Sales force automation (SFA) is the use of software to automate sales tasks, including sales activities, order processing, customer management, sales forecasting and analysis, sales force management, and information sharing. An SFA system is often part of an enterprise-wide information system...

This article examines how having a choice of health plans, HMO enrollment, and health status affect the use of preventive services. For preventive services use, HMO enrollment is endogenous for workers with a choice of plans, but is exogenous for workers who do not have a choice. Relative to a...

Unemployment and proprietorship can be related in several ways. As unemployment increases, individuals with fewer job alternatives may choose to start their own business resulting in an increase in proprietorship. Alternatively, if an increase in unemployment is the result of a depressed...

Purpose – This paper examines how perceptions about salesforce automation (SFA) systems are influenced by the perceived accuracy of the information the system provides. Design/methodology/approach – Three hypotheses are tested. They are as follows. Sales people who perceive that the...

Purpose – The purpose of this paper is to examine the correlation between the degree of economic freedom in state institutions and industry employment and then determine how these correlations relate to economic growth. Design/methodology/approach – The authors find the correlation between...

The primary objective of this research was to develop a segmentation model for the United States Army Recruiting Command Headquarters (USAREC), located at Fort Knox, Kentucky. The segmentation model was based on the MicroVision geodemographic system, developed by National Decisions Systems....

Purpose – The purpose of this paper is to review issues pertaining to estimating market potential for consumer services which may cause underestimates of market potential and result in inappropriate marketing strategies. Particular attention is paid to the issue of double counting disqualified...

Background: Concerns have been raised about physician ownership of onsite advanced imaging equipment as allowed under Stark laws by the in-office ancillary service exception (IOASE). Methods: A web-based survey of orthopedic practices in the United States was used to assign a first date of...