This paper extends the Log-robust portfolio management approach to the case with short sales, i.e., the case where the manager can sell shares he does not yet own. We model the continuously compounded rates of return, which have been established in the literature as the true drivers of uncertainty, as uncertain parameters belonging to polyhedral uncertainty sets, and maximize the worst-case por...

Marketing in general, and selling in particular, tends to be the most conspicuous organizational functions to customers and the general public at large. As such, many researchers have examined ethics in sales. Three general conclusions emerge from my research on ethics. First, although sales personnel view several business practices and situations differently (visà-vis being appropriate or inap...

This article studies the problem of sales-force compensation by considering the impact of sales-force behavior on a firm’s production and inventory system. The sales force’s compensation package affects how the salespeople are going to exert their effort, which in turn determines the sales pattern for the firm’s product and ultimately drives the performance of the firm’s production and inventor...

Purpose – The purpose of this paper is to investigate the behavioral intentions of business-tobusiness (B2B) sales managers to use mobile customer relationship management (CRM) systems in the course of their day-to-day activities. Design/methodology/approach – An extended Technology Acceptance Model (TAM) of mobile CRM system adoption is developed and tested with data from 105 international sal...

The NBC television network, a subsidiary of the General Electric Company (GE), uses optimization-based sales systems to improve its revenues and productivity. GE’s corporate research and development center (CRD) developed these systems using operations research and management science techniques to improve NBC’s sales processes. These systems remove bottlenecks caused by manual development of sa...

In recent years, the collaborative demand-to-supply management which strategically supplies products to the market so as to maximize profit is a critical role for establishing a sustainable company. However, sales sector and production sector, respectively, do not always work together for corporate-wide optimization. In the most case, sales sector is responsible for maximizing sales. On the oth...

a r t i c l e i n f o Keywords: Sales forecasting Computer wholesaler Multivariate adaptive regression splines Artificial neural networks IT industry Artificial neural networks (ANNs) have been found to be useful for sales/demand forecasting. However, one of the main shortcomings of ANNs is their inability to identify important forecasting variables. This study uses multivariate adaptive regres...

The technical and allocative efficiency of broadacre farmers in a southern region of Western Australia is investigated over a three-year period. Applying data envelopment analysis (DEA) and stochastic frontier analysis (SFA) reveals there is some inefficiency in each year, which decreases over time. The distributions of technical efficiency in each year are positively skewed toward higher effic...

Policy makers are increasingly seeking to develop overall measures of the efficiency of public service organisations. To that end, the use ‘off-the-shelf’ statistical tools such as data envelopment analysis (DEA) and stochastic frontier analysis (SFA) have been advocated as tools to measure organisational efficiency. The analytical sophistication of such methods has reached an advanced stage of...

A bounding region for spiral curve segments shaped by two circular arcs, parts of the osculating circles at the spiral’s endpoints, and two lines is introduced. This bounding region, denoted Spiral Fat Arc (SFA) is simple to construct and process, and shows a cubic approximation order to a given spiral curve. Given a general planar parametric curve, it can be split at curvature extrema (and inf...