Discovering new topics which cover new items, problems, and ideas (e.g., mobile phone, global warming, human genome project, etc) is truly profitable, important, and interesting for us. For instance, 1. Companies producing ’mobile phones’ have made large profits by the great sales, 2. The awareness of ’global warming’ has improved the environment of the earth by regulating exhaust emissions, 3....

Firms engaged in consumer product sales often implement a strict make-to-stock approach, applying a single price to all customers. In such systems, customers can get the product at the given price upon availability on the shelf. However, consumers can often tolerate a delay between order placement and demand satisfaction under a price discount. Recognizing this phenomenon, a supplier may consid...

This paper proposes an adaptive neuro-fuzzy inference system (ANFIS) and a KERNEL System to solve the problem of predicting rush orders for regulating the capacity reservation mechanism in advance. The adopted approaches generalize the association rules among rush orders, as well as to forecast product items, quantities and the occasion of the contingent rush orders via learning from the sales ...

This article describes the iterative design, development, and evaluation of a case-based learning environment focusing on an ill-structured sales management problem. We discuss our processes and situate them within the broader framework of educational design research. The learning environment evolved over the course of three design phases. A semisummative evaluation of student concept maps afte...

In line with the global markets’ current trend, the Palestinian market has recently witnessed consecutive implementations of different sales technologies by leading firms in different industries; one of these technologies is the Sales Force Automation (SFA) technology. However, although the adoption and use of sales technologies have been attractive topics for IT literature over the last two de...

In the last decade, high profile financial frauds committed by large companies in both developed and developing countries were discovered and reported. This study compares the performance of five popular statistical and machine learning models in detecting financial statement fraud. The research objects are companies which experienced both fraudulent and non-fraudulent financial statements betw...

We provide novel evidence on how frictions in the financing of working capital amplify and propagate the effect of economic shocks over time. We propose a test for this idea in a situation where firms must pay for inputs in advance of production, and face credit constraints and seasonal variation in profitability. Persistent input price shocks lead to stronger immediate and longer-term drops on...

Tiie saies iead black hole—the 70% of leads generated by nnarketing departments that sales representatives do not pursue—may result from competing demands on sales reps' time. Using the motivation-opportunity-abiiity framework, the authors consider factors that influence sales reps' pursuit (or lack thereof) of marketing and selfgenerated leads. The proportion of time that sales reps devote to ...

The traditional production planning model based upon the famous linear programming formulation has been well known in the literature. The consideration of uncertainty in manufacturing systems supposes a great advance. Models for production planning which do not recognize the uncertainty can be expected to generate inferior planning decisions as compared to models that explicitly account the unc...