Efficiency of projects is a central concern in project management. Such concerns have only been exacerbated with projects being increasingly distributed across firm and country boundaries. This study has a two-fold research agenda: First, it provides an understanding of how the efficiency of projects varies across project organization types, namely, Insourcing, Outsourcing, Offshoring, and Offs...

Past research shows that inventory turnover varies substantially across firms as well as over time. Gaur et al. (2005) demonstrate that a significant portion of this variation can be explained by gross margin, capital intensity, and sales surprise (the ratio of actual sales to expected sales for the year). Using additional data, we confirm these previously published results. Extending the findi...

Sports analytics has gained significant popularity to support athletic organization’s business and field operations such as enhancing talent identification, player recruitment, player development, training priorities, coaching, game tactics, team selection, injury management, fan/customer relationship management, etc. Through a qualitative case study approach, this study examines a regional uni...

Predicting music sales is of particular interest for sales managers (e.g. for pricing), inventory management (for CD sales) and server balancing (for music download). In the past years, research therefore proposed several models for music sales prediction. These models have, however, some shortcomings which we want to overcome with a new approach. We suggest using a novel data set that is a byp...

The article examines the essence and approaches to managing sales activities of an industrial enterprise in conditions financial instability, as rapid changes environmental require entrepreneurs find ways preserve company's competitive position. It has been proven that most progressive way organizing is distribution planning, which can be defined a planned, professionally managed vertical marke...

Problem definition: The mobile commerce (m-commerce) channel is poised to be the future of online markets. It offers search features distinct from conventional personal computer (PC)-based e-commerce channels. Its easy accessibility extends time available for customers search, although its shopping environment constraints (e.g., small screen size, single-tab browsing) may inflate costs. Collect...

The value co-creation has gained much attention in sales research, but less is known about how salespeople and customers interact in the authentic business to business (B2B) sales meetings. The study presented in this paper empirically contributes to existing research by presenting authentic B2B sales meetings that were video recorded and analyzed using observation and qualitative content analy...

We present a planning model for chemical commodities related to an industry case. Commodities are standard chemicals characterized by sales and supply volatility in volume and value. Increasing and volatile prices of crude oil-dependent raw materials require coordination of sales and supply decisions by volume and value throughout the value chain to ensure profitability. Contract and spot deman...