新兴经济体的市场特立独行者:在当今充满活力的商业环境中重新定义销售速度和利润增长

Q4 Business, Management and Accounting Journal of Risk and Financial Management Pub Date : 2024-09-04 DOI:10.3390/jrfm17090395
Enkeleda Lulaj, Blerta Dragusha, Donjeta Lulaj
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引用次数: 0

摘要

本研究旨在通过重新定义当今新兴经济体动态商业环境中的销售速度和利润激增,探索市场特立独行者。研究重点是卓越销售(SE)、销售能力(SC)、市场对准(MA)、战略响应(SR)和动态销售管理(DSM)之间的相互作用。我们使用 SPSS(23.0)和 AMOS(23.0)软件分析了由财务领导人提供的 180 家公司(2021-2023 年)的数据。分析采用了探索性因子分析(EFA)、可靠性分析和确认性因子分析(CFA)。结果凸显了这些因素在塑造市场特立独行者方面的关键作用,以及它们对新兴经济体销售和利润的重大影响。具体来说,SE 在有效战略的支持下提高销售额和利润,SC 通过将服务质量与 SE 相结合推动组织变革,MA 通过准确预测推动销售速度和利润激增。SR 通过使销售与企业战略保持一致,对销售业绩产生积极影响,而 DSM 对激励销售人员至关重要,并与 SC 和 SR 密切相关,有助于成功适应动态的商业环境。研究揭示了这些因素之间的相互依存关系,并强调了无缝整合和协调以推动有效组织变革的必要性。这些发现对企业在新兴经济体快速发展的市场中改进销售策略和实现可持续增长具有重要意义。这项研究探讨了市场特立独行者,重新定义了销售速度和利润激增,并就塑造市场特立独行者的关键因素及其对销售和利润的影响提供了宝贵的见解。它为寻求可持续增长的组织提供了指导。
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Market Mavericks in Emerging Economies: Redefining Sales Velocity and Profit Surge in Today’s Dynamic Business Environment
This research aims to explore market mavericks by redefining sales velocity and profit surge in today’s dynamic business environment in emerging economies. The study focuses on the interplay between Sales Excellence (SE), Sales Capability (SC), Market Alignment (MA), Strategic Responsiveness (SR), and Dynamic Sales Management (DSM). Data from 180 companies (2021–2023), provided by financial leaders, were analyzed using SPSS (23.0) and AMOS (23.0) software. The analysis employed exploratory factor analysis (EFA), reliability analysis, and confirmatory factor analysis (CFA). The results highlight the critical role of these factors in shaping market mavericks and their significant impact on sales and profits in emerging economies. Specifically, SE enhances sales and profits when supported by effective strategies, SC drives organizational change by aligning service quality with SE, and MA drives sales velocity and profit surges through accurate forecasting. SR positively influences sales results by aligning sales with corporate strategy, while DSM is critical for motivating salespeople and shows strong links to SC and SR for successful adaptation in a dynamic business environment. The study reveals the interdependence of these factors and emphasizes the need for seamless integration and coordination to drive effective organizational change. These findings have significant implications for corporations seeking to improve their sales strategies and achieve sustainable growth in a rapidly evolving marketplace in emerging economies. This research explores market mavericks, redefines sales velocity and profit surge, and provides valuable insights into the critical factors shaping market mavericks and their impact on sales and profits. It offers guidance for organizations seeking sustainable growth.
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来源期刊
CiteScore
4.50
自引率
0.00%
发文量
512
审稿时长
11 weeks
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