Quotas, commissions and mixtures of the two are widely used to control salesmen's activities both in terms of overall motivation and as decentralized means to direct allocation of effort over various products in the firm's line. Sales commission plans as allocation devices for a...

Analyzing time series data for evidence of changes in market conditions is a problem central to development of a marketing information system. Examples are tracking field reports on competitors' prices and analyzing market share estimates computed from retail audits and consumer panel reports....

International differences in general, and cultural differences in particular, exert profound influence on what people buy. In modeling market response, highly visible international differences in purchase behavior seem to lead to an assumption by management scientists that there are large...

A meta-analysis of results from 320 published studies relates environmental, strategic and organizational factors to financial performance. Some factors (e.g., concentration and growth) have been studied widely and have a relatively consistent positive impact on performance. Other widely-studied...

This paper identifies four groups among 113 Fortune 500 manufacturers that approach innovation quite differently. The groups are based on 27 measured elements of corporate environment, corporate strategy, and formal and informal organization. Both product innovation and financial performance...