Главная страница » Публикации » 2014 » #1 (37) » Essence of psychological approach application to personal sales in the context of relationship marketing paradigm

Essence of psychological approach application to personal sales in the context of relationship marketing paradigm

Marketing Management

Авторы

Киселева Елена Станиславовна
Россия, Национальный исследовательский Томский политехнический университет
rosa.kiss@pochta.ru

Аннотация

The paper analyzes the essence of psychological approach application to personal sales in conditions of relationship marketing domination. Defintions of global relationship marketing, marketing of client relations and personal sale are given. New element of marketing system is proposed as well as universal model of competence for personal agents. Technique for psychological image of the client has been developed.

Ключевые слова

global relationship marketing, relationship marketing with clients, marketing system, psychological approach, personal sale, model of competence for personal agents, psychological image of the client.

Рекомендуемая ссылка

Киселева Елена Станиславовна. Essence of psychological approach application to personal sales in the context of relationship marketing paradigm // Современные технологии управления. ISSN 2226-9339. — #1 (37). Номер статьи: 3703. Дата публикации: 08.01.2014. Режим доступа: https://sovman.ru/en/article/3703/

Authors

Kiseleva Elena Stanislavovna
Russia, National Research Tomsk Polytechnic University
rosa.kiss@pochta.ru
Киселева Елена Станиславовна
Россия, Национальный исследовательский Томский политехнический университет

Abstract

Keywords

Suggested citation

Kiseleva Elena Stanislavovna, Киселева Елена Станиславовна. // Modern Management Technology. ISSN 2226-9339. — #1 (37). Art. #  3703. Date issued: 08.01.2014. Available at: https://sovman.ru/en/article/3703/

Print Friendly, PDF & Email
Оправить мне на email статью

Читайте также

Dialectical aspects of the study of the computer games market in the context of digitalization
Communication strategy of a new brand in the publishing market
Branding of children’s tourism as an innovative component of the sustainable development of the destination
Theory of generations in marketing management: a retrospective discoursive aspect of the problem
Fake news as a tool of social management and an object of application of information security methods

Библиографический список

  1. Igan D. Relationship marketing: analysis of marketing strategies based on relationships [Marketing vzaimootnosheniy: analiz marketingovykh strategiy na osnove vzaimootnosheniy]. M.: YuNITI, 2008. 375 p.
  2. Balakina Yu. Yu. People and their needs [Chelovek i ego potrebnosti]. Rostov n/D.: Feniks, 2010. 285 p.
  3. Sandomirskiy M. E. Psychology commerce [Psikhologiya kommertsii]. M.: Akademiya, 2006. 224 p.
  4. Lebedev-Lyubimov A. N. Psychology in marketing: cool-brand-strategy [Psikhologiya v marketinge: cool-brand-strategiya]. SPb.: Piter, 2008. 192 p.
  5. Kiseleva E. S. Competency Model for personal agents under the domination of the relationship marketing [Model’ kompetentsiy dlya lichnykh agentov v usloviyakh gospodstva marketinga vzaimootnoshenii]. Sotsial’no-ekonomicheskie i psikhologicheskie problemy upravleniya: sbornik nauchnykh statey po materialam III Vserossiyskoy nauchno-prakticheskoy konferentsii. M.: MGPPU, 2012. pp. 430-433.
  6. Bern E. People who play the game: the psychology of human destiny [Lyudi, kotorye igrayut v igry: psikhologiya chelovecheskoy sud’by]. per. s angl. A. Gruzberga. M.: Eksmo, 2010. 576 p.
  7. Kekho D. Subconscious can do everything! [Podsoznanie mozhet vse!] Minsk: Popurri, 2010. 176 p. (Zhivite s umom).
  8. Maddi S. Theories of Personality: A Comparative Analysis [Teorii lichnosti: sravnitel’nyy analiz]. SPb.: Rech’, 2002. 371 p.
  9. Petrovskiy A. V. Developing personality psychology  [Psikhologiya razvivayushcheysya lichnosti]. M.: Pedagogika, 1987. 240 p.
  10. Zalevskiy G. V. Fixed behavior of individual and group systems (culture, education, science, health and pathology) [Fiksirovannye formy povedeniya individual’nykh i gruppovykh sistem (v kul’ture, obrazovanii, nauke, norme i patologii)]. Tomsk: Tomskiy gosudarstvennyy universitet, 2004. 460 p.