ReSEARCH REPORT WRITING

Department Of Business AdministrationQuantitative Techniques for Business ResearchSubmitted To:

Mr. Shahid MehmoodSubmitted By:

Benazir Nazar

Shumaila NazeerTehmina YounasSemester: VII (SS)

Submitted On:

January 22, 2014ACKNOWLEDGEMENTFirst we would like to thank ALLAH Almighty, who guided us when we found no direction and light in the trackless desert of life. Then we thanks to Mr. Shahid Mehmood who provide us such a wonderful opportunity to work in field and acquire knowledge. We made this Project as per requirement of our SUBJECT Quantitative Techniques for Business Research.Table of ContentsIntroduction pg 3

Literature review

Pg 4

Theoretical framework

Pg7

Scale applied & hypothesis

Pg 7

Methodology (sampling technique, sample size, population) Pg 8

Data Analysispg 9

Conclusion and discussionpg 12

Limitations pg 12

Questionnaires

Pg 13

Bibliography

pg 15

INTRODUCTIONThe 21st century organizations are characterized by the constant and swift pace of change. Some of the challenges face by an organization in which economic environments, swiftly changing technologies, global competition and new organizational structures. Sales person and pricing plays an important role in sales. Sales person build relationship of management with customers and consumers. They interact with the customers and convince the customers to buy their products. They used several techniques to attract the customers towards their product in positive manner. Pricing of a product is another factor that affects the consumer purchasing behavior.PURPOSE OF RESEARCH:The purpose of the research is to undertake the impacts of price and salesperson on customer and consumers. This study directly examines relationship between the pricing, sales person and customer. The challenges faced by sales person during selling, how customer react in response of these sales person and pricing patterns, what are the attitudes and preferences of customer towards buying product. Customer buying behavior is affected by numerous factors which may include cultural, social, psychological factors etc. but the major factor which contributes to increase selling is the effective behavior of the salesperson and price of a product which can per sue the customer to buy the product. To find out the relationship between dependent variable and independent variables. To analyze the effect of price of a product and sales person on customer buying behavior.LITERATURE REVIEW:

Here discussed and presented the relationship among the sales management control strategy, sales leadership, interpersonal and structural dimensions of sales organizational ethical climate on the basic of cognitive and salesperson moral judgment. Sales organization needs code of conduct for specific direction.Saxe and Weitz (1982) report a significant, positive correlation between CO scores and performance for the sale people who are above average on their ability to help the customer and the strength of their customer relation.

Otherwise the correlation is negative or non-significant, and its non-significant within each of four sales forces and for the simple as whole (Saxe 1979)Salesperson influences customers preferences. For this change strategy model was matched with the sales person reported change strategy. For this variation of abilities is 20% of the variance of the sales performance. Here the relationship of sales person ability during strategy formulation and formation of sales performance was examined. Dubinsky and Redilus (1980) state that the personal selling process applies to all kind of selling- product or service and consumer or industrial; however, because of the intangibility of service, the same selling techniques to sell a product are not always applicable when selling services.

