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The authors investigate the 2008-2009 short-sales ban in Korea, one of the most comprehensive and restrictive short-selling bans worldwide. The purpose of this paper is to examine: whether the ban stopped a destabilizing effect, if there was any, of short-selling activities; whether the ban improved or deteriorated the informational efficiency or the price discovery process of the stock market; and whether the ban had any impact on market liquidity.

Multiple regression; vector autoregression analysis; and generalized autoregressive conditional heteroskedasticity analysis.

The authors find no evidence that short-sales have a market-destabilizing effect and thus, restricting short-selling has a market-stabilizing effect. On the contrary, the short-selling ban is associated with an increase in return volatility and a deterioration of the price discovery process, particularly for the stocks without derivatives traded on them. The authors also find evidence of a liquidity decrease for short-sale intensive stocks. However, the evidence is inconclusive as to whether the market efficiency and liquidity changes are solely the result of the short-sales ban or the compound effects of both the ban and the concurrent progress of the financial crisis.

The literature does not provide a conclusive view on the effects of short-sales or restrictions thereof on the stock market. Also, the existing research on recent worldwide shorting bans often lack empirical scope (e.g. 32 stocks for UK; three weeks for USA). In contrast, the short-sales ban in the Korean stock market, one of the most comprehensive and restrictive short-selling bans worldwide, lasted for eight months for all the listed stocks and is still in effect for financial stocks. The authors find no evidence that short-sales have a market-destabilizing effect and thus, restricting short-selling has a market-stabilizing effect.

This paper aims to assess two distinct aspects of performance in terms of technical (sales) efficiency and efficiency in market value generation of a sample of Greek metallurgical firms listed on the Athens Exchange by using data envelopment analysis (DEA).

Both aspects of performance are measured by employing the DEA BCC model, combined with bootstrap and generalized proportional distance function (GPDF). Statistical analysis is performed to investigate whether there is a positive link between the two examined performance dimensions.

Inefficiency is uncovered in both performance dimensions, but there is a lower level of performance in market value generation than in technical efficiency. Correlation analysis results do not point out positive links between performance measures for the sample firms.

The derived performance measures allow firm managers to set their own priorities and to seek out improvements along the two dimensions of performance; moreover, they may contribute to the reduction of information asymmetry among investors.

This paper is one of a few that investigate the link between DEA-based sales performance and performance in market value generation. It contributes methodologically through the adoption of fundamental analysis principles in estimating efficiency in the two performance dimensions and the development of a DEA efficiency model in the presence of negative data.

The purpose of this paper is to contribute to the understanding of sales performance measurement by developing an organizing framework for classifying sales performance measures based on the various performance criteria used by researchers. Subsequently, the results of both a focus group and in‐depth interviews with sales managers and salespeople will be presented using the classification framework developed. The objective is to determine whether gaps exist between how researchers and practitioners view and classify salesperson performance measures as well as to provide insights to effective sales management practices in areas such as salesperson skill development, goal attainment, resource allocation, and customer relationship management.

A qualitative study, using in‐depth interviews, explores the relationship between sales managers and salespersons and their respective views on sales performance measurement. The interview questions were developed using information derived from a sales executive focus group. In‐person in‐depth interviews were conducted with eight sales managers and eight salespeople from eight organizations.

The paper proposes a new method for organizing the types of performance measures that are used, crossing effectiveness‐efficiency with internally‐externally‐focused measures. The findings indicate that a gap appears to remain between the attributes of performance that researchers focus on and what occurs in the world of sales.

The findings suggest that sales control theories can be used to present an organizing framework of sales performance based on sales outputs, salesperson skill/capability development, sales activities, and market indicators. Our typology might serve as a way to better understand certain research areas where there have been inconsistent findings, and should lead to new measure development for empirical research. In addition, a number of manager and salesperson recommendations for the practicing sales manager are reviewed.

This paper helps to clarify an area that is characterized by ambiguity and an identified need to identify new performance metrics.

Companies spend millions on training their sales representatives. Thousands of textbooks have been published; thousands of training videos have been recorded. Hundreds of good pieces of advice and tips for sales representatives have been presented along with hundreds of sales methods and techniques. Probably the largest number of indicators and measures are applied in sales and distribution. On the one hand, this is a result of the fact that sales provide revenue and profit to a company; on the other hand, the concept of management by objectives turns out to be most effective in regional sales teams with reference to sales representatives and methods of performance evaluation. As a result, a whole array of indices has been created which enable the evaluation of sales representatives’ work and make it possible to manage goods distribution in a better way.

The indices presented in this chapter are rooted in the consumer market and are applied most often to this type of market (particularly in relation to fast-moving consumer goods at the level of retail trade). Nevertheless, many of them can be used on other markets (services, means of production) and at other trade levels (wholesale).

Although the values of many indices presented herein are usually calculated by market research agencies and delivered to companies in the form of synthetic results, we have placed the emphasis on the ability to determine them independently, both in descriptive and exemplifying terms. We consider it important to understand the genesis of indices and build the ability to interpret them on that basis. What is significant is that the indices can be interpreted differently; the same index may provide a different assessment of a product’s, brand or company’s position in the market depending on the parameters taken into account. Therefore, we strive to show a certain way of thinking rather than give ready-made recipes and cite ‘proven’ principles. Sales and distribution are dynamic phenomena, and limiting them within the framework of ‘one proper’ interpretation would be an intellectual abuse.

