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This essay explores a major ethical variable in personal sales: trust. By analyzing data drawn from life insurance sales, the essay supports the thesis that the role of the agent and the exigencies of personal sales create certain antinomies of trust that compromise the sales process.
OAKES, G. (1990): The sales process and the paradoxes of trust. In: Journal of Business Ethics: Volume 9 , 671-679. URL [Accessed: 16.04.2018]The authors discuss innovation in the context of ‘awareness’ and information available to customers. Flexible informational awareness accounts for both perceptions within the same overall innovation strategy is researched. A simple theoretical setup that yields an intuitive and tractable visualization - in the form of thought bubbles - for the process of innovation is proposed.
GOORHA, P. ; POTTS, J. (2016): Awareness in innovators: from ‘outside the box’ to ‘inside the bubble’. In: Journal of Global Entrepreneurship Research: Volume 6 URL [Accessed: 16.04.2018] PDFThis paper proposes instruments to evaluate and demonstrate the effects of training type and incentive type on a salesperson’s future value and provide recommendations on training and incentive schemes.
KUMAR, V. et al. (2014): Measuring and Managing a Salesperson’s Future Value to the Firm. In: Journal of Marketing Research: Volume 51 Issue 5, 591-608. URL [Accessed: 16.04.2018]17 triggers (Editor), 2016
This paper discusses challenges and opportunities of social marketing activities for safe water in rural Orissa.
AMMANN, A. (2012): Social Marketing for Safe Water – How to reach the Base of the Pyramid in Rural India. (= Master's Thesis ). St. Gallen: University of St. Gallen URL [Accessed: 10.04.2018]Spring Health is a water kiosk enterprise active in rural Odisha, India. At the doorstep via home delivery and at pick up points people purchase safe water in jerry cans. For more information please visit the homepage.
SPRING HEALTH (2017): Spring Health - What We Do. URL [Accessed: 10.04.2018]Having just finished its first season, the ClimateReady Podcast features interviews and segments on emerging trends in the intersection of climate and water. Experts in policy, engineering, finance, and other sectors will provide cutting-edge perspectives and narratives on climate adaptation challenges and opportunities. The podcast is available on iTunes, SoundCloud, and directly through the knowledge platform site.