Sales Management Control, Territory Design, Sales Force Performance, and Sales Organizational Effectiveness in the Pharmaceutical Industry

Sales Management Control, Territory Design, Sales Force Performance, and Sales Organizational Effectiveness in the Pharmaceutical Industry
Author: Eric Longino
Publisher: Universal-Publishers
Total Pages: 236
Release: 2009
Genre: Business & Economics
ISBN: 1599427060

Limited research exists about the determinants of sales organization effectiveness in pharmaceutical sales organizations. To fill this void, sales management control, sales territory design, and sales force performance are conceptualized as antecedents to sales organization effectiveness in pharmaceutical sales organizations. The results of the structural equation model tested suggested that pharmaceutical sales representatives perform better and are more effective when they are satisfied with sales territory design because of its significant relationship with sales force behavioral performance. The present study suggests sales force behavioral performance leads to sales organization effectiveness through its significant relationship to sales force outcome performance. These findings are somewhat different to those from similar studies in other industries, and identify some important implications for sales leaders in the pharmaceutical industry as well as suggesting a number of important research directions.

Rating Management's Effectiveness

Rating Management's Effectiveness
Author: D. Chorafas
Publisher: Springer
Total Pages: 301
Release: 2004-09-23
Genre: Business & Economics
ISBN: 023000590X

This book explains why and how management's effectiveness makes the difference between success and failure, in any organization. Based on extensive research in the US, UK, Germany, France, Italy and Switzerland, the author outlines how to be effective, what happens in cases of ineffectiveness, and the reasons why management's effectiveness must be examined within the perspective of each company's business challenges.

Principles of Management

Principles of Management
Author: David S. Bright
Publisher:
Total Pages: 0
Release: 2023-05-16
Genre:
ISBN: 9781998109166

Black & white print. Principles of Management is designed to meet the scope and sequence requirements of the introductory course on management. This is a traditional approach to management using the leading, planning, organizing, and controlling approach. Management is a broad business discipline, and the Principles of Management course covers many management areas such as human resource management and strategic management, as well as behavioral areas such as motivation. No one individual can be an expert in all areas of management, so an additional benefit of this text is that specialists in a variety of areas have authored individual chapters.

School Effectiveness and School-based Management

School Effectiveness and School-based Management
Author: Yin Cheong Cheng
Publisher: Psychology Press
Total Pages: 222
Release: 1996
Genre: Education
ISBN: 9780750704588

The aim of this book is to bridge the widening gap between ongoing educational reforms and the lack of advances in knowledge, research and practice. Included is a description of new mechanisms in fields such as leadership, staff development and curriculum change.

Energy Management and Efficiency for the Process Industries

Energy Management and Efficiency for the Process Industries
Author: Alan P. Rossiter
Publisher: John Wiley & Sons
Total Pages: 400
Release: 2015-03-25
Genre: Technology & Engineering
ISBN: 111903339X

Provides a unique overview of energy management for the process industries Provides an overall approach to energy management and places the technical issues that drive energy efficiency in context Combines the perspectives of freewheeling consultants and corporate insiders In two sections, the book provides the organizational framework (Section 1) within which the technical aspects of energy management, described in Section 2, can be most effectively executed Includes success stories from three very different companies that have achieved excellence in their energy management efforts Covers energy management, including the role of the energy manager, designing and implementing energy management programs, energy benchmarking, reporting, and energy management systems Technical topics cover efficiency improvement opportunities in a wide range of utility systems and process equipment types, as well as techniques to improve process design and operation

School Management and Effectiveness in Developing Countries

School Management and Effectiveness in Developing Countries
Author: Clive Harber
Publisher: A&C Black
Total Pages: 200
Release: 2005-12-08
Genre: Education
ISBN: 1847142516

This book is quite different from existing 'Western' books on school effectiveness. It describes and analyses the way in which schools operate in developing countries and also tries to explain why they are as they are. Examining them at three levels - the macro, the meso and the micro - the authors use a theoretical framework that they have termed 'post-bureaucracy.' The book has four interlinked sections. First the authors examine the existing economic and theoretical contexts around school effectiveness, including an analysis of the causes of economic crisis and its impact on school management. In the second section the analysis of schools as bureaucratic facades is proposed. The reality of school life, from which any theory of school effectiveness must derive, is illustrated by an ethnographic account of the job of the headteacher in developing countries. The third section explores different ways to understand this reality, operating on three levels: global relationships, national and community cultures, and individual agency. In the final section Haber and Davies draw these levels and realities together. They argue for the democratization of schools as the only way forward for effective education fordevelopment.

Civil-military Relations

Civil-military Relations
Author: Thomas C. Bruneau
Publisher: Lynne Rienner Publishers
Total Pages:
Release: 2019
Genre: Civil-military relations
ISBN: 9781626378155

"This carefully conceived collection focuses on an important, but often overlooked, aspect of civil-military relations: military effectiveness. Insightful and informative ... the chapters form a cohesive whole. Those interested in military politics, from the novice student to the seasoned expert, will find the book useful and thought provoking." -Zoltan Barany, University of Texas at AustinHow does civilian control affect military effectiveness? Can a balance be achieved between the two? In-country experts address these questions through a set of rich comparative case studies. Covering the spectrum from democracies to authoritarian regimes, they explore the nexus of control and effectiveness to reveal its importance for national security and the legitimacy of both political order and the military institution.