Salesforce are strategic assets to the sales organization, but their returns may not remain stable over time due to changes in business conditions. Salesforce investments are similar to investments in other types of real assets and thus carry uncertainties. The study identifies the uncertainties...

Customers are crucial to any business as without customers, there is no sales; and without sales, there is no revenue and profits. Hence, there is a lot of attention on ‘customer-focus'. With competition now at the supply chain level, competitive advantage comes from the ability of supply...

Logistics and marketing are usually concerned with satisfying the customers' needs and wants, respectively through their supply and demand functions in a marketing channel. The interface between logistics and marketing is critical to the delivery of customer service. The major cause of conflict...

Supply chain performance improvement initiatives strive to match supply and demand, thereby driving down costs and simultaneously improving customer satisfaction. This invariably requires uncertainty within the supply chain to be reduced as much as practicable so as to facilitate a more...

Six Sigma deployment can bring a valuable process discipline and emphasis on performance measurement to sales and marketing activities. Six Sigma approach adds measurable value to sales and marketing performance and helps in increasing market share and top line revenue in targeted...

The board of directors (i.e., board) has generally been perceived as the backbone of corporate governance. Board is one of the most important internal corporate governance mechanisms used by the shareholders to monitor management. Board has diverse functions and roles such as control role,...

Governance depends on both country-level as well as firm-level mechanisms. The country-level governance mechanisms include a country's laws, its culture and norms, and the institutions that enforce the laws. Firm level or internal governance mechanisms are those that operate within the firm....

Marketing combined with dynamic Supply Chain Management (SCM) provides greater flexibility to satisfy customer demand based on the needs of individual customers and their value to a firm. Marketing focuses on demand creation, while SCM on demand fulfillment. To be successful, the organizations...

Corporate governance and disclosure practices of listed firms having global exposure, such as subsidiaries of Multinational Corporations (MNCs) as well as domestic crosslisted firms, are different from firms having only domestic exposure. Domestic listed firms are listed only in the home country...