Firms have to analyze, monitor and make improvements of their existing Supply Chain Management (SCM) processes in order to beat market competition and stay competitive. In this regard, the Six Sigma is a methodology that enables the firms to review their existing SCM practices and guide them in...

In the 21st century much emphasis is being laid on intangible assets as they are major contributors to the market values of firms. They are vital strategic resources and are the critical sources of competitive differentiation. Wealth and growth of firms in today's market place are governed...

Sales and marketing integration plays a crucial role in improving overall performance of the organisation. This research demonstrates the advantages of a close linkage between sales and marketing and evaluates its impact on the organisation performance. Sales and marketing integration is a...

Salesforce compensation cost is the major cost of sales organizations and is influenced by sales organizations' internal as well as external environments. Salesforce control system as an antecedent of compensation can significantly influence salesforce behavior and has significant effects on...

Effective management and motivation of salesforce is crucial to the success of sales organization as it ensures proper salesforce focus on market needs and successful achievement of organization goals. Sales organizations have two main approaches for managing the behavior of their salesforce,...