Relationship Management in Sales – Presentation of a Model with Which Sales Employees Can Build Interpersonal Relationships with Customers
This work examines the necessity and methods of interpersonal relationship building. It was found that relationship building is crucial for sales success. The identified factors for successful interpersonal relationship building can be summarized as follows: i) trust, liking and appreciation; ii) private contacts and bonding; and iii) liability and credibility.
Promoting Digital Technologies to Enhance Human Resource Progress in Banking
This study points out the potential of digital tools to drive the improvements of employees in terms of performance, motivation, job satisfaction, and customer service. The role of learning management systems for employees’ training in banks is given particular attention. The method applied is a combination of the desk study with a field survey carried out in the banking sector in Albania.
Enhancing Customer Loyalty in the E-Food Industry: Examining Customer Perspectives on Lock-In Strategies
Although management consultancies emphasize customer loyalty as an important factor for the profitability of e-food business models and various lock-in strategies are already being used successfully in foreign e-food markets, there is still a lack of implementation among German e-food providers. To derive how customer loyalty strategies should be designed in the German e-food market, this paper focuses on a qualitative-explorative analysis of which determinants characterize loyalty to an e-food provider from the customer’s perspective
Self-Disruption As A Strategy For Leveraging A Bank’s Sustainability During Disruptive Periods: A Perspective from the Caribbean Financial Institutions
The study used the quantitative survey research method to evaluate the opinions of 80 bank personnel who were drawn from five different banks that are operating in the Caribbean financial market. Even if some of the respondents disagreed, the survey suggests to achieve the desired outcomes, the strategic process of a bank’s self-disruption requires the analysis of the existing financial market trends as well as proactive sensing of the likely financial market changes. As these are accompanied with the evaluation of the existing bank’s capabilities and weaknesses, it informs the radical change of the areas of weaknesses that must be undertaken to turnaround the performance of the bank during crisis situations.
Chinese Direct Investments in Germany
This paper uses current literature and statistics to examine Chinese FDI in Germany in the last decade under the Chinese strategies OBOR and Made in China 2025. First, the general significance and idea of FDIs is laid out. Then worldwide Chinese foreign investment strategies are analyzed and linked to geographic regions and specific goals.
Evaluation of German Life Insurers Based on Published Solvency and Financial Condition Reports: An Alternative Model
Quantitative data relevant to the analysis was extracted from the individual Solvency and Financial Condition Reports reports and transferred to a systematic overview. To make the collected observations usable, they were transformed into various growth, profitability, and security ratios cited in the literature, thus enhancing comparability. The data transformed into ratios were presented in histograms with ten intervals each, and a score between one and ten was assigned depending on the ratio value. In addition, four qualitative risk categories were initially identified, based on which the model would be operationalized. These were underwriting risk, market risk, credit risk and operational risk. Artificial intelligence was used to design seven questions on the requirements of Article 295 of Delegated Regulation 2015/35. Specifically, there were questions on the methodology of risk assessment, the description of specific measures, the comprehensibility of the measures, information on risk concentrations and the impact on the risk profile of the company as a whole, and risk mitigation measures and their effectiveness. Points were awarded from one to four, depending on the quality of the text used to answer the questions, based on the Appelfeller and Feldmann maturity model.