Pankaj M. Madhani

The Icfai Business School (IBS), Ahmedabad

Associate Dean & Professor

SCHOLARLY PAPERS

221

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124

CROSSREF CITATIONS

267

Scholarly Papers (221)

1.

Resource Based View (RBV) of Competitive Advantages: Importance, Issues and Implications

KHOJ Journal of Indian Management Research and Practices, Vol. 1, No. 2, pp 2-12, May-August 2009
Number of pages: 15 Posted: 18 Nov 2009 Last Revised: 16 Jan 2013
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 9,284 (710)
Citation 2

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Resource Based View, Market Based View, Dynamic Capabilities

2.

Resource Based View (RBV) of Competitive Advantage: An Overview

RESOURCE BASED VIEW: CONCEPTS AND PRACTICES, Pankaj Madhani, ed., pp. 3 -22, Icfai University Press, Hyderabad, India, 2009
Number of pages: 20 Posted: 31 Mar 2010 Last Revised: 05 Apr 2010
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 3,430 (3,987)
Citation 4

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Resource Based View (RBV), Competitive Advantages, Dynamic Capabilities

3.

Ownership Concentration, Corporate Governance and Disclosure Practices: A Study of Firms Listed in Bombay Stock Exchange

The IUP Journal of Corporate Governance, Vol. 15, No. 4, pp. 7-36, 2016
Number of pages: 33 Posted: 04 Jan 2017
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 2,152 (8,620)

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Ownership concentration, Corporate Governance, Disclosure Practices, Dispersed ownership

4.

Bankruptcy of Lehman Brothers: A Pointer of Subprime Crisis

The Accounting World, Vol. 9, No. 6, pp 33-39, 2009
Number of pages: 7 Posted: 18 Nov 2009 Last Revised: 11 Nov 2011
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 1,433 (16,560)

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Sub-Prime Crisis, ARM

Role of Voluntary Disclosure and Transparency in Financial Reporting

The Accounting World, Vol. 7, No. 6, pp. 63-66, June 2007
Number of pages: 5 Posted: 17 Nov 2009 Last Revised: 09 Dec 2011
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 994 (28,002)

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Voluntary Disclosure, Transparency

Role of Voluntary Disclosure and Transparency in Financial Reporting

CORPORATE FINANCIAL REPORTING - CHANGING SCENARIO, pp. 75-81, D. Alagiri, K. Mallela, eds., ICFAI University Press, 2008
Number of pages: 5 Posted: 02 Apr 2010 Last Revised: 31 Mar 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 302 (125,473)

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Financial Reporting, Transparency, Voluntary Disclosure

Role of Voluntary Disclosure and Transparency in Financial Reporting

Corporate Disclosure: Concepts and Practices, pp. 3-8, Pankaj Madhani, ed., ICFAI University Press, 2008
Number of pages: 5 Posted: 02 Apr 2010 Last Revised: 31 Mar 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 70 (409,120)
Citation 7

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Voluntary Disclosure, Transparency, Financial Reporting

Value Creation Through Integration of Supply Chain Management and Marketing Strategy

The IUP Journal of Business Strategy, Vol. 9, No. 1, pp. 7-26, 2012
Number of pages: 21 Posted: 26 Apr 2012 Last Revised: 31 Jul 2012
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 1,317 (18,437)

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value creation, supply chain management, marketing, collaboration, integration

SCM and Marketing Integration: A Value Enhancing Strategy

3rd International Conference on Marketing and Business Strategy (ICOMBS, 2010, Global Strategies for Value Creation, Sustenance and Growth), Hyderabad, India, December 3-4, 2010
Posted: 07 Dec 2010 Last Revised: 31 Jul 2012
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

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Supply chain management, Marketing, Value chain, Integration

7.

Leagile Supply Chain Strategy: Benefits of Both Lean and Agile Approach

Materials Management Review, Vol. 13, No. 9, pp. 9-11, (2017)
Number of pages: 7 Posted: 27 Jul 2017 Last Revised: 01 Mar 2021
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 1,025 (27,181)

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Lean, Agile, Leagile , Supply Chain Management, Competitiveness

8.

Corporate Disclosure: Concepts and Practices

ICFAI University Press, 2008
Number of pages: 7 Posted: 03 Dec 2011 Last Revised: 18 May 2012
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 906 (32,450)

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Disclosure practices, voluntary disclosure, financial reporting, transparency

9.

Intangible Assets - An Introduction

The Accounting World, Vol. 8, No. 9, pp 11-19, 2008
Number of pages: 9 Posted: 21 Jul 2015
Archana Dinesh Mehta and Pankaj M. Madhani
Independent and The Icfai Business School (IBS), Ahmedabad
Downloads 901 (32,696)
Citation 3

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Intangible Assets, Accounting standards

10.

Diverse Roles of Corporate Board: Review of Various Corporate Governance Theories

The IUP Journal of Corporate Governance, Vol. 16, No. 2, pp. 7-28, 2017
Number of pages: 21 Posted: 07 Jun 2017
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 880 (33,693)
Citation 1

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corporate governance, corporate board, agency theory, stewardship theory, resource dependency theory, resource based view (RBV) theory

11.

Corporate Governance and Disclosure: Public Sector vs Private Sector

SCMS Journal of Indian Management, Vol. 11, No. 1, pp. 5-20, January-March 2014
Number of pages: 17 Posted: 08 Apr 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 830 (36,562)

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Corporate governance, Disclosure, Public sector, Private sector, Clause 49

12.

Application of Six Sigma in Supply Chain Management: Evaluation and Measurement Approach

The IUP Journal of Supply Chain Management, Vol. 13, No. 3, pp. 34-53
Number of pages: 19 Posted: 12 Oct 2016
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 766 (41,035)
Citation 1

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Supply Chain Management, SCM, Six Sigma, Evaluation, Measurement

Project Appraisal under Uncertainty: An Option-Based Approach

Projects and Profits, Vol. 7, No. 7, pp. 51-57, 2007
Number of pages: 7 Posted: 19 Nov 2009 Last Revised: 11 Nov 2011
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 641 (51,090)

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Project Appraisal, NPV, IRR

Project Appraisal under Uncertainty: An Option Based Approach

EFECTIVE PROJECT MANAGEMENT, A. Varma, ed., pp. 44-53, Icfai University Press, Hyderabad, India, 2008
Number of pages: 1 Posted: 31 Mar 2010 Last Revised: 11 Jan 2011
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 113 (302,154)

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IRR, NPV, Project Appraisal

Value Addition Through Good Governance in Corporate Sector: Role of Disclosure and Transparency

VISION 2020: MANAGERIAL CHALLENGES & STRATEGIES, Pramod Verma, P. Bala Bhaskaran, Swarup Kumar Dutta, Eds., pp. 310-322, Wisdom Publications, New Delhi, 2009
Number of pages: 11 Posted: 05 Dec 2009 Last Revised: 16 Dec 2010
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 595 (56,343)

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Corporate Governance, Value Creation, Disclosure, Transparency

Value Addition Through Good Governance in Corporate Sector: Role of Disclosure and Transparency

4th International Conference on Management (IBSA - ICON 09) IBS, Ahmedabad, January 2 - 4, 2009
Number of pages: 3 Posted: 04 Nov 2010
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 154 (238,003)
Citation 1

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Corporate governance, Disclosure, Transparency, Competitive advantage

15.

The Resource-Based View (RBV): Issues and Perspectives

PACE, A Journal of Research of Prestige Institute of Management, Vol. 1, No. 1, pp. 43-55, January 2010
Number of pages: 21 Posted: 06 Jun 2010 Last Revised: 16 Dec 2010
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 740 (42,756)

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Resource Based View (RBV), Marketing Resources, Market Outcome

16.

Intangible Assets: Measurement and Accounting Practices

ICFAI University Press, 2008
Number of pages: 8 Posted: 03 Dec 2011 Last Revised: 23 May 2012
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 704 (45,727)

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Intangible assets, valuation, measurement, reporting

17.

Indian Software Success Story: A Resource-Based View of Competitive Advantages

The Icfaian Journal of Management Research, Vol. 7, No. 8, pp. 61-83, August 2008
Number of pages: 23 Posted: 04 Aug 2008 Last Revised: 19 Jun 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 704 (45,727)
Citation 1

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18.

India - A Dominant Global Outsourcing Hub: SWOT Analysis of Emerging Technology Sectors

Paper presented at ICOM 2006, organized by Kadi Sarva Vishwavidyalaya University, Gandhinagar, December 1-2, 2006
Number of pages: 16 Posted: 22 Aug 2010 Last Revised: 29 Dec 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 697 (46,372)

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Bioinformatics, IT & ITES, Outsourcing, SWOT

19.

Intangible Assets: Value Drivers for Competitive Advantage

BEST PRACTICES IN MANAGEMENT ACCOUNTING, pp.147-164, Greg N. Gregoriou, Nigel Finch, eds., Palgrave Macmillan, USA, 2012
Number of pages: 13 Posted: 11 Jan 2012 Last Revised: 07 Nov 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 654 (50,397)

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intellectual capital, knowledge economy, intangibles accounting, resourced based view, valuation

20.

Corporate Governance from Compliance to Competitive Advantage

The Accounting World, Vol. 7, No. 8, pp 26-31, 2007
Number of pages: 6 Posted: 17 Nov 2009 Last Revised: 11 Nov 2011
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 623 (53,764)
Citation 14

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Competitive Advantage, Corporate Governance

21.

ERP Implementation in SMEs: Pre-ROI Calculations

E-Business, Vol. 8, No. 12, pp. 37-44, 2007
Number of pages: 8 Posted: 19 Dec 2009 Last Revised: 17 Jul 2015
Pankaj M. Madhani, Amit Saraswat and Ravi Gor
The Icfai Business School (IBS), Ahmedabad, Shanti B School and affiliation not provided to SSRN
Downloads 622 (53,887)

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ERP, SME, ROI

22.

Management of Intangible Assets: A Value Enhancing Strategy In Knowledge Economy

Intangible Assets: Measurement and Accounting Practices, Pankaj M Madhani, ed., pp. 20-36, Hyderabad, ICFAI University Press, 2009
Number of pages: 17 Posted: 19 Nov 2009 Last Revised: 21 Mar 2010
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 609 (55,393)

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Intangible Assets, Knowledge Economy

23.

Resource Based View (RBV): Concepts and Practices

ICFAI University Press, 2009
Number of pages: 6 Posted: 03 Dec 2011 Last Revised: 18 May 2012
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 575 (59,436)

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Resource based view, assets, capabilities, competitive advantage

24.

Logistics and Marketing Integration: Enhancing Competitive Advantages

The IUP Journal of Management Research, Vol. 16, No. 3, pp. 7-29, 2017
Number of pages: 19 Posted: 07 Aug 2017 Last Revised: 30 Mar 2018
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 538 (64,592)

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Logistics, Marketing, Integration, Competitive advantages, Marketing Mix

25.

The Impact of Board Characteristics on Corporate Governance and Disclosure Practices of Firms Listed in Indian Stock Exchange

The IUP Journal of Corporate Governance 2015, Vol. 14, No. 4, pp. 14-46
Number of pages: 32 Posted: 27 Nov 2015 Last Revised: 23 Mar 2021
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 528 (66,150)

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Corporate Governance, Board characteristics, Disclosure Practices

26.

