Relevant bibliographies by topics / Sales management

Contents

  1. Journal articles
  2. Dissertations / Theses
  3. Books
  4. Book chapters
  5. Conference papers
  6. Reports

Academic literature on the topic 'Sales management'

Author: Grafiati
Published: 4 June 2021
Last updated: 31 July 2024

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Journal articles on the topic "Sales management"

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Hartley, Jerry S., and Stephen F. Witt. "Hotel Sales Management:." Journal of Hospitality & Leisure Marketing 1, no. 2 (January 5, 1993): 59–75. http://dx.doi.org/10.1300/j150v01n02_05.

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Carter, Tony. "Sales Management Coaching." Journal of Hospital Marketing & Public Relations 16, no. 1-2 (August 30, 2006): 113–25. http://dx.doi.org/10.1300/j375v16n01_08.

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Wendel, R. F. "Field sales management." Industrial Marketing Management 15, no. 1 (February 1986): 87–88. http://dx.doi.org/10.1016/0019-8501(86)90048-9.

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Havlíček, Karel, and Ondřej Roubal. "Sales Management and Sales Communication of SMEs." EUROPEAN RESEARCH STUDIES JOURNAL XVI, Issue 4 (November 1, 2013): 29–42. http://dx.doi.org/10.35808/ersj/401.

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Kuruzovich, Jason. "Sales Technologies, Sales Force Management, and Online Infomediaries." Journal of Personal Selling & Sales Management 33, no. 2 (June 2013): 211–24. http://dx.doi.org/10.2753/pss0885-3134330205.

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Rutherford, Brian N., Nathaniel Hartmann, Nwamaka Anaza, and Scott C. Ambrose. "Editorial: Relational disruptions in sales and sales management." Journal of Business & Industrial Marketing 39, no. 4 (May 8, 2024): 669–72. http://dx.doi.org/10.1108/jbim-04-2024-639.

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Rane, Dipesh, Nabil Ahmed, Daanish Sarguru, and Shabina Sayed. "Sales Performance Management System." International Journal of Computer Applications 162, no. 11 (March 15, 2017): 25–30. http://dx.doi.org/10.5120/ijca2017913404.

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Mentzer, John T., Carol C. Bienstock, and Kenneth B. Kahn. "Benchmarking sales forecasting management." Business Horizons 42, no. 3 (May 1999): 48–56. http://dx.doi.org/10.1016/s0007-6813(99)80021-4.

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Saxena, DR RP. "Sales and Distribution Management." Paradigm 4, no. 1 (January 2000): 171–82. http://dx.doi.org/10.1177/0971890720000118.

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Schmitz, Christian, and Jan Wieseke. "Excellence in Sales Management." Marketing Review St. Gallen 32, no. 6 (December 2015): 3. http://dx.doi.org/10.1007/s11621-015-0587-4.

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Dissertations / Theses on the topic "Sales management"

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SESKAUSKIS, ZYGIMANTAS, and ROKAS NARKEVICIUS. "Sales forecasting management." Thesis, Högskolan i Borås, Akademin för textil, teknik och ekonomi, 2016. http://urn.kb.se/resolve?urn=urn:nbn:se:hb:diva-10685.

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The purpose of this research is to investigate current company business process from sales forecasting perspective and provide potential improvements of how to deal with unstable market demand and increase overall precision of forecasting. The problem which company face is an unstable market demand and not enough precision in sales forecasting process. Therefore the research questions are:  How current forecasting process can be improved?  What methods, can be implemented in order to increase the precision of forecasting? Study can be described as an action research using an abductive approach supported by combination of quantitative and qualitative analysis practices. In order to achieve high degree of reliability the study was based on verified scientific literature and data collected from the case company while collaborating with company’s COO. Research exposed the current forecasting process of the case company. Different forecasting methods were chosen according to the existing circumstances and analyzed in order to figure out which could be implemented in order to increase forecasting precision and forecasting as a whole. Simple exponential smoothing showed the most promising accuracy results, which were measured by applying MAD, MSE and MAPE measurement techniques. Moreover, trend line analysis was applied as well, as a supplementary method. For the reason that the case company presents new products to the market limited amount of historical data was available. Therefore simple exponential smoothing technique did not show accurate results as desired. However, suggested methods can be applied for testing and learning purposes, supported by currently applied qualitative methods.
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Tarar, Shahid Iqbal. "Web based sales management system." Thesis, Mälardalen University, School of Innovation, Design and Engineering, 2010. http://urn.kb.se/resolve?urn=urn:nbn:se:mdh:diva-10368.

