T. (2002). A measure of selling skill, scale development and validation, Journal of Personal Seling & Sales Management, Vol. 22, No. 1, pp. 13-21. Singhapakdi, A. and Vitell, S. J. (1992), Marketing ethics: sales professionals versus other marketing professionals, Journal of Personal Selling & Sales Management, Vol. 12, No. 2, pp.27-38. Soldow, G. F. and Thomas, G.P. (1993), Vendas: profissionalização para a década de 1990 [Sales: professionalization for the 1990s],Makron Books, São Paulo, BR.Spencer, L.M. and Spencer, S.M. (1993),Competence at work: models for superior performance, John Wiley & Sons, New York. Spencer, L.M.; Spencer, S.M. (1993) Competence at work: models for superior performance. John Wiley & Sons: New York. Stanton, W.J.; Spiro, R. (2000) Administração de Vendas. 10. ed. LTC, Rio de Janeiro. Stevens, H.P. (1989), Matching sales skills to customer needs, Management Review, Vol. 78, No. 6, pp. 45-47. Zeithaml, V. A., Berry, L. and Parasuraman, A. (1996), The Behavioral Consequences of Service Quality, Journal of Marketing, Vol. 60, No. 2, pp. 31- 46. Zenone, L. C. (2010), Marketing de relacionamento: tecnologia, processos e pessoas [Relationship Marketing: Technology, Processes and People], Atlas, São Paulo, BR.
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2. Salesperson's efficiency influences gestures
Authors: Coffre Philippe
Published: 04 Jul 2018
Article URL: https://jbrmr.com/details&cid=380
References: Alibali, M. W., Hostetter A. B.  (2010), “Mimicry and Simulation in Gesture Comprehension”, Behavioral and Brain Sciences, 33 (06), 433- 434. Anderson, R. (2014), “Pharmaceutical Industry Gets High on Fat Profits”, 6th November, BBC News.  Antonakis J., Fenlev M., Lietchi S. (2012), “Learning Charisma”, Harvard Business Review, June Issue Archee, R., Myra G... and Tery M. (2013), “Communicating as Professionals”, Central Learning Australia, University of Queensland South Melbourne, Victoria. Audebert, P. (2005), Négocier pour la Première Fois, Paris, Ed. D’Organisation, Paris, 346-541. Baron, R., Byrne, D. and Branscombe, N. (2006). Social Psychology. 11th ed. [ebook] Pearsons, pp.1-183.  Barrick, M. R., de Grassi S. W., Shaffer J. A. (2009), “What You See May Not Be What You Get:   Relationships among Self-Presentation Tactics and Ratings of Interview and Job Performance”, Journal of Applied Psychology, 94, (6), 1394–1411. Baumeiester, R. F.,  Vohs K. D., (2004), “Sexual Economics: Sex as Female Resource for Social Exchange in Heterosexual Interactions”, Personality and Social Psychology 8(4), 339-63  Bernardis, P., Salillas E., Caramelli N. (2008), “Behavioural and Neurophysical Evidence of Semantic Interactions between Iconic Gestures and Words” Cognitive Neuropsychology, 25 (7) 1114-1128. Boorom, M., Goolsby J., Ramsey R. (1998), “Relational Communication and their Effect on Adaptiveness and Sales Performance”, Journal of the Academy of Marketing Science, December 1998, 26, (1), 16-30. Churchill, G., Ford N. , d’Orville W. (1993), Sales Force Management, 4 th Homewood, Richard D. Irwin ed. Collins, A. Love, Goldman N. , Rodriguez G. (2008), « Is Positive Well-Being Protective of Mobility Limitations Among Older Adults?” Journal of Gerontology Psychologic, Nov, 63(6), 321-327. Cook, M., Lalljee M. (1972), “Verbal Substitutes for Visual Signals in Interaction”, Semiotica, 6, (1), 212 221. De Petrescu, M. 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Eurachem/Citac (2012), “Quantifying Uncertainty in Analytical Measurement”         Third Edition Editors S L R Ellison (LGC, UK) A Williams (UK)  Fisher, R. J. (2000), Intergroup Conflict, in Deutsch and Coleman, The handbook of conflict resolution, Theory and practice, San Francisco, Jossey-Bass Publishers, (166-184). Fleck D., Volkema R., Pereira S., and Lara V. (2017) Factors affecting desire to         Negotiate again", Journal of Managerial Psychology, Vol. 32 Issue: 1, pp.16-29,         https://doi.org/10.1108/JMP-10-2015-0384 Gitomer, J. (2013), the Unbreakable Laws of Selling, Austin Texas, Ed Bard Press, 224. Given, D. B. (2005), Love signals: A Practical Field Guide to the Body Language of Courtship, New York, 10010, St. Martin's Griffin ed., 123-209.  