Corporate Governance: Compliance or Competitive Advantage?

Vision Research - A National Research Journal (ISSN 2250-2025), Vol. 4, No.1, pp. 96-104, January, 2014
Number of pages: 12 Posted: 24 Jan 2014 Last Revised: 25 Mar 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 493 (72,081)

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Corporate governance, Competitive advantage, Disclosure, Tobin's q

27.

Six Sigma Deployment in Supply Chain Management: Enhancing Competitiveness

Materials Management Review, Vol. 12, No. 6, pp. 31-34, 2016
Number of pages: 5 Posted: 31 Jan 2017
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 452 (80,059)
Citation 2

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Six sigma, Supply chain management, Competitive advantages

28.

ESO (Employee Stock Options) Accounting: New GAAP Standard (FAS 123R) for Enhanced Transparency in Financial Reporting

Enhancing Enterprise Competitiveness (Strategy, Operations and Finance), R. K. Jain, P. Gupta, U. Dhar, eds., pp 410 - 428, Allied Publishers, New Delhi, 2007
Number of pages: 17 Posted: 11 Dec 2009 Last Revised: 21 Mar 2010
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 424 (86,309)

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ESO, employee stock options, FAS 123R, stock option expensing, Black-Scholes model, lattice model

29.

Organizational Flexibility: Real Option Approach

SCMS Journal of Indian Management, Vol. 10, No. 3, pp. 43-54, July - September 2013
Number of pages: 13 Posted: 12 Oct 2013 Last Revised: 20 Nov 2013
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 396 (93,635)

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HR practices, Uncertainty, Organizational flexibility, NPV, Real Options

30.

Firm Size, Corporate Governance and Disclosure Practices: Inter-Relations

SCMS Journal of Indian Management, Vol. 13, No. 2, pp. 17-39, 2016
Number of pages: 28 Posted: 03 Jul 2016 Last Revised: 12 Jul 2016
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 388 (95,646)

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Corporate governance, Disclosure, Firm characteristics, Firm Size, Agency theory

31.

SCM and Marketing Management: Mutual Integration

SCMS Journal of Indian Management, Vol. 7, No. 2, pp. 16-24, April-June 2010
Number of pages: 9 Posted: 01 Jul 2010 Last Revised: 09 Dec 2011
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 377 (98,869)
Citation 1

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Supply Chain Management, Marketing, Marketing Mix Strategy

Accounting Standards for Intangibles Reporting

The Accounting World, Vol. 7, No. 10, pp. 21-28, 2007
Number of pages: 8 Posted: 18 Nov 2009 Last Revised: 11 Nov 2011
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 333 (112,906)

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Intangible Assets, Accounting Standard

Accounting Standards for Intangibles Reporting

CORPORATE FINANCIAL REPORTING - CHANGING SCENARIO, D. Alagiri, K. Mallela, eds., pp. 141-147, ICFAI University Press, 2008
Number of pages: 8 Posted: 14 Apr 2010 Last Revised: 31 Mar 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 35 (557,293)

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Intangible Assets, Accounting Standard, Accounting Practices

33.

Corporate Governance: A Journey from Compliance to Competitive Advantage

Knowledge Pack – Global Summit 2020, The Institute of Cost Accountants of India, pp. 45-55 (2020).
Number of pages: 12 Posted: 12 Dec 2009 Last Revised: 25 Sep 2020
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 354 (106,128)

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34.

A Study on the Corporate Governance and Disclosure Practices of Tangible Assets and Intangible Assets-Dominated Firms and Their Relationship

The IUP Journal of Corporate Governance, Vol. 14, No. 2, pp. 7-29, April-June 2015.
Number of pages: 24 Posted: 23 Jul 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 338 (111,732)

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Corporate governance, Disclosure, Tangible Assets, Intangible Assets

35.

RFID Deployment: Fast Fashion Retailing

SCMS Journal of Indian Management, Vol. 8, No. 2, pp. 40-51, April-June 2011
Number of pages: 12 Posted: 06 Jul 2011 Last Revised: 02 Jul 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 337 (112,112)

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Fast fashion, marketing value added, retailing, RFID

36.

Demand Chain Management: Enhancing Customer Value Proposition

The European Business Review, March/April 2013, pp. 50-54
Number of pages: 5 Posted: 20 Mar 2013 Last Revised: 26 Mar 2013
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 333 (113,623)

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demand chain management, demand chain, supply chain, customer value proposition

37.

IT Enabled Supply Chain: A Key Driver for Effective Marketing Mix Strategy

NEW AGE MARKETING: EMERGING REALITITES, U. Dhar, V. V. Nath, S. K. Nair, P.K. Yadav, eds., pp 239 - 255, Excel Books, New Delhi, 2008
Number of pages: 17 Posted: 12 Dec 2009 Last Revised: 09 Aug 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 332 (113,964)

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RFID, Marketing Mix, Supply Chain Management

Sales Employees Compensation: An Optimal Balance between Fixed and Variable Pay

Compensation & Benefits Review, Vol. 41, No. 4, pp. 44-51, 2009
Number of pages: 11 Posted: 17 Dec 2009 Last Revised: 29 Jan 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 223 (170,637)

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Fixed pay, variable pay, salesforce compensation

Sales Employees Compensation: An Optimal Balance between Fixed and Variable Pay

Journal of Personal Selling & Sales Management, Vol. XXX, No. 3, pp. 276, Summer 2010
Number of pages: 11 Posted: 02 Nov 2010 Last Revised: 03 Feb 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 93 (344,874)
Citation 2

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Fixed pay, Variable pay, Agency theory, Compensation, EVA

39.

Making a Conceptual Framework for Supply Chain Management and Marketing Integration

GITAM Journal of Management, Vol. 11, No. 3, pp. 53-72, July -Sept (2013)
Number of pages: 19 Posted: 10 Aug 2013 Last Revised: 13 Aug 2013
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 308 (123,547)

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Convergence, Integration, Supply Chain Management, Marketing, Value Chain

40.

Strategic Compensation Plan: Rebalancing Fixed and Variable Pay

Paper presented at Seventh AIMS International Conference on Management, Houston TX, USA, IIM - Bangalore, India, December 20-23, 2009
Number of pages: 4 Posted: 23 Dec 2009 Last Revised: 24 Mar 2011
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 305 (124,852)

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Strategic compensation, fixed pay, variable pay

41.

Demand Chain Management: Integrating Marketing and Supply Chain Management for Enhancing Customer Value Proposition

Changing Paradigms in Services Marketing, Ashwini K. Awasthi Sanjay Jain, Jayesh Aagja (eds). pp. 261-275, Himalaya Publishing House, Mumbai, India, 2013
Number of pages: 16 Posted: 12 Jan 2013 Last Revised: 08 Jul 2013
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 302 (126,149)

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Customer value proposition, Demand chain, Demand chain management, DCM, Marketing, Supply chain, Supply chain management, SCM

42.

SME's as Growth Driver of Indian Economy: Strategic HR Issues and Perspectives

Paper presented at 'Business Strategies and India’s Economic Growth Conference (RBCON - 2012)', organized by R.B. Institute of Management Studies, February 11, 2012
Number of pages: 8 Posted: 15 Feb 2012 Last Revised: 26 Mar 2013
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 294 (129,814)

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Indian SMEs , HR practices, small scale industry, small and medium enterprises

43.

Mortgage-Backed and Asset-Backed Securities - Concept and Lessons from Subprime Market

ICFAI University Press, 2009
Number of pages: 8 Posted: 30 Nov 2011 Last Revised: 23 May 2012
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 293 (130,323)

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Mortgage Backed And Asset Backed Securities, Subprime Crisis

44.

Supply Chain Strategy Selection: A Multi-Criteria Decision-Making Approach

The IUP Journal of Supply Chain Management, Vol. 14, No. 2, pp. 38-56, 2017
Number of pages: 17 Posted: 20 Jun 2017
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 289 (132,244)

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Supply Chain Strategy, Lean, Agile, Leagile, Demand, Supply

45.

Wealth Management: Emerging Opportunities

MBA Review, Vol. 6, No. 7, pp. 21-24, 2007
Number of pages: 4 Posted: 18 Nov 2009 Last Revised: 11 Nov 2011
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 280 (136,568)

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46.

Study of Relationship between Board Committees and Corporate Governance Practices of Indian Firms

Global Management Review, Vol. 9, No. 3, pp. 1-19, 2015
Number of pages: 20 Posted: 15 Dec 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 269 (142,370)

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Corporate Governance, Disclosure Practices, Board Committee, Audit Committee, Remuneration Committee, Nomination Committee, Independent Director, Clause 49

47.

Realigning Fixed and Variable Pay: Compensation Management

SCMS Journal of Indian Management, Vol. 8, No. 1, pp. 5-17, January-March 2011
Number of pages: 16 Posted: 21 May 2011
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 263 (145,667)

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Compensation Management, Fixed pay, Variable Pay, Sales Organization, Business Cycle

48.

Sales and Marketing: Integration

SCMS Journal of Indian Management, Vol. 12, No. 2, pp. 17-28, 2015
Number of pages: 13 Posted: 12 Aug 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 262 (146,238)

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sales; marketing; collaboration, integration; organization culture, customer value proposition

49.

Subprime Crisis: Impacts and Implications

Global CEO, Vol. 9, No. 4, pp. 44-49, 2009
Number of pages: 7 Posted: 20 Nov 2009 Last Revised: 11 Nov 2011
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 262 (146,238)

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Sub Prime Crisis, Securitization

50.

Marketing Ethics: Enhancing Firm Valuation and Building Competitive Advantages

SCMS Journal of Indian Management, Vol. 13, No. 3, pp. 80-99, July - September 2016
Number of pages: 25 Posted: 11 Oct 2016
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 250 (153,159)

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Marketing ethics, Customer satisfaction, Customer trust, Customer loyalty, Customer lifetime value, Firm valuation

51.

Fast Fashion Retailing: RFID Deployment for Enhancing Custom Value Proposition

Fast Fashion Systems Theories and Applications,Tsan-Ming Choi (Ed.,) pp. 35-55, CRC Press (Taylor & Francis), London, UK (2013)
Number of pages: 22 Posted: 09 Oct 2013 Last Revised: 14 Mar 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 242 (158,079)
Citation 1

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Fast Fashion, Retail Marketing Mix, RFID, Business Value Added, Economy Value Added (EVA)

52.

Convergence of Supply Chain Management and Marketing (CSM): A Value Enhancing Strategy in Retail Industry

REDEFINING BUSINESS HORIZONS, B.S. Sahay, J. Ranjan, R. Thakur, Stephen Nicholas, eds., pp. 112-129, MacMillan Advanced Research Series, MacMillan Publishers, India, 2008
Number of pages: 19 Posted: 24 Mar 2010 Last Revised: 18 Oct 2010
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 240 (159,401)

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Supply Chain Management, Marketing, Competitive Advantage, Retail

RO Based Capital Budgeting: A Dynamic Approach in New Economy

The ICFAI Journal of Applied Finance, Vol. 14, No. 11, pp. 48-68, November 2008
Number of pages: 21 Posted: 16 Apr 2010 Last Revised: 20 Apr 2010
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 197 (191,904)
Citation 2

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RO, Capital Budgeting, DCF, NPV, IRR

RO Based Capital Budgeting: A Dynamic Approach in New Economy

The Icfai Journal of Applied Finance, Vol. 14, No. 11, pp. 48-68, November 2008
Number of pages: 21 Posted: 11 Nov 2008 Last Revised: 02 Sep 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 42 (520,545)
Citation 1

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54.

