a r t i c l e i n f o From the perspective of job embeddedness theory, this study explores the influence of sales training and job embeddedness on the sales performance and turnover behavior of newcomer employees. To acquire performance and turnover data, this study surveys 327 new financial salespersons after they have spent some time at a large life insurance company. With this data, the stud...

Organizational mechanisms, and their contexts, leading to gender inequality among stockbrokers in two large brokerages are analyzed. Inequality is the result of gender differences in sales, as both firms use performancebased pay, paying entirely by commissions. This paper develops and tests whether performance-support bias, whereby women receive inferior sales support and sales assignments, cau...

User perceptions of new technologies may ultimately affect their acceptance of that technology. Recent research has identified a clear connection between user perceptions of Sales Force Automation and their acceptance of Sales Force Automation technologies. Anecdotal evidence suggests that relative to less experienced salespeople, more experienced salespeople tend to have more negative percepti...

This paper addresses the two opposing extremes of standardisation in franchising and the dynamics of sales in search of a juncture point in order to reduce franchisees’ uncertainties in sales and improve sales performance. A conceptual framework is developed based on both theory and practice in order to investigate the sales process of a specific franchise network. The research is conducted ove...

Abstract The sharp rise in energy prices represents a considerable structural risk to the German economy. Deindustrialisation has become veritable threat. government’s economic policy needs establish positive expectations for costs medium term through interventions gas and electricity markets. As COVID-19 pandemic, politicians should give companies generous deferral options income sales taxes p...

One of the requisites for winning corporate competitions today is success in the “global marketing” for quickly offering high-quality, latest model products in response to customer needs. For manufacturers to advance “manufacturing” that precisely meets the customers’ preferences, it is vital that their affairs and management sections also share the global view and become a core of corporate ma...

This paper explores the question of whether hedge funds engage in frontrunning strategies that exploit the predictable trades of others. One potential opportunity for front-running arises when distressed mutual funds—those suffering large outflows of assets under management—are forced to sell stocks they own. We document two pieces of evidence that are consistent with hedge funds taking advanta...

Foreknowledge of demand is useful in the control of a production-inventory system. Knowing the customer orders in advance makes it possible to anticipate properly. It is an important condition to produce and deliver the right quantity of the right product “just-in-time”. It reduces the need of safety stock and spare capacity. But the question of the effectiveness of foreknowledge is not an easy...

Drug companies aggressively market their products to increase sales and economic rewards. Different countries have different regulatory regimes for controlling promotion. In the United States control rests directly with the Food and Drug Administration whereas Canada relies on a mixture of voluntary self-regulation and an autonomous agency. Each method has significant weaknesses. We examine the...