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The Impact of Sales Representatives' Attire on Companies Image in B2B Sales
No full textLõputöö eesmärgiks oli uurida müügiesindajate rõivastuse mõju ettevõtte kuvandile selleks, et teha ettepanekuid töörõivastuse sisseostuplaanide täiendamiseks.
Teoreetilises osas käsitleti ettevõtte kuvandi, äriidentiteedi kujundamise kontseptsioone turunduses. Äriidentiteet ja visuaalne identiteet on integreeritud osad, mis mõjutavad ettevõtte kuvandit ja usaldusväärsust äriklientide silmis. Lisaks sellele uuriti, kuidas müügiesindajate rõivastus, mis on osa visuaalsest identiteedist, võib luua väärtust ettevõtte ja klientide vahel.
Ettepanekute ja tähelduste tegemiseks müügiesindajate rõivastuse osas saadi tagasisidet kõikidelt osapooltelt, nii ettevõtte, müügiesindajate kui ka äriklientide oma. Empiirilises osas viidi läbi kolm uuringut, sealhulgas veebipõhised ankeetküsitlused müügiesindajate ja äriklientide seas ning intervjuu Coca-Cola HBC Eesti müügijuhiga. Uuringute läbi viimiseks kasutati nii kvalitatiivseid kui ka kvantitatiivseid uurimismeetodeid. Äriklientide uuringu koguvalim oli 70,7% ehk uuringus osales 53 Coca-Cola HBC koostööpartnerit. Müügiesindajate seas läbi viidud uuringus osales 17 töötajat 17-st.
Uuringud näitasid selgelt, et müügiesindajate esinduslik rõivastus mõjutab otseselt klientide poolt tajutavat ettevõtte mainet ja usaldusväärsust. Äriklientide uuringust selgub, et professionaalne ja korrektne riietus suurendab koostöövalmidust. Äriklient näeb müügiesindajate brändiga rõivastumist kui võimalust neid paremini ära tunda ja eristada, seda arvas 59% vastanutest, samal ajal 24,6% vastanutest peavad seda kindlustunde ja usalduse allikaks. See näitab, et enamik inimesi hindab rõivastuse rolli müügiesindaja identiteedi ja äratundmisvõime loomisel.
Müügiesindajate seas läbiviidud uuringu tulemusena selgus, et enamik vastajatest suhtub ettevõtte või brändi sümboolikaga töörõivaste kandmisse positiivselt, eelistades lihtsat ja minimalistlikku disaini. See näitab, et selge ja tagasihoidlik ettevõtte sümboolika on töötajatele atraktiivne, luues professionaalsema välimuse ja edendades ettevõtte ühtsust.
Nii müügijuht, kui ka kliendid on rahul müügiesindajate välimuse ja rõivastuse valikuga ning näevad nende valmisolekut ettevõtte sümboolikaga rõivaste kandmisel. Coca-Cola HBC müügiesindajate esinduslikku välimust hinnati viie palli süsteemis 4,34 punktiga, mis rõhutab, et müügiesindajate esinduslik välimus müügikeskkonnas on kõrge.
Lähtudes müügiesindajate rõivastuse mõjust ettevõtte kuvandile ja töötajate rahulolule, toob autor välja omapoolsed üldised ettepanekud müügiesindajate töörõivastuse sisseostuplaanide täiendamiseks. Need ettepanekud loovad aluse edaspidiseks ettevõttesiseseks aruteluks ja sisseostuplaanide muudatuste rakendamiseks, arvestades konkreetseid vajadusi ja võimalusi.
Lõputöö autori ettepanekud ettevõttele on järgnevad:
• Suurendada töörõivaste tellimise sagedust kahe aasta pealt ühe aasta peale, mis tagaks töötajatele sobivad töörõivad.
• Suurendada ülerõivaste ja pusade varusid, tagades töötajatele piisavalt ettevõtte sümboolikaga rõivaid ka uutele töötajatele.
• Lisada valikusse talveperioodiks talvejoped ja võimalusel aksessuaarid nagu mütsid ja kindad.
• Suviseks perioodiks vähemalt kaks erinevat polosärki või T-särki, mis vastaksid töötajate eelistustele.
• Kaaluda jakkide tellimisel mõnda teist mudelit, mis oleks vastupidavamast materjalist.
• Ettevõtte sümboolika kasutamine ülerõivaste hõlmal, vasakul rinnakohal, suurendades brändi nähtavust.