Investment Decision Tool: 'Real Options'

SCMS Journal of Indian Management, Vol. 6, No. 1, pp. 5-17, January-March 2009
Number of pages: 13 Posted: 21 Nov 2009 Last Revised: 01 Sep 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 236 (161,989)
Citation 1

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NPV, IRR, Real Options, RFID

55.

Review of Quality of Service (QoS) Measures in Mobile Telephony Sector: Extension from Operation Efficiency to Operation Flexibility

National Seminar UGC SAP, February 10-11, 2006, S. P. University, Vallabh Vidyanagar, India
Number of pages: 6 Posted: 22 Nov 2009 Last Revised: 30 Mar 2010
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 232 (164,633)

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QoS, Mobile Telephony, MNP

56.

Direct Salesforce versus Independent Representatives: A Strategic Choice Across a Business Life Cycle

World at Work Journal, Vol. 23, No. 3, pp. 16-35, July -September 2014
Number of pages: 17 Posted: 06 Oct 2014 Last Revised: 26 Jan 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 227 (168,154)

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Direct Sales force, Independent Reps, Sales force structure, Business life cycle

Corporate Governance and Disclosure Practices of Indian Firms: An Industry Perspective

The IUP Journal of Corporate Governance, Vol. 13, No. 2, pp. 27-41 (2014)
Number of pages: 16 Posted: 03 Jul 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 224 (169,867)

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Corporate Governance, Bombay Stock Exchange (BSE), Foreign Institutional Investors (FIIs), Organization for Economic Cooperation and Development (OECD), Practices of Indian Firms, Industry Perspectives

Corporate Governance and Disclosure Practices of Indian Firms: An Industry Perspective

The IUP Journal of Corporate Governance, Vol. 13, No. 2, pp. 27-41 (2014)
Posted: 16 Jul 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

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Corporate Governance, Bombay Stock Exchange (BSE), Foreign Institutional Investors (FIIs), Organization for Economic Cooperation and Development (OECD), Practices of Indian Firms, Industry Perspectives

58.

Indian Mobile Telephony: Mobile Number Portability

SCMS Journal of Indian Management, Vol. 3, No. 3, pp. 25-28, July-September 2006
Number of pages: 4 Posted: 18 Nov 2009 Last Revised: 05 Sep 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 223 (171,031)

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Quality of Service, Number portability

59.

Effective Compensation Management for Competitive Advantages: Study of Indian IT Sector

Journal of Science, Technology and Management, Vol. 3, No. 4, pp. 29-42, 2011
Number of pages: 16 Posted: 09 Jul 2011
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 222 (171,772)

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60.

Indian Software Industry: Realigning Strategies for Enhancing Competitiveness

GLOBLIZATION: OPPORTUNITIES AND CHALLENGES, Pramod Verma, P. Bala Bhaskaran, Pankaj M. Madhani, eds., pp 33 - 45, Wisdom Press, New Delhi, 2008
Number of pages: 13 Posted: 09 Dec 2009 Last Revised: 05 Sep 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 222 (171,772)

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Software Industry, Competitiveness, Outsourcing

61.

RFID Enabled Supply Chain: Key Benefits in Retail Sector

Global CEO, Vol. 7, No. 7, pp 14-21, 2007
Number of pages: 8 Posted: 18 Nov 2009 Last Revised: 01 Sep 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 222 (171,772)

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62.

Benefits of Six Sigma in Supply Chain Management: Developing Various Frameworks

Materials Management Review, Vol. 13, No. 1, pp. 30-33, 2016
Number of pages: 8 Posted: 04 Nov 2016
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 215 (177,081)

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Six Sigma, Supply Chain Management, SCM, business value-added framework, integrative framework

63.

The Relationship between Ownership Types and Corporate Governance and Disclosure Practices of Firms Listed on Indian Stock Exchange

The IUP Journal of Corporate Governance, Vol. 15, No. 1, pp. 7- 29, 2016
Number of pages: 23 Posted: 09 Mar 2016 Last Revised: 10 Mar 2016
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 215 (177,081)
Citation 1

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Corporate governance, Disclosure, Ownership Types, MNCs, Bombay Stock Exchange

64.

Indian Bioinformatics: Growth Opportunities and Challenges

PRERANA, Journal of Management Thought and Practice, Vol. 3, No. 2, pp. 7-17, 2011
Number of pages: 11 Posted: 03 Dec 2011
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 209 (181,840)

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bioinformatics, IT, software, competitive advantage, SWOT

65.

Sales and Marketing Integration: Enhancing Competitive Advantages

The IUP Journal of Business Strategy, Vol.13, No. 4, pp. 50-77, 2016
Number of pages: 26 Posted: 08 Feb 2017
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 208 (182,610)

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Sales, Marketing, Integration, Collaboration, Competitive advantages

66.

Demand Chain Management: Enhancing Customer Lifetime Value Through Integration of Marketing and Supply Chain Management

The IUP Journal of Business Strategy, Vol.12, No. 3, pp. 7-26, 2015
Number of pages: 21 Posted: 30 Dec 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 207 (183,406)

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Demand chain management, Supply chain, Marketing

67.

Corporate Governance and Disclosure Practices of MNC Subsidiaries and Cross-Listed Firms: An Institutional Environment Perspective

The IUP Journal of Corporate Governance, Vol. 14, No. 3, pp. 48-71, 2015
Number of pages: 25 Posted: 06 Aug 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 201 (188,510)

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corporate governance, MNC, BSE, cross-listing

68.
Downloads 200 (189,408)

Salesforce Compensation: Game Theory

SCMS Journal of Indian Management, Vol. 7, No. 4, pp. 72-82, October-December 2010
Number of pages: 12 Posted: 23 Mar 2011 Last Revised: 11 Jan 2012
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 200 (189,266)

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Sales Compensation, Fixed Pay, Variable Pay, Game theory, Ethics

Salesforce Compensation: Game Theory

Journal of Personal Selling & Sales Management, Vol. XXXI, No. 4, p. 444, Fall 2011
Posted: 17 Nov 2011
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

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compensation, incentives, game theory, fixed pay, variable pay, ethics

69.

Optimal Compensation Management: An Organizational Culture Perspective

Transforming HR: Creating a Culture for Change and CBR, Anamika Sinha, Reena Shah, Nina Muncherji, eds., pp 79-89, EXCEL India Publishers, New Delhi, 2015
Number of pages: 12 Posted: 12 Jan 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 194 (194,593)

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Organization structure, organization culture, compensation system, fixed pay, variable pay

70.

Corporate Governance and Disclosure Practices in India: Domestic Firms Versus Cross-Listed Firms

The IUP Journal of Corporate Governance, Vol. 13, No. 4, pp. 24-51, July-September 2014
Number of pages: 29 Posted: 07 Oct 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 190 (198,299)
Citation 1

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Corporate Governance, Disclosure, Clause 49, Financial Reporting, Cross-listing

71.

The Role of RFID Enabled Supply Chain in Effective Execution of Marketing Mix Strategy of Retail Industry

ADVANCES IN TECHNOLOGY AND INNOVATION IN MARKETING, Rajat Gera, ed., pp. 131-142, MacMillan Advanced Research Series, MacMillan Publishers, India, 2009
Number of pages: 12 Posted: 24 Mar 2010 Last Revised: 01 Sep 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 187 (201,168)

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72.

Supply Chain Management and Marketing Integration: A Major Source of Competitive Differentiation

Oakbrook Business Review, Vol. 1, No. 1, pp. 42-49, April 2015
Number of pages: 8 Posted: 04 Jun 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 183 (205,012)

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Supply Chain Management, Marketing, Integration, Collaboration, Customer Value Proposition

73.

Lean Versus Agile Supply Chain Strategy: Key Decision Criteria

Materials Management Review, Vol. 13, No. 8, pp. 22-24, 2017
Number of pages: 5 Posted: 06 Jun 2017
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 182 (205,988)

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Supply chain, Supply Chain Strategy, Lean, Agile, Customer satisfaction

74.

Indian Drug Scenario: Discovery and Development

SCMS Journal of Indian Management, Vol. 4, No. 4, pp. 5-18, October-December 2007
Number of pages: 14 Posted: 17 Nov 2009 Last Revised: 11 Feb 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 179 (209,015)

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Drug Discovery, Clinical research

75.

Matching Compensation Strategies: Enhancing Competitiveness

SCMS Journal of Indian Management, Vol. 9, No. 1, pp. 5-22, January - March, 2012
Number of pages: 19 Posted: 03 Apr 2012 Last Revised: 16 Apr 2012
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 172 (216,338)

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SMEs, HRM, organizational life cycle, business risk, compensation strategy

76.

The Convergence of Supply Chain Management and Marketing Mix Strategy: Importance and Implications

ADVANCES IN TECHNOLOGY AND IN MARKETING, pp. 425-439, Rajat Gera, (ed.), MacMillan Advanced Research Series, MacMillan Publishers, India, 2009
Number of pages: 10 Posted: 10 Apr 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 169 (219,552)

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Supply chain management, Marketing, Marketing Mix, Convergence

77.

Six Sigma Deployment in HR: Enhancing Competitiveness

SCMS Journal of Indian Management, Vol. 14, No. 2, pp. 79- 97 (2017)
Number of pages: 19 Posted: 06 Jul 2017 Last Revised: 09 Oct 2017
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 164 (225,203)
Citation 2

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HR, Six Sigma, TQM, HRM practices, DMAIC, Competitive advantages

78.

Corporate Governance and Disclosure Practices of Firms: The Impact of Nature and Types of Intellectual Capital

The IUP Journal of Corporate Governance, Vol. 15, No. 3, pp. 7-35
Number of pages: 28 Posted: 24 Aug 2016
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 164 (225,203)

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Corporate Governance, Disclosure Practices, Nature of industry, Intangible assets, Intellectual capital

79.

Effective Rewards and Recognition Strategy: Enhancing Employee Engagement, Customer Retention and Company Performance

The Journal of Total Rewards, Vol. 29, No. 2, January 2020, pp. 39-48
Number of pages: 14 Posted: 29 Sep 2020
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 163 (227,514)

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Rewards, Recognition, Employee Engagement, Customer Retention, Company Performance

80.

