Purpose – The purpose of this paper is to develop an improved management/performance model that yields superior business productivity by conjoining internal benchmarking, external benchmarking, and a strong employee performance/behavior paradigm. Design/methodology/approach – Strengths and...

When there are multiple competing objectives in a decision-making process, Multi-Attribute Choice scoring models are excellent tools, permitting the incorporation of both subjective and objective attributes. However, their accuracy depends upon the subjective techniques used to construct the...

Purpose – This paper seeks to develop a theory and a practical qualitative modeling tool that accurately predicts the probability that an industrial sales lead will convert to a booking based on observable lead characteristics and one that can be used by a typical sales manager....