• Töörõivaste värvivaliku laiendamine punase värvi näol, et luua visuaalne ühtsus ja äratuntavus ettevõttega.
• Arvestada rohkem müügiesindajate tagasisidega uute töörõivaste valikul ja planeerimisel, kogudes vähemalt kord aastas tagasisidet.The thesis titled “The Impact of Sales Representatives' Attire on Companies Image in B2B Sales” provides an overview of how the attire of sales representatives affects the company's image and the author offers recommendations for improving workwear procurement plan. The study is based on feedback from surveys conducted with sales representatives and business customers of Coca-Cola Hellenic Bottling Company Estonia Ltd (Coca-Cola HBC), as well as an interview with the sales manager of Coca-Cola HBC Estonia.
The thesis consists of four chapters. The first chapter focuses on theoretical considerations, describing the process of corporate identity and image formation and the role of sales representatives in B2B sales. Concepts and models related to corporate identity and reputation management are discussed, emphasizing the importance of internal identity and external image.
The second chapter emphasizes the importance and necessity of sales representatives' attire. The author describes the attire of Coca-Cola HBC Estonia sales representatives.
The third chapter provides a detailed description of the research methods used. Three studies were conducted in the empirical part, including online surveys for sales representatives and business clients, as well as an interview with the sales manager.
Chapter four contains findings and conclusions. As a result of the thesis, the author finds that improving the clothing of sales representatives can positively affect the company's image and customer relations. The importance of professional and proper attire in increasing business clients' willingness to cooperate and ensuring better recognition and distinctiveness of sales representatives is clearly highlighted. A positive attitude towards wearing workwear with company symbolism and a preference for simple and minimalist designs indicate a clear trend towards a clear and professional corporate identity. Therefore, to maintain and strengthen the representative appearance of sales representatives and the company's reputation in the sales environment, it is important to continue using and improving professional attire that aligns with the company's identity.
The author makes suggestions for enhancing workwear procurement plans:
• Increase the frequency of ordering workwear from every two years to every year to ensure employees have suitable workwear.
• Increase stocks of outerwear and sweaters, ensuring employees have an adequate supply of company-branded clothing, including for new employees.
• Add winter jackets and, if possible, accessories such as hats and gloves for the winter season.
• For the summer period, offer at least two different polo shirts or T-shirts that meet employees' preferences.
• Consider ordering a different model of jackets made from more durable material.
• Increase the visibility of the company's branding on outerwear, positioned on the left chest, to enhance brand visibility.
• Expand the color range of workwear, especially including red, to create visual unity and recognition with the company.
• Take more feedback from sales representatives into account when selecting and planning new workwear, collecting feedback at least once a year
Going Beyond Counting First Authors in Author Co-citation Analysis
Get PDFThe present study examines one of the fundamental aspects of author co-citation analysis (ACA) - the way co-citation
counts are defined. Co-citation counting provides the data on which all subsequent statistical analyses and mappings
are based, and we compare ACA results based on two different types of co-citation counting - the traditional type that
only counts the first one among a cited work's authors on the one hand and a non-traditional type that takes into
account the first 5 authors of a cited work on the other hand. Results indicate that the picture produced through this non-traditional author co-citation counting contains more coherent author groups and is therefore considerably clearer. However, this picture represents fewer specialties in the research field being studied than that produced through the traditional first-author co-citation counting when the same number of top-ranked authors is selected and analyzed. Reasons for these effects are discussed
Variations on the Author
Get PDF“Variations on the Author” discusses two of Eduardo Coutinho’s recent films (Um Dia na Vida, from 2010, and Últimas Conversas, posthumously released in 2015) and their contribution to the general question of documentary authorship. The director’s filmography is characterized by a consistent yet self-effacing form of authorial self-inscription: Coutinho often features as an interviewer that rather than express opinions propels discourses; an interviewer that is good at listening. This mode of self-inscription characterizes him as an author who is not expressive but who is nonetheless markedly present on the screen. In Um Dia na Vida, however, Coutinho is completely absent form the image, while Últimas Conversas, on the contrary, includes a confessional prologue that moves the director from the margins to the center of his films. This article examines the ways in which these works stand out in the filmography of a director who offers new insights into the notion of cinematic authorship
Appropriate Similarity Measures for Author Cocitation Analysis
