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This note describes the metrics that are used to monitor sales-force efficiency and effectiveness. It addresses sales territories, sales potential, and territory changes, as well as forecasting and measuring results. Finally, the note reviews pipeline analysis and the sales funnel.

Provides a brief overview of the concept of bribery and the principal rationales prompting restrictions on such conduct. Also, reviews some of the most important U.S. and international laws prohibiting various forms of bribery.

Provides a brief overview of the Supreme Court of Delaware's opinion in the 1939 case of Guth v. Loft, a widely cited application of the "corporate opportunity doctrine." Explores the corporate law principles regulating when a corporate manager can or cannot take advantage of a business opportunity relating to the corporation's business, in light of the manager's fiduciary duties.

There are two key principles in human capital strategy. One is that people are assets whose value can be enhanced through investment. The other is that an organization's human capital policies must be aligned to support the organization's shared vision. Excerpts from two GAO reports provide an excellent summary of the topic.

Identifies several practical principles to keep in mind when changing a family business system.

Presents a consolidated list of corporate governance best practices for owner-managers of private companies, including family businesses.

This technical note defines, describes, and illustrates the most common metrics marketers used to monitor and manage customer relationships. Among the metrics covered are customer counts, recency, retention rates, customer profitability and customer lifetime value.

This note reviews the history of the human resources (HR) function and the strategic human resources management (SHRM) movement, wherein HR managers' aspired to be strategic partners with line managers. Reviews practices for implementing a strategic-business-partner model for HR with a focus on the strategy, structures, and systems companies need to implement, and the skills that aspiring SHRM leaders need to develop in order to successfully play a strategic role. Also explores line managers' perceptions of new HR roles, and what capabilities they most want HR leaders to have in those roles.

Provides an overview of the Japanese apparel market, which was a 13.1 trillion yen industry in 2003, reflecting 5.5% year-over-year shrinkage since 1997, when retailers logged 17.5 trillion yen in sales. Compared to their global counterparts, Japanese apparel shoppers in the 12 to 35 age bracket are considered to be extremely fashion sensitive. Because these consumers commit a disproportionately large amount of their disposable income to fashion goods, the Japanese apparel market has been very attractive to global players such as Inditex, parent of Zara. Moreover, it is considered a promising market for small niche retailers and boutiques featuring up-and-coming designers, many of which are flourishing in areas of Tokyo such as the renowned Harajuku district. By the turn of the 21st century, Japan's chic apparel shoppers have enabled Tokyo to become a fashion center, influencing styles in other Asian countries such as China and Korea and drawing the attention of trend watchers and fashion journalists from around the world.

In addition to spas, theme parks, and palm beaches, health care tourism is emerging as a growing source of revenue in tourist destinations in Asia. Thailand, Singapore, Malaysia, and India have identified health care tourism as one of the fastest growing segments in their respective tourist markets and are launching aggressive marketing plans for the next few years. The target markets are customers from developed countries, mostly from Europe, North America, and Japan, with over-crowded and expensive medical services at home. As part of the health care package, customers receive the bonus of vacationing and sightseeing in a foreign country and an exotic culture. Provides a survey of the development of health care tourism in select Asian countries. Emphasizes the marketing efforts employed by the various countries in positioning their services and developing this promising market segment. Compares and contrasts the respective roles of the public and private sectors and highlights issues and challenges for other countries in their destination marketing efforts.

This note covers several frequently used methods to value early-stage companies and discusses some of the issues and difficulties encountered more generally in valuing privately held assets. The basic assumptions underlying the venture capital and the discounted cash flow methods of valuation are discussed in detail. In addition, the note attempts to provide some direction in making the appropriate trade-offs between the guidance provided by financial theory and the practical limitations posed by an illiquid asset class. A numerical example is given to highlight the key differences between the techniques.

Presents a comprehensive review of the valuation methods based on discounting cash flows or value creation metrics and shows, through simple example and a straightforward "how-to-do" framework, the perfect consistency and identity of their results under similar assumptions.

Two managers discuss issues related to radio frequency identification (RFID) trends and adoption, including how the technology works and how it might be used. The purpose of the note is to engage a class in a discussion regarding the way in which managers look at new technologies, RFID being one example.

Introduces the basic concept of asset securitization and the accounting for these transactions.

In late 2004, Macau, a gaming and tourism Mecca in Asia, caught the attention of investors and casino operators around the world. From a wider perspective, the city's new casinos and resort projects are expected to have a significant spillover effect on the entire economy and society. Presents insights into the history and development of this rapidly emerging gaming market and analyzes the economic opportunities arising from such development. Drawing on the experience of Las Vegas, examines how Macau could create a new concept of gaming packaged in destination entertainment and what changes are expected in its gaming industry as well as its economic and real estate development.

Introduces interest rate derivatives, covering floors, caps, and swaptions. Introduces floors, caps, and swaps by analogy to equity puts, calls, and stocks. As with calls and puts on equity, a put-call parity relationship is shown to exist between caps, floors, and swaps. Draws on students' knowledge of the put-call parity in an equity context.

Provides the basic underlying model for credit risk analysis, as well as covers basic credit risk derivatives, such as asset swaps, credit default swaps, total return of rate swaps, and credit spread options.

Introduces forward contracts and derives graphically through basic arbitrage principles the spot-forward parity. Introduces swap contracts as simply a portfolio of forward contracts. Also covers briefly the mathematics behind swaps as an extension of spot-forward parity calculations.

Inequality represented a major issue at the dawn of the 21st century. By many measures, inequality had increased over the previous several decades, within both developed and developing countries. Whether global inequality (measured across countries or among the people of the world) increased remained controversial. Even in those cases where experts agreed that inequality had risen, there was little consensus about the causes. Some blamed globalization for the growing gulf between rich and poor, whereas others pointed to technology, government policies, and even social norms. Experts also disagreed over whether rising inequality was even a problem, particularly in those places where the poverty rate was low or falling.

Reviews Everett Rogers' Five Factors of product adoption. These factors help explain why some products diffuse rapidly and some slowly or not at all.