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Full-Text Articles in Business
An Exploratory Study To Improve Sales Operations When Selling Multiple Prescription Drugs, John C. Yi, Ming Zhou, Taeho Park
An Exploratory Study To Improve Sales Operations When Selling Multiple Prescription Drugs, John C. Yi, Ming Zhou, Taeho Park
Ming Zhou
This paper explores the importance of integrating knowledge with quantitative modeling process to improve sales operations in multiple product selling situations in the pharmaceutical industry. A knowledge-based approach is proposed to minimize challenges in detailing multiple products to physicians who are more and more difficult accessing in recent years. The performance of this new approach is compared against the traditional approach via actual implementation by the firm that is sponsoring the research. Results based on three months of implementation indicate that the knowledge-based approach performs significantly better with increasing the number of responsive physicians by 71% and profit by 9%.
Employee Goal Orientation In Relation To Creative Performance, Nancy Da Silva, M. D. Borlongan-Conway, H. Tokunaga
Employee Goal Orientation In Relation To Creative Performance, Nancy Da Silva, M. D. Borlongan-Conway, H. Tokunaga
Nancy Da Silva
No abstract provided.
Managing Disputes With Nonmarket Stakeholders: Wage A Fight, Wait, Withdraw, Or Work It Out?", Anne T. Lawrence
Managing Disputes With Nonmarket Stakeholders: Wage A Fight, Wait, Withdraw, Or Work It Out?", Anne T. Lawrence
Anne T. Lawrence
How do managers respond when confronted with the demands of activist stakeholders over whom they exercise no direct control? What strategies do managers adopt, and why? Which of these are most effective—and under what conditions? Increasingly, businesses today face difficult challenges in response to changing public expectations and newly emergent techniques of stakeholder influence. New communications technologies enable activists concerned about business behavior to mobilize supporters around the world in real time. Many firms conduct their work on a global stage, where damage to reputation in one location can quickly reverberate around the world. This article develops a typology of …
Commonalities And Differences Between Service And Manufacturing Supply Chains: Combining Operations Management Studies With Supply Chain Management, Ming Zhou, Taeho Park, John Yi
Commonalities And Differences Between Service And Manufacturing Supply Chains: Combining Operations Management Studies With Supply Chain Management, Ming Zhou, Taeho Park, John Yi
Ming Zhou
The service sector of the US economy has been gaining importance. As the service sector evolves, the study of service supply chain starts to gain attention. In this study, we conduct an exploratory review on the studies of manufacturing and service supply chains. We focus on the studies that explore the differences and commonalities between manufacturing and service supply chains. We combine operations management literature with supply chain studies in order to provide an interdisciplinary framework that brings up both the operational and strategic views on the management commonalities and differences between the two types of supply chains.
The Impact Of A Marketing Information System: A Case Study Of Smart-Baltimore, Tanvi Kothari, D. R. Fesenmaier, Z. Xiang
The Impact Of A Marketing Information System: A Case Study Of Smart-Baltimore, Tanvi Kothari, D. R. Fesenmaier, Z. Xiang
Tanvi Kothari
The purpose of this study is to use existing theories of technology and organizational change to assess the impact of technology implementation within the context of the tourism industry. The framework is applied as a case study to analyze the perceived implications of implementing a destination marketing information system by the Baltimore Area Convention and Visitors Bureau. The results of the study indicate that the most important value of the system is the richness and timeliness of information. The key informants perceive that this system will not only impact the marketing activities at the organization but will not influence the …