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Full-Text Articles in Business
Current State Of Management/Union Relations In Hospitality Sector, Helen Lavan, Marsha Katz
Current State Of Management/Union Relations In Hospitality Sector, Helen Lavan, Marsha Katz
Helen LaVan
Labor management relations in the hospitality sector is an important aspect of effective management. Increasingly, unions are becoming proactive in organizing hospitality workers. This manifests itself in strikes, boycotts, picketing, sexual harassment complaints, and complaints to OSHA regarding safety and health workplace violations. This research monitors the current scene with respect to labor management relations and analyzes work issues that have been brought up for third-party resolution by NLRB staff or arbitrators. The study reports on 66 NLRB cases and 104 arbitration cases. Issues brought before the NLRB include mostly contract interpretations. In arbitration, there were mostly discipline issues, including …
Managing Sales Compensation: A Sales Force Configuration Approach, Pankaj M. Madhani
Managing Sales Compensation: A Sales Force Configuration Approach, Pankaj M. Madhani
Dr. Pankaj M. Madhani
A company and the configuration of its sales force have to evolve as the company goes through the stages of its life cycle. Sales force configuration involves decisions that reflect sales strategy, sales force structure and sales force size. Specifically, it focuses on how the sales personnel apportion their efforts among different products, customers, geography and selling activities (sales strategy); the differing roles that internal sales force and external selling partners should play (sales force structure) and the sales force capacity to effectively serve the customers (sales force size). Sales force configuration management is critical because it determines how quickly …