Salespeople are often reluctant to assume additional responsibilities such as information gathering. Typically the salesperson is rewarded for generating sales volume. Time spent in information gathering may be perceived has unproductive or in conflict with the selling role. (Walker, et al. 1972)The dimensions of CRM effect customers outcome. CRM are to enhance customers loyalty and sales growth. First of all we identify the activities of CRM which are going to be implemented and then investigate their effects on customers satisfaction and on sales growth. Mostly the companys main focus is to maintain the relationship between customer and salesperson. If the relationship has positive effect with customers satisfaction, loyalty and word of mouth then it has many benefits to the organizations. Companys sales depend upon this. On customers behavior there is effect of atmosphere. Atmosphere increases the customers level. When the atmosphere is designed well then it effects the customer positively also their buying intentions. When offers are given it also affects the customers positively. Sales person behavior also effects the customers satisfaction with the company, dealer and the product. The influence of selling behaviors on product satisfaction has significant impact. It enhances the product satisfaction with the sales person. It has a positive impact on the organization as well. Communication style with the customer also affects the sales of the organization. Using paradigm in communication styles with customers and sales person affects the sales. It affects the outcomes. Communication styles determined the success of sales person. Its main focus is on the sales person behavior. Here it is discussed how to satisfy the customers desires and needs. The sales person positive mood is very important to provide a quality of service to the customers. Keep team size small has an effect of positive mood on the consumers. It is very important to increase the customers. The evidence is based on customer satisfaction. It increases with the response of salesperson which is based on the sales. Those salespersons that are trained have a positive impact on the customers. Atmosphere and the image of the company have an impact on the sales behavior o the customer. It should be designed in such a way that it affects the customer positive. A reduction in the number of retail salesperson does not significantly affect the customer buying intention. Salesperson engaged in the marketing of difficult services repeatedly play the character of "relationship manager." It is partly, the quality of the association between the salesperson and customer that decides the probability of continued exchange between those two parties in future. (Lawrence A.crosby, Kenneth R. evans, & Deborah cowles)Salespersons behavior is intellectualized as a forecaster of consequent performance and sales firm efficiency. The study reflects the effect of sales peoples, industrial/consumer goods, and industry growth moderators on salesperson performance and sales firm efficiency affiliations It includes the idea about the weaknesses in the pricing practices and depends about the cost of the product. That price can be set properly independent of decisions about advertising expenditures, channels of distribution, or salesman behavior toward the customer. It affects the brand shares and the sales. Most of the time quality and attribute suggest the pricing strategy. It also affects the sales, distribution and the promotion channels. A theoretical approach to the study of such interaction effects was provided by Kotler increase in the price of one brand effect the profit contribution of the other brand. Here the attempt was made for the curve. Elasticity of the price-quantity demanded relationship by varying salesman behavior toward customers. The behavior is perceived different at different levels. Salesman is perceived by the customer as similar to himself, the more likely a sale, and the more salesman expertise perceived by the customer, the more likely a sale.

The purpose of this paper is to introduce a new approach for the identification of price thresholds, which enables learning true thresholds. It represents the relationship as a general. There are many propositions that are concerned with the prices by the response of this methodology. Present prices and old prices are mostly related to each other. The simple odd price effects are distinguished from odd-ending prices with the first number left of the decimal point set to an odd number. The results show that even these prices not always flag a threshold in consumer response. Many customers are confused because of the conflicts among the prices. This article overall cover the conflicts among the prices. They may set old prices for the products but not for all same categories. With a methodology to evaluate price thresholds and outlines the shortcoming of contemporary retailers pricing practices in a detailed manner. In short it include Pricing policy, Price positioning, Consumer behavior.

This is a dynamic model for the pricing strategy. In this there is a monopolist who have time horizon. Sellers set the prices of the products by setting maximum profit for their own. The seller adjusts prices dynamically to maximize revenue. Customers arrive continually over the duration of the selling season. Customers may have different evaluation for the products of different categories. In particular, when high-value customers are proportionately less patient, markdown pricing policies are effective because the high-value customers would buy early at high prices while the low-value customers are willing to wait. By purchasing the product customer may provide benefit to the seller. Our results also shed light on how the composition of the customer population affects optimal revenue, consumer surplus, and social welfare. Finally, we consider the long-run problem of selecting the optimal initial stocking quantity. Strategic customer behavior is very important in the positioning of product pricing.

