But in executing the combination of Hewlett and Compaq more effectively than many analysts had expected, Ms. Fiorina is making the case that she can also bring a new level of decisiveness to a company that has lacked a strong sales and marketing orientation.
It costs about $150 to acquire every new member, he said, including sales commissions, advertising, mailings and orientation packages.
Siguaw et al. (1994) report that, if a firm is perceived as having a high market orientation, then the sales force practice a greater level of customer orientation.
"We tell parents at freshman orientation that our sales students don't go back home to live after graduation," Pallentino said.
This year's Dump and Run sale will take place during Orientation, Saturday and Sunday, Aug. 24-25, in Helen Newman Gym.
Coir industries in India and Sri Lanka have a strong export orientation with the sale of traditionallymade yarn, mats, matting, rugs and carpets.
One day, a 7th round draft pick won't be #6 in summer jersey sales solely because of his sexual orientation.
Empirical research has shown that market orientation is related positively to sales growth (Slater and Narver 1994).
These organizations, all vivid examples of the sales machine, are marked by a strong process orientation, clear lines of authority, and close governance through formal rules.
Low's measure would have expanded that ban by designating the sale of services to change someone's sexual orientation a "deceptive business practice," opening counselors and others who perform them to lawsuits.
