In past few years, the organized retailing has seen a remarkable growth in Indian retail sector. ... more In past few years, the organized retailing has seen a remarkable growth in Indian retail sector. Growing competition, lowering of trade barriers, and shift towards market economy are adding up more pressure on today's retail organizations to increase their performance levels. The organizations' performance heavily depends upon the individual sales person's performance at the workplace. The emotional intelligence has proved to be an important predictor of work place performance especially in the emotional labour jobs such as sales (Daus, Rubin, Smith & Cage, 2004; Glomb, Kammeyer-Mueller, & Rotundo, 2004). There have been many researches which have explored the emotional intelligence and work performance relationship in different organizational settings. However, the present research makes an attempt to investigate the relationship between emotional intelligence and work performance of the sales personnel working in the organized retail stores of Karnataka state, India. T...
International Journal of Research in Commerce, Economics and Management, 2014
must be informative and explain the background, aims, methods, results & conclusion in a single p... more must be informative and explain the background, aims, methods, results & conclusion in a single para. Abbreviations must be mentioned in full.
International Journal of Research in Commerce and Management, 2013
must be informative and explain the background, aims, methods, results & conclusion in a single p... more must be informative and explain the background, aims, methods, results & conclusion in a single para. Abbreviations must be mentioned in full.
Segmentation is one of the very important strategic tools used by the marketer. Segmentation stra... more Segmentation is one of the very important strategic tools used by the marketer. Segmentation strategy is based on the concept that no firm can satisfy all needs of one customer or one need of all the customers. The customers are too numerous and diverse in their buying requirements, hence the marketers or companies cannot cater to the requirements of all customers that too in a broad market such as two-wheelers. Cluster analysis is a class of techniques used to identify the group of customers with similar behaviors given a large database of customer data containing their properties and past buying records. Clustering is one of the unsupervised learning method in which a set of data points are separated into uniform groups. The k-means is one of the most widely used clustering techniques used for various applications. The main drawback of original k-means clustering algorithm is dead centers. Dead centers are centers that have no associated data points. The original k-means clusterin...
The automobile industry today is the most lucrative industry. Due to the increase in income of bo... more The automobile industry today is the most lucrative industry. Due to the increase in income of both rural and urban sector and easy finance being provided by all the financial institutes, more number of consumers are purchasing four wheeler based on the income level and needs. Competition is heating up in the sector with a host of new players coming in and others like Audi, BMW all set to venture in the Indian markets. One factor that could help the companies in the marketing of their car products is by knowing their customers' four wheeler preferences. However, the customers' four wheeler preference is based on their demographics influence such as age, gender, occupation, income level. Hence, this research attempts to answer this question regarding four wheeler preferences of Indian consumers based on their demographic profiles. This research will be helpful for the new car entrants and existing car companies in India to find new ways to market their products by understanding customers' tastes and preferences based on their demographics.
In retail stores, salespeople are the main point of contact for customers and they are responsibl... more In retail stores, salespeople are the main point of contact for customers and they are responsible for communication, store management, sales activities, solving customers' problems, helping them to make purchase decisions and thereby realizing sales closures and generating sales revenues. For that reason, evaluating sales performance of retail salespeople becomes a bit of problem to sales managers and researchers. Therefore, one of the most difficult tasks for sales managers is evaluating the performance of sales people under their control (Damnjanovic and Kulj, 2005). This study aims at developing a holistic measurement scale to evaluate sales performance of retail salespeople. Thorough analysis of literature and depth interviews with salespeople and sales managers at retail stores provided 48 different job related tasks which seemingly acted as indicators of sales force performance. These 48 items were subjected to Exploratory Factor Analysis (EFA) technique using SPSS 16 Version Processor with a purpose of removing unrelated and insignificant items thereby converging them into some meaningful factors. The final scale derived has 23 items converged into five underlying factors namely, Customer Service, Sales Enhancement Ability, Store Management Ability, Product Knowledge and Presentation, and Team Work. These factors represent the dimensions of sales performance measurement scale.
