There is a considerable debate on the question of direct sales force vis-à-vis reps. The convergence of direct sales force cost and commissions paid to reps is key in the initial decision to use direct sales force or reps based on an analysis to minimize total costs. The choice between direct...

Various phases of economic cycle are characterized by changes in the dynamics of the economy. In particular, expansion phases are periods when economic activity tends to trend up such as recovery and growth period, whereas recession phases are periods when economic activity tends to trend down...

Retailers can achieve superior shop floor performance through deployment of RFID. Reduced stock out, reduced labor cost, reduced inventory cost, enhanced visibility, and increased customer satisfaction are some of the key benefits of RFID adoption. This paper aims to examine how retailers can...

In the current business environment of globalization and a demanding competitive paradigm, it is essential from a strategic management perspective to focus on the financial dimension of value associated with intangible assets to create sustainable long term advantages. Some of the organizational...

This paper focuses on the concept of supply chain; highlight advantages of integration between supply chain and marketing mix; demonstrate how supply chain can leverage the strengths of marketing mix strategy and meet the challenges of customer value creation in today's dynamic market place; and...

The objectives of this paper are firstly, to show the concept of supply chain including RFID, its operating concept, and its benefits to various stake holders of supply chain; secondly, to demonstrate how RFID enabled supply chain can leverage the strengths of marketing mix strategy and meet the...

Indian IT industry is characterized by high growth largely through exports to various international markets. Exports have been a main focus of the Indian IT industry and a major source of revenues. Performance of this sector is negatively influenced by reduced IT expenditure due to downturn of...

Retailers, in short shelf life products such as fast fashion, can achieve superior performance through implementation of radio frequency identification (RFID). Some of the key benefits of RFID adoption are reduced stock out, reduced labor cost, decreased inventory cost, enhanced visibility, and...

Organizations design and implement incentive plans to attract, retain and motivate their sales force. With the objective of achieving goal congruence between the sales organization and its sales force, many sales organizations implement variable pay plans. However, in the case of the sales...

Organizations must review and update sales management practices and their compensation strategies according to the different stages of product life cycle (PLC). The PLC can be a valid framework for assessing organizational response in terms of marketing mix variables and sales force compensation...