When it comes to thinking about sales leadership these days, most executives just don't get it. Chief sales officers - and even chief executive officers, who recognize that the sales organization drives top-line growth - often have an incomplete notion of the CSO's job. Sure, they understand...

We study the price adjustment practices and provide quantitative measurement of the managerial and customer costs of price adjustment using data from a large U.S. industrial manufacturer and its customers. We find that price adjustment costs are a much more complex construct than the existing...

This paper studies the consequences of product-market competition on firms' decisions to delegate more or fewer decision-making responsibilities to managers. By simultaneously addressing the choice of both competitive actions and organizational design, the paper makes an attempt at bringing...

Bu çalışma 2002-2008 yılları arasında İstanbul Menkul Kıymetler Borsası’nda işlem gören firmalar arasındaki yönetim kurulu ve sermaye bağlantılarını incelemektedir. Çalışmada, bir gruba dahil olan firmaların diğer firmalarla kurdukları bağlantı sayısının,...

The current research represents the valorization of the dissemination the design framework of an interdisciplinary area of research, validated through SPAS European FP6 project and a national BIOSIG- PN2 and has as objective to channel communication on target market, through personalized...

Using 1988-93 panel data drawn from the New Zealand life insurance industry, this paper examines empirically the notion that the choice of distribution system is an efficient contracting solution to incentive conflicts between owners, managers and sales agents in life insurance firms. Consistent...

In earlier work byjoskow and by Cummins and VanDerhei, the American Agency system of distribution has been deemed inefficient, i.e. excessively costly. We test this in a natural way by examining whether the system survives in competition with more efficient systems. We find that it survives, but...

IP/MPLS service providers rely on transport networks to provide bandwidth on demand with the lowest possible provisioning time. However, due to the static nature of transport networks and the differences in the communication languages and switching systems, the IP/MPLS and transport network...

In close connection with all the skills and personalities of successful managers, as a result of their practical configuration manager behavior ranges formed as a self-teaching activity of his, and the acquisition of basic principles of managerial culture in education. Major directions of the...

The evaluation of consulting services is a widely, but controversially discussed issue. While there is obviously an increasing need for appropriate evaluation, there are critics questioning the applicability of evaluation methods as well as the motivation to assess. We provide a framework that...