Article #1- Do Technology-Based sales support materials make a difference in personal
selling? The impact of Technology usage by gender in the personal selling process.
Technology usage is widespread across most fields of business. In sales, “back-end”
technologies, such as customer relationship management or sales force automation, offers a
foundation for effective and efficient “front-line” interactions in the personal selling process
(PSP) (Lee& Heinze, 2020). In many instances, “front-line” technology applications have
replaced traditional, hard-copy sales support materials (Lee& Heinze, 2020, p.272).
Apart from providing the course outline for many personal selling classes, the PSP has also been
extensively used in university sales competitions (Lee& Heinze, 2020, p.273). The PSP and its
associated assessment scale include the following steps:
Approach—this approach involves initial interpersonal contact, and its objective is to gain the
prospect’s attention and build rapport (Lee& Heinze, 2020, p.273).
Needs Identification-Needs Identification centers on understanding the prospect’s situation and
problems in relation to the potential product/service benefits. Product/Service Presentation—
the presentation step centers on matching product features and benefits to the prospect’s unique
needs (Lee& Heinze, 2020, p.273)..
Objection Handling-the solicitation and handling may occur at any time during the PSP, and it
includes acknowledging, clarifying, and addressing objections (Lee& Heinze, 2020, p.273).
Close-the close involves obtaining a commitment from the prospect to purchase the product or
service.
Finally, the impact of today’s technology-based educational initiatives may influence gender-
based technology usage in sales (Lee& Heinze, 2020). Since both male and female students are
now exposed to unprecedented levels of technology, technology use has become normative
across genders, which may neutralize previously uncovered social-norm differences in
technology adoption (Lee& Heinze, 2020).
Article #2- How website quality affects online impulse buying: Moderating effects of sales
promotion and credit card use.
The internet plays a vital role in our daily life. Impulse buying behavior is very common among
consumers worldwide. To boost impulse buying, retailers readily focus on product displays, store
designs, and package designs to attract and hold shoppers’ attention (Akram et al., 2018, p.235).
Existing research shows that almost any items might be purchased on impulse. Although the
impulse buying phenomenon is most likely to hold for inexpensive items, it may be observed for
expensive items as well (Akram et al., 2018, p.236).
Websites are primary storehouses of information that can help consumers when they explore for
information (Akram et al., 2018, p.237). B2C websites are sites that enable consumers to make
shopping through the World Wide Web. The design characteristics of a web page may also affect
consumers’ online buying decisions (Akram et al., 2018, p.237).
Sales promotion intends to stimulate consumers’ needs and urge customers to buy a product
immediately of a specific brand (Akram et al., 2018, p.238). Sales promotion plays a very
important role in an online shopping environment and in advertising strategy. The immediate
reward implied in sales promotions is alike to the idea of impulsive buying when only an
immediate buying could complete the marketplace exorcism (Akram et al., 2018, p.238).
A credit card is a kind of plastic money that is rapidly used among consumers. From a
psychological perspective, the credit card is a trigger for spending behavior, provides evidence
(Akram et al., 2018, p.239) that college students who use credit cards, purchase more compared
to those who use cash. The use of credit cards stimulates consumer spending compared to cash
transactions (Akram et al., 2018, p.239).
Article#3- Social Media conversion: lessons from faith-based social media influencers for
public relations.
Public relations can salvage a company or ruin the company. Social media plays a significant
impact of the public relations piece (Smith et al., 2021). Consumers take to social media
platforms to state their displeasure or their satisfaction with company. With the eyes of the world
always watching how the company handles the criticism or the praise (Smith et al., 2021, p.
231).
The growing importance of social media influencers (SMIs) as sources for attitude and behavior
necessitate a focus on influencers (Smith et al., 2021, p. 232). and their strategies to influence in
public relations research and practice (Smith et al., 2021, p. 231).
Of particular interest is the way social media platforms enable users to establish a presence and
build influence around a theme or subject area (Smith et al., 2021, p. 232). Enter the social media
influencer (SMI). These individuals are defined by their propensity to create and promote content
online, and even build a persona around specific subject areas (Smith et al., 2021, p. 232).
Despite the centrality of social media in public relations research over the past decade, few
public relations studies have examined social media influencers beyond their usage as
promotional tools (Smith et al., 2021, p. 233).
On the one hand, influencers defined their role and activities using inspiration and faith, but on
the other, influencers were just as likely to seek influence online for popularity and other
personally-driven motives (Smith et al., 2021). Building community and maintaining authenticity
were guiding principles for engaging social media users (Smith et al., 2021, p.234).
Bible Integration
The way to serve God at work is to make as much money as you can, so that you can be as
generous you can (Keller, 2014). “Give and it shall be given pressed down, shaking together and
running over, will be poured into your lap. For with the measure, you use it, it will be measured
to you” ( Luke 6:38).
Generosity is defined as the virtue of being liberal in giving with time, talent, and resources.
Generosity is referenced by many in the religious community as a virtue and is often celebrated.
Our day-to-day jobs should be in line with the calling placed on our lives. When you are feeling
overworked and dread going into work that is a sign that you are not following the call on your
life. The calling should be a ministry not a burden. We are to be a conduit, a reference, or a
power source God uses to do his work! This is God’s way of operating in the earth realm.
References
Akram, U., Hui, P., Khan, M., Tanveer, Y., Mehmood, K., & Ahmad, W. (2018). How website
quality affects online impulse buying: Moderating effects of sales promotion and credit
card use. Asia Pacific Journal of Marketing and Logistics, 30(1), 235-256. https://doi-
org.ezproxy.liberty.edu/10.1108/APJML-04-2017-0073.
Lee, Y. & Heinze, T. (2020). Do Technology-Based sales support materials make a difference
personal selling? The impact of Technology usage by gender in the personal selling
process. Journal of Marketing Education, 42(3), 272-283.https://doi-
org.exproxy.liberty.edu/10.1177/0273475320925124.
New international Bible. (2021). Cambridge University Press. (Original work published, 1769).
Smith, B., Hallows, D., Vail, M., Burnett, A. & Porter, C. (2021). Social media conversions:
lessons from faith-based social media influencers for public relations. Journal of Public
Relations Research, 33(4), 231-249. https://doi-
org.ezproxy.liberty.edu/10.1080/1062726X.2021.2011728.
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