The aim of this chapter is to illustrate and discuss — through a case study of Sandvik Corporation — how business practices with focus on sales can improve with regard to effectiveness and efficiency by utilization of IT tools. This approach challenges the traditional view of doing business in big industrial corporations where sales experts known as sales stars have traditionally developed relationships with customers. In order to do this, the chapter initially delineates the traditional business practices and the main issues associated with this approach.

The following section brings up the case of Sandvik Corporation. This part of the chapter first discusses problems with unorganized business practices as a source of business inefficiency. These problems are represented by (1) offer and order management, (2) pricing and value, and (3) customer planning and daily work routines. The consequent part of this section illustrates how the company improved its business by organizing business practices using CRM tools. The discussion of the new efficiencies is supported by elaboration on the Sandvik’s Sales Program that the organization launched in order to address the above mentioned problems of inefficiencies is sales work. The chapter ends with potential new challenges that the implementation of IT tools brought about and a summary of the chapter.

The paper aims to find the functional relationship among 14 shampoo brands' price, quality, marketing expense and sales in the Chinese shampoo industry. Also studied is which one, among these factors, is the more important.

By using data envelopment analysis models, the authors propose to maximize the sale allocating efficiency scores to satisfy the hypothesis that the shampoo market is efficient, and then, the sales functions, linear and exponential, can be determined and specified.

It is found that an exponential sales function is more suitable to characterize the Chinese shampoo industry, and the price factor is a major influence on creating sales.

The paper proposes a method, from an original perspective, to analyze the sales function among the influence factors and to determine which one is more important. The method can be applied to other markets if the assumed conditions could be satisfied.

The strength of personal selling lies in the fact that it allows for communicative interchange, a process more subtle but, at the same time, more hazardous than classical methods such as advertising, which rely on one‐way communication. In terms of efficiency, communicative interchange results in a reduction of reach losses; it is of primary importance in the marketing of commodities which have to be explained or demonstrated to the buyer and particularly, therefore, in industrial marketing and the marketing of services. It is recognised, however, that personal selling is a relatively expensive means of communication.The author undertakes a taxonomical review of the various constituents of the personal selling scene, analysing the tasks involved and the composition of the sales force. In the latter half of the monograph he selects certain sales force management problems of special importance to discuss in greater detail with regard to the optimisation of efficiency and job statisfaction.

This study examines the issue of how export market‐oriented behaviors influence export success. Using survey data obtained from Hong Kong based manufacturing exporters, our findings suggest that export market‐oriented behaviors are important predictors of several dimensions of export performance. In particular, it appears that this behavior is most important for exporters operating under conditions of high environmental turbulence. The export market‐oriented behavior – export performance relationship for these firms, was generally positive and strong. However, under conditions of low environmental turbulence, the costs of developing and implementing high levels of export market‐oriented behavior may outweigh the benefits accrued.

In the context of digitalisation, issues related to the promotion of cloud technologies are becoming of paramount importance, including SaaS products, the demand for which has increased significantly. In the promotion of products, an important role is played by the marketing information system (MIS) of the organisation, the effective functioning of which allows one to obtain the necessary information for making informed management decisions.

The chapter aims to develop methodological approaches to evaluating the effectiveness of promoting SaaS products using MIS.

The chapter analyses the demand for cloud services on a global scale and in Russia. The authors identified and systematised the features, advantages, disadvantages and competitive advantages of SaaS products for owners and users.

A methodical approach to evaluating the effectiveness of promoting SaaS products using MIS based on a developed system of indicators is proposed and tested, including indicators that characterise work with customers during the sales funnel, indicators that characterise customer loyalty and economic indicators that characterise the efficiency of the funnel sales in general.

The authors developed a system of indicators for evaluating the functioning of the organisation's MIS for promoting SaaS products, by types of marketing tools that are subsystems of the MIS. The proposed methodological approach allows substantiating the directions for increasing the efficiency of promoting SaaS products and the directions for improving the MIS.

The purpose of this paper is to study the effect of organizational change and privatization on the performance of state-owned enterprises (SOEs) using the data from Iranian firms during the period 1998-2006, and to test whether privatization leads to improved performance.

The performance of these firms before and after privatization was examined. Pooled regression models were employed to assess the effect of privatization on performance indicators.

The results show that privatization has not had a positive effect on the profitability of the firms listed on the Tehran Stock Exchange; rather, the effect has been negative. Moreover, the results reveal that privatization of these firms has had no effect on their sales effectiveness and efficiency; instead, the debts and risks of these firms has increased. Further, ownership reform is needed to remedy the situation.

The paper focuses on the effect of privatization on firm performance. Future research can consider the effects of privatization on other aspects such as efficiency and productivity.

The implications of the study are discussed in relation to the organizational changes that occur in the transition from public to private ownership. This study shows that improved performance of privatized firms cannot be taken for granted merely by ownership change. In other words, privatization must be accompanied by other economic adjustments such as adjustment of the capital market and the national banking system as well as formulation of corporate rules and regulations.

Privatization and organizational change of Iranian firms is an important issue and this paper is the first to provide a new approach regarding the effect of privatization of SOEs on their performance.