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Paramount Salt Handicraft A wholesale Himalayan salt company was previously doing business in traditional way and was limited only to the local market. However from the start day management was planning to expand the business to more locations and to attract more customers. So to expand the business and to attract the international customers and customers from other cities of Sweden it was necessary to make it available over the internet so that customers can easily get knowledge about the company’s products and purchase them. So the need of an online web shop was realized to bring the company’s plan into reality. The online shop will be act as a medium of interaction between the customers and the company and it will enable the customers to buy products online and make payments electronically and after that the products will delivered to them. Throughout the process the customers can easily track the overall status of their orders.

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Sandau, A. (Alexander). "Influence of change in sales networks on a firm’s sales strategy." Master's thesis, University of Oulu, 2014. http://urn.fi/URN:NBN:fi:oulu-201401171034.

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This research revolves around two major theoretical topics: international network and international sales. The study aims to combine both distinct research areas in order to understand how changes in the sales network influence the sales strategy of the firm. The focus is hereby on born global companies respectively international new ventures. For this reason a framework is introduced that explains the inherent dynamics between sales network and sales strategy with a cycle model. Hereby it is argued that sales network characteristics have influence on specific dimensions of the sales strategy. The sales strategy itself apparently affects the firm’s performance which in turn is argued to influence the sales network. This framework is further on tested with the help of propositions. The empirical basis is provided by a qualitative single case study that is conducted with observations and interviews. The empirical data shows the influence between sales network characteristics and sales strategy components. Whereas no significant empirical proof can be granted to the introduced framework there is evidence that it should be tested with a bigger sample of firms in order to check its validity. Therefore this study contributes to theory in providing a framework for researching dynamics in sales network and sales strategy context. As is this research combines international network and sales literature it is adding to a more holistic understanding of international business. It is also contributing to managerial knowledge in a way that it adds to an understanding of how the sales environment of a firm influences the sales strategy and what impact is expected on the performance of the company.
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Marvin, Heath (Heath Allen). "Dynamics of sales compensation systems for complex sales in the semiconductor industry." Thesis, Massachusetts Institute of Technology, 2016. http://hdl.handle.net/1721.1/106256.

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Thesis: S.M. in Engineering and Management, Massachusetts Institute of Technology, School of Engineering, System Design and Management Program, Engineering and Management Program, 2016.
Cataloged from PDF version of thesis.
Includes bibliographical references (pages 66-67).
The semiconductor industry has entered a new phase where growth is in line with the rest of the economy. This change from rapid growth to average growth is forcing changes in how business is done across the industry. One area that can be inspected is incentivization and compensation of companies' sales forces. While the state of the practice in the industry is to pay commissions on sales made, research indicates that the semiconductor sales process may be more effective without commissions. This thesis uses System Dynamics modeling and simulation techniques to analyze the differences that result from different types of incentive plans for salespeople in order to test the robustness of a non-commissioned model against the more traditional commissioned model. The results show which incentive approach is more robust in the new economy. The modeling of these different incentive approaches shows that a non-commissioned sales force is superior in every scenario. While a commissioned sales force can drive growth, the sales force is less effective when paid commissions so price advantage must be used as a lever to drive sales to the level that a non-commissioned sales force can achieve. In growth, recession, and stability, a non-commissioned sales force is shown to be more effective when selling a complex product in a complex industry.
by Heath Marvin.
S.M. in Engineering and Management
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Suchanek, Mireille A. M. F. "Exploring the sales control function formal sales control practices that drive business excellence /." [Maastricht : Maastricht : Universiteit Maastricht] ; University Library, Maastricht University [Host], 1998. http://arno.unimaas.nl/show.cgi?fid=8541.

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Chen, Yi Xin. "Customer concentration and sales smoothing." Thesis, University of Macau, 2018. http://umaclib3.umac.mo/record=b3959239.

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Reddy, Ann-Marie. "The effect of the virtual sales person's customer centricity based on their sales manager's leadership style." Thesis, Capella University, 2015. http://pqdtopen.proquest.com/#viewpdf?dispub=3682353.

