...CHAPTER-1 INTRODUCTION The objective of this research is to identify the reasons behind why sales team are not able to achieve their sales targets especially in telecom industry. Through this research we will try to find out the targets as being set by a company and the actual level of sales made by it. The following data suggests that in recent years the telecom industry’s sales have fairly decreased. One, Only average 60 % of active users are in market which leads to decline in voice sale.( TOI article 30-June-2011). Second, Total sales of telecom equipment to mobile operators fell by a drastic 24% during the last financial year despite most companies starting their roll-out of 3G services (Real Time News). Third, Decline in capital expenditure from Rs.29,600 crore in 2008 to Rs.9,500 crore in 2010 (Business Line article 15-Aug.-2011). Fourth, Decline in margins of product and, Fifth, Hyper competition in market. This shows that there is pressure to perform in competitive environment to achieve sales targets. Many authors feel that a wholesome and fair work environment on sales teams is essential for a positive work experience (e.g., Clifford, 1999; Cook, 1995). One of the issues that continue to concern sales people as well as sales managers is that of performance criteria and such criteria can be frustrating for both of them. (Clifford, 1999; Fetter, 1993; Muczyk & Gable, 1987; Swan, 1991). The sales force industry has grown since mid-1990s (Gabe & Goldberg,...
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...For the academic journal, see Criminology (journal). For the Raekwon song, see Criminology (song). Criminology and penology Pentonvilleiso19.jpg Theory[show] Types of crime[show] Penology[show] v t e Sociology Social Network Diagram (segment).svg History Outline Portal Theory Positivism Antipositivism Functionalism Conflict theories Social constructionism Structuralism Interactionism Critical theory Structure and agency Actor-network theory Methods Quantitative Qualitative Historical Mathematical Computational Ethnography Ethnomethodology Network analysis Subfields Conflict Criminology Culture Development Deviance Demography Education Economic Environmental Family Gender Health Industrial Inequality Knowledge Law Literature Medical Military Organizational Political Race & ethnicity Religion Rural Science Social change Social movements Social psychology Stratification STS Technology Urban Browse Bibliography Index Journals Organizations People Timeline v t e Three women in the pillory, China, 1875 Criminology (from Latin crīmen, "accusation"; and Greek -λογία, -logia) is the scientific study of the nature, extent, management, causes, control, consequences, and prevention of criminal behavior, both on the individual and social levels. Criminology is an interdisciplinary field in both the behavioral and social sciences, drawing especially upon the research of sociologists, psychologists, psychiatrists, social anthropologists, as well as scholars of law. ...
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...MGMT 4950 STRATEGIC MANAGEMENT FALL 2009 10:00-11:20 AM TR; BU 101 Instructor: Dr. Gerald E. Calvasina Office: 309B Business Phone: 586-1976 E-Mail calvasina@suu.edu Office Hours: 11:30 AM – 1:00 PM T R 10:00 AM – 12:00 Noon W Other by appointment REQUIRED TEXTS: Essentials of Strategic Management; John E. Gamble and Arthur A. Thompson Jr., 2009, ISBN-13 (978-0-07-353030-7) The Business Strategy Game – www.bsg-online.com ALL STUDENTS MUST REGISTER- Registration Codes will be distributed in class. REQUIRED READING: REQUIRED READING:A Guide to Case Analysis (Student Center section of the website for the text at http://highered.mcgraw-hill.com/sites/0073530301/student_view0/ RECOMMENDED READING MATERIAL: The Wall Street Journal, Fortune Magazine, & Business Week PRE-REQUISITES: Advanced Standing and Seniors only (preferably in last semester of program. COURSE DESCRIPTION: This is a capstone course for seniors covering the concepts of strategic management and developing perspective, judgment and facility in problem solving in interrelated areas of distribution, personnel, finance, control and the social aspects of business. COURSE OBJECTIVES: 1. To develop a holistic perspective of an organization which integrates the concepts, skills, and principles learned in previous functional area courses (e.g. Marketing, Finance, Accounting) 2. To develop an appreciation and understanding of the role of...
