B2B Sales Force Productivity: Applications of Revenue Management Strategies to Sales Management

Firms should be able to apply the time-based philosophy of revenue management to their sales forces. To do so requires a revision in the way most sales divisions traditionally have viewed salesperson time. Hence, a different type of proposed measure, revenue per available salesperson hour, is proposed to better integrate the value of the salesperson\u27s time as a factor in sales potential and revenue calculation. This article seeks to (1) foster a positive perception of revenue management as a viable sales approach, (2) establish a framework for such a strategy, and (3) set a useful road map for facilitating execution

Factors influencing decisions about crowdsourcing in the public sector : a literature review

The subject of the article is identification of the factors that influence making decisions about implementing crowdsourcing by public organisations in their activity, in particular municipal offices in Poland. These factors have been selected based on a literature review. A review of one of the initiatives realised by a municipal Office in Poland allows for formulating a conclusion that factors connected with the type of task and management may impact decisions on implementing crowdsourcing

Corporate reputation past and future: a review and integration of existing literature and a framework for future research

The concept of corporate reputation is steadily growing in interest among management researchers and practitioners. In this article, we trace key milestones in the development of reputation literature over the past six decades to suggest important research gaps as well as to provide contextual background for a subsequent integration of approaches and future outlook. In particular we explore the need for better categorised outcomes; a wider range of causes; and a deeper understanding of contingencies and moderators to advance the field beyond its current state while also taking account of developments in the macro business environment. The article concludes by presenting a novel reputation framework that integrates insights from reputation theory and studies, outlines gaps in knowledge and offers directions for future research

Creating an Educational Exhibit on Pollinator Ecology

The goal of this project was to assist the Oahu Urban Garden Center (OUGC) by developing an interactive exhibit to increase visitors’ understanding of pollinator ecology and motivate them to take action in their own lives to help protect pollinators. This report discusses our development process and the resulting exhibit we created for the OUGC. The exhibit contains four aspects: the biology and importance of pollination, life cycle of bees, decline in pollinator diversity and its impact, and a call to action. We also provided the OUGC with a detailed preliminary website that can be further developed to provide more detailed information to visitors and teachers. Finally, we included recommendations for how to maintain and expand the exhibit and assess its effectiveness