...Brent M. Wren; David Berkowitz; E. Stephen Grant Purpose – To contribute to the understanding of how to manage turnover, the purpose of this paper is to determine if sales managers have the ability to predict high levels of propensity to leave (PL) from variables readily available in personnel...

...Philip Stern An understanding of the patterns of GP prescribing is important to those who play a role in the management of healthcare budgets. This paper analyses the contrasts and overlaps between the perceptions of healthcare managers and actual prescribing behaviour. While there are aspects...

...Paul Ankers; Ross Brennan Concern has been expressed by business and marketing scholars that academic research in these fields should be made more relevant to managers. In this paper the focus in on the views of marketing managers concerning the relevance of academic research to them. The empirical...

...A. Tansu Barker A mail survey administered to sales managers investigates the factors that influence the effectiveness of their sales organizations. The most important factors found are building long‐term relations, inter‐departmental co‐ordination, training for both salespeople and field managers...

... stakeholders. Comparatively few studies have examined the role of technology,especially computer‐aided instruction (CAI) as a tool for industrial marketing managers to anticipate and address risk. However, that situation is changing. Several analysts believe that technology must be integral...

...Jacek Kryt; Stanley J. Paliwoda Reveals that management information systems (MIS) as a concept is still embryonic in Poland and struggling to adjust to the sea change in Polish politics evidenced since the demise of Communism. Information is key and its gathering must reject the requirements...

... businesses. The research involved a survey of small business owners and managers in South Carolina, USA. The study addressed three questions: What market intelligence practices do small businesses use? What market intelligence practices do they think their competitors use? How important is market...

... these criteria. It can also be used to measure the results of “risks/opportunities” calculations where some values would be negative. © MCB UP Limited 1988 Customers Forecasting Managers Marketing Probability THE BETTING MAN'S GUIDE TO FORECASTING by Terry Morris Introduction In the long run...

...N. Craig Smith Business is increasingly coming under attack by pressure groups. Many managers, and particularly those in marketing functions, are having to respond to these challenges. Others are at least having to take cognisance of pressure groups. The nature of pressure groups, their role...