The objective of the current study was to provide an initial empirical test of theSchneider, Smith, and Sipe (2000) multilevel model of personnel selection. TheSchneider et al. (2000) model expanded the traditional approach to validating selectionsystems to include the impact that selection...

Was verbirgt sich hinter dem Begriff des Campus Recruiting? Welche Methoden undInstrumente empfiehlt die Wissenschaft und welche werden in der unternehmerischenPraxis genutzt? Welche Rolle spielt in diesem Rahmen das Arbeitgeberimage?Wie lässt sich das Bild eines Unternehmens als Arbeitgeber...

Das situative Interview (SI) ist eine Form des strukturierten Interviews. Es wird nach der Zielsetzungstheorie von der Annahme ausgegangen, dass ein enger Zusammenhang zwischen geäußerten Verhaltensabsichten und dem späteren realen Verhalten besteht. Bewerber werden gefragt, wie sie in...

- Darstellung derjenigen Kenntnisse, Fertigkeiten und Fähigkeiten über die ein kommunaler Pressereferent verfügen sollte.- Wege, die die praktische Umsetzung des Anforderungsprofils ermöglichen könnten.

This research explores the implementation of a Sales and Operations Planning(S&OP) process in order to observe the results on the performance of the supplychain after an implementation. Based on the literature review, the effectiveness ofthe supply chain’s performance is often criticised for...

This study addresses technical skills for packaging sales. Basedon the results of the study, a training manual and course ofinstruction have been developed to introduce an innovativeapproach to packaging sales. "Technical Skills for PackagingSales" defines the packaging sales professional, or...

Despite the necessity of close integration between marketing and sales, managers report less than satisfactory results in this area. This paper aims to examine what keeps the two functions apart. It propses going beyond surface level behaviour to examine the different sub-cultural mental frames...

Sales force automation refers to the automation of sales activities within an organization. Depending on the context, SFA may refer to the concept, the tools or the system. Because the literature refers to the importance of customer value creation and competitive advantage in considering SFA,...

Bucket pricing entails a prepaid price and a maximum consumption limit, which requires consumers to make advance purchase decisions before their consumption needs are fully revealed. We propose a dynamic model that involves how consumers form expectations of future consumption needs, learn to...

The body of literature surrounding emotional labor, defined as service employees’ effort to manage their emotions to meet organizational goals (Hochschild, 1983; Morris & Feldman, 1996), exhibits a severe lack of studies examining intercultural service encounters (i.e., service episodes in which a...