Greene, M. (2014), “Realtor Teams or Individual Agents” Waco, Tx 76698 (available at  http://www.forbes.com/sites/markgreene/2014/01/15/realtor-teams-or-individual-agents-part-1-2/Retrieved March 17).  Greshes, W. (2006), The Best Damn Sales Book Ever: 16 Rock-Solid Rules for Achieving Sales Success! Hoboken, New Jersey, John Wiley & sons, 97-123. Gricksheit, G. M. (1991), an Investigation of the Ability of Salesmen to Monitor Feedback, Ph. D., Dissertation Michigan State University, 437 p. Ip, G. (2015), “Behind Rising Inequality: More Unequal Companies”, Nov. 4, Wall Street Journal. Jaramillo, F. , Mulki J. P., Salomon P. (2006), “The Role of Ethical Climate on Salesperson’s Role stress, Job Attitudes, Turnover Intention, and Job Performance », Journal of Personal Selling & Sales Management, 26 (3). Johnston, M. W., Marshall G. (2013) “Sales Force Management: Leadership, Innovation, Technology”, Routledge, New York, USA, Oxon, UK, 526.  Joshi, A. W. (2010), “Salesperson Influence on Product Development: Insights from a Study of Small Manufacturing Organizations”. Journal of Marketing: January, 74 (1), 94-107. Jung Y., Takeuchi N., (2016) "Gender differences in career planning and success", Journal of Managerial Psychology, Vol. 31 Issue: 2, pp.603-623  Karim, S., Beardsley K. (2016), “Equal-Opportunity Peacekeeping: The Need for Gender Equality in the Search for Quality Peace”, Journal of Peace Research 53 (1), 100-115 Keilbrunn, J., Kissinger H. (2015), “The Interview: Henri Kissinger”, August 19th the National Interest. Knowles, P., Grove S., Keck K. (1994), “Signal Detection Theory and Sales Effectiveness”, Journal of Personal Selling and Sales Management, 14 (1), 1-14. Kravitz, D. (2015), National Cash Balance Research Report, Kravitz Inc, 4. Leboeuf, M. A., Choplin J.M. and Sark D.P. (2015), “Eye See What You Are Saying: Testing Conversational Influences on the Information Gleaned from Home-Loan Disclosure Forms”, Behavioral Decision Making, John Wiley & Sons, Ltd. Marshall, P. (2015), Using the Power of the 80/20 Rule to Sell More and Work Less, Dec, Long Beach Convention Center, Long Beach 90802, Entrepreneur Press Media Corporation, Growthcon. Mayer, D., Greenberg H. (2006), “What Makes a Good Salesman” Harvard Business Review”, July–August. Mc Evilly, B., Tortoriello M. (2010), “Measuring Trust in Organisational Research: Review and Recommendations”, Journal of Trust Research, 1(1), 23. Mehrabian, A. (1972), “A Semantic Space for Nonverbal Behavior”, Journal of Consulting and Clinical Psychology, 35 (2), 258 257. Merk, M. (2012) “Strengthening Sales Force–Brand Relationships: a New Management Strategy for Retailers?” PhD Thesis, Sorbonne Business School, October.  Montaguti, E., Neslin S.A., Valentini S. (2015), “Can Marketing Campaigns Induce Multichannel Buying and More Profitable Customers? A Field Experiment”. Marketing Science, 29th June, 10.1287. Mulki, J. P., Jaramillo F., Goad E.A. , Pesquera M. R. (2015), “Regulation of Emotions, Interpersonal Conflict, and Job Performance for Salespeople”, Journal of Business Research 68, 623 -630. Muller, C., Cienki A.J., Fricke E., Ladewig S.H., Mc Neill D., Sedinha Tebendorf, Body Language Communication, De Gruyter Mouton, 821-836 Obermeier, C.,  Kelly S.,  Gunter T.C. (2015), “A Speaker's Gesture Style Can Affect Language Comprehension: ERP Evidence from Gesture-Speech Integration”, Social Cognitive and Affective Neuroscience, Feb Issue, 10, 1236-1243. Pennington C. R.,  Heim D., Levy A.R., Larkin D.T.  (2016) “Twenty Years of Stereotype Threa Research: A Review of Psychological Mediators”Marina A. Pavlova, Editor Sebenius, J. K. (2014), "A Great Negotiator's Essential Advice." Harvard Business Review (July 9 th).  Shoup-Knox, M. L., Pipitone N. (2015), “Physiological Changes in Response to Hearing Female Voices Recorded at High Fertility”, Physiology and Behavior,139 (Feb), 386–392. Smart J. (2013), “Clarity: Clear Mind, Better Performance, Bigger Results” Paperback –Feb  Stern, P. , Mouton J. (2014), Business & Economics, Paris, Dunod, 192. Verbeke, W., Deitz W., Verwaal E. (2011), “Drivers of Sales Performance: A Contemporary Meta-Analysis. Have Salespeople Become Knowledge Brokers?” Journal of the Academy of Marketing Science, 39, 407-28.  Watkins, M. D. (2012), “How Managers Become Leaders Leadership & Managing People”, Harvard Business Review, (June). Weitz, B., Castelberry S., Tanner J. (1992), “Selling, Building, Partnerships”, Homewood, Il. Irwin Press,  Westbury Tony (2017), “Faster, Fitter, Happier: 75 questions with a Sport Psychologist”, Taylor & Francis Group Witkowski T. (2010), “Thirty-Five Years of Research on Neuro-Linguistic Programming. NLP Research Data Base. 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3. Strategic decision-making process (SDMP) in times of crisis: Evidence from Greek banks
Authors: Eleni Aravopoulou; Mohamed Branine; Merlin Stone; Fotios V. Mitsakis; Geoff Paul
Published: 04 Jul 2018
Article URL: https://jbrmr.com/details&cid=381
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4. Islamic relationship value, adaptive selling, and, relationship quality effect to salesforce performance
Authors: Jasanta Peranginangin; Amie Kusumawardhani
Published: 04 Jul 2018
Article URL: https://jbrmr.com/details&cid=382
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5. The effect of ethical tension and time pressure on job burnout and premature sign-off
Authors: Mohannad Obeid Al Shbail; Zalailah Salleh; Mohd Nazli Mohd Nor
Published: 04 Jul 2018
Article URL: https://jbrmr.com/details&cid=383
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6. Leading in a global context: The balancing act between leadership and management
Authors: Nafiisa Sobratee; Shamim Bodhanya
Published: 04 Jul 2018
Article URL: https://jbrmr.com/details&cid=384
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7. Exploring the corporate social responsibility activities of motor vehicle retailers
Authors: Makgopa SS
Published: 04 Jul 2018
Article URL: https://jbrmr.com/details&cid=385
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8. The mediation effect of burnout on the influence of role stressors towards lecturer performance: Empirical evidence from Indonesia
Authors: Lina
Published: 04 Jul 2018
Article URL: https://jbrmr.com/details&cid=386
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9. Environmental disclosure practices after mandatory disclosure policy in Indonesia
Authors: Rizal Yaya; Sigit Arie Wibowo; Ulfaturrahmah; Dayana Jalaludin
Published: 04 Jul 2018
Article URL: https://jbrmr.com/details&cid=387
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10. Creating shared value through big-data analytics: a conceptual treatise on sustainability presence
Authors: Viput Ongsakul; Salil K. Sen
Published: 04 Jul 2018
Article URL: https://jbrmr.com/details&cid=388
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11. The analysis of earnings management with classification shifting by using discontinued operations in Indonesia
Authors: Anthonius; Etty Murwaningsari
Published: 04 Jul 2018
Article URL: https://jbrmr.com/details&cid=389
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12. Comprehensive performance measurement system, procedural fairness and managerial performance
Authors: Susiana Susiana; Yusnaini Yusnaini; Manatap Berliana Lumban Gaol; Imam Ghozali; Fuad Fuad
Published: 04 Jul 2018