Competitiveness and Sustaining Performance: Integrating Sales and Marketing

SCMS Journal of Indian Management, Vol. 13, No. 1, pp. 19-36, January-March 2016
Number of pages: 23 Posted: 12 Apr 2016 Last Revised: 28 Apr 2016
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 158 (232,469)

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Sales; marketing; collaboration; integration; efficiency; effectiveness

Study of Relationship between Capital Intensity and Corporate Governance Practices of Firms Listed in Indian Stock Exchange: A Sectoral Analysis

The Great Lakes Herald, Vol. 8, No. 1, pp. 1-21 (2014)
Number of pages: 21 Posted: 22 Aug 2014 Last Revised: 21 Sep 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 97 (335,588)

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Corporate Governance, Disclosure, Capital Intensity, Intangible Assets

Study of Relationship between Capital Intensity and Corporate Governance Practices of Firms Listed in Indian Stock Exchange: A Sectoral Analysis

The Great Lakes Herald, Vol. 8, No. 1, pp. 1-21, March 2014
Number of pages: 21 Posted: 23 Apr 2014 Last Revised: 21 Sep 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 55 (463,185)

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Corporate Governance, Disclosure, Capital Intensity, Intangible Assets

Study of Relationship between Capital Intensity and Corporate Governance Practices of Firms Listed in Indian Stock Exchange: A Sectoral Analysis

Paper presented at 8th International Research Conference, organized by Yale-Great Lakes Center for Management Research, Great Lakes Institute of Management, Chennai and Yale University, USA, December 30, 2013
Posted: 19 Nov 2013 Last Revised: 30 Dec 2013
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

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Corporate Governance, Disclosure, Capital Intensity, Intangible Assets

82.

Enterprise Resource Planning (ERP): Enhancing and Sustaining Value

ICFAI University Press, 2008
Number of pages: 7 Posted: 01 Dec 2011 Last Revised: 18 May 2012
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 150 (242,696)

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ERP, enterprise resource planning, ERP implementation, ROI

83.

The Adoption of RFID in Retail Marketing: A Business Value Added Framework

MANAGING BUSINESS ORGANIZATIONS, KNOWLEDGE AND THE EXTERNAL ENVIRONMENT, Stephen Nicholas, Jayanthi Ranjan, eds., pp. 1-27, MacMillan Publishers, New Delhi, 2010
Number of pages: 1 Posted: 28 Apr 2010 Last Revised: 01 Sep 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 148 (245,376)

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Business value added, Marketing Mix, Retailing, RFID

84.

Emerging Business Applications of RFID Technology

Management Trends, Vol. 4, No. 2, pp. 12-18, March 2007
Number of pages: 12 Posted: 22 Nov 2009 Last Revised: 01 Sep 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 146 (248,045)

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IT, RFID, Business Applications

85.

Intellectual Capital (IC) Intensity vs. Capital Intensity: Impact on Corporate Governance and Disclosure Practices of Firms

SCMS Journal of Indian Management, Vol. 13, No. 4, pp. 62-81, October - December 2016
Number of pages: 22 Posted: 01 Jan 2017 Last Revised: 30 Jan 2017
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 144 (250,821)

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Corporate Governance, Disclosure, Intellectual Capital Intensity, Intangible Assets, Capital Intensity, New Economy

86.

The Impact of Legal and Regulatory Environment: A Study of Corporate Governance and Disclosure Practices of Firms Listed on Bombay Stock Exchange

The IUP Journal of Corporate Governance 2016, Vol. 15, No. 2, pp. 7-36
Number of pages: 30 Posted: 19 Jun 2016
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 136 (262,417)
Citation 1

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Corporate Governance Journal, New York Stock Exchange (NYSE), NASDAQ, London Stock Exchange (LSE), Legal and Regulatory Environment, Corporate Governance, Disclosure Practices, Firms Listed, Bombay Stock Exchange

87.

Benefits of RFID in Retailing

Marketing Mastermind, Vol. 9, No. 12, pp. 36-40, 2009
Number of pages: 5 Posted: 16 Dec 2009 Last Revised: 01 Sep 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 136 (262,417)

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Marketing Mix, Retail, RFID

88.

Value Creation Through Cross-Functional Collaboration: Making a Case for SCM and Marketing Integration

DHAROHAR, International Management Journal, Vol. 1, No. 1, pp. 36-48, 2011
Number of pages: 14 Posted: 28 Apr 2011
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 133 (266,938)

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Collaboration, Customer value proposition, Marketing, SCM, Supply chain management

89.

Enhancing Competitiveness: Moving from Supply Chain to Demand Chain Management

Materials Management Review, Vol. 12, No. 4, pp. 16-19 (2016)
Number of pages: 7 Posted: 17 Feb 2016 Last Revised: 11 Mar 2016
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 127 (276,243)

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Supply chain, SCM, Demand chain, Customer value proposition

90.

Sales Compensation Strategy: An Optimal Design of Pay Level and Pay Mix

Compensation & Benefits Review, Vol. 47, No. 3, pp. 107-120, 2015
Number of pages: 28 Posted: 27 Nov 2015 Last Revised: 28 Sep 2017
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 125 (279,603)

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Sales compensation, Compensation Strategy, Pay level, Pay mix, Fixed pay, Variable pay

91.

Wealth Management: An Overview

WEALTH MANAGEMENT, Nalini Tripathi, ed., pp. 12-20, Mahamaya Publishing House, New Delhi, 2009
Number of pages: 7 Posted: 16 Jan 2010 Last Revised: 16 Dec 2010
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 122 (284,755)

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Wealth management, Customer relationship

92.

Globalization: Opportunities and Challenges

WISDOM PUBLICATIONS, Verma P, Bala Bhaskaran P, Madhani PM, eds., New Delhi, 2008
Number of pages: 8 Posted: 03 May 2012 Last Revised: 18 May 2012
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 121 (286,429)

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globalization, opportunities, challenges, human resource

93.

India’s Emerging Sunrise Sector - Bioinformatics: Key Competitive Advantages

Paper presented at ICOM 2006, Kadi Sarva Vishwavidyalaya University, Gandhinagar, December 1-2, 2006
Number of pages: 19 Posted: 22 Aug 2010 Last Revised: 30 Jun 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 117 (293,349)

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Bioinformatics, Biotechnology, Information Technology, Competitive Advantages

94.

Rebalancing Fixed and Variable Pay in a Sales Organization: A Business Cycle Perspective

Compensation & Benefits Review, Vol. 42, No. 3, May / June 2010, pp 179-189
Number of pages: 17 Posted: 03 Mar 2010 Last Revised: 03 Feb 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 114 (298,702)
Citation 2

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95.

Aligning Compensation Systems with Organization Culture

Compensation & Benefits Review, Vol. 46, No. 2, 2014
Number of pages: 21 Posted: 08 Jul 2014 Last Revised: 28 Sep 2017
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 112 (302,461)
Citation 3

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organization culture, positive culture, negative culture, compensation, fixed pay, variable pay, operating leverage

96.

Agile, Adaptable, and Aligned Supply Chain: Enhancing Competitive Advantages

Materials Management Review, Vol. 13, No. 5, pp. 24-26 (2017)
Number of pages: 4 Posted: 07 Mar 2017
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 109 (308,287)

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Supply chain, agile, adaptable, aligned, competitive advantages, Triple-A

ESO Accounting: Emerging Issues and Trends

The Accounting World, Vol. 7, No. 7, pp. 9-19, 2007
Number of pages: 12 Posted: 17 Nov 2009 Last Revised: 11 Nov 2011
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 109 (310,056)

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ESO, Stock Option, Accounting

ESO Accounting: Emerging Issues and Trends

THE ICFAI UNIVERSITY PRESS ON ACCOUNTING AND ITS APPLICATIONS, pp. 113-129, L. Venu, ed., ICFAI University Press, 2009
Posted: 02 Apr 2010 Last Revised: 11 Nov 2011
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

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ESO, Stock Options, Accounting

ESO Accounting: Emerging Issues and Trends

NEW VISTAS IN ACCOUNTING, pp. 178-194, R. Subramanian, ed., ICFAI University Press, 2007
Posted: 02 Apr 2010 Last Revised: 11 Nov 2011
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

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Accounting, ESO, Stock Options

98.

Realigning Fixed and Variable Pay in Sales Organization: Compensation Management

SCMS Journal of Indian Management, Vol. 8, No. 1, January-March 2011
Number of pages: 13 Posted: 08 Jun 2011
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 105 (316,245)

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Fixed pay, Variable Pay, Sales Organization, Compensation Management, Business Cycle

99.

Enhancing HR Competitiveness: A Six Sigma Approach

WorldatWork Journal, Vol. 27, No. 2, pp. 30-37, 2020
Number of pages: 7 Posted: 29 Sep 2020
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 104 (318,283)
Citation 1

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HR, Human Resources, Six Sigma, Efficiency, Competitive Advantages, Competitiveness, Performance

100.

MNC Subsidiaries vs Domestic Firms

SCMS Journal of Indian Management, Vol. 12, No. 1, pp. 5-24 (2015)
Number of pages: 21 Posted: 05 May 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 104 (318,283)
Citation 1

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Corporate governance, Disclosure, Clause 49, MNC subsidiaries, Globalization, Domestic firms

101.

A Resource Based Perspective on Marketing and Supply Chain Management Integration

International Conference on Information Technology, Systems and Management (ITSM 2011) jointly organized by Indian Institute of Management Kozhikode, the Indian School of Business Hyderabad, University of Texas at Dallas, and George Mason University, December 17-18
Number of pages: 2 Posted: 28 Sep 2011 Last Revised: 27 Jan 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 103 (320,350)

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marketing, organizational capabilities, resource based view, supply chain management

102.

Study of Corporate Governance and Disclosure Practices: Old Economy Versus New Economy Firms

The Great Lakes Herald, Vol. 10, No. 2, pp. 1-25, 2016
Number of pages: 25 Posted: 04 Nov 2016
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 96 (335,327)

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Corporate Governance, Disclosure, Capital Intensity, Intangible Assets, Old Economy, New Economy

103.

Ethical Behavior in Sales Organizations: Key Dimensions

World at Work Journal, Vol. 24, No. 1, pp. 55-69, January-March, 2015
Number of pages: 18 Posted: 27 Nov 2015 Last Revised: 09 Oct 2017
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 90 (349,334)
Citation 1

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Sales compensation, Ethics, Organization Culture, Firm Valuation, Fixed Pay, Variable Pay

104.

Demand Chain Management: Applying the Resource Based View of Competitive Advantages

Changing Paradigms in Services Marketing, Ashwini K. Awasthi, Sanjay Jain, Jayesh Aagja (eds), pp. 276-291, Himalaya Publishing House, Mumbai, India, 2013
Number of pages: 16 Posted: 12 Jan 2013 Last Revised: 08 Jul 2013
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 87 (356,698)

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Demand chain management, Marketing, Supply chain management, Resource based view, Competitive advantages

105.

A Review of Marketing and Supply Chain Management Integration through the Lens of the Resource-Based View

GLOBAL RECESSION TO GLOBAL RECOVERY: EPOCH STRATEGIES FOR MARKETING, FAMILY BUSINESS AND ENTREPRENEURSHIP, Pawan K. Chugan, Sameer S. Pingle, eds., pp. 194-208, EXCEL Books, New Delhi, India, 2012
Number of pages: 15 Posted: 19 Jan 2012 Last Revised: 10 Jan 2013
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 86 (359,238)

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106.

How Compensation and Benefits Build and Sustain a Customer-Focused Culture

WorldatWork Journal, Vol. 28, No. 2, pp. 45-58, 2019
Number of pages: 14 Posted: 29 Sep 2020
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 82 (369,710)
Citation 1

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Compensation, Benefits, Customer-Focused Culture

107.

