The business cycle has a significant impact on the performance of the organizations. It influences overall compensation costs. The business cycle involves understanding different phases of the economic activity such as periods of expansion, in which there is broad economic growth, and periods of...

Understanding of business cycle phases has been the focus of researchers to mitigate negative impacts of business cycle on the organizations. Realigning fixed and variable pay in the pay structure helps organizations in maintaining proper leverage ratio for mitigating adverse impact of recession...

A number of researchers have examined organizations progress through various stages in a life cycle as they grow and develop from birth to death. This article explains organizational life cycle (OLC), its impact on organization performance, and response of human resources (HR) manager for...

A well designed pay structure can be used as a powerful tool for encouraging employees to achieve goals set by the management. Monetary rewards include base pay compensation (or fixed pay) and incentive compensation (or variable pay). Each element of the compensation decision encourages and...

This conceptual paper describes the pros and cons of fixed and variable pay in sales. It posits that agency theory can explain the variation across firms in respect to the compensation system used. A successful pay system communicates organizational priorities and goals and motivates salespeople...

There is no misgiving that what differentiates superior organizations from average ones is the way they understand, manage and leverage their intangible assets. In the current era of knowledge based new economy, management of intangible assets is the major source of competitive differentiation...

This article underlines the crucial role of human resource managers in compensation management for sales employees in a marketing firm. The changing needs of customers, shortened product life cycles and increased pressure to enhance profitability have motivated human resource managers to...

Integration of Supply Chain Management (SCM) and marketing decision should be the prime concern of any profit maximizing firm. Supply chain actions, should always be aligned with business strategy of the firm that include upstream and downstream activities in order to facilitate the integration...

Convergence of Supply Chain and Marketing (CSM) helps supply chain and marketing managers reconcile the issues between opportunity losses due to insufficient capacity for meeting unexpectedly high demand and real losses due to excess capacity for meeting forecasted demand that is not realized....