Rebuilding an Impoverished Region

When Mujib Kamawal’s family fled to Pakistan from their native Afghanistan, they left a lush, vibrant region. When they returned for a visit years later, the Kama district was a wasteland. They knew they had to help

Students Investigate Bat Wings and Caterpillars

Colliding stars, bat wings, caterpillars and trees. This is math? Something tells me we’ve come a long way from Algebra I

Alumni Profile

Feature about a Linfield alumnus or alumna. In this issue, Michelle Johnston-Holthaus \u2795: Tenacity Key to Success

Intern Turns Hobby into Career Focus

Luck, personal connections and love of what you\u27re doing. That\u27s Julie Rylander\u27s formula for landing the perfect internship

Alumni Profile

Feature about a Linfield alumnus or alumna. In this issue, José Gaitán \u2773: Mentor\u27s Help Offers Hope

No \u27Feet Up\u27 for These Retirees

Forget the rocking chairs. That’s not what three Linfield employees have in mind as they retire June 30

Touching Lives in the Classroom

As a young man growing up in Seattle, Wash., Daniel O’Leary ‘86 set his sights on medical school

Alumni Profile

Feature about a Linfield alumnus or alumna. In this issue, Susan Hyde ’00: No Cheating: Hyde Studies International Elections

Student Dynamo Accepts Challenge

Chipo Dendere ’08 completed an internship at the Carter Center last summer. That is just one achievement of this exceptional student who serves as student body president

An exploratory study of factors influencing make-or-buy of sales activities

Purpose This paper aims to explore how sales managers make resourcing decisions with particular focus on their perceptions of outsourcing. Design/methodology/approach This paper is based on in-depth interviews with 29 senior sales managers from a variety of industry sectors based in the UK. All had more than five years’ experience of making resourcing decisions. Findings The findings are that resourcing decisions are prompted by cost pressure, the need to access skills or to improve flexibility. Outsourcing preferences are strongly moderated by perceived reputational risk. Availability of suitable suppliers and the ability to manage outsourcing are also practical moderators. Research limitations/implications The sample was purposeful in identifying and accessing senior respondents in substantial companies with extensive experience, but it was not random. Practical implications Respondents reported a lack of information available when making resourcing decisions; the model proposed provides a framework by which sales managers can identify the factors which should be taken into account and the information they need to make objective evaluations of resourcing options. Originality/value It has been acknowledged in prior literature that there is relatively little outsourcing of sales activities. This is the first exploratory study of the perceptions of sales managers about resourcing options and the first conceptualisation of how sales resourcing decisions are made