Finance and Financial Management Commons^™

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 …

A Vft Approach To Allocation Of Manpower And Budget Cuts, Thomas G. Boushell

Theses and Dissertations

The National Air Intelligence Center (NAIC), like many Department of Defense (DoD) and civilian organizations, has been forced to undergo budget and manpower reductions. This year's resource allocation decision requires NAIC to identify both contracts and personnel to be cut. In order to reduce the amount of time and subjectivity involved in this important decision, a resource allocation model was developed to compare different alternatives. This model uses decision analysis with value-focused thinking to quantify the resultant impact of the chosen cuts. The impact was quantified based upon the NAIC Commander's values and preferences, which were used to build a …