RFID Enabled Supply Chain Management (SCM) and Marketing Strategy for Competitive Advantages

Materials Management Review, Vol. 11, No. 9, pp. 9-14, 2015
Number of pages: 15 Posted: 08 Jul 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 82 (369,710)

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Supply Chain Management, SCM, Marketing, Marketing mix, RFID, Competitive Advantages

108.

Salesforce Configuration: A Key Driver for Effective Compensation Planning

World at Work Journal, Vol. 22, No. 3, pp. 15-26, July - September, 2013
Number of pages: 14 Posted: 15 Aug 2013 Last Revised: 05 Aug 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 79 (377,822)
Citation 1

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Sales force, Compensation, Business life cycle, Sales force Structure, Sales force size

109.

RFID Technology: The Promise and the Pitfalls

E-Business, Vol. 8, No. 11, pp. 37-42, 2007
Number of pages: 7 Posted: 18 Nov 2009 Last Revised: 01 Sep 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 78 (380,519)

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RFID, RFID Standard, Supply chain

110.

Global Hub: IT and ITES Outsourcing

SCMS Journal of Indian Management, Vol. 5, No. 2, pp. 108-114, April-June 2008
Number of pages: 7 Posted: 18 Nov 2009 Last Revised: 05 Sep 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 74 (392,120)

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IT, ITES, Outsourcing, Indian software industry

111.

Clinical Research Industry in India

Marketing Mastermind, Vol. 7, No. 11, pp. 65-68, 2007
Number of pages: 4 Posted: 18 Nov 2009 Last Revised: 11 Nov 2011
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 74 (392,120)

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Clinical research, Clinical trial

112.

Indian IT and ITES Industry: Emerging Strategies in an Era of Appreciating Rupee

Global CEO, Vol. 8, No. 4, pp 39-45, 2008
Number of pages: 7 Posted: 17 Nov 2009 Last Revised: 04 May 2012
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 74 (392,120)

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Indian IT, ITES Industry, Outsourcing

113.

Managing Sales Force Compensation: A Life Cycle Perspective

Compensation & Benefits Review, Vol. 44, No. 6, pp. 315-326, 2012
Number of pages: 22 Posted: 16 Mar 2013 Last Revised: 11 Feb 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 72 (398,092)

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sales compensation, life cycle, fix pay, variable pay, business value-added, strategic compensation plan

114.

Optimal Compensation: Rebalancing Pay

SCMS Journal of Indian Management. Vol. 9, No. 2, pp. 31-42, April - June 2012
Number of pages: 13 Posted: 06 Jul 2012 Last Revised: 11 Jul 2012
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 72 (398,092)

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Compensation Management, Fixed Pay, Variable Pay, SMEs, Organizational Life Cycle

115.

Managing Salesforce Performance: Behavior versus Outcome Measures

Compensation & Benefits Review, Vol. 47, No. 2, pp. 81-90, 2015
Number of pages: 13 Posted: 19 Aug 2015 Last Revised: 28 Sep 2017
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 71 (401,246)

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behavior control, outcome control, agency theory, fixed pay, variable pay

116.

Managing Sales Force Compensation: The Strategic Choice between Direct Sales Force and Independent Reps

Compensation & Benefits Review, Vol. 44, No. 2, pp. 86-99, 2012
Number of pages: 24 Posted: 31 Aug 2012 Last Revised: 11 Feb 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 62 (430,611)
Citation 1

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direct sales force, independent reps, sales force structure, sales compensation, variable pay

117.

Building a Customer Focused Strategy: Developing Conceptual Frameworks and Research Propositions

SCMS Journal of Indian Management, Vol. 17, No. 3, pp. 5-25 (2020)
Number of pages: 29 Posted: 21 Dec 2020
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 61 (434,123)

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Customer Focus, CEO Leadership, Collaborative Approach, Compensation System, Customer Insight

118.

Indian IT & ITES Industry: Emerging Strategies in Era of Appreciating Rupee

2nd International Conference on Management (IBSA - ICON 07) IBS, Ahmedabad, December 27- 29, 2007
Number of pages: 3 Posted: 04 Nov 2010 Last Revised: 07 Sep 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 58 (444,860)

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Indian Software, IT, ITES

119.

Clinical and Contract Research: Potential

SCMS Journal of Indian Management, Vol. 6, No. 4, pp. 77-88, October-December, 2009
Number of pages: 12 Posted: 08 Jan 2010 Last Revised: 03 Jul 2017
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 54 (459,633)

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Clinical research, CRO, RBV, Competitive Advantage

120.

Ethics in Sales and Marketing: Key Advantages

Marketing Mastermind, Vol. 17, No. 5, pp. 53-58, 2020
Number of pages: 5 Posted: 20 Mar 2021
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 53 (467,356)

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Sales, Marketing, Ethics, Unethical practices, Customer satisfaction, Competitive advantage

121.

Corporate Governance and Disclosure Practices of Firms and Nature of Industry: An Empirical Study from Indian Perspectives

Corporate Governance: Contemporary Issues & Challenges in Indian Economic Environment, Akshai Aggarwal, Viral Bhatt, Bharat Dalal, Ritesh Patel, Kaushal Bhatt, eds., pp. 293-305, R.R. Sheth & Co. India (2014)
Number of pages: 13 Posted: 20 Mar 2014 Last Revised: 09 Oct 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 53 (463,438)

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Corporate Governance, Disclosure, Financial Reporting, Industry Characteristics

122.

Managing Return on Human Resource (ROHR): A Strategic Approach

SNES Global Journal of Management Studies and Research, Vol. 1, No. 1, pp. 19-33, July 2012
Number of pages: 15 Posted: 27 Sep 2012 Last Revised: 14 May 2013
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 53 (463,438)

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Human resources, HR practices, ROI, Organizational capability, Flexibility

123.

Marketing and Supply Chain Management Integration: A Resource-Based View of Competitive Advantages

International Journal of Value Chain Management, Vol. 6, No. 3, pp. 216–239, 2012
Number of pages: 24 Posted: 27 Nov 2012 Last Revised: 17 Apr 2018
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 52 (467,356)

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marketing, supply chain management, SCM, resource-based view, RBV, intangible asset, collaboration, competitive advantage

124.

Convergence of Supply Chain and Marketing (CSM) for Building Competitive Advantages

Materials Management Review, Vol. 11, No. 5, pp. 6-12, 2015
Number of pages: 18 Posted: 05 Jun 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 50 (475,423)

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Supply Chain Management, Marketing, Competitive Advantages, Convergence

125.

Performance Management Practices in Times of Uncertainty: A Real Option Approach

World at Work Journal, Vol. 25, No. 1, pp. 25-39, January-March, 2016
Number of pages: 14 Posted: 07 Mar 2016 Last Revised: 28 Sep 2017
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 48 (483,583)
Citation 2

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Performance Management, Uncertainty, Flexibility, Real Options, HRM

126.

Restructuring Fixed and Variable Pay in Sales Organizations: A Product Life Cycle Approach

Compensation & Benefits Review, Vol. 43, No. 4, pp. 245-258, July-August 2011
Number of pages: 23 Posted: 24 Jun 2011 Last Revised: 11 Feb 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 48 (483,583)
Citation 2

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fixed pay, variable pay, product life cycle, marketing mix, sales compensation

127.

Deploying a Customer-focused Supply Chain Strategy with 4Rs (Responsiveness, Resiliency, Reliability and Realignment) Model

Materials Management Review, Vol. 17, No. 1, pp. 6-10 (2020)
Number of pages: 5 Posted: 06 Jan 2021
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 46 (492,204)

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Customer-focused supply chain strategy, responsiveness, resiliency, reliability, realignment, dynamic capabilities

128.

Salesperson's True Potential vs. Salespersons Profitability Index

SCMS Journal of Indian Management, Vol. 14, No. 3, pp. 31-43, July - September 2017
Number of pages: 13 Posted: 05 Oct 2017
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 45 (496,666)

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Salesperson’s Future Value, Sales Performance, Training, Sales Incentives, Salesperson’s Profitability Index

129.

Realigning Fixed and Variable Pay in Sales Organizations: An Organizational Life Cycle Approach

Compensation & Benefits Review, Vol. 42, No. 6, pp. 488-498, November 2010
Number of pages: 17 Posted: 24 Nov 2010 Last Revised: 03 Feb 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 45 (496,666)
Citation 3

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fixed pay, variable pay, job challenges, selling role, organizational life cycle

130.

India’s Emerging Role in Bio-Informatics

SCMS Journal of Indian Management, Vol. 4, No.2 , pp. 105-113, April-June 2007
Number of pages: 9 Posted: 21 Nov 2009 Last Revised: 30 Mar 2013
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 45 (496,666)

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Bio-informatics, Clinical Research, SWOT

131.

Marketing and Supply Chain Management Integration: Strategic Implications for Enhancing Customer Value Proposition

International Journal of Electronic Customer Relationship Management, Vol. 5, No. 2, pp. 153-170, 2011
Number of pages: 18 Posted: 05 Jul 2011 Last Revised: 22 Oct 2019
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 43 (505,610)
Citation 8

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marketing, supply chain management, SCM, customer value proposition, cross-functional collaboration, interdepartmental integration, competitive advantage

132.

Strategic Supply Chain Management: A Strategic Approach For Enhancing Business Performance

Materials Management Review, Vol. 16, No. 9, pp. 27-29 (2020)
Number of pages: 3 Posted: 17 Nov 2020
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 42 (510,149)
Citation 1

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Strategic Supply Chain Management, Responsiveness; Resiliency; Reliability, Realignment

133.

DCM: Emerging Business Model

SCMS Journal of Indian Management, Vol. 10, No. 2, pp. 20-39, April-June 2013
Number of pages: 21 Posted: 04 Jul 2013 Last Revised: 10 Jul 2013
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 41 (514,808)

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Demand chain management, marketing, supply chain management, resource based view, intangible asset, collaboration, competitive advantage

134.

Marketing Firms vs SCM-led Firms: DCM Comparatistics

SCMS Journal of Indian Management, Vol. 10, No. 2, pp. 5-19, April-June 2013
Number of pages: 16 Posted: 04 Jul 2013 Last Revised: 10 Jul 2013
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 40 (519,557)

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Demand chain, Demand chain management, Marketing, Supply chain, Supply chain management, Customer value proposition

135.

Leveraging IT: Building a Customer-Focused Supply Chain Strategy

Materials Management Review, Vol. 14, No. 1, pp. 12-14, 2017
Number of pages: 7 Posted: 20 Nov 2017
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 39 (524,385)

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Customer focus, Supply chain, Supply chain strategy, Information technology, IT, 4Rs, Responsiveness, Resilience, Reliability,Realignment

136.

Six Sigma Deployment in Sales and Marketing: Enhancing Competitive Advantages

The IUP Journal of Business Strategy, Vol. 14, No. 2, pp. 40-63, 2017
Number of pages: 24 Posted: 20 Mar 2021
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 37 (534,120)
Citation 2

Abstract:

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Six Sigma, Sales, Marketing, Competitive advantages

137.

