Library: Business

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 performanc...

Echocardiography.org is a multimedia publishing company which was founded in 1998 to meet a consumer demand for education in the field of transesophageal echocardiography. Transesophageal echocardiography (TEE) is an ultrasound diagnostic technique for obtaining real-time images of the heart and great vessels from a transducer positioned within the esophagus. This technique receives widespread application in the perioperative care of critically ill patients. The company has two divisions, namely, a research unit based in New Haven, Connecticut, and a production and distribution unit based i...

Technological cooperation is not only costly and time consuming, but also has a high attrition rate. Most literature on strategic cooperation focuses mainly on issues related to cooperation formation and the reasons why firms form these cooperative partnerships. However, a successfully formed cooperation is not always managed well enough to achieve a satisfactory performance. The knowledge of cooperative formation is necessary, but insufficient to achieve a satisfactory performance. The literature suggests that scholars know little about the underlying factors affecting cooperative performance...