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The purpose of this study was to establish if a sales manager's leadership style could influence a salesperson's selling behavior to effectively align their selling approach in a buyer-seller exchange. Transformational and transactional leaders have the ability to affect the selling behavior of their salespeople. The research was nonexperimental quantitative study that used survey monkey to collect the data from Canadian mortgage brokers to determine if a transformational or transactional leadership style affected their selling or customer orientation. The significance of the study is that it may provide virtual managers with new insights on how to effectively support their salesperson's performance and assist in guiding their team's behavior so that salespeople can effectively align their sales approach within the buyer and seller exchange. The findings from the data collected suggested there was no relationship between a sales manager's leadership style and the salesperson's customer orientation.

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Schreiber, Klaus. "After-Sales-Management : eine theoretische und empirische Untersuchung /." München : TCW, Transfer-Centrum, 2010. http://bvbr.bib-bvb.de:8991/F?func=service&doc_library=BVB01&doc_number=018668300&line_number=0001&func_code=DB_RECORDS&service_type=MEDIA.

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Reis, João Miguel Carvalho dos. "Sales force management : case study da empresa X." Master's thesis, Instituto Superior de Economia e Gestão, 2016. http://hdl.handle.net/10400.5/12934.

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Mestrado em Marketing
Esta dissertação tem como objetivo analisar o Sales Force Management na empresa x, que atua no setor alimentar, mais concretamente na área dos produtos alimentares pré-confecionados e ultracongelados. O foco vai estar subdividido em quatro grandes temas: Sales Force Management, o marketing relacional, o processo de venda e o Key Account Management. A investigação foi realizada partindo da adoção de uma abordagem qualitativa, através de um case study research. A recolha de dados foi realizada através da aplicação de entrevistas semi-estruturadas ao diretor comercial da empresa x e a um dos key account managers. Para cada uma das entrevistas foi formulado um guião de entrevista adaptado ao tipo de informação que se pretendia recolher. A aplicação destas ferramentas, permitiu efetuar a recolha de dados que conduziram às principais conclusões alcançadas. As ideias a reter é que esta dissertação apresenta conclusões e recomendações que têm como objetivo o melhoramento de procedimentos na empresa x, bem como ideias que se aplicam à generalidade das empresas e às suas áreas comerciais. As principais conclusões são a mudança de ótica consoante o cargo hierárquico responsável pela negociação e contacto com os fornecedores, o perigo da centralização da faturação num grupo pequeno de clientes para a empresa x, a importância crescente que a ótica relacional tem na manutenção dos clientes e a importância que a definição do processo de venda tem para garantir um trato uniforme a todos os clientes, permitindo, é claro, adaptações consoante as caraterísticas de cada um.
This dissertation has as a major goal to analyze the Sales Force Management on company x, that runs on the food industry, more specifically on the pre confectionated and deep frozen food products. The focus will be subdivided on four big issues: Sales Force Management, Relational Marketing, selling process and Key Account Management. The research relies on a qualitative approach through a case study. Moreover, the collected data was reached by semi-structured interviews with company x commercial manager and one of the companies key account managers. For each one of the interviews an interview script was formulated adapted to the type of information pretended. The use of these tools allowed to collect the data that based the main conclusions of this dissertation. Recommendations and conclusions have as goal the improvement of company x procedures, as well as some ideas that could be applied to the most of the companies and their commercial department, are what should be retained. The main conclusions are: the optic change according to the hierarchical position of who is leading the negotiations and suppliers? approach, the danger of consolidating the billing on a small group of clients for company x, the growing importance of the relational perspective on client maintenance and the importance of the standardization of the selling process to ensure an uniform performance to all clients, allowing, however, adaptations according to the characteristics of each one of them.
info:eu-repo/semantics/publishedVersion
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Almkvist, Larsson Michaela. "Streamlining Sales and Operational Planning through Knowledge Management." Thesis, KTH, Skolan för industriell teknik och management (ITM), 2020. http://urn.kb.se/resolve?urn=urn:nbn:se:kth:diva-279587.

