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Time Sharing at Leisure Facility Centres: Analysis of Sales Performance Indicators

Author

Listed:
  • Rajagopal

    (Tecnológico de Monterrey, Campus Ciudad de México)

Abstract

The changing cultural paradigms in Latin America have influenced variety of leisure activities and significant implications for development of leisure services. Leisure spending behaviour prompts sequential relationship among customers intending to perform family celebrations in a different environment and gaining higher satisfaction through the customized services, recreational attractions and brand value. This study focuses qualitative dimensions associated with the sales people and managerial efforts made to augment the outcome performance in sales in reference to the time sharing proposals at leisure facility centres in Mexico. The leisure facility centres are used by individual and institutional customers for organizing leisure events, parties and family gatherings. The study reveals that the leisure facility centre developer firms function with team sales strategy and the performance of sale teams is linked with their contributions to the profit of the firm.

Suggested Citation

  • Rajagopal, 2008. "Time Sharing at Leisure Facility Centres: Analysis of Sales Performance Indicators," Marketing Working Papers 2008-01-MKT, Tecnológico de Monterrey, Campus Ciudad de México.
    • Handle: RePEc:ega:wpaper:200801
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    File URL: http://alejandria.ccm.itesm.mx/egap/documentos/2008-01-MKT.pdf
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    More about this item

    Keywords

    Team sales; customer satisfaction; sales performance; leisure property; brand image; returns on assets;
    All these keywords.

    JEL classification:

    • D12 - Microeconomics - - Household Behavior - - - Consumer Economics: Empirical Analysis
    • L85 - Industrial Organization - - Industry Studies: Services - - - Real Estate Services
    • M31 - Business Administration and Business Economics; Marketing; Accounting; Personnel Economics - - Marketing and Advertising - - - Marketing
    • R33 - Urban, Rural, Regional, Real Estate, and Transportation Economics - - Real Estate Markets, Spatial Production Analysis, and Firm Location - - - Nonagricultural and Nonresidential Real Estate Markets

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