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The purpose of this paper is to explore and analyze the differences in organizations that choose to have a sales executive versus a marketing executive on the leadership team.

Our study examined 315 marketing and sales executives across 246 US firms taken from the S & P 1500.

Our findings suggest that the company choice of marketing or sales executive positions is driven by its customer base, branding strategy, investment in product development, and industry. The choice of executive is also associated with its firm valuation and cash flow performance.

Further research might want to examine companies that include both a sales and marketing executive as part of the leadership team and explore industry characteristics and customer base surrounding that decision.

Research has looked at the relationship between the marketing and sales functions but has rarely taken into account the performance of companies that emphasize sales and/or marketing leadership in its executive team. This paper analyzes the differences in organizations that choose among marketing versus sales executives or an executive overseeing the dual sales and marketing function.

Spousal influence in the decision‐making process has been studied by marketing researchers for many years. Although the knowledge base has increased substantially on this topic, the empirical research has generally focussed on goods. As services continue to dominate the gross domestic product, understanding marital influence in the decision‐making process for services becomes critical. Reports an initial study of the relative influence of husbands and wives and the decision‐making process for four different services. Results suggest that for experiential services, joint decision making is the norm. However, for services higher in credence qualities, role specialization tends to occur during the decision‐making process.

This chapter demonstrates that despite an unfavorable disciplinary climate for new academic subjects in France, tourism found its place in the French geographical scene almost 40 years ago. The first part traces the history of tourism in French geography until the epistemological turn due to the research laboratory MIT in the mid-1990s. It also focuses on the absence of knowledge of the Anglo-American literature and of multidisciplinarity in French research on tourism. The second part focuses on the valorization of tourism geography research in France, emphasizing the development of multidisciplinarity since the early 2000s, including the creation of a multi-disciplinary tourism laboratory and two journals. The chapter concludes reflecting on the possibility of a science of tourism.

The creation of future revenues is a formidable challenge and one to which organizational leaders are increasingly turning, now that they have been through years of reengineering and restructuring. Many of these leaders are finding that all the hard work, which may have been necessary for survival, hasn't proved enough for success.

This article aims to analyze factors impacting international entrepreneurship in Malaysia.

Interviews were conducted with 71 firms, both in the manufacturing sector and the service sector, across the 12 states of Malaysia.

The interviews revealed the reasons these firms internationalised, key success factors, and the barriers to internationalisation including export market attractiveness, government policy, foreign practices being incompatible with domestic business and adapting to foreign market needs.

Due to a lack of resources, firms from West Malaysia were not contacted. West Malaysian firms may well possess characteristics concerning the barriers to internationalisation that are unique to their region.

This article provides insight into the perceptions and decision‐making processes of Malaysian entrepreneurs with regard to the barriers to internationalisation, thereby making a contribution to international business knowledge in a relatively unknown region of the world.

The study findings and interviews showed that in order to encourage and to be successful in international business, government policy must play an active role in promoting, assisting and helping Malaysian firms in terms of financing, training, technology and the offer of lucrative tax concessions so that the domestic firms would be encouraged to engage in international business.

Most of the research studies on entry mode have been done through the lens of manufacturing firms from mature economic countries entering the Global South countries, and most of the related frameworks and theories have been developed to explain this perspective. This paper presents an understanding of entry mode strategies of services firms from the Global South countries entering into countries with mature economies by considering six software services firms in India entering the US market. The study develops a framework that incorporates multiple theories – both from an emerging economy perspective as well as a services perspective.

This study is exploratory in nature and focuses on the how and why aspects of strategic decisions. Qualitative research has traditionally been chosen when the main research objective is to improve understanding of a phenomenon. A multiple case study approach was used in this research. One of the key aspects of this study is the impact of different theories (institutional, network and other theories) on enterprises of different sizes. Therefore six cases – two each on small, medium and large enterprises – were selected.

Results identify addressable market size, cultural aspects, firm size, resource and service characteristics as dominating factors that influenced choice of entry modes. From a theoretical perspective, the author finds that theories such as transaction cost theory, eclectic paradigm and other popular theories associated with entry mode do not successfully explain the entry mode strategies for firms from the Global South. Strategic theory, such as resource-based view, motivation of a firm, have some application but do not explain, in isolation, all aspects of the entry mode choices.

The study is an exploratory study and needs more data to validate the themes expressed in its conclusions. The study also focused on one industry and one country. Different industries within the same country may have different characteristics and may not follow the observations found in this study. Similarly, firms from other countries with similar economic characteristics may exhibit very different behavior. As a result, the themes that were expressed for software companies in India may not be generalizable across other industries and countries.

This study is significant for both academics and managers. For academics, the study addresses a significant gap in the literature. For managers, this study provides a framework for managers to evaluate and select the entry mode strategy that would be most effective in a successful expansion into foreign countries.

The purpose of this paper is to highlight the factors that influence the decision of married women (in the age group of 16‐60 years) to participate in labor force activities.

This is an empirical study employing the non‐linear maximum likelihood probability (probit) function on primary data (3,911 observations).

Besides other variables it has been observed that poverty remains an important determinant of female labor participation.

On the basis of this paper, a socio‐economic policy can be formulated for a developing country like Pakistan.

A development policy (especially considering the gender aspects) can be formulated on the basis of this research for the enhancement of human resource development for a developing and an orthodox economy like Pakistan.

This paper is beneficial to researchers, policy makers, and social scientists for the enhancement of the level of social welfare and equity through its findings.

Preparation and perfection of trial formulations by ICI Resins has led to sales of ‘NeoRez’ polyurethane resin and ‘Winnofil’ thixotropes to Nan Ji Paint in Shanghai for car underbody sealer products. This is ICI Resins' first business with the emerging automotive industry of the Peoples Republic of China.

To achieve a full understanding of the role of marketing from plan to profit requires a knowledge of the basic building blocks. This textbook introduces the key concepts in the art or science of marketing to practising managers. Understanding your customers and consumers, the 4 Ps (Product, Place, Price and Promotion) provides the basic tools for effective marketing. Deploying your resources and informing your managerial decision making is dealt with in Unit VII introducing marketing intelligence, competition, budgeting and organisational issues. The logical conclusion of this effort is achieving sales and the particular techniques involved are explored in the final section.

Originally written as a workshop manual with the intention of closing the gap between current accepted marketing planning concepts and actual management practice, this special issue is a clear, methodical guide to the planning process covering corporate goals, market analysis, competitive comparison, internal allocation, SWOT analysis, strategies and tactics, marketing plan evaluation, and controls and measurements. Included are 32 worksheets to encourage systematic organisation of relevant information. The text's method relies on the shared experiences of managers, and has been successfully used in diverse areas, from computers and banking to industrial packaging.