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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%.
The Future Of Corporate Social Responsibility Reporting, Matthew Maguire
The Future Of Corporate Social Responsibility Reporting, Matthew Maguire
Faculty Publications, School of Management
With more than 60,000 multinational corporations in the world today — along with more than 800,000 subsidiaries and millions of suppliers — the web of private enterprise is wider and more connected than at any other time in history (Ruggie 2004, 510). At the same time, concerns are mounting about the sustainability of the world economy, as well as our ability to address global challenges such as climate change, pollution, poverty, disease, and inequality. While in the past people have often looked to government to protect society from such threats, today it is clear that government cannot do the job …
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.