その他(学会発表)

基本情報

氏名 細井 謙一
氏名(カナ) ホソイ ケンイチ
氏名(英語) Hosoi Kenichi

著書,学術論文等の名称

The Influence of Time Aspects on Sales Process Characterization in B2B Business

単著・共著の別

共同

発行又は発表の年月

2018/06

発行予定

 

発行所,発表雑誌等又は発表学会等の名称

Global Sales Science Institute 12th Annual Conference, Vienna, Austria

巻・号

 

掲載ページ

 

概要

Few people have used time aspects to characterize the sales process up to now. The paper shows, that in some markets of B2B business there is a characteristic time lag between a sales action and the market feedback i(ncreased turnover). This time lag is called “Market Response Time” (MRT). Grohmann 2012 has shown that all sales processes within the investigated industry sectors are subject to the same MRT. It is the aim of this paper to show that a number of market mechanisms can be attributed directly to the MRT. This creates new understanding and supports sales persons to find the appropriate working place.

Görne, Jobst, Hochschule Aalen (Germany), Grohmann, Alexander, Digital Enabler GmbH (Austria), and Hosoi, Kenichi, Hiroshima University of Economics (Japan)