Cross-buying in retailing: Drivers and consequences

The phenomenon of cross-buying by consumers enables retailers to cross-sell their products and increase revenue contribution from existing customers. The effectiveness of cross-selling can be greatly improved by identifying the drivers of cross-buy and using them to target the right customers. In this study we identify exchange characteristics such as average interpurchase time, ratio of product returns, and focused buying, and product characteristics such as category of first purchase, as important drivers of cross-buy. The impact of marketing efforts of the firm on cross-buy is also identified. The results of the study have important implications for academicians in understanding what drives cross-buying as well as practitioners to help design more effective cross-selling strategies.     

Mobile Telephony,Financial Inclusion and Inclusive Growth

ABSTRACT

The paper employs the multipurpose nature of mobile telephony to investigate its welfare implications using a large sample of households in Ghana. We use seemingly unrelated probit and instrumental variable procedure to test for two related issues: First, we investigate whether mobile telephony promotes pro-poor development by helping households to efficiently allocate consumption and navigate out of poverty. Second, we analyze whether access to a broad array of financial services enhances the capacity of households to live worthwhile lives. The results show that mobile penetration and financial inclusion significantly reduce the probability of a household becoming poor and increase per capita household consumption of food and non-food items. Our results show that the welfare benefits of mobile telephony and financial inclusion are not more pronounced in female-headed households. These insights serve as useful guide for government and other stakeholders who are looking for avenues to improve livelihoods.     

How Does Driver Turnover Affect Motor Carrier Safety Performance and What Can Managers Do About It?

The trucking industry is the lifeblood of supply chains. Truck driver turnover and motor carrier safety are two salient issues affecting this industry. While turnover by itself presents a challenge due to the cost of replacing drivers, it takes on additional urgency because turnover may affect motor carrier safety. However, driver turnover research has focused predominantly on identifying factors affecting turnover, thus resulting in limited understanding of how turnover affects motor carrier performance, particularly with regard to safety. This reduces our ability to provide guidance to managers who have to address driver turnover. In this article, we extend prior research by drawing from several theoretical lenses to develop and test theory of the turnover–safety relationship. Furthermore, we investigate whether carrier managers can mitigate the effect of turnover on safety by embedding knowledge in carriers’ routines using activity control, a formal management control mechanism. We employ a longitudinal data set composed of primary and secondary data sources to test our hypotheses. We find the turnover–safety relationship is best characterized by a monotonic negative attenuated pattern and that high levels of activity control mitigate the negative effect of driver turnover on motor carrier safety in domains more under drivers’ control.     

Does expert trust and factual knowledge shape individual's perception of science?

Explaining how individuals form their risks and benefit perceptions with regard to new technologies is a key issue in order to understand how new information disseminates. This paper examines the effect of knowledge, social values and trust in experts as shaping perceptions of risks and benefits of new technologies. Given that individual's perceptions of a technology is affected by unobserved heterogeneity, we use a methodology to disentangle the effect of a joint estimation of risks and benefit perceptions, namely seemingly unrelated probit, and we draw upon evidence from a representative survey carried out in Spain. Our findings suggest that factual knowledge and trust in experts increase perceptions of benefit of new technology developments and jointly reduce the perceptions of risk. Furthermore, reliance on traditional social values only appears to affect perceptions of benefits but does not influence risk perceptions.     

On the epidemiology of injury in developing countries: A one-year emergency room-based surveillance experience from León,Nicaragua

Background Regularly available data has been shown to be inadequate for developing, implementing, and evaluating injury prevention and control programs in Nicaragua. A specific prevention-oriented local injury surveillance system has therefore been set up in the city of León. Objectives The aim of this paper is to describe the epidemiology of fatal and non-fatal injuries over a one-year period in a well-defined local population in Nicaragua, as emerging from the perspective of emergency room and inpatient treatments over a one-year period. Methods A hospital-based injury surveillance system was established to collect data for different levels of severity. All treated unintentional and intentional injuries were registered, including information on the external causes according to the ICD-9. Results Of all emergency room visits, 15.9% (9,970) were injuries. For every death due to injuries, there were 31 hospital admissions and 253 emergency room visits. Home and street/roads were the main arenas for the accidents. The estimated underreporting rate was about 6%, and in 20.3% of the cases, no E-code was assigned. The overall incidence and mortality rates were 56.2 per 1,000 and 20 per 100,000 inhabitants, respectively. However, comparison with a parallel household survey showed that the reporting rate of the surveillance system is only about 9%. The overall ratio of male to female injury rates was 2.1 to 1. The main causes of non-fatal injuries were falls, whereas the main cause of death was traffic accidents. Conclusions Hospital discharge and emergency room data systems are effective and feasible means for collecting the data needed to prevent injuries. However, in a country like Nicaragua with limited access to hospital health services, it is necessary to supplement such a system with additional sources of information in order to gain a more comprehensive picture of injury occurrence.     

The mediating role of integration of safety by activity versus operator between organizational culture and safety climate

ABSTRACT

In this study, we analyse the impact of the organizational culture and introduce a new variable, the integration of safety, which relates to the modalities for the implementation and adoption of safety in the work process, either through the activity or by the operator. One hundred and eighty employees replied to a questionnaire measuring the organizational climate, the safety climate and the integration of safety. We expected that implementation centred on the activity or on the operator would mediate the relationship between the organizational culture and the safety climate. The results support our assumptions. A regression analysis highlights the positive impact on the safety climate of organizational values of the ‘rule’ and ‘support’ type, as well as of integration by the operator and activity. Moreover, integration mediates the relation between these variables. The results suggest to take into account organizational culture and to introduce different implementation modalities to improve the safety climate.     

Modelling driver propensity for traffic accidents: a comparison of multiple regression analysis and fuzzy approach

Abstract

This research proposes an assessment and decision support model to use when a driver should be examined about their propensity for traffic accidents, based on an estimation of the driver’s psychological traits. The proposed model was tested on a sample of 305 drivers. Each participant completed four psychological tests: the Barratt Impulsiveness Scale (BIS-11), the Aggressive Driving Behaviour Questionnaire (ADBQ), the Manchester Driver Attitude Questionnaire (DAQ) and the Questionnaire for Self-assessment of Driving Ability. In addition, participants completed an extensive demographic and driving survey. Various fuzzy inference systems were tested and each was defined using the well-known Wang-Mendel method for rule-base definition based on empirical data. For this purpose, a programming code was designed and utilized. Based on the obtained results, it was determined which combination of the considered psychological tests provides the best prediction of a driver’s propensity for traffic accidents. The best of the considered fuzzy inference systems might be used as a decision support tool in various situations, such as in recruitment procedures for professional drivers. The validity of the proposed fuzzy approach was confirmed as its implementation provided better results than from statistics, in this case multiple regression analysis.