Traditional sourcing arrangements for after-sales support of capital-intensive products such as airplanes, weapons systems, and manufacturing equipment have centered around physical assets. Typically, customers would pay the supplier of maintenance and repair services (usually the product manufacturer) for the resources, such as spare parts, that were needed to maintain the products. In recent ...

a r t i c l e i n f o From the perspective of job embeddedness theory, this study explores the influence of sales training and job embeddedness on the sales performance and turnover behavior of newcomer employees. To acquire performance and turnover data, this study surveys 327 new financial salespersons after they have spent some time at a large life insurance company. With this data, the stud...

Organizational mechanisms, and their contexts, leading to gender inequality among stockbrokers in two large brokerages are analyzed. Inequality is the result of gender differences in sales, as both firms use performancebased pay, paying entirely by commissions. This paper develops and tests whether performance-support bias, whereby women receive inferior sales support and sales assignments, cau...

In the last decade, high profile financial frauds committed by large companies in both developed and developing countries were discovered and reported. This study compares the performance of five popular statistical and machine learning models in detecting financial statement fraud. The research objects are companies which experienced both fraudulent and non-fraudulent financial statements betw...

This article presents the basic concepts of OPTOSA, a Visual Analytics solution for the optimization of online sales, designed to support manufacturers in all phases of the online sales process from the product specification to the price fixing and more. OPTOSA combines a data processing module that builds and constantly updates operational knowledge related to sales positioning with a decision...