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...transmitted, in any form or by any means, electronic, mechanical, photocopying, recording or otherwise, without the prior permission of the copyright owner. ISBN (10): 1-4438-0593-9, ISBN (13): 978-1-4438-0593-3 TABLE OF CONTENTS Acknowledgments ..................................................................................... vii Chapter One................................................................................................. 1 Introduction Jopi Nyman Part I: Crossing Racial Boundaries Chapter Two ................................................................................................ 8 Between Camps: Paul Gilroy and the Dilemma of “Race” Tuire Valkeakari Chapter Three ............................................................................................ 30 Breaking the Apartheid: Blocking Actors of Color in Globalized Multicultural Theatre Baron Kelly Chapter Four.............................................................................................. 47 Transcending the Boundaries of Race and Sexuality: James Baldwin’s Vision of Postcategorical Utopia Pekka Kilpeläinen Part II: Encounters with Whiteness Chapter Five .............................................................................................. 64 Are...
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...grow as fast as the technology in this digital age we live in. To be a successful manager— and this is increasing in the telecommunications field—a proper understanding of how peoples’ attitudes and actions shape their behavior within the organization is a necessity. The following paper will highlight core aspects of organizational behavior, how they connect within the context of organizational behavior—touching on key matters—and how the information from the assessments might apply in my development toward a future career. Additionally, the paper will reflect and highlight the results of the Self-Assessment and how they connect with my experiences in daily life. The paper will follow the order of the assessments in relation to the chapters they pertain to. All quotations from Essentials of Organizational Behavior by Stephen P. Robbins, 7th edition, 2003, will be indicated throughout this paper unless otherwise noted. Many themes involve themselves with organizational behavior. In the context of this course, my view of the central issues encompasses several aspects. Diversity, improving quality and productivity, empowering people, decision making, teamwork and communication are just a small sample of these themes. Increasingly, the workplace contains employees from many ethnicities and cultures. Workforce diversity “encompasses women, African Americans, Hispanic Saichaie 2...
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...REPORT ABOUT EASYJET Seite 1/53 REPORT ABOUT EASYJET Analyses about Industry, Market, Competition and chosen strategy Reinhard Fellner Wien, am 09.06.2002 C:\Users\rf\Documents\A R C H I V 311013\F 160108\B820_Strategy\TMA\TMA01\TMA01_B820rf.doc I R M E N R E I N H A R D 301109\MBA FILES Druck: 20.11.13, 22:42 REPORT ABOUT EASYJET Seite 2/53 Executive Summary Deregulation has seriously changed the environment and structure of airline industry. Out of STEP analysis I have identified the following ain issues: Deregulation will stimulate competition, but also market growth Lower prices will cause focus on costs Focus on security measures will increase costs There is no need for added values in connection with prestige Analysing the airline industry by Porter’s “Five Forces” I have stated: Big Player and/or Alliances fight a price war, often using a second brand (Buzz, etc.) Big Players have not identified and reacted on the change in environment Few structural changes to support the need of cost effectiveness und to bring them in line with new customer requirements Because of the very static picture I have supported that analysis by BCG strategic model: BCG's Strategic Enviroments Matrix Many Source of Advantage FRAGMENTED Airline Industry SPECIALIZATION 2nd brand for Budget Segment STALEMATE Budget Airlines VOLUME Few Small Size of Advantage Big Global airlines which come from the „Fragmented...
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...Social Structure & Social Interaction, Groups, Deviance, Poverty and Social Class Both Sides Microsociology emphasis is placed on social interaction- rules, codes, survival strategies, relationships, face to face contact. 1/54 Study: Speller Learn Test Play Games: Scatter Space Race All 54 terms PrintExportCopyCombine Order by Terms Definitions Microsociology emphasis is placed on social interaction- rules, codes, survival strategies, relationships, face to face contact. Location in Social Structure People's location in the social structure accounts for differences in their behavior & attitudes Ascribed Status involuntary status; a status you inherit o Class of parents, gender, sex, ethnicity, race Achieved Status voluntary status; a status you earn o Student, criminal, doctor, friend Society people who share culture & territory Hunting & Gathering Societies simplest form of society, few social divisions, few people, nomadic, most egalitarian [treat all as equals, no one is rich or poor], society with most leisure time. Role Conflict When what is expected of us in one role is incompatible with what is expected in another role. Role Strain When the same role presents inherent conflict- one role Thomas Theorem If people define situations as real, they are real in their consequences- think of people as less than and they will be treated as such. Group members of a group think of themselves as belonging together, they interact with...
