Revistas
URI permanente para esta comunidadhttps://hdl.handle.net/20.500.12640/4079
Esta subcomunidad reúne los artículos publicados en las revistas de ESAN: Journal of Economics, Finance and Administrative Science (JEFAS) y Giuristi: Revista de Derecho Corporativo. La búsqueda y acceso es a cada artículo en particular y se accede al texto completo mediante un enlace externo que redirige al archivo correspondiente en el portal de revistas de ESAN.
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Ítem Solo Metadatos Sales training: a state of the art and contemporary review(Universidad ESAN. ESAN Ediciones, 2015-06-01) Singh, Vijay Lakshmi; Manrai, Ajay K.; Manrai, Lalita A.Organizations of today face numerous challenges, and training their sales force is definitely high on its agenda. This paper endeavors to contribute to the sales training field by providing a comprehensive state-of-the art and contemporary review through the study of publications in sales training research in the last 30 years (1985-2014). The specific objectives of the review are to study the chronological trends and structural distribution of sales training research in terms of the research type, research focus, methods, research themes and other issues such as methodology, analytical techniques, geographical region etc. Findings of 56 articles on sales training research published in the last three decades are analyzed and directions for future research are identified.Ítem Solo Metadatos Effective use of marketing technology in Eastern Europe: Web analytics, social media, customer analytics, digital campaigns and mobile applications(Universidad ESAN. ESAN Ediciones, 2015-12-01) Jayaram, Dureen; Manrai, Ajay K.; Manrai, Lalita A.The transition economies of Eastern Europe present both the opportunities and challenges for companies operating in these markets. On one hand, these countries have a large number of technology savvy young consumers, and on the other, the markets must also take into consideration the macro-environment of a country and market conditions which make the use of certain market technologies more feasible and attractive compared to others. It is certainly true in terms of the timing for introduction of various technologies in a country. Drawing analogy for the “IDITAROD RACE” we develop three different “Sled Dog Team layouts” for market characteristics and technologies for three Eastern European countries, namely, Slovakia, Bulgaria, and Albania. The ten market characteristics included in our research are: digital connectivity divide, economic power, demand type, privacy laws, demographics, and competitive conditions, attitude towards technology, institutional maturity, corporate social responsibility, and corruption. The ten marketing technologies included in our research are: digital profiling, segmentation, websites, and search engines marketing, campaign management, content management, social media, mobile application, digital collaborations, and analytics. Company case studies are analyzed and reported for each of these three countries which support the three models presented in our research.Ítem Solo Metadatos Hofstede's Cultural Dimensions and Tourist Behaviors: A Review and Conceptual Framework(Universidad ESAN. ESAN Ediciones, 2011-12-30) Manrai, Lalita A.; Manrai, Ajai K.This paper develops a conceptual framework for analyzing tourist behaviors and identifies three categories of behaviors based on the applications of Hofstede's cultural dimensions and the processes underlying these influences. Our findings indicate that tourist behaviors in the Before-Travel During-Travel and After-Travel stages differ significantly in terms of the applicability and process through which Hofstede's cultural dimensions operate. The results of our analysis suggest three categories of behavioral patterns namely "Social Interaction Driven Travel Behaviors" (SID) "Risk Tendencies Driven Travel Behaviors" (RTD) and "Collectivity Orientation Driven Travel Behaviors" (COD). SID relates to the evaluation of travel experiences in the after-travel stage. The dominant cultural values associated with SID are Individualism/CollectivismMasculinity/Femininity and Power Distance. These three values act either independently or in pairs or all three together. RTD relates to the consumption of travel products in the during-travel stage and COD relates to the formation of travel preferences in the before-travel stage. Individualism/Collectivism and Uncertainty Avoidance are associated with both RTD and COD. However the underlying processes differ for these two categories of travel behaviors. In addition to their independent influences on travel behaviors these two values associated with RTD and COD also have an interactive effect. For RTD the Uncertainty Avoidance motive determines the Individualism/Collectivism outcome whereas for COD the opposite is true: the Individualism/Collectivism determines the Uncertainty Avoidance outcome. The paper also discusses the application of a fifth cultural dimension Confucian Dynamism (short-term versus long-term orientation) for the study of tourists' behaviors.Ítem Solo Metadatos Role of tourist destination development in building its brand image: A conceptual model(Universidad ESAN. ESAN Ediciones, 2016-06-01) Manhas, Parikshat S.; Manrai, Lalita A.; Manrai, Ajay K.Tourism is truly an international/global industry. Tourism is vital to the economy of a country and sustainable tourism development requires an understanding of the complex interrelationships and interactions among a multitude of environmental factors and interdisciplinary forces that play a critical role in tourism development. While overall the field of tourism has been abundantly researched there are certain areas where there is a paucity of research namely competition analysis branding and positioning. Our research contributes to this extremely important but relatively less researched subject. Specifically we study the relationship between destination development and its brand image. We develop a conceptual model which identifies various constructs processes and linkages involved in the relationship between destination development and its brand image. We propose that the brand image has three components corresponding to the three stages of consumption/travel namely pre-travel during travel and post-travel. In developing this model we draw upon the interdisciplinary nature of tourism and discuss a variety of influences such as economic social cultural political and psychological factors.
