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

Send me via email

Authors: Kiseleva Elena Stanislavovna
Russia, National Research Tomsk Polytechnic University
[email protected]
Abstract: 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.
Keywords: global relationship marketing, relationship marketing with clients, marketing system, psychological approach, personal sale, model of competence for personal agents, psychological image of the client.

Categories of article:

Business Administration

Analysis of the current level of project management in the organization

Three keys to sustainable business development

Modern approaches to motivation at sea transport as an element of human resources management

Fundamental approaches to the preparation of a risk-based internal audit work plan

Methodological support of technologization organization management subprocess

Suggested citation: Kiseleva Elena Stanislavovna
Essence of psychological approach application to personal sales in the context of relationship marketing paradigm// Modern Management Technology. ISSN 2226-9339. – #1 (37). Art. # 3703. Date issued: 2014-01-08 . Available at: https://sovman.ru/en/article/3703/

Full article text is available only in Russian.
Please select from the menu Russian language and continue reading.

References

Igan D. Relationship marketing: analysis of marketing strategies based on relationships [Marketing vzaimootnosheniy: analiz marketingovykh strategiy na osnove vzaimootnosheniy]. M.: YuNITI, 2008. 375 p.
Balakina Yu. Yu. People and their needs [Chelovek i ego potrebnosti]. Rostov n/D.: Feniks, 2010. 285 p.
Sandomirskiy M. E. Psychology commerce [Psikhologiya kommertsii]. M.: Akademiya, 2006. 224 p.
Lebedev-Lyubimov A. N. Psychology in marketing: cool-brand-strategy [Psikhologiya v marketinge: cool-brand-strategiya]. SPb.: Piter, 2008. 192 p.
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.
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.
Kekho D. Subconscious can do everything! [Podsoznanie mozhet vse!] Minsk: Popurri, 2010. 176 p. (Zhivite s umom).
Maddi S. Theories of Personality: A Comparative Analysis [Teorii lichnosti: sravnitel’nyy analiz]. SPb.: Rech’, 2002. 371 p.
Petrovskiy A. V. Developing personality psychology [Psikhologiya razvivayushcheysya lichnosti]. M.: Pedagogika, 1987. 240 p.
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.