Companies literally spend billions training sales people and yet continue to have problems transforming sales teams. This paper describes the results of a pilot survey conducted with sales teams in the Americas and Asia.
Firms struggle with transforming sales teams and sometimes resort to replacing sales people to accomplish business objectives. Sustainability theory provides a framework for analyzing the effects of replacing salespeople for all stakeholders. By applying sustainability theory to sales transformation, managers can improve understanding of externalities and thus the total cost of the hiring cycle.
Chris Kay, Humana’s Chief Innovation Officer, shared insights into the innovation decision-making process. Kay discussed specific strategies employed by Humana to bring consumer insights to action and he shared examples of the development of innovation ideas.
An autobiographical example case study describing the path of the first candidate to complete his dissertation defense at the Muma College of Business’ DBA program.
What is the Muma Business Review (MBR)? Why would you read the MBR? Why would you submit your work to the MBR? Why would you serve as an MBR reviewer?
The MBR was established specifically to support the needs of three distinct constituencies: the academic community, DBA students, and the community of practicing managers. We recognize, however, that these communities often have different needs. Of particular interest: the importance of speed in the review process and the need for formality of that process.
Welcome to the home page of the Muma Business Review. We are currently completing and revising our initial round of submissions, and we expect to go live in spring 2017, with a target date of May 1. Our first publication, an editorial outlining our philosophy and policies, has already been published.
