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Full-Text Articles in Business
The Role Of Supplier Performance Evaluations In Mitigating Risk: Assessing Evaluation Processes And Behaviors, Timothy G. Hawkins, Michael J. Gravier, William A. Muir
The Role Of Supplier Performance Evaluations In Mitigating Risk: Assessing Evaluation Processes And Behaviors, Timothy G. Hawkins, Michael J. Gravier, William A. Muir
Marketing Department Faculty Journal Articles
Given the level of outsourcing, supplier performance evaluation (SPE) is a critical supply chain process. SPEs are used to record supplier performance levels to inform future supplier selections, and thus mitigate the risk of adverse selection. Numerous weaknesses associated with industrial buyers' collection and use of supplier performance information call SPE effectiveness into question. The risk-related factors affecting SPE effectiveness have not been empirically explored, including misuses of the tool. This research identifies the factors affecting SPE risk mitigation effectiveness. It employs a mixed method of qualitative interviews of buyers and suppliers in order to develop a model of SPE …
Artificial Intelligence And The Sales Process: How To Help Sales Students Develop An Analytics Skill Set, Michael Rodriguez, Stefanie L. Boyer
Artificial Intelligence And The Sales Process: How To Help Sales Students Develop An Analytics Skill Set, Michael Rodriguez, Stefanie L. Boyer
Marketing Department Faculty Journal Articles
The following learning protocol provides an opportunity for professors to help students apply artificial intelligence and analytics in a pipeline management exercise. The activity allows advanced sales students to build a predictive sales model in Salesforce.com’s Einstein Analytics Platform. The following innovation walks the educator through the process of accessing the platform, building a model and analyzing outcomes. The exercise provides the opportunity to improve outcomes and act on sales opportunities, simulating the work environment. The article provides teaching tips for success to help professors stay current in the digital age and prepare students for early career success.