In current era of intense competition, management of salesforce compensation is becoming increasingly complex and challenging task for HR (Human resources) managers as sales people are demanding more and more reward. This paper has described an example of how game theory can be applied to...

Purpose: This paper aims to investigate between the renewed emphasis and interests in integration of supply chain management (SCM) and marketing and relatively very few recorded cases of successful implementations.Design/methodology/approach: The prior literature on SCM and marketing integration...

India has achieved remarkable success in the software industry. Software accounts 25% of the Indian export. The resources, including technical skills and cost competency have contributed to the competitive position of the Indian software industry. However, appreciation of the rupee against the...

Convergence of Supply Chain and Marketing (CSM) helps supply chain and marketing managers reconcile the issues between opportunity losses due to insufficient capacity for meeting unexpectedly high demand and real losses due to excess capacity for meeting forecasted demand that is not realized....

Accounting for employee stock options (ESO) has been one of the most controversial topics in accounting during the last decade. After the wave of recent corporate scandals, the controversy over employee stock options has intensified and arguments are being made in favor of expensing ESO in the...

Business cycle plays key role in influencing organizational performance. Understanding of business cycle phases has been the focus of researchers to mitigate negative impacts of business cycle on the organizations. Realigning fixed and variable pay in the pay structure helps organizations in...

The author focuses on how game theory can be applied to the important topic of sales force compensation. The article outlines different structures of compensation offered by firms and the possible outcomes of different compensation systems. The author applies the game-theoretic framework to...

A firm's ability to weather business cycles stems from effective utilization of an appropriate level of leverage though realigning fixed and variable costs. These accrued cost savings are redirected to keep the organization afloat until business conditions turn around. Reducing employee costs...

The business cycle has a significant impact on the performance of the organizations. It influences overall compensation costs. The business cycle involves understanding different phases of the economic activity such as periods of expansion, in which there is broad economic growth, and periods of...

The paper aims to focus on and discuss the issues of cross-functional collaboration pertaining to SCM and marketing. In many firms, the SCM still seems to be disconnected from the marketing or demand side as it has only a faint idea of the drivers behind customer demand. Firms that have...