Leveling the playing field: factors influencing trade show success for small companies

Recent research indicates that trade shows are a place to find prospects and close sales. Yet, many requisites of success found in prior studies may not be available to companies with limited resources. A study that compares the activities of successful vs. unsuccessful exhibitors from small companies was conducted. Results indicate similar budgets, yet very different results. Factors influencing success include strategic factors such as centering responsibility in one position, as well as tactical decisions such as those regarding pre-show promotion.     

Your company's secret change agents

Organizational change has traditionally come about through top-down initiatives such as hiring experts or importing best-of-breed practices. Such methods usually result in companywide rollouts of templates mandated from on high. These do little to get people excited. But within every organization, there are a few individuals who find unique ways to look at problems that seem impossible to solve. Although these change agents start out with the same tools and access to resources as their peers, they are able to see solutions where others do not. They find a way to bridge the divide between what is happening and what is possible. These positive deviants are the key, the authors believe, to a better way of creating organizational change. Your company can make the most of their methods by following six steps. In Step 1, Make the group the guru, the members of the community are engaged in the process of their own evolution. Step 2, Reframe through facts, entails restating the problem in a way that opens minds to new possibilities. Step 3, Make it safe to learn, involves creating an environment that supports innovative ideas. In Step 4, Make the problem concrete, the community combats abstraction by stating uncomfortable truths. In Step 5, Leverage social proof, the community looks to the larger society for examples of solutions that have worked in parallel situations. In Step 6, Confound the immune defense response, solutions are introduced organically from within the group in a way that promotes acceptance. Throughout the steps, the leader must suspend his or her traditional role in favor of more facilitatory practices. The positive-deviance approach has unearthed solutions to such complicated and diverse problems as malnutrition in Mali and human trafficking in East Java. This methodology can help solve even the most extreme dilemmas.     

Sales technology within the salesperson's relationships: A research agenda

The average cost of a sales call has declined approximately 15% over the past decade, while average salesperson compensation has doubled. These statistics illustrate an important benefit of technology: salespeople are more productive. To better understand the impact technology has played on sales and sales management, this paper examines the impact of sales technology from four perspectives: the salesperson, the field sales manager, the sales executive, and the customer. Noting that the needs and evaluations of technology vary, depending upon the functional position and viewpoint, a research agenda is offered that reflects these various perspectives.     

保险业要么锁定客户，要么收购

贝恩公司调查发现,仅有1／10的保险公司成功地实现连年持续地创造价值。许多公司最终表现欠佳的主要原因在于,他们严重误判自己提供客户所需产品／服务的能力。当高级主管被问及是否认为本公司提供最佳客户体验时,77％的高管自认为是,但仅有6％的客户认同。那么,究竟什么才是保险业实现最佳股东回报的关键呢?     

A wicksellian indicator of monetary policy

This paper compares actual U.S. monetary policy with an ideal policy based upon Wicksell's theory of natural and market rates of interest. For the period 1952–1971, this comparison indicates that actual policies behaved in a distinctly pro-cyclical manner with the result that monetary policies amplified the magnitude of the business cycles. The explanation offered suggests that this stems from the central bank's attempt to stabilize the interest rate which is consistent with one of the paper's findings of a highly significant positive relationship between changes in the natural rate of interest and changes in the monetary base.