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Verkaufsmanagement eines Fitnessstudios. SPIN-Selling, Selbstkonkordanz, Kennzahlen und Quoten im Vertrieb
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ISBN10: 3656848696
ISBN13: 9783656848691
Publisher: Grin Verlag
Published: Nov 27 2014
Pages: 28
Weight: 0.11
Height: 0.07 Width: 5.83 Depth: 8.27
Language: German
ISBN13: 9783656848691
Publisher: Grin Verlag
Published: Nov 27 2014
Pages: 28
Weight: 0.11
Height: 0.07 Width: 5.83 Depth: 8.27
Language: German
Studienarbeit aus dem Jahr 2013 im Fachbereich BWL - Offline-Marketing und Online-Marketing, Note: 1,3, Deutsche Hochschule für Prävention und Gesundheitsmanagement GmbH, Veranstaltung: Verkaufsmanagement, Sprache: Deutsch, Abstract: Das Konstrukt der Selbstkonkordanz wurde von Sheldon und Elliot (...) eingeführt und bezeichnet die Eigenschaft eines persönlichen Ziels oder einer Zielintention, bzw. wie stark diese Zielintention mit authentischen Interessen und Werten einer Person übereinstimmt. (Stredova, 2012, S. 39) Selbstkonkordanz beschreibt Zusammenhänge zwischen der Auswahl, dem Verfolgen und dem Erreichen von Zielen. Die Selbstkonkordanz ist höher, wenn ein Ziel persönlichen Interessen und Bedürfnissen entspricht. Sie ist niedriger, wenn die Zielintention von au en beeinflusst wird. Es werden vier Motivationsmodi der Selbstkonkordanz unterschieden, welche in der nachstehenden Tabelle mit einem jeweiligen Beispiel dargestellt sind. Das von Prochaska und Mitarbeitern entwickelte transtheoretische Motivationsmodell (Basler, Quint & Wolf, 2004, S. 148) wird zur Förderung der Motivation herangezogen. Dabei werden drei Ebenen unterschieden: eine deskriptive Ebene, eine kognitive Ebene und eine prozedurale Ebene. Im Bereich der kognitiven Ebene gibt es fünf Stufen der Verhaltensänderung. Die fünf TTM-Stadien sind Präkontemplation, Kontemplation, Präparation, Aktion und Aufrechterhaltung (Lippke & Kalusche, 2007, S. 5), welche im Folgenden in deutscher Sprache noch einmal grafisch dargestellt sind.
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