Purpose – To date, a general self‐efficacy concept has been the standard model for prediction of sales performance, and there has yet to be a published study that combines the three variables: sales performance, self‐efficacy, and sales communication behaviors. It is proposed that a model...

Purpose – The aim is to explore the potential of a hybrid genetic algorithm‐partial least squares (GA‐PLS) modeling approach to understand the important promotional spending variables that influence physicians' prescribing habits and to help leverage managers' insight to plan better spend...

The purpose of this paper is to provide insights into the implementation of e-business processes in the procurement area of a healthcare supply chain when multiple stakeholders are involved. A single longitudinal case study spanning three years is presented using data collected from interviews,...

Purpose – The purpose of this paper is to elucidate the pathways that can enhance pharmacy‐to‐customer engagements, and give capacity to build closely aligned customer interface systems. Design/methodology/approach – A nationwide, pharmacy and customer, dual survey‐based service value...

Purpose – The purpose of this paper is to provide insights into the implementation of e‐business processes in the procurement area of a healthcare supply chain when multiple stakeholders are involved. Design/methodology/approach – A single longitudinal case study spanning three years is...

"The NBER Bulletin on Aging and Health provides summaries of publications like this. You can sign up to receive the NBER Bulletin on Aging and Health by email. Economists have puzzled over why eligible individuals fail to enroll in social safety net programs. "Chilling effects" arising from an...