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,...

This paper introduces a unified model for organizational change that is designed to help change analysts think through the decision-making process. Most organizational leaders do not manage change effectively because they fail to acquire the minimum amount of information necessary to make a...

Purpose: The purpose of this paper is to introduce and review the papers contained in the special issue on accounting and organizational change in the public sector and reflects on their key themes and findings - design, methodology and approach. The paper draws on general desk research and the...

This slide presentation describes the origin, approach and deliverables of course Org. Dynm.633, on “Leadership from the Middle” (LftM). Course participants were middle managers taking responsibility without authority for producing results in uncertain organizational environments, under high...

Projects are an increasingly popular approach to instituting organizational change. But do project managers possess the skills needed to realize significant change? This paper examines a survey of 134 project professionals who have participated in organizational change projects to determine the...

Organizational changes are often achieved through disciplined project management. Change management and project management are two disciplines that draw upon different theoretical frameworks but rely on each other to achieve an organizational goal. While organizational change deals with...

In today’s business environment it is widely accepted that innovation is key to improving theeconomic performance of companies (Van der Panna et al. 2003) and for achieving andsustaining a competitive advantage in the market place.Based on the definition of radical innovation, a radical...