Get PDFWe provide a number of new insights into the methodological discussion about author cocitation analysis. We first argue that the use of the Pearson correlation for measuring the similarity between authors’ cocitation profiles is not very satisfactory. We then discuss what kind of similarity measures may be used as an alternative to the Pearson correlation. We consider three similarity measures in particular. One is the well-known cosine. The other two similarity measures have not been used before in the bibliometric literature. Finally, we show by means of an example that our findings have a high practical relevance.information science;Pearson correlation;cosine;similarity measure;author cocitation analysis
Dispelling the Myths Behind First-author Citation Counts
Get PDFWe conducted a full-scale evaluative citation analysis study of scholars in the XML research field to explore just how different from each other author rankings resulting from different citation counting methods actually are, and to demonstrate the capability of emerging data and tools on the Web in supporting more realistic citation counting methods. Our results contest some common arguments for the continued
use of first-author citation counts in the evaluation of scholars, such as high correlations between author rankings by first-author citation counts and other citation
counting methods, and high costs of using more realistic citation counting methods that are not well-supported by the ISI databases. It is argued that increasingly available digital full text research papers make it possible for citation analysis studies to go beyond what the ISI databases have directly supported and to employ more
sophisticated methods
koamabayili/VECTRON-author-checklist: VECTRON author checklist
No full textWe have done our best to complete the author checklist relating to the use of animals in the hut study. Note that the objective for the hut study was to evaluate the IRS treatment applications for residual efficacy against Anopheles mosquitoes, including the local An. coluzzii mosquito population. Cows were only used to attract mosquitoes into the huts and no tests were carried out directly on the cows. The author checklist is intended for use with studies where experiments are carried out on animals, which is why we have had such difficulty in completing this for the hut study, as many of the questions do not relate to how the cows were used
Author-wise bibliometric analysis based on entropy.
No full textAuthor-wise bibliometric analysis based on entropy.</p
Author Under Sail The Imagination of Jack London, 1893-1902
No full textIn Author Under Sail, Jay Williams offers the first complete literary biography of Jack London as a professional writer engaged in the labor of writing. It examines the authorial imagination in London's work, the use of imagination in both his fiction and nonfiction, and the ways he defined imagination in the creative process in his business dealings with his publishers, editors, and agents. In this first volume of a two-volume biography, Williams traverses the years 1893 to 1902, from London's "Story of a Typhoon" to The People of the Abyss. The Jack London who emerges in the pages of Author Under Sail is a writer whose partnership with publishers, most notably his productive alliance with George Brett of Macmillan, was one of the most formative in American literary history. London pioneered many author models during the heyday of realism and naturalism, blurring the boundaries of these popular genres by focusing on absorption and theatricality and the representation of the seen and unseen. London created an impassioned, sincere, and extremely personal realism unlike that of other American writers of the time. Author Under Sail is a literary tour de force that reveals the full range of London as writer, creative citizen, and entrepreneur at the same time it sheds light on the maverick side of machine-age literature.Intro -- Title Page -- Copyright Page -- Dedication -- Contents -- Acknowledgments -- Introduction -- 1. Spirit Truth -- 2. From Absorption to Theatricality and Back Again -- 3. "I Will Build a New Present" -- 4. Sons as Authors -- 5. Fathers as Publishers -- 6. The Daughter as Author -- 7. Lovers as Authors -- 8. At Sea with the Family -- 9. Yellow News, Yellow Stories -- 10. The Return Home -- Notes -- Bibliography -- Index -- About Jay WilliamsIn Author Under Sail, Jay Williams offers the first complete literary biography of Jack London as a professional writer engaged in the labor of writing. It examines the authorial imagination in London's work, the use of imagination in both his fiction and nonfiction, and the ways he defined imagination in the creative process in his business dealings with his publishers, editors, and agents. In this first volume of a two-volume biography, Williams traverses the years 1893 to 1902, from London's "Story of a Typhoon" to The People of the Abyss. The Jack London who emerges in the pages of Author Under Sail is a writer whose partnership with publishers, most notably his productive alliance with George Brett of Macmillan, was one of the most formative in American literary history. London pioneered many author models during the heyday of realism and naturalism, blurring the boundaries of these popular genres by focusing on absorption and theatricality and the representation of the seen and unseen. London created an impassioned, sincere, and extremely personal realism unlike that of other American writers of the time. Author Under Sail is a literary tour de force that reveals the full range of London as writer, creative citizen, and entrepreneur at the same time it sheds light on the maverick side of machine-age literature.Description based on publisher supplied metadata and other sources.Electronic reproduction. Ann Arbor, Michigan : ProQuest Ebook Central, YYYY. Available via World Wide Web. Access may be limited to ProQuest Ebook Central affiliated libraries
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