Purpose The purpose of this paper is to propose a new salesperson valuation model. This paper presents a calculation method for estimating both the individual lifetime value of a salesperson and the sales force equity. Design/methodology/approach This is a conceptual paper supported by a case...

Purpose The purpose of this paper is to extend the discussion about customer portfolios beyond simple identification of models and how they can be used for balanced resource allocation to a discussion about how portfolios should take into account views from relationship partners and how they...

Cover -- EDITORIAL ADVISORY BOARD -- Guest editorial -- Questionable research practices in academia: antecedents and consequences -- Bridging the relevance-ranking chasm: mission impossible? -- To what is the review process relevant? -- The fallacy of impact without relevance - reclaiming...

The aim is to investigate how stakeholders can participate in the early phases of construction projects and how relevant insights can be gathered from stakeholders with very different backgrounds and interests. To gain these insights, it is important to understand how a space can be created to...

Outsourcing continues to be an important strategic tool for firms. While outsourcing can take place without major problems, some firms experience problems. Unfulfilled expectations or new opportunities can make alterations to existing sourcing solutions necessary. Such reconsiderations may be...