Software-as-a-Service providers have been growing fast while the contemporary research literature has neglected analysis of their business-critical marketing and sales processes. In this paper we collect the key factors characterizing how to market and sell SaaS to business customers into an eight dimensional model. We also use an explorative multi-case study to observe six SaaS providers and v...

To align employees’ interests with the firm’s goals, employers often use performance-based pay, but designing such a compensation plan is challenging because performance is typically multifaceted. For example, a sales employee should be incentivized to sell the company’s product, but a focus on current sales without rewarding the salespeople according to the quality of the product and/or custom...

OBJECTIVES The objective of this study was to evaluate the intended and unintended impact on pharmaceutical use and sales of three public reimbursement reforms applied to the prescription of statins: a Spanish generic reference pricing system, and two competing policies introduced by the Andalusian Public Health Service. METHODS This study is designed as an interrupted time series analysis wi...

This study considers a duopoly market in which two competitors operate their own service-inventory systems. Both determine prices to maximize profit while considering the inventory holding cost, ordering and cost incurred by lost sales. Customers are price sensitive, customer attractiveness is expressed arrival rates. We use game theory approach formulate analyze three types of pricing games: (...

E-business software solutions allow the integration of intra and inter firm business processes; it involves business processes spanning the entire value chain: electronic purchasing and supply chain management, processing orders electronically, handling customer service, and cooperating with business partners.According to the empirical analysis, we can get that there exist a long-term equilibri...

Quality of service is of major economic significance in natural monopoly infrastructure industries. In this paper we present an efficiency analysis of electricity distribution networks from seven European countries. We apply the stochastic frontier analysis (SFA) method on multi-output translog input distance function models to estimate cost efficiency and scale economies. We show that introduc...

The threshold for switching mobile phone numbers between different mobile communication service providers has largely decreased since the government lifted the ban on mobile phone number portability service. Users can convert their mobile communication service from their current provider to others while maintaining their existing phone numbers. The demand for mobile communication services has b...