This research identifies a set of key success factors for sales force readiness, for driving the success of a new product launch within the pharmaceutical industry. Drawing from the analysis of fifty product launches in the Swedish pharmaceutical market, the study has succeeded in discriminating...

Managing through projects has become important for generating new knowledge to cope with technological and market discontinuities. This paper examines how the fit between the creation of technological and market knowledge and important project management characteristics, i.e. project autonomy...

Should you set up your own sales force or should you outsouce it? The standard analysis uses a cost basis to answer this question. It assumes that the direct sales force is largely a fixed cost and that the outsourced sales force is largely a cost that varies with sales. It then calculates the...

Managing through projects has become important for generating new knowledge to cope with technological and market discontinuities. This paper examines how the fit between the creation of technological and market knowledge and important project management characteristics, i.e. project autonomy...

Comeback of the Inflation Specter -- Victims and Profiteers of Inflation -- Getting Ahead of Inflation -- Understand Profit Mechanics -- Optimize Prices in Line with Inflation -- Control Value-to-customer -- Lead in Competition -- Strengthen Pricing Power -- Exploit Digital Opportunities --...

This article investigates the use and the satisfaction derived from e-learning training by sales representatives of commercial banks in France. The research carried out among these representatives concerns a banking training scheme which was followed from

A growing number of econometric examinations show that works councils substantially shape the personnel policy of firms in Germany. Firms with works councils make greater use of various HRM practices. This gives rise to the question of whether employers view the shaping of personnel policy...

We present the first panel estimates of the productivity effects of the unique German institution of parity, board-level co-determination. Although our data span two severe recessions when labour hoarding costs of co-determination are probably highest, and the panel is too short to capture the...

To improve on service delivery, the challenge is to ensure that the correctional officials understand and are skilled in dealing with demands for better standard of service delivery by the public. There is a perception that current training programmes are too fragmented and that training does...

Ausgehend von den Ergebnissen einer empirischen Studie zur Mitarbeiterbeteiligung in Deutschland wird die materielle und immaterielle Beteiligungspraxis von Unternehmungen des Neuen Marktes behandelt. Neben den praktizierten Beteiligungsansätzen werden die jeweiligen Hintergründe und...