...Gowtham Chinnasamy; Barsha Ghosh Purpose Prior research suggests that the advertising–sales relationship exhibits diminishing returns beyond optimal thresholds. Integrating resource-based view and signaling theory, this study investigates whether advertising effectiveness recovers or continues...

... Ethics Pharmaceutical industry Sales Marketing activities Qualitative methods Ethics in general and business ethics in particular, have been the subject matter of a large philosophical debate across cultures (Kulshreshtha, 2005) and in the many fields of social and business sciences...

...Jamie P. Monat Purpose This paper seeks to develop a theory and a practical qualitative modeling tool that accurately predicts the probability that an industrial sales lead will convert to a booking based on observable lead characteristics and one that can be used by a typical sales manager...

... also discuss how the technique may be implemented and provide a case example to demonstrate the application of the training mechanism. © MCB UP Limited 2002 Sales Training Effectiveness Presentations Among the various responsibilities facing sales managers, training the sales...