Now showing items 21-30 of 30
Pamplin, Spring 2008
(Virginia Tech, 2008)
The Spring 2008 issue of the Pamplin College of Business magazine.
METHODS AND RESOURCES FOR DEVELOPING NEW SALES LEADS
BE PREPARED FOR NEGOTIATIONS WHEN SELLING TO GROUPS
An Investigation of the Antecedents and Consequences of Affective Commitment in a U.S. Hospitality Organization
(Virginia Tech, 2008-03-19)
The notion of affective commitment has become important in the organizational sciences. This study focused on the antecedents and the consequences of affective commitment. The antecedents include organizational commitment ...
Approaches, techniques, and information technology systems in the restaurants and foodservice industry: a qualitative study in sales forecasting [Summary]
(Virginia Tech, 2008-10-11)
This is a study of the approaches, techniques, and information technology systems utilized for restaurant sales forecasting in the full-service restaurant segment. Companies were examined using a qualitative research methods ...
The relationship of sales and marketing expenses to hotel performance in the United States [Summary]
(Virginia Tech, 2008-05-28)
While hotel organizations are investing considerable sums of money for marketing at the unit level, research investigating the relative benefits of the different areas where those funds can be invested is lacking. This ...
An exploration of the role of the construct of control in expansion strategy of hotel chains: A multiple-case study.
(Virginia Tech, 2008-03-17)
The purpose of this study is to explore the management of expansion strategy in the hotel industry using the control approach as presented in the literature of organizational theory. This integration illustrates that the ...
The Evaluation of Service Quality by Socially Responsible Customers
(Virginia Tech, 2008-03-17)
The socially responsible customer segment is growing. Increasingly, customers are concerned about social, political, and environmental issues. These concerns have been shown to affect their attitudes towards the quality ...
Hotel operator motives in UK sale and leaseback/management-back transactions [Summary]
(Virginia Tech, 2008-12)
Sale and leaseback have become a major financing method in the hotel industry in the UK over the last 10 years, followed more recently by sale and management-back. This article, using interviews with current practitioners, ...
Hospitality Industry Sales Force Automation: Organizational and Individual Levels of Adoption and the Implications on Performance, Productivity and Profitability [Summary]
(Virginia Tech, 2008-10-12)
The growth of sales force automation (SFA) in the hospitality industry in recent years has led to virtually every hotel salesperson having a computer at his or her desk in order to perform his or her sales responsibilities. ...