國立虎尾科技大學 |

Exploration of Salesperson Competencies for Customer Engagement in Selected Home Improvement Retail Organizations in the USA.

紀錄類型:	書目-語言資料,手稿 : Monograph/item
正題名/作者:	Exploration of Salesperson Competencies for Customer Engagement in Selected Home Improvement Retail Organizations in the USA./
作者:	Sadique, Farhan.
面頁冊數:	1 online resource (244 pages)
附註:	Source: Dissertations Abstracts International, Volume: 86-03, Section: A.
Contained By:	Dissertations Abstracts International86-03A.
標題:	Web studies. -
電子資源:	click for full text (PQDT)
ISBN:	9798384221616

Exploration of Salesperson Competencies for Customer Engagement in Selected Home Improvement Retail Organizations in the USA.
Sadique, Farhan.

Exploration of Salesperson Competencies for Customer Engagement in Selected Home Improvement Retail Organizations in the USA. - 1 online resource (244 pages)

Source: Dissertations Abstracts International, Volume: 86-03, Section: A.

Thesis (Ph.D.)--The Pennsylvania State University, 2024.

Includes bibliographical references

This study aimed to create and critically evaluate a comprehensive, systematic, and rigorous multimethod approach for developing a competency inventory for retail salespersons in the USA's home improvement industry. A prospective naturalistic inquiry methodology with a pragmatic inductive analysis approach was employed, chosen for its suitability to the exploratory nature of the research. This methodology afforded considerable flexibility, allowing adjustments to the study design based on emerging data. The research utilized a modified Delphi technique, starting with an instrument initially crafted from a literature review and environmental scanning.The development of the competency inventory involved a three-phase process: construction, deconstruction, and reconstruction. The construction phase encompassed data and information collection throughout the project, from inception to the final iteration of the modified Delphi technique. During these phases, 269 competency codes were identified from qualitative data gathered from the expert panel of salespeople through thematic open coding. These were refined into 57 competencies grouped into 11 overarching clusters. In the third iteration, customers in the home improvement retail industry evaluated these competencies using a 5-level Likert Scale (1 representing 'not important' to 5 'most important'). The study provided a final list of competencies in 11 clusters through mean comparison analysis and factor analysis, offering insights into the potential future evolution of these competencies.The study acknowledges the significant shifts in retail organizations, reflecting retail trade's historical evolution and advancements. The role of the salesperson remains constant, but the required skills, knowledge, attitudes, behaviors, and other competencies are evolving in response to changing customer demands and retail infrastructure shifts. With the increasing importance of 'customer engagement' in a world influenced by reviews and social connectedness, this research focused on evaluating and enhancing the cognitive competencies of salespeople, often overlooked yet crucial for customer engagement in retail stores.Viewing competencies as a system serves a dual purpose. Organizations should leverage these competencies to develop tailored models for competency-based training, hiring, and performance management. The findings highlight an urgent need for upskilling and reskilling retail personnel to meet the dynamic demands of the sector, significantly influenced by technological advancements and shifting consumer behaviors. This research contributes to formulating competency models that can inform training and development initiatives in the retail industry.

Electronic reproduction.
Ann Arbor, Mich. :
ProQuest,
2024

Mode of access: World Wide Web

ISBN: 9798384221616Subjects--Topical Terms:

1148502
Web studies.
Index Terms--Genre/Form:

554714
Electronic books.

Exploration of Salesperson Competencies for Customer Engagement in Selected Home Improvement Retail Organizations in the USA.
LDR:04142ntm a22003977 4500 001 1152506
005 20241203090615.5
006 m o d
007 cr mn ---uuuuu
008 250605s2024 xx obm 000 0 eng d
020 $a 9798384221616
035 $a (MiAaPQ)AAI31353890
035 $a (MiAaPQ)PennState19344fvs5201
035 $a AAI31353890
040 $a MiAaPQ $b eng $c MiAaPQ $d NTU
100 1 $a Sadique, Farhan. $3 1479516
245 1 0 $a Exploration of Salesperson Competencies for Customer Engagement in Selected Home Improvement Retail Organizations in the USA.
264 0 $c 2024
300 $a 1 online resource (244 pages)
336 $a text $b txt $2 rdacontent
337 $a computer $b c $2 rdamedia
338 $a online resource $b cr $2 rdacarrier
500 $a Source: Dissertations Abstracts International, Volume: 86-03, Section: A.
500 $a Advisor: Threeton, Mark D.
502 $a Thesis (Ph.D.)--The Pennsylvania State University, 2024.
504 $a Includes bibliographical references
520 $a This study aimed to create and critically evaluate a comprehensive, systematic, and rigorous multimethod approach for developing a competency inventory for retail salespersons in the USA's home improvement industry. A prospective naturalistic inquiry methodology with a pragmatic inductive analysis approach was employed, chosen for its suitability to the exploratory nature of the research. This methodology afforded considerable flexibility, allowing adjustments to the study design based on emerging data. The research utilized a modified Delphi technique, starting with an instrument initially crafted from a literature review and environmental scanning.The development of the competency inventory involved a three-phase process: construction, deconstruction, and reconstruction. The construction phase encompassed data and information collection throughout the project, from inception to the final iteration of the modified Delphi technique. During these phases, 269 competency codes were identified from qualitative data gathered from the expert panel of salespeople through thematic open coding. These were refined into 57 competencies grouped into 11 overarching clusters. In the third iteration, customers in the home improvement retail industry evaluated these competencies using a 5-level Likert Scale (1 representing 'not important' to 5 'most important'). The study provided a final list of competencies in 11 clusters through mean comparison analysis and factor analysis, offering insights into the potential future evolution of these competencies.The study acknowledges the significant shifts in retail organizations, reflecting retail trade's historical evolution and advancements. The role of the salesperson remains constant, but the required skills, knowledge, attitudes, behaviors, and other competencies are evolving in response to changing customer demands and retail infrastructure shifts. With the increasing importance of 'customer engagement' in a world influenced by reviews and social connectedness, this research focused on evaluating and enhancing the cognitive competencies of salespeople, often overlooked yet crucial for customer engagement in retail stores.Viewing competencies as a system serves a dual purpose. Organizations should leverage these competencies to develop tailored models for competency-based training, hiring, and performance management. The findings highlight an urgent need for upskilling and reskilling retail personnel to meet the dynamic demands of the sector, significantly influenced by technological advancements and shifting consumer behaviors. This research contributes to formulating competency models that can inform training and development initiatives in the retail industry.
533 $a Electronic reproduction. $b Ann Arbor, Mich. : $c ProQuest, $d 2024
538 $a Mode of access: World Wide Web
650 4 $a Web studies. $3 1148502
650 4 $a Home economics. $3 568501
650 4 $a Behavioral psychology. $3 1179418
650 4 $a COVID-19. $3 1335291
655 7 $a Electronic books. $2 local $3 554714
690 $a 0800
690 $a 0384
690 $a 0505
690 $a 0386
690 $a 0646
690 $a 0454
690 $a 0338
710 2 $a The Pennsylvania State University. $3 845556
710 2 $a ProQuest Information and Learning Co. $3 1178819
773 0 $t Dissertations Abstracts International $g 86-03A.
856 4 0 $u http://pqdd.sinica.edu.tw/twdaoapp/servlet/advanced?query=31353890 $z click for full text (PQDT)