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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 study evaluates the social, economic, and environmental sustainability of ceramic filters impregnated with silver nanoparticles for point-of-use (POU) drinking water treatment in developing countries.
REN, D. et al. (2013): Evaluating the Sustainability of Ceramic Filters for Point-of-Use Drinking Water Treatment. In: Environmental Science & Technology: Volume 47 Issue 19, 11206-11213. URL [Accessed: 16.04.2018]This essay discusses the question of the so-called last mile delivery and offers different insights and approaches to meet the basic needs of people in rural and remote areas through viable market-based approaches.
POLAK, P. (2013): The last 500 feet. URL [Accessed: 16.04.2018]