11 hypotheses from agency theory, transaction cost analysis, and Ouchi's theoretical approach on the impact of environmental, Company and salespeople characteristics on the design of salesforce control systems (outcome- vs. behavior-based) are summarized and tested on a data set of 270 German...

No concept of corporate management has spread as quickly in global business practice as the Balanced Scorecard (BSC) by Robert S. Kaplan and David P. Norton. This discussion paper examines its origins, theoretical foundation, practical distribution and key points of criticism in the literature a...

In the presented paper we introduce an approach to assess particular economic effects which may arise with bringing mobile technologies into the field of sales and distribution. The research problem posed here comprises quite a special case where sales operations of a company are carried by its...

Ziel dieser Untersuchung ist es, die sozialpsychologische Theorie der Selbstaufwertung auf die in der Unternehmenswelt verbreitete Nutzung von Statusanreizen anzuwenden. Genauer wird sich anhand eines fiktiven Sales-Teams die potenzielle Wirkung der Selbstaufwertung angeschaut, die durch die...

The study assesses the state of competition in the Philippine wholesale and retail sector, focusing on the distribution of specialized goods and pharmaceutical products. It uses the traditional tools of analysis like concentration ratios and price-cost margins in determining the competitive...

Hintergrund dieser Studie ist die zunehmende Bedeutung von Versicherungsabschlüssen über das Internet. Vor allem bei der Kfz- Versicherung nimmt der Anteil von Online-Abschlüssen zu. Dabei nutzen die Kunden vermehrt unabhängige Vergleichsportale, wie sie bereits auch im Reise- und...

Die Anforderungen an die Konsumgüterdistribution verändern sich mit zunehmender Geschwindigkeit. Anhaltende Globalisierung, kürzere Produktlebenszyklen und Urbanisierung sowie neue Technologien sind Treiber dieser Veränderungen. Hinzu kommen die wachsende Bedeutung des Onlinehandels,...

The digitalization of the every-day life also affects buying habits of customers. Changes that take place regarding these habits result in an increasing number of e-commerce retailers. Online-shops in the business-to-consumer field are especially successful with apparel and electronic products....

The purpose of the present work was to analyse the importance of the use of information systems and technologies in management procedures in the hospital sector. We therefore intended to evidence the effects of the use of the information produced by means of those instruments in the improvement...