Correspondence: Rajagopal, Professor and National Researcher Department of Marketing Business Division Monterrey Institute of Technology and Higher Education, ITESM Mexico City Campus, 222, Calle del Puente Tlalpan DF 14380, Mexico. Tel: +52 55 5483 2251; Fax: +52 55 5483 2234; E-mail: rajagopal@itesm.mx, prof_rajagopal@yahoo.com Web: http://www.geocities.com/prof_rajagopal/homepage.html

¹is Professor of Marketing at Monterrey Institute of Technology and Higher Education (ITESM), Mexico City Campus and Fellow of the Royal Society for Encouragement of Arts, Manufacture and Commerce, London. He has been listed with biography in Who's Who in the World, 2008. He holds a doctoral degree from Ravishankar University, India and has been conferred as National Researcher- Level-II of Mexican National System of Researchers. He teaches various topics of marketing in graduate, doctoral executive development programs of the Institute. Dr Rajagopal held key positions in many premier management institutes in India including Administrative Staff College of India.

Received 13 February 2008; Revised 13 February 2008; Published online 11 June 2008.

Abstract

The changing cultural paradigms in Latin America have influenced a 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 customised services, recreational attractions and brand value. This study focuses on the qualitative dimensions associated with the sales people and managerial efforts made to augment the outcome performance in sales with reference to the time sharing proposals at leisure facility centres in Mexico. The leisure facility centres are used by individual and institutional customers for organising 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.