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In today’s competitive market it is more important than ever to have effective and efficient Supply Chain Planning. Despite its wide adoption and many years of development, Sales and Operational Planning, one of the most commonly applied tactical Supply Chain Planning processes, is not generating the desired results as companies are still experiencing difficulties in synchronizing demand and supply. Furthermore, a company’s competitiveness depends on its knowledge management and how that knowledge is disseminated across functions. Therefore, a case study was conducted with the purpose to investigate how knowledge management is used in the Sales and Operational Planning process to streamline its operations. The study presents a conceptual framework built on prior research on how to use knowledge management in the Sales and Operational Planning process. The framework highlights the importance of alignment of targets and information as well as continuous documentation and learning to improve the streamlining of the process. Additionally, the study illustrates linkages between the stages of creating, spreading, and applying knowledge by applying the framework to the case company. The study identified a gap in research where the combination of Sales and Operational Planning and Knowledge Management had not fully been explored. This gap was addressed by the creation of the conceptual framework. The practical contribution identified both systematic, functional, and individual areas of Knowledge Management that can work to streamline the process.
Dagens konkurrenskraftiga marknad gör att det är viktigare än någonsin att ha en effektiv planering av försäljningskedjan. Sälj- och verksamhetsplanering är en av de mest tillämpade taktiska processerna för planering av försäljningskedjan. Trots sin breda användning och många år av utveckling så genererar inte processen de önskade resultaten då företag fortfarande upplever svårigheter i att synkronisera utbud och efterfrågan. Fortsättningsvis finns det korrelation mellan ett företags konkurrenskraft och kunskapsspridning samt hur kunskap sprids internt mellan funktioner. Därför genomfördes en fallstudie med syftet att undersöka hur kunskapshantering kan integreras i sälj- och verksamhetsplaneringen för att effektivisera processen. Studien presenterar ett ramverk baserat på tidigare forskning, om hur sälj- och verksamhetsplaneringen kan effektiviseras genom kunskapshantering. Ramverket belyser vikten av samspel mellan mål och information samt kontinuerlig dokumentation för effektivisering av processen. Vidare illustrerar studien kopplingar mellan stadierna att skapa, sprida och använda kunskap genom att tillämpa ramverket på det undersökta företaget. Studien identifierar ett forskningsgap där kombinationen av sälj- och verksamhetsplanering och kunskapshantering inte har undersökts fullständigt. Detta forskningsgap adresseras genom skapandet av ramverket. Det praktiska bidraget består av både systematiska, funktions-baserade och individ-baserade områden inom kunskapshantering som kan arbeta för att effektivisera processen.
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Books on the topic "Sales management"

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Jackson, Ralph W. Sales and sales management. London: Prentice Hall International, 1996.

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D, Hisrich Robert, ed. Sales and sales management. Upper Saddle River, N.J: Prentice Hall, 1996.

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Donaldson, Bill. Sales Management. London: Macmillan Education UK, 1998. http://dx.doi.org/10.1007/978-1-349-26354-7.

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Guenzi, Paolo, and Susi Geiger, eds. Sales Management. London: Macmillan Education UK, 2011. http://dx.doi.org/10.1007/978-1-137-28574-4.

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Cuevas, Javier Marcos, Bill Donaldson, and Régis Lemmens. Sales Management. London: Macmillan Education UK, 2016. http://dx.doi.org/10.1007/978-1-137-35512-6.

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Ford, John B. Sales Management. London: Taylor & Francis Inc, 2004.

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Futrell, Charles. Sales management. 3rd ed. Chicago: Dryden Press, 1991.

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F, Hartley Robert. Sales management. Columbus: Merrill Pub. Co., 1989.

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1949-, Cron William L., and DeCarlo Thomas E, eds. Sales management. 8th ed. Hoboken, NJ: Wiley, 2004.

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1950-, Cespedes Frank V., Deighton John, Kaplan Robert S, Rangan V. Kasturi, and Shapiro Benson P, eds. Sales management. 2nd ed. Boston, MA: HBS Pub., 2002.

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Book chapters on the topic "Sales management"

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Hase, Stefan, and Corinna Busch. "Sales Management." In Quintessence Series, 77–122. Cham: Springer International Publishing, 2017. http://dx.doi.org/10.1007/978-3-319-61174-7_6.

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Tan, Shukui, Wenjie Cai, and Ying Chen. "Sales Management." In Real Estate Management in China, 161–80. Singapore: Springer Nature Singapore, 2022. http://dx.doi.org/10.1007/978-981-19-4735-3_5.

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Helmold, Marc. "Sales Management." In Management for Professionals, 51–62. Cham: Springer International Publishing, 2022. http://dx.doi.org/10.1007/978-3-031-10097-0_5.

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Jolibert, Alain, Hans Mühlbacher, Laurent Florès, and Pierre-Louis Dubois. "Sales Management." In Marketing Management, 319–31. London: Macmillan Education UK, 2012. http://dx.doi.org/10.1007/978-0-230-36367-0_14.