Human Resource Practices in Organisations: Measurement and Evaluation Techniques

Khoj Journal of Indian Management Research & Practices, Vol. 3, No. 3, pp. 20-29, 2013
Number of pages: 14 Posted: 05 Dec 2017 Last Revised: 21 Dec 2017
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 35 (544,465)

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HR Practices, Uncertainty, Organisational Flexibility, Net Present Value, NPV, Real Options

138.

Complementary Relationship of Sales Organization Culture and Compensation System: Practical Implications

World at Work Journal, Vol. 25, No. 3, pp. 40-58, July-September 2016
Number of pages: 20 Posted: 02 Mar 2017 Last Revised: 28 Sep 2017
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 35 (544,465)
Citation 1

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Organization culture, compensation, sales performance

139.

Enhancing Retailers’ Operations Performance with Lean Six Sigma Approach

The Journal - Contemporary Management Research, Vol. 14, No. 2, pp. 1 - 25 (2020)
Number of pages: 21 Posted: 03 Apr 2021
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 30 (571,837)

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Lean, Six Sigma, Lean Six Sigma, Retailers, Services, Competitive advantages

140.

Compensation, Ethical Sales Behavior and Customer Lifetime Value

Compensation & Benefits Review, Vol. 46, No. 4, pp. 204-218, 2014
Number of pages: 26 Posted: 06 Dec 2014 Last Revised: 28 Sep 2017
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 25 (602,971)
Citation 5

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variable pay, unethical sales practices, retention rate, customer trust, loyalty

141.

Managing Sales Employees’ Compensation: A Countercyclical Investment Approach

Compensation & Benefits Review, Vol. 43, No. 2, pp. 109-122, March/April 2011
Number of pages: 24 Posted: 06 Apr 2011 Last Revised: 11 Feb 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 25 (602,971)
Citation 3

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Countercyclical hiring, fixed pay, HR investment, recruiting, sales compensation, variable pay

142.

Making a Case for Continuous Support for ERP Systems

E-Business, Vol. 9, No. 9, pp 53 - 59, 2008
Number of pages: 7 Posted: 18 Nov 2009 Last Revised: 11 Nov 2011
Amit Saraswat and Pankaj M. Madhani
Shanti B School and The Icfai Business School (IBS), Ahmedabad
Downloads 24 (609,745)

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ERP, Knowledge Management

143.

Reallocating Fixed and Variable Pay in Sales Organizations: A Sales Carryover Perspective

Compensation & Benefits Review, Vol. 43, No. 6, pp. 346-360, 2011
Number of pages: 23 Posted: 29 Jun 2011 Last Revised: 11 Feb 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 23 (616,364)
Citation 1

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agency theory, fixed pay, variable pay, sales carryover, sales compensation

144.

Supply Chain Management and Marketing Integration: Developing a Complementary Framework

ASBM Journal of Management, Vol. 4, No. 2, pp. 74-86, 2011
Number of pages: 14 Posted: 01 Mar 2012 Last Revised: 06 Nov 2016
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 21 (630,311)

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Supply chain management, Marketing, Collaboration, Integration, Customer Value Proposition

145.

Rewards Strategy: A Key Driver of Service - Profit Chain

Compensation & Benefits Review, Vol. 51, No. 4, pp.162-172 (2019)
Number of pages: 13 Posted: 30 Sep 2020
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 20 (637,349)
Citation 1

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recognition, service–profit chain, financial reward, nonfinancial reward, internal service quality, employee satisfaction, employee loyalty, customer satisfaction, customer retention, business performance

Corporate Governance and Disclosure Practices in India: MNC Subsidiaries versus Domestic Cross-Listed Firms

Number of pages: 29 Posted: 24 Sep 2019
Pankaj M. Madhani and Vrajlal K. Sapovadia
The Icfai Business School (IBS), Ahmedabad and Tech and Train
Downloads 20 (658,370)
Citation 6

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Corporate Governance, MNC, Listed Companies, India

Corporate Governance and Disclosure Practices in India: MNC Subsidiaries versus Domestic Cross-Listed Firms

Global Business: Creating, Performing and Sustaining, Biswajeet Pattanayak, Kalyan Shankar Ray, eds., pp. 152-167, (2016), ASBM Publishing, India
Posted: 27 Jan 2016 Last Revised: 22 Feb 2016
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

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Corporate Governance, Disclosure Practices, MNCs. Cross-listing, Domestic Firms

147.

Corporate Governance: Journey from Compliance to Competitive Advantage

Enhancing Enterprise Competitiveness (Strategy, Operations and Finance), R. K. Jain, P. Gupta, U. Dhar, eds., pp 19 -33, Allied Publishers, New Delhi, India (2007)
Number of pages: 18 Posted: 09 Feb 2018
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 18 (651,621)

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Corporate governance, Disclosure, OECD, Competitive advantages

148.

Enhancing Supply Chain Efficiency and Effectiveness With Lean Six Sigma Approach

International Journal of Project Management and Productivity Assessment, Vol. 8, No. 1, pp. 40-65, (2020)
Number of pages: 29 Posted: 21 Dec 2020
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 17 (658,804)

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Competitive Advantages, Effectiveness, Efficiency, Lean, Lean Six Sigma, SCM, Six Sigma, Supply Chain, Supply Chain Management

149.

Six Sigma in Sales and Marketing: Enhancing Competitiveness

ASBM Journal of Management, Vol. 11, No. 2, pp. 57-64, 2018
Number of pages: 10 Posted: 20 Mar 2021
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 16 (666,013)

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Six Sigma, DMAIC Methodology, Sales, Marketing, Competitive Advantages

150.

Sales Organization Culture, Compensation Strategy and Firm Valuation

Compensation & Benefits Review, Vol. 47, No. 4, pp. 173-183, 2015
Number of pages: 17 Posted: 20 Jul 2016 Last Revised: 28 Sep 2017
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 16 (666,013)

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sales performance, culture, compensation, fixed pay, variable pay, CLV, valuation

151.

Salesforce Control System, Performance Measures and the Business Cycle

Compensation & Benefits Review, Vol. 47, No. 2, pp. 91-100, 2015
Number of pages: 19 Posted: 19 Aug 2015 Last Revised: 28 Sep 2017
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 13 (688,850)

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salesforce control, performance measures, fixed pay, variable pay, business cycle

152.

Strategic Supply Chain Management (SSCM): A Strategic Approach For Enhancing Business Performance

Materials Management Review, Vol. 15, No. 4, pp. 6-8 (2019)
Number of pages: 3 Posted: 17 Nov 2020
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 12 (696,686)

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SSCM, Responsiveness, Resiliency, Reliability, Realignment, Strategic Supply Chain Management

153.

Salesforce Control and Compensation System: A Game Theory Model Approach

Compensation & Benefits Review, Vol. 47, No. 4, pp. 190-202, 2015
Number of pages: 20 Posted: 20 Jul 2016 Last Revised: 28 Sep 2017
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 12 (696,686)

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Behavior control, outcome control, sales compensation, variable pay, ethics, game theory

154.

Optimal Mix of Financial and Nonfinancial Rewards: Enhancing Sales Performance

World at Work Journal, Vol. 26, No. 2, pp. 44-54 (2017)
Number of pages: 12 Posted: 15 May 2017 Last Revised: 13 Aug 2020
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 11 (704,465)
Citation 4

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Financial Rewards, Nonfinancial Rewards, Optimal Mix, Sales Performance, Salesperson's Profitability Index

155.

Optimal Salesforce Sizing and Compensation Cost: A Mathematical Approach

Compensation & Benefits Review, Vol. 49, No. 1, pp. 26-33 (2017)
Number of pages: 10 Posted: 14 Feb 2018 Last Revised: 13 Aug 2020
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 9 (720,100)

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Salesforce Size, Sales Compensation, ROI, Breakeven Ratio, Sales Productivity, Salesforce Sizing Errors

156.

Managing Sales Compensation: A Sales Force Configuration Approach

Compensation & Benefits Review, Vol. 45, No. 2, pp. 105-114, 2013
Number of pages: 17 Posted: 06 Nov 2017
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 9 (720,100)
Citation 1

Abstract:

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sales force configuration, compensation costs, sales force sizing, sales force structure, sales strategy

157.

Enhancing Return on Salesforce Investment: Reallocating Incentives and Training Resources with Intrinsic Valuation Approach

Compensation & Benefits Review, Vol. 49, No. 3, pp.135-152 (2017)
Number of pages: 22 Posted: 29 Sep 2020
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 8 (727,962)

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salesforce performance, sales training, sales incentives, intrinsic value, salesperson’s value investment ratio, salesperson’s intrinsic value (PDF) Enhancing Return on Salesforce Investment: Reallocating Incentives and Training Resources With Intrinsic Valuation Approach. Available from

158.

Managing Salesforce Compensation during the Growth Stage: A Financial Modelling Approach

Compensation & Benefits Review, Vol. 47, No. 5/6, pp. 240-254, 2016
Number of pages: 22 Posted: 15 Dec 2016 Last Revised: 28 Sep 2017
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 8 (727,962)
Citation 4

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Salesforce Size, Generalist Salesforce, Specialist Salesforce, Salesforce Structure, Growth Stage, Compensation

159.

Managing Sales Compensation Across the Economic Cycle: Direct Sales Force Versus Independent Reps

Compensation & Benefits Review, Vol. 46, No. 1, pp. 16-24, January-February 2014
Number of pages: 25 Posted: 11 Jun 2014 Last Revised: 28 Sep 2017
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 7 (735,832)
Citation 1

Abstract:

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sales compensation, fixed pay, variable pay, direct sales force, independent reps

160.

Realigning Fixed and Variable Pay in Sales Organizations: A Career Life Cycle Perspective

Compensation & Benefits Review, Vol. 45, No. 4, pp. 223-230, July-August (2013)
Number of pages: 14 Posted: 09 Nov 2013 Last Revised: 28 Sep 2017
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 7 (735,832)
Citation 3

Abstract:

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Career life cycle, fixed pay, variable pay, reward system, pay mix

161.

Viewing Salespeople as Real Options

World at Work Journal, Vol. 27, No. 1, pp. 33-41 (2018)
Number of pages: 9 Posted: 26 Mar 2018 Last Revised: 18 May 2020
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 3 (767,279)

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salesforce, real options, uncertainty, valuation

162.

Enhancing Return on HR Investment: Risk Management with Real Options Approach

Compensation & Benefits Review, Vol. 49, No. 1, pp.38-55 (2017)
Number of pages: 21 Posted: 30 Mar 2018 Last Revised: 13 Aug 2020
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 2 (776,700)

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HRM Practices, Risk Management, HR Investment, Uncertainties, Real Options

163.

Indian Software Industry: A Resource Based View of Competitive Advantages

Paper presented at 2nd International Research Conference organized by Yale - Great Lakes Center for Management Research, Great Lakes Institute of Management with Yale University, USA, held at Chennai, December 23, 2007
Number of pages: 25 Posted: 03 Dec 2009 Last Revised: 15 Oct 2020
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 2 (776,700)

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IT & ITES, Outsourcing, Resource Based View, Software, Strategy

164.

