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S-Shaped Response Functions: Implications for Decision Models
This paper discusses the implications for analysis and parameter estimation of optimization using S-shaped (convex-concave) response functions. For both unconstrained and constrained optimization and for integer and continuous variables, the…
A Sales Force Management Model: Integrating Managerial and Research Perspectives
This paper develops a three-stage conceptual model of personal selling and sales force management that emphasizes the relationship between sales force management decision-making and empirical research. The model provides a means for both…
Santa Clara County Employers: Number Offering Fair Economic Choice of Health Benefits Plans
Employer decisions regarding the number of different health benefits plans offered and how premium costs are divided between the employer and the employee affect the extent of competition among plans in a community. We believe competition creates…
Some Consequences of Organizational Demography: Potential Impacts of an Aging Work Force on Formal Organizations
Abstract not available.
Strategic Business Intelligence Systems
Technology Choices in Developing Countries: Toward a Conceptual Framework for Further Research
Abstract not available.
Technology Transfer and R&D Activities of Multinational Firms: Some Theory and Evidence
Abstract not available.
Temporal von Neumann-Morgenstern and Induced Preferences
The API and the Design of Experiments
The Critical Need for a Marketing Measurement Tradition: A Proposal
Abstract not available.
The Diffusion of an Administrative Innovation
Abstract not available.
The Effects of Level of Abstraction of a Script on Accuracy of Recall, Predictions, and Beliefs
Abstract not available.
The Factor Structure of Multidimensional Response to Marketing Stimuli: An Investigation of Two Approaches
The factor structure of the variables which describe consumers multidimensional response to marketing stimuli can be determined either by Within Analysis (based on variation across individuals in responding to a representative stimulus) or Among…
The Nature of Income Measurement
The Nonoptimality of Equal Commission Rates in Multi-Product Salesforce Compensation Schemes
Abstract not available.
The Return on Called Bonds
This paper analyzes the experience of investors in refunded bonds during the 1970s. These bonds tended to provide a higher return than bonds of the same company which were not called. However, the investor suffered an opportunity loss on…
Toward Strategic Intelligence Systems
There has been a dramatic increase in the use of strategic planning tools in the past decade. Since the quality of strategic planning will be greatly impacted by the quality of the information inputs, increasing attention should be paid to the…
Toward Typology of Organization Development Research
OD research is currently in a confused yet rapidly developing state. It is argued here that this situation exists partly because of a basic confusion as to exactly what constitutes OD research. A definitional typology is proposed based on the…