When a firm get maximum profit in past and the future period, there are many complicated factors include in this product pricing. When sales follow a product life cycle while costs decline as a function of cumulative production and the firm discounts future cash flows. The degree to which an innovation can be copied or when the demand for a given product is affected by the income distribution of the market potential mostly the prices are elastic to get absolute value or proportion to the price. In this theoretical and empirical framework suggests the level of pricing. It based on theoretical considerations.There are many problems that confront the problem of pricing. It is difficult stage to set the prices of the product and take decisions on the several levels. A low price for one product may siphon demand away from another as customers realize the advantages of substituting one for the other. Quantity may induce the customers to switch from the brands. It is very complex to set the problem in its full complexity; one realizes that all of the prices and terms must be set jointly to take full account simultaneously of the many interactions. Our aims are quite practical. We cannot offer empirical evidence on the practical success of the pricing strategies generated by this procedure.THEORETICAL FRAMEWORK:IMPACT OF SALESPERSON ANS PRICING ON CUSTOMER BUYING BEHAVIOUR

Independent Variables Dependent Variable HYPOTHESIS:The current endeavor investigated the given hypothesis

Hypothesis 1: Sales persons behavior has positive impact on customer purchasing pattern.

Hypothesis 2: Product pricing has positive impact on customer purchasing pattern.RESEARCH METHODOLOGY:

Unit of Analysis:

The consumers are the main focus of the study. The unit of analysis for this particular research is

Consumer of RawalpindiPopulation:Data is gathered by using survey technique from Fatima Jinnah Women University. The questionnaire was self-directed and was given out to the salespersons of departmental stores and

StudentsSample size:

The sample contains of individuals from Fatima Jinnah Women University. Our sample size is

150 and population is departmental stores and university.

Male is 40

Female is 110

Sampling technique:

Convenience non probability sampling technique will be used for the reason that limitation of

Time and lack of resources

Measure of variable:

All independent and dependent variable will be measured on interval scale.DATA ANALYSIS:

Regression

Model Summary

ModelRR SquareAdjusted R SquareStd. Error of the Estimate

1.259(a).067.054.68801

a Predictors: (Constant), PRC, SPB

ANOVA(b)

Model Sum of SquaresdfMean SquareFSig.

1Regression4.99222.4965.273.006(a)

Residual69.583147.473

Total74.575149

a Predictors: (Constant), PRC, SPB

b Dependent Variable: CPB

Coefficients(a)

Model Unstandardized CoefficientsStandardized CoefficientstSig.

BStd. ErrorBetaBStd. Error

1(Constant)2.925.313 9.343.000

SPB-.264.113-.207-2.329.021

PRC-.107.108-.088-.988.325

a Dependent Variable: CPB

CONCLUSION AND DISCUSSION:

The challenges faced by sales person during selling and effect of pricing of a product, how customer react in response of these Salesperson and pricing strategies, what are the attitudes and preferences of customer towards buying product. Sales Person plays an important role in sales. They build relationship of management with customers and consumers. They interact with the customers and convince the customers to buy their products. They used several techniques to attract the customers towards their product in positive manner. We conclude that the salesperson communication and their behavior are always matters in any type of business because customer is always attract by their skills and persuasiveness in their communication is always important part to attract customer to the product. We took hypothesis testing in which we selected measure of association for our study. As we have one independent and one dependent variable and we studied cause and effect of variables in which independent variable had impact on dependent variable. Data analyzed by applying statistical techniques, both qualitatively and quantitatively. Our hypothesis is accepted so, its analyzed and confirmed that salesperson agreement their commitments and knowledge are important and its affected the business reputation and growth.

LIMITATIONS:

Although we will try to complete this research before time but time, resource and difficulty in

Getting the response from the respondents is faced by every researcher.QUESTIONAIRE:Gender_____________ Age__________

Q1. Does customer satisfaction level decrease due to bad behavior of a sales person?

1. Strongly Agree 2. Agree 3. Neutral 4. Disagree 5. Strongly Disagree Q2. Is personal selling an effective tool to increase sales of a company?

