We uncover a range of communication techniques used by salespersons across three levels of accounts classified according to their strategic importance to a selling organization. We further distinguish between communication techniques utilized in positive sales encounters characterized by harmonious interaction between buyer and seller, and those used in challenging situations where salespersons...

many of the so-called organizational strategies on which companies are dependent, are not endurable. these strategies may not be well structured and cannot stand the test of time. thus, making the right decision is extremely important for strategic planning. the proposed strategy formulation framework in this paper (fuzzy bsq) is a powerful management tool in strategic planning that integrates ...

The paper explores the management of customer–supplier relationships through the adoption of a set of practices supporting integration in interface processes. A classification of relevant integration techniques (i.e. decisions on how to manage interface processes) and tools (i.e. assets or resources that support the adoption of techniques) is provided: techniques are grouped into the operations...

in last decade it is almost impossible to not seen anything about water resource crisis and water shortage in natural resources exploitation and use reports. such information encourages decision makers and researchers to looking for solutions in relation to this problem and sustainable management of water resources. in this regard, first step towards sustainable management of water resources is...

background: successful waste management programs are linked to internal factors, sw (strength and weakness points), and external factors, ot (opportunities and threats), and at the macro level are grounds for sustainable development. studies may be related to david’s study which presented a method to quantify strength, weakness, opportunity, threats (swot) analysis. methods: in this study, desi...

today’s competition is promoted from firm against firm to supply chain versus supply chain, globalization and competition is a common phenomenon so each organization should make its supply chain as a weapon against the others, in doing so this paper presented a conceptual, graphical, step by step methodology to construct supply chain strategies by integrating strategic management’s theories, ap...

the impact of the management performance evaluation methods on the information quality in accounting will be studied in this paper. the information plays two roles in the market-oriented economies; first, it allows the investors to evaluate the potential opportunities of the investment (prospective role) and, secondly, it enables the investors to monitor how to allocate and use their capital by...

Intranet is widely used for internal access, analysis and exchange of organisation accounting and control information. As a tool of information communication, intranet use affects the information characteristics of content presentation in Management Accounting Systems. Management Accounting Systems incorporate the structure, processes, tools, and techniques for the provision of information to a...

The increasing dependency of many businesses with information technology (IT)and the high percentage of the IT investment in all invested capital in businessenvironment ask for more attention to this important driver of business. Thelimitation of capital budget forces the managers to look for more wise investment inIT. There are many cost-cutting techniques in the literature and each of them ha...