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Tintelnot, Claus. "Sales Management." In Integrated Product and Sales Management in B2B, 149–242. Wiesbaden: Springer Fachmedien Wiesbaden, 2023. http://dx.doi.org/10.1007/978-3-658-42227-1_3.

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Donaldson, Bill. "Territory Management." In Sales Management, 168–85. London: Macmillan Education UK, 1998. http://dx.doi.org/10.1007/978-1-349-26354-7_9.

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Helmold, Marc. "Sales Channels and Sales Partners." In Management for Professionals, 147–56. Cham: Springer International Publishing, 2022. http://dx.doi.org/10.1007/978-3-031-10097-0_14.

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Cuevas, Javier Marcos, Bill Donaldson, and Régis Lemmens. "International Sales." In Sales Management, 177–98. London: Macmillan Education UK, 2016. http://dx.doi.org/10.1007/978-1-137-35512-6_10.

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Furnham, Adrian. "Sales Intelligence." In Management Intelligence, 166–67. London: Palgrave Macmillan UK, 2008. http://dx.doi.org/10.1057/9780230227439_57.

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Jolibert, Alain, Hans Mühlbacher, Laurent Florès, and Pierre-Louis Dubois. "Sales Promotion." In Marketing Management, 391–404. London: Macmillan Education UK, 2012. http://dx.doi.org/10.1007/978-0-230-36367-0_17.

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Conference papers on the topic "Sales management"

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Райлян, Елена, and Ирина Варбан. "Psychological services sales management." In International Scientific Conference “30 Years of Economic Reforms in the Republic of Moldova: Economic Progress via Innovation and Competitiveness”. Academy of Economic Studies of Moldova, 2022. http://dx.doi.org/10.53486/9789975155649.46.

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The article highlights the features of the management of sales of services, in particular, psychological services. Effective management of sales of psychological services is based on the study of the market situation, competent segmentation of clients, thoughtful positioning of the psychologist, planning the concept of sales and mastering the technology of effective sale.
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Gautama, Idris, Henkie Ongowarsito, Rudy Aryanto, and Erwin Andrew. "Optimizing sales using mobile sales ticketing application." In 2014 International Symposium on Technology Management and Emerging Technologies (ISTMET). IEEE, 2014. http://dx.doi.org/10.1109/istmet.2014.6936468.

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Guirong, Zhang. "Study on Auto Sales Logistics." In 2010 International Conference on Information Management, Innovation Management and Industrial Engineering (ICIII). IEEE, 2010. http://dx.doi.org/10.1109/iciii.2010.310.

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Xiaoyan, Zhang, Wu Qiong, and Yu Xiaoran. "Recognitions on Mixed Sales Confirmation." In 2011 International Conference on Information Management, Innovation Management and Industrial Engineering (ICIII). IEEE, 2011. http://dx.doi.org/10.1109/iciii.2011.414.

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van Solingen, Rini, Jeff Sutherland, and Denny de Waard. "Scrum in Sales: How to Improve Account Management and Sales Processes." In 2011 AGILE Conference. IEEE, 2011. http://dx.doi.org/10.1109/agile.2011.12.

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"Computer Sales and After-sales Service System -- Front Office Management Subsystem." In 2018 5th International Conference on Electrical & Electronics Engineering and Computer Science. Francis Academic Press, 2018. http://dx.doi.org/10.25236/iceeecs.2018.026.

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Vasciuc (Săndulescu), Cristina Gabriela, Dumitru Săndulescu, and Otilia Crăciun (Radu). "Methods, Techniques and Sales Strategies." In International Conference Innovative Business Management & Global Entrepreneurship. LUMEN Publishing, 2020. http://dx.doi.org/10.18662/lumproc/ibmage2020/48.

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The economic life implies the existence of the actors who have to satisfy their own needs, expectations, this presupposing the appearance of the choices that they must make from the multitude of products or services on the market. Since ancient times, the sale has been made for a better living, so Thales is the first wise, Solon the second founder of Athens and the mathematician Hippocrates, who were traders. Plato, the divine, sold oil, and Baruch Spinoza, philosopher, polished mirrors. Therefore, sales forces play an important role, which, through their strategies, can make a significant contribution to achieving the general and specific objectives. The art of selling tips the balance of success and failure, the relationship between the seller and the client, ending with win-win situation for both parties.
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Debkowska, Katarzyna. "THE VALUE OF CUSTOMER SERVICE AS A FUNDAMENTAL DIMENSION OF THE BUSINESS MODEL OF COMPANIES IN THE TFL SECTOR, FOCUSED ON SALES REVENUE." In Business and Management 2016. VGTU Technika, 2016. http://dx.doi.org/10.3846/bm.2016.74.