1. Strongly Agree 2. Agree 3. Neutral 4. Disagree 5. Strongly Disagree Q3. Do the future sales Opportunity depend mostly on relationship quality (i.e., trust and

1. Strongly Agree 2. Agree 3. Neutral 4. Disagree 5. Strongly Disagree Q4. Does an elaborative processing explanation by sales person convince customers to buy a

1. Strongly Agree 2. Agree 3. Neutral 4. Disagree 5. Strongly Disagree Q5. Does good behavior of sales person result in strong and long term relations with customers?

1. Strongly Agree 2. Agree 3. Neutral 4. Disagree 5. Strongly Disagree Q6. Do consumers buy considering the price?

1. Strongly Agree 2. Agree 3. Neutral 4. Disagree 5. Strongly Disagree Q7. Discount price of product affects unplanned buying behavior.

1. Strongly Agree 2. Agree 3. Neutral 4. Disagree 5. Strongly Disagree Q8. Does consumers response when there is an increase in price

1. Strongly Agree 2. Agree 3. Neutral 4. Disagree 5. Strongly Disagree Q9. I buy mostly from the shop which offers low prices. 1. Strongly Agree 2. Agree 3. Neutral 4. Disagree 5. Strongly Disagree Q10. I buy mostly from the shop which offers fair prices (low prices for goods of low quality and high prices for goods of high quality)

1. Strongly Agree 2. Agree 3. Neutral 4. Disagree 5. Strongly Disagree Q11. I buy mostly from the shop where the attendants are experts in the area of business.

1. Strongly Agree 2. Agree 3. Neutral 4. Disagree 5. Strongly Disagree Q12. I buy mostly from the shop where I am treated with respect?

1. Strongly Agree 2. Agree 3. Neutral 4. Disagree 5. Strongly Disagree Q13. I buy mostly from the shop where the needed items can easily be located.

1. Strongly Agree 2. Agree 3. Neutral 4. Disagree 5. Strongly Disagree Q14. I buy mostly from the shop where attendants show concern about my problem

1. Strongly Agree 2. Agree 3. Neutral 4. Disagree 5. Strongly Disagree Q15. I buy mostly from the shop where I spend less time in my transaction.

1. Strongly Agree 2. Agree 3. Neutral 4. Disagree 5. Strongly Disagree REFERENCES

Thomas N. Ingram, Raymond W. LaForge & Charles H. Schwepker Jr. (2007), Impact of Sales Leadership and Sales Management Control Strategy. Personal Selling & Sales Management, 301-315Weitz A. (1978), Effectiveness in Sales Interactions. Journal of Marketing, 501-516Frederick Hong-Kit, Anderson, Rolph E., Swaminathan, Srinivasan. (2004), Customers Relationship Management: Its Dimensions and Effect on Customer Outcomes, journal of Personal Selling & Sales Management, 263-278 Kristy E. Reynolds, (1998), pp.201-205

Sharma A. Stafford F. (2000), The Effect of Retail Atmospherics on Customers Perceptions ofN Salespeople and Customer Persuasion: An Empirical Investigation, 183 191Brent G. Goff (2000), pp 121-145

Kaylene C. Williams, (Nov., 1985), pp. 434-442Jennifer M. George (1998), pp. 23-30Arun Sharma,Dan Sarel (, 1995), pp. 17-29(Artur Baldauf, David w. cravens, (2002) pp.1367-1388).

(Arch G. Woodside and J. William Davenport, Jr. Source: The Journal of Business, Vol. 49, No. 1 (Jan., 1976), pp. 51-59)

(Ralf Wagner, Kai-Stefan Beinke, pp.341351)

(Xuanming Su, Source: Management Science, Vol. 53, No. 5 (May, 2007), pp. 726-741)(Philip Parker, Vol. 3, No. 3 (Jul., 1992), pp. 227-237)

(Shmuel Oren, Stephen Smith and Robert Wilson Vol. 57, No. 1, Part 2: Pricing Strategy (Jan., 1984) pp. S73-S99)

Pricing

Effect of sales persons behavior

Customer purchasing pattern

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