This paper examines the impact of participation in direct marketing on the entire distribution of farm sales using the unconditional quantile regression (UQR) estimator. Our analysis yields unbiased estimates of the unconditional impact of direct marketing on farm sales and reveals the heterogeneous effects that occur across the distribution of farm sales. The impacts of direct marketing effort...

Building on the early conceptual work of Lee and Cadogan (2000), this paper outlines the development of measuring scales for three sales manager problem resolution styles, namely: sales manager responsiveness, sales manager caring, and sales manager aggressiveness. The paper first provides a general introduction and theoretical primer to the topic of sales manager problem resolution styles. Thi...

Sales promotions such as temporary price reductions are frequently used by managers to stimulate sales in the short run. Marketing academics and practitioners tend to rely on price elasticities to summarize sales promotion effects. Although elasticities have some attractive benefits such as the invariance to measurement units, they have led to three misinterpretations in the marketing literatur...

multi-echelon inventory systems are one of the most important and attractive areas in modelling supply chain management so that several researches and studies have been done about. in this paper, the total cost function of a two-echelon inventory system with central warehouse and many identical retailers controlled by continuous review inventory policy is estimated. we have assumed the demand i...

Purpose This study intends to understand if managerial coaching, a sustainable competitive strategy, has an impact on sales performance, through customer and results orientation of the salesforce. It also aims investigate whether pressure for results, one predominant demands in organizations today, centralisation decisions, traditional management demand still present several organizations, unde...

this study attempts to investigate the impacts of severalcorporate governance mechanisms on two alternative proxies for agencycosts, namely the ratio of total sales to total assets (asset turnover) and theratio of selling, general and administrative expenses to total sales(sg&a;). agency costs, non-executive directors on the board, andinstitutional investors are dependent variables. the analysi...

INTRODUCTION The rapid pace of discovery in the lifesciences can have profound implications for public health, and the focus of much deliberation in recent years has been on how best to ensure that they are positive and not negative. A key focus of debate has been on dual-use research of concern (DURC), which has been defined as life-science research that “could be directly misapplied to pose a...