A Salesperson's Future Value and Training Needs: A Model-Driven Approach

World at Work Journal, Vol. 26, No. 1, pp. 38-48 (2017)
Number of pages: 11 Posted: 02 Mar 2017 Last Revised: 23 Oct 2020
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 1 (788,191)
Citation 2

Abstract:

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Salesforce, future value, training, financial modeling, sales performance

165.

Six Sigma in Marketing: A Key Differentiator

Marketing Mastermind, Vol. 18, No. 2, pp. 49-58 (2021)
Number of pages: 9
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
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Six Sigma, Sales, Marketing, DMAIC, Efficiency, Effectiveness, Differentiation, Competitive Advantage

166.

Building Organization Culture with Seven Cs Framework: Enhancing Business Performance

HRM Review, Vol. 17, No. 2, pp. 23-30 (2021)
Number of pages: 8
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
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Customer focus, Organization Culture, 7Cs, CEO leadership, collaborative approach, compensation and reward system, customer insights, criteria for decision making, competitor intelligence, customer value creation

167.

Sales and Marketing Integration: Enhancing Customer Value

Marketing Mastermind, Vol. 18, No. 3, pp. 21-28 (2021)
Number of pages: 7
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
Downloads 1

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168.

Indian IT & ITES Sector: Redefining Strategies in the Era of Appreciating Rupee

In P. Verma, P. Bala Bhaskaran and P. M. Madhani (eds.) Globalization: Opportunities & Challenges (pp.33-45) New Delhi: Wisdom Publication, (ISBN: 81-89547-39-9), 2008
Posted: 09 Apr 2021
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

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IT, ITES, Software industry, Competitive advantages, India, Outsourcing

169.

Building a Customer-Centric Supply Chain Strategy: Enhancing Competitive Advantages

The IUP Journal of Business Strategy, Vol. 16, No. 2, pp. 28-42, 2019
Posted: 24 Jul 2019
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

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customer-focus, customer-centric, supply chain, strategy, competitive advantages

170.

Effective Salesforce Management Practices: A Real Option Approach

The IUP Journal of Business Strategy, Vol. 15, No. 1, pp. 7-24 (2018)
Posted: 03 May 2018
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

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salesforce management, uncertainty, real options, flexibility

171.

Building Customer-Focused Supply Chain Strategy

Paper presented at ATHENAEUM 2018 - Shifts in Global Business Environment - VIII International Conference, Organized by Bharathidasan Institute of Management (BIM) with Indian Institute of Technology Madras, February 9-10 (2018)
Posted: 31 Mar 2018
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

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SCM, supply chain strategy, responsiveness, resiliency, reliability, realignment, customer focus

172.

Customer-Focused Supply Chain Strategy: Developing Business Value-Added Framework

The IUP Journal of Supply Chain Management, Vol. 14, No. 4, pp. 7-22 (2017)
Posted: 01 Feb 2018
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

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customer focus, responsiveness, resilience, reliability, realignment, business value added

173.

Building a Customer-Focused Culture in Organizations: Developing 7Cs Model

International Journal of Business Excellence, Vol. 16, No. 2, 199-232 (2018)
Posted: 02 Nov 2017 Last Revised: 27 Feb 2021
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

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Customer Focus; Market Orientation; Strategic Capability; Customer-Focused Culture; Customer Life-Time Value; CLV; Enterprise Value; Competitive Advantages; Business Performance

174.

Corporate Governance and Disclosure Practices in India

Paper presented at 5th International Management Convention (ImCon 2016) on 'Global Business: Creating, Performing and Sustaining', Organized by ASBM, Bhubaneswar in collaboration with AMDISA (Association of Management Development Institutions in South Asia), January 15-16 (2016)
Posted: 01 Feb 2016
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

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MNCs, Cross-listing, Domestic Firms, Corporate Governance, Disclosure Practices

175.

Enhancing Customer Lifetime Value in Fast Fashion Retailing with RFID Initiatives

International Journal of Business and Globalisation, Vol. 15, No. 2, pp. 205-237, 2015
Posted: 18 Aug 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

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fast fashion retailing, radio frequency identification, RFID, business value added, customer lifetime value, CLV, value added, customer centric

176.

Economic Growth: Macro and Sectoral Perspectives

Verma P, Bala Bhaskaran P, Madhani PM, eds., IBS Ahmedabad, 2008
Posted: 23 Jul 2015
Pankaj M. Madhani, P. Verma and bala bhaskaran
The Icfai Business School (IBS), Ahmedabad, Indian Institute of Management (IIM), Lucknow and affiliation not provided to SSRN

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Economic growth, Macro economy, Micro economy, Sectoral Perspectives

177.

Managing Sales Compensations: A Salesforce Configuration Approach

Journal of Personal Selling & Sales Management,  Vol.34, No. 2, pp. 163, 2014
Posted: 16 Jun 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

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178.

Managing Compensation: An Organizational Culture Perspective

Paper presented at 18th Nirma International Conference on Management (NICOM-2015) on ‘Transforming HR For Enhanced Organizational Capability’, January 8-10 (2015)
Posted: 14 Jan 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

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Fixed pay, variable pay, organization structure, organization culture, compensation system

179.

Corporate Governance and Disclosure Practices of Firms and Nature of Industry: Study from Indian Perspectives

Paper presented at 2nd International Conference on Corporate Governance (ICGS -2014), on 'Contemporary Issues & Challenges in Indian Economic Environment', organized by Gujarat Technological University, Ahmedabad, March 14-15, 2014
Posted: 11 Dec 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

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Financial Reporting, Industry Characteristics, Corporate Governance, Disclosure

180.

Corporate Governance and Disclosure Practices of MNC Subsidiaries and Domestic Firms: An Empirical Study from India

Global Performance Challenges: Building and Sustaining Competitiveness, (ISBN 978-93-8384-274-2), Padmakali Banerjee, Vikas Madhukar, Ashutosh Kumar, eds., pp. 89-103, EXCEL India Publishers, New Delhi, India
Posted: 08 Oct 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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Corporate governance, Disclosure practices, Globalization, MNC subsidiaries, Clause 49

181.

Corporate Governance and Disclosure Practices of Firms Across Various Sectors: An Empirical Analysis

Emerging Paradigms in Corporate Finance and Regulatory Framework, Parag Rijwani, Neeraj Amarnani, eds., pp. 82-102, Institute of Management, Nirma University, India (2014)
Posted: 25 Feb 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

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Corporate Governance, Disclosure, Capital Intensity, Intangible Assets

182.

Private Sector Versus Public Sector Firms: Study of Corporate Governance and Disclosure Practices

Emerging Paradigms in Corporate Finance and Regulatory Framework, Parag Rijwani, Neeraj Amarnani, eds., pp.103-125, Institute of Management, Nirma University, India (2014)
Posted: 25 Feb 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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Corporate Governance, Disclosure, Private Sector, Public Sector, Clause 49

183.

Corporate Governance: Moving from Compliance to Competitive Advantage

Paper Presented at National Conference on 'Sustainability in Management through Business Ethics' Organized by Dept. of Management, KCES's College of Engineering and IT, January 18, 2014
Posted: 28 Jan 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

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Corporate governance, Voluntary disclosure, Mandatory disclosure

184.

Study of Corporate Governance and Disclosure Practices of Firms Across Various Sectors

Paper presented at NICOM -2014 (17th Nirma International Conference on Management) on "New Perspectives of Finance and Changing Economic Scenario", January 9-11, 2014
Posted: 18 Jan 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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Corporate Governance, Disclosure, Capital Intensity, Intangible Assets

185.

Indian Private Sector Versus Public Sector Firms: A Comparison of Corporate Governance and Disclosure Practices

Paper presented at NICOM-2014 (17th Nirma International Conference on Management) on "New Perspectives of Finance and Changing Economic Scenario", January 9-11, 2014
Posted: 18 Jan 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

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Corporate Governance, Disclosure, Private Sector, Public Sector, Clause 49

186.

Study of Corporate Governance Practices and Asset Composition of Firms: An Empirical Analysis

Paper presented at 10th International Conference on Business and Finance, ICBF- 2014, jointly organized by ICFAI Business School, Hyderabad, India & Spears School of Business, Oklahoma State University, USA, January 9-10, 2014
Posted: 11 Jan 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

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Corporate Governance, Disclosure, Capital Intensity, Intangible Assets, Agency Cost.

187.

Corporate Governance and Disclosure Practices of Indian Firms

Paper presented at 'Competing Globally - A Race For Survival' Conference (RBCON - 2013), organized by R. B. Institute of Management Studies, September 21, 2013
Posted: 24 Sep 2013
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

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Financial Reporting, Corporate Governance, Disclosure, Clause 49 of listing agreement

188.

Human Resource Practices in Organizations: Measurement and Evaluation Techniques

KHOJ Journal of Indian Management Research and Practices, Vol 3, No.3, pp. 20-29, 2013
Posted: 15 Sep 2013
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

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HR practices, Uncertainty, Organizational flexibility, Net Present Value, NPV, Real Options

189.

Sales and Marketing Integration: Applying the Theoretical Lens of the Resource-Based View

International Journal of Electronic Customer Relationship Management, Vol. 6, Nos. 3/4, pp. 292–322
Posted: 28 Jan 2013 Last Revised: 14 Feb 2013
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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sales, marketing, integration, resource-based view, RBV, capability, customer value proposition

190.

DCM: A Resource Based View

Paper Presented at 16th Nirma International Conference on Management (NICOM-2013), Marketing: Changing Perspectives, Paradigms and Practices, January 9-11, 2013
Posted: 17 Jan 2013 Last Revised: 18 Jan 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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DCM, demand chain management, RBV, resource based view, marketing, supply chain management, SCM

191.

DCM: Enhancing Customer Value Proposition for Competitive Advantages

Paper presented at 16th Nirma International Conference on Management (NICOM-2013). Marketing: Changing Perspectives, Paradigms and Practices, January 9-11, 2013
Posted: 16 Jan 2013 Last Revised: 07 Feb 2013
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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DCM, Demand Chain Management, Customer Value Proposition, Marketing, Supply Chain Management, SCM

192.

Managing Sales Compensation: A Life Cycle Approach

Paper Presented at International Conference on 'Managing Human Resources at the Workplace' organized by SDM Institute for Management Development (SDMIMD), Mysore on 14-15 December, 2012
Posted: 19 Dec 2012 Last Revised: 20 Jan 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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sales compensation, life cycle, fixed pay, variable pay

193.

Intangible Assets: Managing Value Creation Strategy in Knowledge Economy

JIMS 8M, Vol.13, No.3, July-September 2008
Posted: 21 Nov 2012 Last Revised: 23 Nov 2012
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

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intangibles, voluntary disclosure, knowledge economy, corporate valuation

194.

Economic Cycle and Effective Compensation Management: Realigning Fixed and Variable Pay

Paper Presented at 14th Nirma International Conference on Management (NICOM - 2011), "Managing in Turbulent Times: Creativity, Innovation, Entrepreneurship, Leadership and Learnings", Ahmedabad, India, January 6–8, 2011
Posted: 12 Jan 2012 Last Revised: 28 Jan 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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economic cycle, compensation, fixed pay, variable pay

195.

