scholarly journals Competitive Balance: Information Disclosure and Discrimination in an Asymmetric Contest

2020 ◽  
Author(s):  
Derek Clark ◽  
Tapas Kundu
Keyword(s):  
Information Disclosure ◽  
Policy Instruments ◽  
Optimal Level ◽  
Sales Force ◽  
Two Dimensions ◽  
Competitive Balance ◽  
Information Revelation ◽  
Skill Levels ◽  
Sales Force Management ◽  
Information Gap

We study a design problem for an effort-maximizing principal in a two-player contest with two dimensions of asymmetry. Players have different skill levels and an information gap exists, as only one player knows the skill difference. The principal has two policy instruments to redress the lack of competitive balance due to asymmetry; she can commit to an information-revealing mechanism, and she can discriminate one of the players by biasing his effort. We characterize the optimal level of discrimination to maximize aggregate effort, showing how this is in turn inextricably linked to the choice of information revelation. Applications are found in newcomer-incumbent situations in an internal labor market, sales-force management, and research contests.

Strategies for sales force management

1975 ◽  
Vol 3 (3-4) ◽  
pp. 369-382
Author(s):  
George Rissmann
Keyword(s):  
Sales Force ◽  
Sales Force Management

Sales Force Management: Text and Cases

1984 ◽  
Vol 48 (3) ◽  
pp. 128
Author(s):  
Marvin A. Jolson ◽  
Derek A. Newton ◽  
Gordon R. Storholm ◽  
Richard R. Still ◽  
Edward W. Cundiff ◽  
...  
Keyword(s):  
Sales Force ◽  
Sales Force Management

scholarly journals The alternative “Marketing Revolution”

2016 ◽  
Vol 8 (2) ◽  
pp. 308-334 ◽  
Author(s):  
Mark Tadajewski
Keyword(s):  
Design Methodology ◽  
Market Research ◽  
Sales Force ◽  
Marketing Management ◽  
Close Reading ◽  
Content Type ◽  
Sales Force Management ◽  
Sales And Marketing

Purpose This paper reviews the contributions of Harry Tosdal, a pioneer of sales and marketing management. It serves to puncture a variety of marketing myths and illuminate a completely neglected concept of the consumer. Design/methodology/approach This account is based on a close reading of Tosdal’s publications. Findings Tosdal articulated a highly nuanced interpretation of marketing management, market research and sales force management. Each of these elements was keyed into fostering goodwill between firm and customer. Perhaps most importantly, he provides a counterpoint to the idea that the consumer is sovereign in the marketplace. Instead, he makes a case that the ontology of the market is riven by compromise. Originality/value This paper highlights the concept of the compromising consumer. Arguably, this is a much more empirically realistic conception of the agency we possess in the marketplace than the idea that we move markets in ways absolutely consistent with our desires.

scholarly journals Value-Centric Approaches to Design, Operations, and Maintenance of Wind Turbines

2013 ◽  
Author(s):  
Madhur A. Khadabadi ◽  
Karen B. Marais
Keyword(s):  
Wind Turbine ◽  
Condition Monitoring ◽  
Wind Farm ◽  
Net Present Value ◽  
Operating Cost ◽  
Optimal Level ◽  
Two Dimensions ◽  
Alternative View ◽  
Operations And Maintenance ◽  
Farm Operators

Wind turbine maintenance is emerging as an unexpectedly high component of turbine operating cost and there is an increasing interest in managing this cost. Here, we present an alternative view of maintenance as a value-driver, and develop an optimization algorithm to maximize the value delivered by maintenance. We model the stochastic deterioration of the turbine in two dimensions: the deterioration rate, and the extent of deterioration, and view maintenance as an operator that moves the turbine to an improved state in which it can generate more power and so earn more revenue. We then use a standard net present value (NPV) approach to calculate the value of the turbine by deducting the costs incurred in the installation, operations and maintenance from the revenue due to the power generation. The application of our model is demonstrated using several scenarios with a focus on blade deterioration. We evaluate the value delivered by implementing blade condition monitoring systems (CMS). A higher fidelity CMS allows the blade state to be determined with higher precision. With this improved state information, an optimal maintenance strategy can be derived. The difference between the value of the turbine with and without CMS can be interpreted as the value of the CMS. The results indicate that a higher fidelity (and more expensive) condition monitoring system (CMS) does not necessarily yield the highest value, and, that there is an optimal level of fidelity that results in maximum value. The contributions of this work are twofold. First, it is a practical approach to wind turbine valuation and operation that takes operating and market conditions into account. This work should therefore be useful to wind farm operators and investors. Second, it shows how the value of a CMS can be explicitly assessed. This work should therefore be useful to CMS manufacturers and wind farm operators.

Book Review: Sales Force Management

1970 ◽  
Vol 34 (3) ◽  
pp. 98-99
Author(s):  
Robert P. Brody
Keyword(s):  
Sales Force ◽  
Sales Force Management

Book Review: Readings in Sales Force Management

1971 ◽  
Vol 35 (1) ◽  
pp. 107-107
Author(s):  
Clyde E. Harris
Keyword(s):  
Sales Force ◽  
Sales Force Management

Sales Force Management

2013 ◽  
Author(s):  
Mark W. Johnston ◽  
Greg W. Marshall
Keyword(s):  
Sales Force ◽  
Sales Force Management

Getting incentives right?: a comparative analysis of policy instruments for livestock waste pollution abatement in Yucatán, Mexico

2003 ◽  
Vol 8 (2) ◽  
pp. 261-284 ◽  
Author(s):  
Adam G. Drucker ◽  
Uwe Latacz-Lohmann
Keyword(s):  
Programming Model ◽  
Pollution Abatement ◽  
Empirical Work ◽  
Policy Instruments ◽  
Cost Savings ◽  
Optimal Level ◽  
Pig Slurry ◽  
Livestock Waste ◽  
The Cost ◽  
And Control

Building on the extensive theoretical and empirical work regarding the cost-minimizing properties of economic instruments, this article describes and analyses the Mexican legislation relevant to the treatment/disposal of pig slurry in the state of Yucatán. Using a linear programming model to determine the optimal level of pig production and abatement processes simultaneously, different policy instruments and scenarios are compared. Serious shortcomings associated with the recently introduced command-and-control (CAC) legislation, which establishes concentration-based standards for discharges, are identified. It is shown that it will be extremely difficult and expensive to comply with (cost: US$41.8 million per annum). An alternative mass-based CAC approach, which instead regulates nitrogen applications to land, has compliance costs of US$3.5–US$9.4 million per annum, depending on the strictness of the standard. By contrast, an environmentally equivalent economic instrument approach results in additional cost savings of 22–25 per cent. The results are of relevance to Mexican policy makers, extensionists, researchers, and farmers.

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