Purpose Salespeople are at the forefront of external environment where they act as first responders to critical events and their resulting business turbulence. How salesforce responds turbulence is, therefore, great interest both theoretically in practice. The paper aims rekindle agility selling, which is most adequate behavioral sales model exploit environmental uncertainty. Design/methodology...

This study discusses salespersons' emotional intelligence, one of the key abilities necessary to meet customers' needs effectively, and express positive emotions in frequent interactions with customer. Emotional intelligence refers to self-controllability and social ability emphasizing pro-social aspect and understanding of others. This study investigates how salespersons' emotional intelligenc...

A multi-plant biomass-based energy production process is able to extract the chemical energy from various agricultural products. Such a process consists of several plants that are able to deal with biomasses of different types. Each type of plant has distinct mass-to-energy yields for each particular product type. Since the scale of the process may be geographically wide, transportation costs a...

This paper presents an energy management strategy (EMS) based on the Stackelberg game theory for microgrid community. Three agents or layers are considered in proposed framework. The cluster (MGC) refers to agent that coordinates interactions between microgrids and utility grid. manages scheduling of its own consumers. third represents consumers inside microgrids. equilibrium point is solved di...

Purpose – This study aims to assess the impact of a JIT-selling strategy on organizational structure by generally replicating the previous work of Germain et al. Design/methodology/approach – In contrast to the sample population of logistics managers surveyed by Germain et al. this research draws on data from manufacturing executives with marketing responsibilities. More importantly, a major li...

In 2007 over $30 Billion in US retail sales were driven by over 15 million US direct sales distributors selling everything from cosmetics, household goods, nutrition, life insurance and mortgages. (Direct Selling Association). In the direct selling industry, prior to the Internet, direct sales presentations relied on a direct selling distributor traveling to the prospect’s home to make a presen...

In this paper, a robust scheduling model is proposed for combined heat and power (CHP)-based microgrids using information gap decision theory (IGDT). The microgrid under study consists of conventional generation as well boiler units, fuel cells, CHPs, wind turbines, solar PVs, storage battery energy systems (BESS) the set distributed resources (DERs). Additionally, demand response program (DRP)...