Business Value Added through RFID Deployment in Retail: A Synthesis, Conceptual Framework and Research Propositions

International Journal of Electronic Customer Relationship Management, Vol. 5, Nos. 3/4, pp. 305-322, 2011
Posted: 12 Jan 2012 Last Revised: 02 Jul 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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Business value added, economy value added, EVA, marketing mix, retailing, radio frequency identification, RFID, retail industry, shop floor performance

196.

Marketing and Supply Chain Management Integration for Competitive Advantage

Paper presented at 15th Nirma International Conference on Management (NICOM - 2012), Global Recession to Global Recovery: Opportunity, Challenges and Strategies for Sustainable Growth, January 5 -7, 2012
Posted: 12 Jan 2012
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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Economic cycle, Integration, Marketing, Resource Based View, Supply chain management

197.

Convergence of Supply Chain Management and Marketing for Competitive Advantage

Paper presented at International Conference on Innovation in Redefining Business Horizon (IIRB 2008), organized jointly by IMT Ghaziabad, University of New Castle Australia, Euromed Marseille Ecole de Management Domaine France, and Association of Indian Management Schools, pp. 18-19, December 2008
Posted: 10 Dec 2011
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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Supply Chain Management, Marketing, Competitive Advantage

198.

RFID Application in Retail Marketing: A Conceptual Framework

Paper presented at International Conference on Business and Information Technology: Contemporary Research and Development (ICBIRD 2010), in association with University of New Castle, Australia and Beijing Foreign Studies University, China, February 25-26, 2010
Posted: 08 Dec 2011 Last Revised: 31 Aug 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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marketing mix, business value added, retailing, RFID

199.

RFID Enabled Supply Chain: Impact on Marketing Strategy of Retail Sector

Paper presented at 2nd International Conference on Technology and Innovation in Marketing (ICTIM 2009), IMT, Ghaziabad jointly with Eric Sprott School of Business, Carleton University, Canada and University of Newcastle, Australia, February 20-21, 2009
Posted: 08 Dec 2011 Last Revised: 02 Jul 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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marketing mix, retailing, supply chain, RFID

200.

Supply Chain and Marketing Mix Integration for Competitive Advantage

Paper presented at 2nd International Conference on Technology and Innovation in Marketing (ICTIM 2009), IMT, Ghaziabad jointly with Eric Sprott School of Business, Carleton University, Canada and University of Newcastle, Australia, February 20-21, 2009
Posted: 08 Dec 2011 Last Revised: 27 Jan 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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supply chain management, marketing mix, competitive advantage

201.

IT Enabled Supply Chain Management for Effective Marketing Mix Strategy

Paper presented at Nirma International Conference on Management (NICOM 2008) on Strategies and Trends in Marketing: A New Economy Perspective. Organized jointly by Institute of Management Nirma University and Florida Atlantic University, USA, January 9-11, 2008
Posted: 07 Dec 2011 Last Revised: 31 Aug 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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supply chain management, RFID, marketing mix

202.

Drug Discovery and Development: India’s Emerging Role

Paper presented at Tenth NIRMA International Conference on Management (NICOM-2007): Enhancing Enterprise Competitiveness organized by Institute of Management, NIRMA University, Ahmedabad, January 5-7, 2007
Posted: 07 Dec 2011 Last Revised: 25 Oct 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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clinical trial, drug discovery, drug development

203.

Corporate Governance for Competitive Advantage

Paper presented at Tenth NIRMA International Conference on Management (NICOM-2007): Enhancing Enterprise Competitiveness organized by Institute of Management, NIRMA University, Ahmedabad, January 5-7, 2007
Posted: 07 Dec 2011 Last Revised: 27 Jan 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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corporate governance, competitive advantage, corporate valuation

204.

ESO Accounting: New GAAP Standard

Paper presented at Tenth NIRMA International Conference on Management (NICOM-2007): Enhancing Enterprise Competitiveness Organized by Institute of Management, NIRMA University, Ahamdabad on January 5-7, 2007
Posted: 07 Dec 2011
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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Employee stock options, ESO, Accounting standard

205.

Beating Business Cycle Through Effective Compensation Management: Realigning Fixed and Variable Pay in Sales Organizations

Nirma University Journal of Business and Management Studies, Vol. 5, Nos. 3-4, pp. 57-72, 2011
Posted: 18 Nov 2011
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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business cycle, compensation, sales organization, fixed pay, variable pay

Realigning Compensation Management According to Business Cycle: A Strategic Approach

MANAGING IN TURBULENT TIMES: ENTERPRISE INITIATIVES AND TECHNOLOGICAL IMPLICATIONS, pp. 439-454, Nityesh Bhatt, Bindi Mehta, eds., Excel India Publishers, 2011
Posted: 09 Jan 2011 Last Revised: 07 Apr 2011
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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Business Cycle, Compensation Management, Fixed Pay, Variable Pay

Realigning Compensation Management according to Business Cycle: A Strategic Approach

14th Nirma International Conference on Management (NICOM), Nirma University, Ahmedabad, January 6–8, 2011
Posted: 07 Dec 2011 Last Revised: 26 Apr 2012
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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207.

Enhancing Competitiveness of Indian IT Firms Through Effective Compensation Management: An Empirical Analysis

Paper presented at 5th International Research Conference organized by Yale Great Lakes Center for Management Research, Chennai and Yale University, USA, December 26, 2010
Posted: 05 Jan 2011 Last Revised: 30 Jun 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

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Compensation, Indian IT firms, Fixed pay, Variable pay

208.

An Optimal Sales Force Compensation Strategy: Rebalancing Fixed and Variable Pay According to Organizational Life Cycle

Paper presented at International Marketing Conference, MARCON, organized by IIM Calcutta, December 27-29, 2010
Posted: 05 Jan 2011 Last Revised: 27 Jan 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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Fixed pay, Variable pay, Organizational Life Cycle, Salesforce Compensation

209.

Business Applications of RFID Technology: Emerging Trend

Paper presented at National Conference on Emerging Technologies & Applications (ETA 2006), organized by Dept. of Computer Science, Saurashtra University, October 1-2, 2006
Posted: 05 Nov 2010 Last Revised: 01 Sep 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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RFID, Business applications, Asset tracking

210.

Management of Intangible Assets: A Major Competitive Differentiator in Knowledge Economy

Paper presented at ICOM 2006, organized by Kadi Sarva Vishwavidyalaya University, Gandhinagar, December 1-2, 2006
Posted: 21 Aug 2010 Last Revised: 27 Jan 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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Intangible Assets, Knowledge Economy, Competitive differentiation

211.

Disclosure of Intangibles: A Strategy for Enhancing Corporate Valuation

Paper presented at 3rd International Conference on 'Mapping for Excellence: Challenges Ahead', organized by Pioneer Institute of Professional Studies, Indore, October 13 & 14, 2006
Posted: 12 Apr 2010 Last Revised: 27 Jan 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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212.

Managing Salesforce Compensation and Ethical Issues: A Game Theory Perspective

Paper Presented at 12th Nirma International Conference on Management (NICOM 2009) on 'Strategic Human Resource Management and Entrepreneurship in the Changing Business Scenario', January 8-10, 2009
Posted: 11 Apr 2010 Last Revised: 17 Jan 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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Fixed pay, Variable pay, Sales compensation, Game theory, Ethics

213.

RFID (Radio Frequency Identification): The Promise and the Pitfalls

Paper Presented at National Conference on 'Applications of Information Technology: Emerging Trends', Organized by Prestige Institute of Management and Research, Indore, August 6-7, 2006
Posted: 10 Apr 2010 Last Revised: 01 Sep 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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RFID, Cost reduction, Supply chain

214.

Role of IT in Enhancing Supply Chain Efficiency and Effectiveness

Paper presented at National Conference on "Applications of Information Technology: Emerging Trends" organized by Prestige Institute of Management and Research, Indore on August 6-7, 2006
Posted: 08 Apr 2010
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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RFID, Supply chain, Efficiency, Effectiveness

215.

Bioinformatics: A Vital Tool for Drug Discovery and Research

Paper presented at National Conference on "Applications of Information Technology: Emerging Trends" organized by Prestige Institute of Management and Research, Indore on August 6-7, 2006
Posted: 08 Apr 2010
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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Bioinformatics, Computational biology, Drug discovery

216.

Mortgage Backed and Asset Backed Lending: Aftermath of Sub Prime Crisis

MORTGAGE BACKED AND ASSET BACKED SECURITIES: CONCEPT AND LESSONS FROM SUB PRIME MARKET, pp. 189-200, Pankaj Madhani, ed., ICFAI University Press, 2009
Posted: 02 Apr 2010
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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Sub Prime Crisis, Securitization

217.

Major Issues and Trends in Drug Discovery and Development: India’s Emerging Role

ENHANCING ENTERPRISE COMPETITIVENESS (Strategy, Operations and Finance), R. K. Jain, P. Gupta, U. Dhar, eds., Allied Publishers, New Delhi, 2007, pp. 253-271.
Posted: 25 Mar 2010 Last Revised: 20 Sep 2014
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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Discovery, Drug Development, Outsourcing

218.

A Resource Based View (RBV) of Indian Clinical and Contract Research Sector

Paper presented at 3rd International Research Seminar on 'Winning Management' organized by Yale Great Lakes Center for Management Research, Chennai and Yale University, USA, December 21, 2008
Posted: 25 Mar 2010 Last Revised: 25 Oct 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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Clinical research, Contract research, CRO; Resource based view, Outsourcing;

Compensation Management in Sales Organization: A Mathematical Approach

Paper presented at Mediterranean Conference for Academic Disciplines - University of Malta, Xewkija, Gozo, Malta, February 15-18, 2010
Posted: 22 Feb 2010 Last Revised: 14 Apr 2010
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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Sales force compensation, Variable pay, Game theory, Sales Ethics

Compensation Management in Sales Organization: A Mathematical Approach

International Journal of Arts and Sciences, Vol. 3, No. 19, pp. 364-376, 2010
Posted: 26 Nov 2010
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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Agency theory, Fixed pay, Variable Pay, Sales compensation, Game theory, Ethics

220.

RO Based Capital Budgeting: A Strategic Tool in New Economy

Paper presented at International Conference on Business and Finance, ICBF- 2008, jointly organized by ICFAI Business School, Hyderabad, India & Bentley College, Boston, USA, January 11-12, 2008
Posted: 03 Dec 2009 Last Revised: 01 Sep 2015
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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Capital Budgeting, Emerging Technology, New Economy, NPV, Real Options, RFID, Supply Chain

221.

HR Options: Enhancing Human Resources Flexibility with Real Options Approach

HRM Review, Vol. 17, No. 3, pp. 17-26 (2021)
Number of pages: 9
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad
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Other Papers (1)

Total Downloads: 0
1.

Mortgage Backed and Asset Backed Securities: Concept and Lessons from Subprime Market

MORTGAGE BACKED AND ASSET BACKED SECURITIES: CONCEPT AND LESSONS FROM SUBPRIME MARKET, First Edition, Hyderabad, India: ICFAI University Press, 2009
Posted: 28 Nov 2011 Last Revised: 24 Nov 2020
Pankaj M. Madhani
The Icfai Business School (IBS), Ahmedabad

Abstract:

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mortgage backed and asset backed securities, subprime crisis