In past few years, the organized retailing has seen a remarkable growth in Indian retail sector. ... more In past few years, the organized retailing has seen a remarkable growth in Indian retail sector. Growing competition, lowering of trade barriers, and shift towards market economy are adding up more pressure on today's retail organizations to increase their performance levels. The organizations' performance heavily depends upon the individual sales person's performance at the workplace. The emotional intelligence has proved to be an important predictor of work place performance especially in the emotional labour jobs such as sales (Daus, Rubin, Smith & Cage, 2004; Glomb, Kammeyer-Mueller, & Rotundo, 2004). There have been many researches which have explored the emotional intelligence and work performance relationship in different organizational settings. However, the present research makes an attempt to investigate the relationship between emotional intelligence and work performance of the sales personnel working in the organized retail stores of Karnataka state, India. T...
International Journal of Research in Commerce, Economics and Management, 2014
must be informative and explain the background, aims, methods, results & conclusion in a single p... more must be informative and explain the background, aims, methods, results & conclusion in a single para. Abbreviations must be mentioned in full.
International Journal of Research in Commerce and Management, 2013
must be informative and explain the background, aims, methods, results & conclusion in a single p... more must be informative and explain the background, aims, methods, results & conclusion in a single para. Abbreviations must be mentioned in full.
Segmentation is one of the very important strategic tools used by the marketer. Segmentation stra... more Segmentation is one of the very important strategic tools used by the marketer. Segmentation strategy is based on the concept that no firm can satisfy all needs of one customer or one need of all the customers. The customers are too numerous and diverse in their buying requirements, hence the marketers or companies cannot cater to the requirements of all customers that too in a broad market such as two-wheelers. Cluster analysis is a class of techniques used to identify the group of customers with similar behaviors given a large database of customer data containing their properties and past buying records. Clustering is one of the unsupervised learning method in which a set of data points are separated into uniform groups. The k-means is one of the most widely used clustering techniques used for various applications. The main drawback of original k-means clustering algorithm is dead centers. Dead centers are centers that have no associated data points. The original k-means clusterin...
The automobile industry today is the most lucrative industry. Due to the increase in income of bo... more The automobile industry today is the most lucrative industry. Due to the increase in income of both rural and urban sector and easy finance being provided by all the financial institutes, more number of consumers are purchasing four wheeler based on the income level and needs. Competition is heating up in the sector with a host of new players coming in and others like Audi, BMW all set to venture in the Indian markets. One factor that could help the companies in the marketing of their car products is by knowing their customers' four wheeler preferences. However, the customers' four wheeler preference is based on their demographics influence such as age, gender, occupation, income level. Hence, this research attempts to answer this question regarding four wheeler preferences of Indian consumers based on their demographic profiles. This research will be helpful for the new car entrants and existing car companies in India to find new ways to market their products by understanding customers' tastes and preferences based on their demographics.
In retail stores, salespeople are the main point of contact for customers and they are responsibl... more In retail stores, salespeople are the main point of contact for customers and they are responsible for communication, store management, sales activities, solving customers' problems, helping them to make purchase decisions and thereby realizing sales closures and generating sales revenues. For that reason, evaluating sales performance of retail salespeople becomes a bit of problem to sales managers and researchers. Therefore, one of the most difficult tasks for sales managers is evaluating the performance of sales people under their control (Damnjanovic and Kulj, 2005). This study aims at developing a holistic measurement scale to evaluate sales performance of retail salespeople. Thorough analysis of literature and depth interviews with salespeople and sales managers at retail stores provided 48 different job related tasks which seemingly acted as indicators of sales force performance. These 48 items were subjected to Exploratory Factor Analysis (EFA) technique using SPSS 16 Version Processor with a purpose of removing unrelated and insignificant items thereby converging them into some meaningful factors. The final scale derived has 23 items converged into five underlying factors namely, Customer Service, Sales Enhancement Ability, Store Management Ability, Product Knowledge and Presentation, and Team Work. These factors represent the dimensions of sales performance measurement scale.
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Papers by Sanjay Hanji