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...Modelling Football Data By Renzo Galea A Dissertation Submitted in Partial Fulfilment of the Requirements For the Degree of Bachelor of Science (Honours) Statistics and Operations Research as main area DEPARTMENT OF STATISTICS AND OPERATIONS RESEARCH FACULTY OF SCIENCE UNIVERSITY OF MALTA MAY 2011 Declaration of Authorship I, Renzo Galea 25889G, declare that this dissertation entitled: “Modelling Football Data”, and the work presented in it is my own. I confirm that: (1) This work is carried out under the auspices of the Department of Statistics and Operations Research as part fulfillment of the requirements of the Bachelor of Science (Hons.) course. (2) Where any part of this dissertation has previously been submitted for a degree or any other qualification at this university or any other institution, this has been clearly stated. (3) Where I have used or consulted the published work of others, this is always clearly attributed. (4) Where I have quoted from the works of others, the source is always given. With the exception of such quotations, this dissertation is entirely my own work. (5) I have acknowledged all sources used for the purpose of this work. Signature: _______________________ Date: _______________________ Abstract Renzo Galea, B.Sc. (Hons.) Department of Statistics & Operations Research May 2011 University of Malta The main goal of this dissertation is to investigate the Bayesian modelling performance for ...
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...U.S. Department of Justice DE PA ME RT NT OF J US CE TI Bureau of Justice Assistance IJ J O F OJJ D P B RO J US T I C E P Bureau of Justice Assistance Understanding Community Policing A Framework for Action MONOGRAPH S G OVC RA MS Office of Justice Programs N BJ A C E I OF F Bureau of Justice Assistance Understanding Community Policing A Framework for Action MONOGRAPH August 1994 NCJ 148457 Bureau of Justice Assistance This document was prepared by the Community Policing Consortium, supported by grant number 93–DD–CX–K005, awarded by the Bureau of Justice Assistance, U.S. Department of Justice. The opinions, findings, and conclusions or recommendations expressed in this document are those of the authors and do not necessarily represent the official position or policies of the U.S. Department of Justice. Bureau of Justice Assistance Response Center 633 Indiana Avenue NW., Washington, DC 20531 800–421–6770 The Bureau of Justice Assistance is a component of the Office of Justice Programs, which also includes the Bureau of Justice Statistics, the National Institute of Justice, the Office of Juvenile Justice and Delinquency Prevention, and the Office for Victims of Crime. ii Monograph Acknowledgments The Bureau of Justice Assistance wishes to thank Stephen J. Gaffigan, Director of Operations, Community Policing Consortium for supervising and coordinating the preparation of this document with the Consortium Management...
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...STRATEGIC MANAGEMENT TEXAS EXECUTIVE MBA PROGRAM FALL 2011 Professor David B. Jemison CBA 3.232 Telephone 471-8757 David.Jemison@mccombs.utexas.edu Texts: Porter, Michael E. Competitive Strategy. (New York: Free Press, l998). Course Description Perspective and Themes This course is about the creation and maintenance of a long-term vision for the organization. This means that it is concerned with both the determination of strategic direction and the management of the strategic process. As such, it deals with the analytical, behavioral, and creative aspects of business simultaneously. The course is organized around six themes in strategic management: the role of the general manager, the components of business strategy, corporate strategy development, divisional-level strategy development, managing strategic change, and the development of general managers. Our perspective in this course is that of the leader whose responsibility is the long-term health of the entire firm or a major division. The key tasks involved in general management include the detection of and adaptation to environmental change; the procurement and allocation of resources; the integration of activities across subparts of the organizations; and, at the most senior levels, the determination of purpose and the setting of corporate direction. General managers, from our perspective, are managers who are in the position to make strategic decisions for the firm. Note that such...
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...Research Notes and Comments A Bibliographical Essay on Decision Making IT has been said that administration is the critical organizational process, making possible production, procurement, and the rest; that leadership is the heart of administration; and that decision making is the key to leadership. Inherent in these statements are some remarkably accurate characterizations of current administrative theory. One thing they seem to imply is a coherence and a unity in administrative theory which do not seem to exist. When one attempts to assay the literature dealing with a concrete administrative process such as decision making, he discovers this. Divergent approaches to the study of decision making show that there are conflicting conceptions of its nature and function. And these probably are symptoms of a more fundamental conflict in contemporary administrative theory. Administration and leadership as foci for study have traditionally been the concern of historians, occasional novelists, and students of management, public and private. A generation ago these people had articulated a consistent, rather comprehensive conception of leadership, and especially administration. The Papers of Gulick and Urwick, for example, were regarded by many of us as a major conceptual achievement setting forth a twentieth-century theory of organization. Even as these ideas were gaining acceptance, however, the concepts that would replace them were emerging. After World War I, even before the ...