Article URL: https://jbrmr.com/details&cid=390
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13. A conceptualization of the role of organisational learning culture and organisational citizenship behaviour in reducing turnover intention
Authors: Oussama Saoula; Husna Johari; Muhammad Fareed
Published: 04 Jul 2018
Article URL: https://jbrmr.com/details&cid=391
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14. The importance of store attributes on University student's Clothing store selection
Authors: Makgopa SS
Published: 04 Jul 2018
Article URL: https://jbrmr.com/details&cid=392
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15. How interactions influence customer empowerment and satisfaction in the retail industry
Authors: Javier Castillo
Published: 04 Jul 2018
Article URL: https://jbrmr.com/details&cid=393
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16. The Implementation Effect of Accrual Based Accounting System to Organizational Performance with Two Moderating Variables (An Empirical Study in Indonesia)
Authors: Dona Primasari; Manatap Berliana Lumban Gaol; Susiana; Fuad
Published: 04 Jul 2018
Article URL: https://jbrmr.com/details&cid=394
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17. Green supply chain management as a competitive tool in the fast-moving consumer goods manufacturing industry
Authors: Gabriel Oyebanjo Ogunlela
Published: 04 Jul 2018
Article URL: https://jbrmr.com/details&cid=395
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18. Consumer buying behaviour: the roles of price, motivation, perceived culture importance, and religious orientation
Authors: Mohamed Abdellatif Abu Auf; Houcine Meddour; Oussama Saoula; Abdul Halim Abdul Majid
Published: 04 Jul 2018
Article URL: https://jbrmr.com/details&cid=396
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19. Transformation in the wholesale and retail sector in South Africa: the role of internships
Authors: Siphokazi Koyana; Roger B Mason
Published: 04 Jul 2018
Article URL: https://jbrmr.com/details&cid=397
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20. How to win back the disgruntled consumer? The omni-channel way
Authors: A. Shivakanth Shetty; Jeevananda. S; Jayanth R. Kalghatgi
Published: 04 Jul 2018
Article URL: https://jbrmr.com/details&cid=398
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21. Retailscape: An exploration of the relevant dimensions and their impact on consumer's behavioral intentions
Authors: Makarand Upadhyaya; Hatem Mohamed EL-Shishini; Waleed A. Aziz; Vijayesh Kumar
Published: 04 Jul 2018
Article URL: https://jbrmr.com/details&cid=399
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22. Environmental disclosure in the annual reports of the Russian retailers
Authors: Zhanna Arakelovna Kevorkova; Irina Petrovna Komissarova; Albina Nikolaevna Mayorova; Elena Aleksandrovna Mayorova; Alexander Fedorovich Nikishin
Published: 04 Jul 2018
Article URL: https://jbrmr.com/details&cid=400
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23. The impact of emotional intelligence on effective leadership in the military production factories (MPF) in Egypt
Authors: Safaa Shaaban
Published: 04 Jul 2018
Article URL: https://jbrmr.com/details&cid=401
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24. Student's intention to join the hotel industry in Malaysia: the role of physical working conditions, pay and benefits, and promotion opportunities
Authors: Abdul alem Mohammed Mohammed
Published: 04 Jul 2018
Article URL: https://jbrmr.com/details&cid=402
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25. Environmental commitment and green innovation reaching success new products of creative industry in Bali
Authors: I Gusti Agung Ketut Gede Suasana; Ni Wayan Ekawati
Published: 04 Jul 2018
Article URL: https://jbrmr.com/details&cid=403
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