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This article aims to examine the relationship between the fundamental dimension of the business model and the amount of sales revenue. The study was conducted using data from the TFL sector companies. The research task was performed with the use of statistical methods. In order to identify services significantly differentiating the revenues of companies from the researched sector, non-parametric Mann- Whitney test was used. The article also makes an attempt on predicting, with the use of regression trees, the amount of sales revenues, depending on the type of the offered service. The study allowed for the adoption of a revised research hypothesis stating that a properly selected set of services in the business model translates into higher revenues from the sale of the businesses from the TFL sector.
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Haitao Liao, Peng Wang, Tongdan Jin, and Sunny Repaka. "Spare parts management considering new sales." In 2008 Annual Reliability and Maintainability Symposium. IEEE, 2008. http://dx.doi.org/10.1109/rams.2008.4925847.

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Xiao, Huabo. "Web-based Automobile Sales Management Systemn." In 2015 International Conference on Management, Education, Information and Control. Paris, France: Atlantis Press, 2015. http://dx.doi.org/10.2991/meici-15.2015.317.

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Reports on the topic "Sales management"

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Parra Torrado, Mónica, and María Angélica Arbeláez. Innovation, R&D Investment and Productivity in Colombian Firms. Inter-American Development Bank, April 2011. http://dx.doi.org/10.18235/0011194.

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This paper attempts to establish a formal relationship between innovation and productivity using Colombian firm-level data. It is found that the production of goods and services new to the firm and to the domestic market enhances firms' sales per worker, and innovation that results in introducing new goods and services to the international market boosts both sales and Total Factor Productivity (TFP). Innovation in processes likewise improves firms' productivity and sales. Finally, innovation in marketing and management increases sales per worker and enhances TFP when investment is made in Research and Development. The paper also studies the factors behind firms' decision to invest in innovation, the intensity of such investment and the returns to investment in innovation.
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Maffioli, Alessandro, and Conner Mullally. The Impact of Agricultural Extension for Improved Management Practices: An Evaluation of the Uruguayan Livestock Program. Inter-American Development Bank, January 2014. http://dx.doi.org/10.18235/0011533.

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Management is an important input into agricultural production, as it a determinant of the uptake and proper implementation of productive technologies and practices. While there is a large literature on evaluations of extension programs meant to improve management practices in agricultural development, there is no consensus on the extension modalities that are most effective. This paper adds to the literature on extension interventions by evaluating the Uruguayan Livestock Program (ULP), a publicly funded, privately delivered extension program designed to improve management practices among cattle breeders. Using an eight year panel constructed by combining data from the Uruguayan livestock traceability system with a registry of ULP participants, we place bounds on the impact of the program on production and sales of calves by ULP beneficiaries using inverse probability weights estimated using propensity scores for selection into the ULP and selection into the dataset. Results show that the ULP increased calf production by between 11.36 and 15.3 calves on average in 2009 and 2010 and increased calf sales minus purchases by 4.35 on average over the same time span. Internal rates of return suggest these are moderately sized economic impacts. We examine the aspects of the ULP's design that might account for its positive but modest effects.
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Todd, Jessica E., Christine Whitt, Nigel David Key, and Okkar Mandalay. overview of farms operated by socially disadvantaged, women, and limited resource farmers and ranchers in the United States. Washington, D.C.: Economic Research Service, U.S. Department of Agriculture, February 2024. http://dx.doi.org/10.32747/2024.8254670.ers.

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The U.S. Department of Agriculture (USDA) recognizes several groups of farmers who have been historically underserved by USDA and operates several programs and policies targeting these groups. Yet, there is limited information about the current financial health of the farms these producers operate, their credit and agricultural program use, which inhibits the measurement of progress toward more equitable outcomes. This report provides an overview of the financial characteristics of the farms operated by socially disadvantaged (individuals identifying as Black or African American, American Indian or Alaska Native, Hispanic or Latino, and Asian or Pacific Islander), women, and limited resource producers (farms with low sales and low household income), using data from the 2017-20 annual Agricultural Resource Management Survey.
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Gallego, Juan Miguel, and Luis H. Gutiérrez. Quality Management System and Firm Performance in an Emerging Economy: The Case of Colombian Manufacturing Industries. Inter-American Development Bank, May 2017. http://dx.doi.org/10.18235/0011797.