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...OF CONTENT CHAPTERS PAGE NO. CHAPTER 1 INTRODUCTION 1.1 Introduction of the study 3 1.2 Company Profile 4 CHAPTER 2 LITERATURE REVIEW 13 CHAPTER 3 OBJECTIVES AND SCOPE OF THE STUDY 3.1 Objectives of the study 16 3.2 Research Problem 16 3.3 Significance of the study 17 3.4 Research Methodology 18 CHAPTER 4 ANALYSIS AND INTERPRETATION 21 CHAPTER 5 SUMMARY AND FINDINGS 37 CHAPTER 6 CONCLUSION...
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...AHS RESEARCH MANUAL 2011 Student: __________________________ TERESA STERCHI KIM BROWN AHS LIBRARY CONTENTS PREPARATION OF THE RESEARCH PAPER........................................................1 SELECTING AND LIMITING THE TOPIC............................................................1 PREPARING A WORKING BIBLIOGRAPHY AND EVALUATING SOURCES…………….2 READING AND TAKING NOTES........................................................................3 DEVELOPING A WORKING OUTLINE/PLAN…………………………………………………….5 DOCUMENTING AND CITING SOURCES USING MLA STYLE……………..……………..7 WRITING THE PAPER…………………………………..…………………...........................18 MLA STYLE OF PARENTHETICAL/IN-TEXT CITATIONS………………………………….19 PLACING CITATIONS IN THE PAPER…………………………………………………………..21 FORMATTING AND TYPING THE REPORT USING THE MLA STYLE…………………26 TYPING THE WORKS CITED PAGE AND SAMPLE TITLE PAGE..........................29 PREPARATION Research is the process of gathering information from different sources on a particular topic. In daily life students may research buying a song on the Internet, buying a new MP3 player, an iPod, or any other product of interest. At school, students may have to research a historical topic, an author or literary work, or a contemporary issue and present their findings in a paper, PowerPoint presentation, or in a movie format. All of this is part of the process of asking questions, looking at the available information, and coming to a conclusion based...
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...AHS RESEARCH MANUAL 2011 Student: __________________________ TERESA STERCHI KIM BROWN AHS LIBRARY CONTENTS PREPARATION OF THE RESEARCH PAPER........................................................1 SELECTING AND LIMITING THE TOPIC............................................................1 PREPARING A WORKING BIBLIOGRAPHY AND EVALUATING SOURCES…………….2 READING AND TAKING NOTES........................................................................3 DEVELOPING A WORKING OUTLINE/PLAN…………………………………………………….5 DOCUMENTING AND CITING SOURCES USING MLA STYLE……………..……………..7 WRITING THE PAPER…………………………………..…………………...........................18 MLA STYLE OF PARENTHETICAL/IN-TEXT CITATIONS………………………………….19 PLACING CITATIONS IN THE PAPER…………………………………………………………..21 FORMATTING AND TYPING THE REPORT USING THE MLA STYLE…………………26 TYPING THE WORKS CITED PAGE AND SAMPLE TITLE PAGE..........................29 PREPARATION Research is the process of gathering information from different sources on a particular topic. In daily life students may research buying a song on the Internet, buying a new MP3 player, an iPod, or any other product of interest. At school, students may have to research a historical topic, an author or literary work, or a contemporary issue and present their findings in a paper, PowerPoint presentation, or in a movie format. All of this is part of the process of asking questions, looking at the available information, and coming to a conclusion based...
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...C H A P T E R The External Environment 4 The Environmental Domain Task Environment • General Environment • International Context Environmental Uncertainty Simple-Complex Dimension • Stable-Unstable Dimension • Framework Adapting to Environmental Uncertainty Positions and Departments • Buffering and Boundary Spanning • Differentiation and Integration • Organic Versus Mechanistic Management Processes • Planning and Forecasting Resource Dependence Controlling Environmental Resources Establishing Interorganizational Linkages • Controlling the Environmental Domain • Organization-Environment Integrative Framework Chapter Four The External Environment 53 M any companies are surprised by changes in the external environment. Perhaps the greatest tumult for today’s organizations has been created by the rapid expansion of e-commerce. For example, Amazon.com was ringing up on-line book sales for more than a year before managers at Barnes & Noble even began thinking about a Web site. Barnes & Noble was highly successful with its book superstore concept, but its early efforts in e-commerce were marked by costly mistakes and missed opportunities. Even though the company burned through $100 million in an effort to “crush Amazon,” Barnesandnoble.com was still selling only 15 percent of books bought online compared to Amazon’s 75 percent.1 Firms in every industry, from auto manufacturing to telecommlunications, face similar uncertainty. Many factors in the external environment...
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