The role of leadership in salespeople’s price negotiation behavior

Salespeople assume a key role in defending firms’ price levels in price negotiations with customers. The degree to which salespeople defend prices should critically depend upon their leaders’ influence. However, the influence of leadership on salespeople’s price defense behavior is barely understood, conceptually or empirically. Therefore, building on social learning theory, the authors propose that salespeople might adopt their leaders’ price defense behavior given a transformational leadership style. Furthermore, drawing on the contingency leadership perspective, the authors argue that this adoption fundamentally depends on three variables deduced from the motivation–ability–opportunity (MAO) framework, that is, salespeople’s learning motivation, negotiation efficacy, and perceived customer lenience. Results of a multi-level model using data from 92 salespeople and 264 salesperson–customer interactions confirm these predictions. The first to explore contingencies of salespeople’s adoption of their transformational leaders’ price negotiation behaviors, this study extends marketing theory and provides actionable guidance to practitioners.     

Italy in the Renaissance: a leading economy in the European context, 1350–1550

A well‐known debate on the Renaissance economy was held in this journal in 1962–4 between Roberto S. Lopez and Harry Miskimin on one hand and Carlo M. Cipolla on the other. More than half a century later, this topic can be reconsidered in the light of much wider information on the late medieval/early modern Italian economy. Using data on population, urbanization, prices, wages, and GDP, this article outlines the macroeconomic trends in central and northern Italy in the age of the Renaissance (1350–1550). The frequent plagues during the early Renaissance—that is, between 1348 and 1450—decimated the population, probably causing more deaths than in other European countries. Hence resources per worker increased and labour productivity, incomes, and standards of living improved remarkably. A favourable economic environment thus seems to have been a pre‐condition for the Renaissance in culture, art, and politics and the spread of new kinds of consumer demand. From the middle of the fifteenth century, living standards gradually worsened and eventually reached the low levels that had prevailed prior to the Renaissance.     

Moonlighting Politicians: Motivation Matters!

We study self‐selection into politics and effort once in office of citizens with different abilities and motivations in a framework where moonlighting is allowed. We find that high‐ability motivated (public‐fit) politicians exert higher effort in politics than high‐ability non‐motivated (market‐fit) politicians, and that high‐ability citizens, both public‐fit and market‐fit, may decide to enter politics. We test our predictions using a database of Italian parliamentarians for the period 1996–2006. We find evidence of advantageous selection of both market‐fit and public‐fit parliamentarians. We also show that public‐fit parliamentarians have higher voting attendance and that only voting attendance of market‐fit parliamentarians is negatively affected by income opportunities.     

Placing Borders in Development

Development is inextricably related to the state-centred cartography of world spaces defined by borders, both in its historical trajectory and contemporary entanglements. Yet the multiplicity of channels and directions characterising their articulation are scarcely explored. This article contributes to this emerging field of enquiry. It delineates the essential traits of the borders and development nexus by establishing a systematic dialogue between the fields of Border Studies and Development Studies, a dialogue framed by concerns with scalar politics. More specifically, the paper places borders in development in two ways. First, it places borders in Development Studies: it identifies borders as a useful analytical vantage point that lay at the intersection between state- and non-state centred geographies of development. Second, it places Border Studies in development: focusing on the tension between borders and bordering processes, it interrogates economic growth- and poverty-related policies. Three contributions to the study of development arising from placing borders in development in this way are highlighted. The paper also expands the emerging field of enquiry concerned with the relation between borders and development, by considering development policies not yet been examined through the prism of borders, and by emphasising the hierarchical and yet unpredictable nature of the borders and development articulation. At its broadest, the discussion dis-entangles the multiplicity of scales and directions in which borders, bordering and the development process intersect. It is at this scalar intersection that the force of development, and the potentials for engaging, opposing, avoiding, or subverting it, lay.     

Multiple equilibria and global indeterminacy in an endogenous growth model with congestible public goods

This paper extends the findings in Chen and Lee (2007) to show that the use of congestible public goods can produce both local and global indeterminacy in a two‐sector endogenous growth model with productive public services financed by income taxation. Basically, we observe the effects on growth rates by changing parameters, and compare the case of a single steady‐state with the emergence of dual steady‐states, identifying the feasible ways to avoid a possible low‐growth poverty trap. The novelty of our analysis is to detect the presence of global indeterminacy by making use of the Bogdanov‐Takens bifurcation theorem. Some examples are also provided to achieve concrete policy implications.     

The capital structure of multinational companies under tax competition

This article studies the relation between debt policies of multinational companies (MNCs) and governments’ tax strategies. In the first part, we show that the ability to shift income from high- to low-tax countries affects MNCs’ financial choices. In the second part we show how MNCs’ financial decisions can affect the tax strategies of two governments competing to attract income.      

The fundamental theorem of asset pricing for continuous processes under small transaction costs

A version of the fundamental theorem of asset pricing is proved for continuous asset prices with small proportional transaction costs. Equivalence is established between: (a) the absence of arbitrage with general strategies for arbitrarily small transaction costs ${\varepsilon > 0}${\varepsilon > 0}, (b) the absence of free lunches with bounded risk for arbitrarily small transaction costs ${\varepsilon > 0}${\varepsilon > 0}, and (c) the existence of e{\varepsilon}-consistent price systems—the analogue of martingale measures under transaction costs—for arbitrarily small ${\varepsilon > 0}${\varepsilon > 0}. The proof proceeds through an explicit construction, as opposed to the usual separation arguments. The paper concludes comparing numéraire-free and numéraire-based notions of admissibility, and the corresponding martingale and local martingale properties for consistent price systems.