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Over one million firms around the world have adopted a Quality Management System (QMS) that conforms to ISO 9001 certification in 2015 and recent figures show that certifications have rapidly increased in emerging economies. ISO 9001 is considered a signal of high quality for products or services in markets with large imported competition or firms competing in international markets. However, implementing ISO 9001 certification entails large costs to companies for documentation of operating procedures, training, internal auditing, and corrective action. The impact of QMS on firm performance is unknown in developing economies and is still under-researched for more developed countries. This paper takes advantage of unique data on the status of certified and non-certified manufacturing firms in Colombia (an emerging economy) and matches it with firm performance. In 2006, the Colombian government launched policies to reduce the cost of adopting certification. We use this change to implement a difference-in-differences specification on panel data of certified and non-certified firms by matching samples at the year 2003, three years before the policy change. This is the most comparable data possible. Our findings suggest that firms that adopt ISO 9001 certification increase labor productivity (measured as added value over labor) by 12 percent, and sales per employee and wages by 8 percent. The effect is larger for firms that adopted certifications two years after the new policies compared with firms that adopted them immediately. The potential mechanism to explain gains in firm performance is human capital because, prior to the changes, firms with more temporary workers could not take advantage of certification.
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Salo, James. Greening Value Chains: How Large Companies in Latin America and the Caribbean Can Influence Natural Resource Use and Environmental Impact Management in Their Value Chains: Case Study. Inter-American Development Bank, October 2016. http://dx.doi.org/10.18235/0006475.

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Micro, small, and medium enterprises (MSMEs) are major sources of natural resource consumption and environmental impacts such as greenhouse gas (GHG) emissions. At the same time, MSMEs make up a large part of the value chains of multinational and publicly traded companies, and thereforeoffer a unique point of entry to improve value chain environmental management practices while simultaneously promoting economic development in the region. In this vein, the Multilateral Investment Fund (MIF), a member of the Inter-American Development Bank (IDB) Group, aims to improve MSME competitiveness through increased efficiency of natural resource inputs, reduction of air and water pollution, gaining higher prices for products that are certified through reputable green certifications, and increasing MSME sales by strengthening their positioning within the value chains of large companies with sustainability commitments. To inform the MIF's strategic planning on how technical assistance can be best structured to improve the competitiveness of MSMEs in the Latin America and Caribbean (LAC) region through the promotion of best practices in natural resource management and environmental impact reduction, a study was undertaken by Trucost. As part of this study, Trucost's patented environmental extended input-output (EEIO) model was used to identify five economic sectors in LAC that are associated with the highest environmental implications regarding inputs (natural resource use) and outputs (environmental impacts) from production processes, specifically relating to the sectors' value chains. For each of these sectors, three large companies were identified for a more focused analysis of their activities relating to the management of value chain environmental impacts. A case study was developed for one large company per sector to document these in detail. This document summarizes the key findings and lessons learned from the case studies, indicating value chain sectors that can be targeted to most efficiently reduce value chain environmental impacts, as well as ways in which this targeting can be done.
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Stopford, Nikki, and Jacqueline O’Reilly. Innovation Work Chains in US Retail: Automation, Tracking and AI Adoption during the COVID-19 pandemic. Digital Futures at Work Research Centre, March 2022. http://dx.doi.org/10.20919/ivrp6984.

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The 2020 global pandemic led to record grocery sales and significantly accelerated the adoption of online retail services. This trend is expected to grow as mainstream retailers aim to keep up with the speed of delivery from ‘digitally native’ competitors and changing consumer expectations. Technological innovation is being introduced to different parts of the retail supply chain leading to a changing landscape for jobs. Here we develop the concept of Innovation Work Chains (IWC). We use this framing to discuss how the introduction of different types of innovative technology are likely to impact on employment practices across the supply chain in large-scale grocery retail. This research draws on sector reports and extensive interviews with Walmart US and one of their technology partner organisations in the USA. The focus is on how automation technologies like robots, tracking technologies and AI have become pivotal to the efficient management of retail supply chains. The evidence suggests that an iterative process of adoption and adaption is required to develop company specific solutions. However, legacy systems can pose a challenge to the speed at which automation technologies can be efficiently integrated. The concept of Innovation Work Changes highlights the differential impact on the employment landscape across the retail eco-system
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Salavisa, Isabel, Mark Soares, and Sofia Bizarro. A Critical Assessment of Organic Agriculture in Portugal: A reflection on the agro-food system transition. DINÂMIA'CET-Iscte, 2021. http://dx.doi.org/10.15847/dinamiacet-iul.wp.2021.05.

