Gleaning market intelligence from the sales force

Bonfrer, Andre, Peters, Don and Mazany, Peter (1993) Gleaning market intelligence from the sales force. Asia Pacific Journal of Marketing and Logistics, 5 1: 42-62. doi:10.1108/eb010246

Author Bonfrer, Andre
Peters, Don
Mazany, Peter
Title Gleaning market intelligence from the sales force
Journal name Asia Pacific Journal of Marketing and Logistics   Check publisher's open access policy
ISSN 1355-5855
Publication date 1993
Year available 1993
Sub-type Article (original research)
DOI 10.1108/eb010246
Volume 5
Issue 1
Start page 42
End page 62
Total pages 21
Place of publication Bingley, United Kingdom
Publisher Emerald Group Publishing
Language eng
Formatted abstract
An exploratory study examines the relationships between particular managerial practices and qualities of soft intelligence information provided by the sales forces of firms responding to a mail survey.  The hypotheses explored were formulated from a review of the literature and anecdotal data. Among the findings are positive associations between managerial practices designed to improve the information provided by the salesforce - such as training, involvement in decision making, recognition and performance evaluation - and various dimensions of the information gleaned from the salesforce. This paper recommends the use of the salesforce as a source of marketing information, and identifies key managerial practices which may be used to improve the flow of information from the salesforce to the organisation's information system.
Q-Index Code C1
Q-Index Status Provisional Code
Institutional Status Non-UQ

Document type: Journal Article
Sub-type: Article (original research)
Collection: UQ Business School Publications
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Created: Thu, 24 Sep 2015, 14:51:34 EST by Karen Morgan on behalf of UQ Business School