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Full-Text Articles in Business
Feedback: Baby Boomer Manager Offends Millennial Trainee, Nanette C. Clinch, A Osland
Feedback: Baby Boomer Manager Offends Millennial Trainee, Nanette C. Clinch, A Osland
Faculty Publications, School of Management
Hana Tan, a recently employed college graduate was in the midst of her training program when her manager's manager, a fellow named Eric, humiliated her, in her view, in front of her training group by criticizing her use of a ponytail. She wondered, "Should I quit? Do I have to take this stuff to get ahead? Should I report him?" We discuss the incident in the context of phenomenology, Snyder's self monitoring, Goffman's presentation of self, embeddedness and the role of frank feedback.
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
Faculty Publications, School of Management
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%.
Legitimizing Radical New Medical Services, Nanette C. Clinch, A Osland, C Wang
Legitimizing Radical New Medical Services, Nanette C. Clinch, A Osland, C Wang
Faculty Publications, School of Management
Physicians enjoy considerable liberty in the creation of entrepreneurial ventures in the new frontiers of medicine. Professional societies may opine about a new procedure but professionals may feel free to ignore their counsel as well. Two case studies are used to discuss this method of new venture creation; the cases are trait selection through pre-implantation genetic diagnosis and female cosmetic genital surgery (FCGS), both controversial practices. We discuss the ethics and legitimacy of both and how one can use theory to analyze whether or not these are legitimate businesses and how to develop them.