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Over the last few decades, the organic agriculture sector has experienced sustained growth. Globally, as well as in the European Union and Portugal, organic production accounts for just under 10% of total Utilised Agricultural Area (UAA) (FiBL, 2019; Eurostat, 2019; DGADR, 2019; INE, 2019; GPP, 2019). This growth has been seen in terms of production, number of producers, amount of retail sales, imports and exports. This article attempts to build on the multi-level perspective (MLP) of the socio-technical (ST) transitions theory by employing a whole systems analysis (Geels, 2018) of organic agriculture in Portugal, which defends an integrated vision of the systems, where multiple interactions occur within and among the niche, the regime and the landscape levels. This approach has been employed in order to develop a critical analysis of the current state of the Portuguese organic agriculture sector, stressing the multiplicity of elements that are contributing to the agro-food system´s transformation into a more sustainable one. In fact, the agro-food system is related with climate change but also has connections with other domains such as public health, water management, land use and biodiversity. Therefore, it is affected by shifts in these areas. This analysis considers developments in increasing domestic organic production, number of producers, amount of retail sales, imports, exports, market innovations, and the sector´s reconfiguration. The organic sector´s increase has been attributed to European regulation, institutionalization, standardization, farmer certification, external (government) subsidy support programs, incremental market improvements (visibility and product access), the emergence of new retailers, the rise of supporting consumers and a shift away from conventional agriculture (Truninger, 2010; DGADR, 2019; Pe´er et al, 2019). However, together with positive incentives, this sector also faces numerous barriers that are hindering a faster transformation. Difficulties for the sector to date have included: product placement; a disconnect between production, distribution and marketing systems; high transport costs; competition from imports; European subsidies focused on extensive crops (pastures, olive groves, and arable crops), entailing a substantial growth in the area of pasture to the detriment of other crops; the fact that the products that are in demand (fresh vegetables and fruit) are being neglected by Portuguese producers; expensive certification procedures; lack of adequate support and market expertise for national producers; the hybrid configuration of the sector; and price. Organic agriculture as a niche-innovation is still not greatly contributing to overall agricultural production. The low supply of organic products, despite its ever-increasing demand, suggests that a transition to increased organic production requires a deeper and faster food system reconfiguration, where an array of distinct policies are mobilized and a diversity of actions take place at different levels (Geels, 2018; Pe´er et al, 2019). This paper will attempt to contribute an overall critical assessment of the organic sector´s features and evolution and will identify some of the main obstacles to be overcome, in order to boost the sustainability transition of the agro-food system in Portugal.
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Hart, R. T. A review of waste management in the potash industry, and options for decommissioning and abandonment of potash tailings piles. Natural Resources Canada/CMSS/Information Management, 1985. http://dx.doi.org/10.4095/332357.

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World production and reserves of potash, as well as processing and environmental concerns are outlined to provide the necessary background for the consideration of short and long term waste management needs in the potash industry. Long term waste management options including sale of waste salt, underground and deep well disposal, abandonment and encapsulating of the salt tailings are discussed.
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Adams, Sophie, Lisa Diamond, Tara Esterl, Peter Fröhlich, Rishabh Ghotge, Regina Hemm, Ida Marie Henriksen, et al. Social License to Automate: Emerging Approaches to Demand Side Management. IEA User-Centred Energy Systems Technology Collaboration Programme, October 2021. http://dx.doi.org/10.47568/4xr122.

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The Social License to Automate Task has investigated the social dimensions of user engagement with automated technologies in energy systems to understand how end-user trust to automate is built and maintained in different jurisdictions and cultural settings. The rapid uptake of renewable energy systems will require new automated technologies to balance energy supplies. Some developers are looking to locate these in households where energy is being used. This saves moving the energy from centralised generation sites (remote hydro, solar or wind). This report details the findings from a 2 year project with 16 researchers in 6 countries, 26 Case studies spanning electric vehicles, home and precinct batteries, air conditioners and other heat pumps.
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Barndt, Shawn L. Supplement Analysis for the Transmission System Vegetation Management Program FEIS (DOE/EIS-0285/SA-141- Salem Albany #2). Office of Scientific and Technical Information (OSTI), April 2003. http://dx.doi.org/10.2172/824220.

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