Business Commons^™

The Effects Of Corporate Diversification And Control On Division Risk-Taking Strategy And Performance, Hae Ryong Kim

Theses and Dissertations in Business Administration

This research explored two major functions of corporate strategic management, corporate diversification (core-business relatedness) and corporate control, and their implications for divisional strategic management. Four research questions were raised to address these issues: (1) does core-business relatedness matter to division performance? (2) how does core-business relatedness influence corporate control? (3) how does core-business relatedness influence division risk-taking strategies and performance? and (4) how does corporate control influence division risk-taking strategies and performance?

Adopting the resource-based view and organizational learning theory, this study proposed that core-business related divisions would outperform unrelated divisions and that core-business related divisions would have higher commitment …

Measuring And Evaluating Sales Force Training Effectiveness: A Proposed And An Empirically Tested Model, Ashraf Magdy Attia

Theses and Dissertations in Business Administration

Recent reports show that 95% of organizations conduct some form of sales training and organizations spend more than $30 billion dollars annually on sales training programs. According to {\it Sales \& Marketing Management\/} (1993), the average estimated field training costs for a sales trainee is \$37,000. Due to the accelerating investments in sales training, Honeycutt, Ford, and Rao (1995) found that 57% of sales training executives said that the major area in greatest need of additional research is determining sales training effectiveness.

The research contained herein addresses a gap in the marketing literature by: (1) proposing and testing a model …

The Convenience Orientation Of Services Consumers: An Empirical Examination, Patricia Kramer Voli

Theses and Dissertations in Business Administration

The growth of the convenience industry suggests that time-scarce consumers represent an important potential target market for firms that offer time and/or effort saving attributes in their product offerings. The research contained herein addresses a gap in the marketing literature by examining a proposed series of relationships involving household expenditures for "convenient services." These proposed relationships were captured in a "Conceptual Framework of Convenient Services Consumption" which synthesized the various existing theoretical conceptualizations relating to convenience consumption and the number of factors said to influence consumers' convenience orientation. Specifically, this study sought to profile the convenience oriented services consumer by …