ENTERPRISE SURVEY DATA. — We use data base on Enterprise Survey of the World Bank Group for the period 2002-2016 . Details on the methodology and data collection are available at http://www.enterprisesurveys.org/methodology. The data are collected on behalf of the World Bank by private contractors since they asked a range of sensitive questions and respondents are assured of confidentiality. Th...

We examine misconduct in Önancial services. We propose a theory in which experts extract surplus based on the value of their Örmís brand and their own skills. Using sales complaint data for insurance agents, we Önd that agents working exclusively for large branded Örms are more likely to be the subject of justiÖed sales complaints, relative to smaller independent experts, despite doing substant...

iSoftStone to Add Western China Sales and Delivery Center in Chengdu January 13, 2011, iSoftStone announced that it will establish a sales and delivery center in the city of Chengdu in western China. The new center will incorporate iSoftStone’s global outsourcing delivery model and training platforms to provide high quality services at cost-effective prices for its clients in both China and oth...

After-sales services are important to manufacturing companies both as a source of income and as a source of gaining competitive advantage. Searching for new sources of value in the after-sale market is thus of importance for these companies since it could help them to attract customers. Manufacturing companies are now seeking innovative ways to develop after-sales services with the use of remot...

Because of today's strong competition, most manufacturing organizations continually try to increase their profits and reduce their costs. Accurate sales forecasting is certainly an inexpensive way to meet these goals because it leads to improved customer service, reduced lost sales and product returns, and more efficient production planning (Doganis et al., 2006). Forecasting future demand is c...

Selecting a sales and distribution approach is a key element of a successful business model. The sales approach, or more broadly the overall process of selling and delivering products to customers, at once encompasses both a company’s connection to its customers and a significant portion of its total costs. Traditionally, companies selected from a defined, limited set of options (i.e. direct sa...