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La Fabrique des Start-Up – Maîtriser les clés du nouvel entrepreneuriat

La Fabrique des Start-Up – Maîtriser les clés du nouvel entrepreneuriat

Jean-François CAILLARD, T. PARIS

Pearson - Collection Village Mondial

2018



Keywords: startup, Start-up, stratégie

Le pouvoir des prénoms

Le pouvoir des prénoms

A.-L. SELLIER

Héliopoles

2018



Sales Force Compensation: Trends and Research Opportunities in Foundations and Trends® in Marketing, vol. 11, no. 3, pp. 143-214, http://dx.doi.org/10.1561/1700000046

Sales Force Compensation: Trends and Research Opportunities in Foundations and Trends® in Marketing, vol. 11, no. 3, pp. 143-214, http://dx.doi.org/10.1561/1700000046

D. ROUZIES, V. ONYEMAH

now Publishers Inc.

2018



Altogether, when designing sales force compensation, decision makers are faced with a complex issue involving many variables, some of which are unobservable, interdependent, or uncertain. Moreover, compensation is often viewed as salespeople's primary motivator and in many corporations, it is the dominant sales expense. The objective of this monograph is to review the many insights provided by empirical research to date, some of which are just emerging in the marketing literature. We first discuss how plans should be designed according to the dominant research stream and contrast research findings with actual sales force compensation policies. Then, we highlight topics related to sales force compensation that are notably under-researched and show how taking them into account will enrich knowledge on compensation. Finally, we conclude with future trends in sales force compensation.

Keywords: International business: Multinational corporations (MNC) and enterprises (MNE), International business:Cross culture management, International business: Globalization, integration and adaptation, International business: International HRM, International business: International marketing, Organizational Behavior: International culture, Organizational Behavior: Organizational justice, B2B Marketing, Sales Force Management, Industrial Organization: Transaction Cost Economics, Labor Economics: Wage Structure

Comptabilité et Analyse Financière

Comptabilité et Analyse Financière

H. STOLOWY, G. LANGLOIS, Y. DING

De Boeck Supérieur

2017



Doing Business in the MENA Region: Insights from the EFMD Case Writing Competition

Doing Business in the MENA Region: Insights from the EFMD Case Writing Competition

L. KERBACHE, W. AMANN, N. BURQUEL

Emerald Group Publishing Limited

2017



Leadership and management education has relied too heavily on insights from North America and Europe – regions where growth has stagnated in recent years. In this book, EFMD and the top ranked business school HEC Paris have teamed up to explore and critically review key cases in leadership, management and several functional areas in the MENA region. The MENA region hosts a variety of countries with tremendous growth opportunities in both the present and future. Simultaneously, the region is highly heterogeneous. GDP, overall development and the nature of players and competition differ drastically. Based on the best submissions of the annual EFMD case competition, this book enables the reader to learn more about the success factors as well as the particularities of the region. The book is intended for all those readers interested in exploring to what extent doing business is culture-bound versus culture-free. With rich descriptions of contrasted settings, unique insights into the specific challenges and new solutions tailored to better prepare future actions, this book will be required reading for management scholars in many disciplines


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