Evaluating a Framework for Multi-Stakeholder Decision Support in Water Resources Management

In this paper we describe a framework for multicriteria modeling and support of multi-stakeholder decision processes. We report on its testing in the development of a new water level management policy for a regulated lake-river system in Finland. In the framework the stakeholders are involved in the decision process from the problem structuring stage to the group consensus seeking stage followed by a stage of seeking public acceptance for the policy. The framework aims at creating an evolutionary learning process. In this paper we also focus on the use of a new interactive method for finding and identifying Pareto-optimal alternatives. Role playing experiments with students are used to test the practical applicability of a negotiation support procedure called the method of improving directions. We also describe the preference programming approach for the aggregation of the stakeholder opinions in the final evaluation of alternatives and consensus seeking.     

‘It's almost like taking the sales out of selling’—Towards a conceptualization of value-based selling in business markets

While the creation of superior customer value is regarded as fundamental to a firm's long-term survival and growth, little is known about the effective implementation of a firm's value orientation at sales force level. As the sales force plays a pivotal role in implementing marketing strategies, this study adopts a discovery oriented approach and conceptualizes value-based selling as an effective sales approach in business markets. Based on in-depth interviews with sales managers in a variety of industries, we identify and portray three salient dimensions of value-based selling, namely (1) understanding the customer's business model, (2) crafting the value proposition, and (3) communicating customer value. The selling behavior entails a mutual orientation and focuses on the value-in-use potential of the offering for the customer's business profits. We argue that value-based selling is a unique concept that differs from the established selling approaches and propose a conceptual model linking value-based selling to performance outcomes. To further advance our knowledge about the effective implementation of a firm's value orientation, we identify future research avenues embracing qualitative and quantitative research methodologies.     

Contributions from mood research

In this article definitions of mood and the behavioral effects of negative moods are reviewed and scrutinized. This is an important task for two reasons. First, in prior studies, consumer researchers have treated concepts such as affect, mood, feeling, and emotion vaguely and arbitrarily. This has resulted in confusion regarding the substance of mood. In an attempt to dispel a part of this confusion, this article offers a conceptual analysis of mood. Second, a large part of prior consumer behavior‐ and advertising‐related mood research has addressed the relation between mood and mental constructs. The relation between mood and actual consumer behaviors is a more neglected research area. The behavioral effects of negative moods are an especially interesting phenomenon, because past studies have produced mixed and contradictory results. Thus, to offer novel insights, the key conclusion of the conceptual analysis of mood is harnessed to explain the inconsistent findings regarding the negative mood–(consumer) behavior relation. Another theoretical contribution is the provision of starting points for conceptualizing mood‐alleviative consumer behavior. Suggestions for future research are also briefly outlined in the concluding section of this article. © 2000 John Wiley & Sons, Inc.     

What drives cross-segment diversity in returns and risks? Evidence from Japanese and U.S. firms

The usefulness of segment reporting is grounded on the presumption of diversities of returns and risks across reported segments. We examine the effect of country-specific factors, reporting incentives, and choices on an ANOVA-based measure of cross-segment diversities (CSD) in risk and returns for a sample of Japanese and U.S. multi-segment firms. We find that, in contrast to our expectations, Japanese firms exhibit greater CSD than U.S. firms. Moreover, we find that in both countries CSD is driven especially by reporting incentives associated with profitability and foreign sales, but not by proprietary costs. Further, the manager's choice of the number of reported segments is an important factor affecting CSD.     

Fluidity of places in everyday food consumption: Introducing snackscapes

Snack consumption encompasses the repetitive habits of consumers in various everyday life spaces. Despite the pervasiveness of snack consumption worldwide, the phenomenon of snacking has not been given extensive attention, unlike other areas of food consumption research. Yet, snacking shows certain distinctive features, such as fluidity of places. This study leans on foodscape literature and introduces the concept of snackscape, which enables us to showcase the multiplicity of places in snacking culture. While prior foodscape studies are located in certain tangible places, such as urban surroundings, festival sites or particular geographical areas, snackscapes demonstrate how snacks may be consumed, for instance, on the move from one place to another, or in a variety of places that are not part of one's ordinary routines, such as on a picnic or a holiday trip to a foreign country. The findings show how places of habitual snack consumption vary from time to time—or are even on the move. This is a powerful demonstration of how a routine‐like consumption practice takes place in everyday life. This study also highlights important consumer policy issues, especially in regard to young consumers and their snacking habits. Thereby, the study brings forward the agentic capacity of snackscapes having implications on engaging in healthier snack consumption.     

Managing economic risk in value-based marketing of fed cattle

This research investigates optimal price risk management strategies for fed cattle producers engaged in grid pricing. Stochastic simulation is used to determine optimal hedge ratios for fed cattle priced on a live weight basis or on a series of grids that vary in terms of premium/discount structure as well as base price. Results indicate that the optimal hedging strategy is greatly affected by the base price used in a particular grid. This has significant implications for pricing efficiency in the cattle market. Base prices that are linked more closely with downstream markets offer the potential to improve pricing efficiency; however, the risk associated with these prices is difficult to manage effectively with existing futures instruments.     

Crop Yield Distributions: A Reconciliation of Previous Research and Statistical Tests for Normality

This study revisits the large but inconclusive body of research on crop yield distributions. Using competing techniques across 3,852 crop/county combinations we can reconcile some inconsistencies in previous studies. We examine linear, polynomial, and ARIMA trend models. Normality tests are undertaken, with an implementable R-test and multivariate testing to account for spatial correlation. Empirical results show limited support for stochastic trends in yields. Results also show that normality rejection rates depend on the trend specification. Corn Belt corn and soybeans yields are negatively skewed while they tend to become more normal as one moves away from the Corn Belt.     

A strategy framework for performance measurement in the public sector

This paper looks at a little-studied question: what are the strategic choices behind the selection and implementation of performance measurement practices in public sector entities? The paper presents a new strategy framework which provides a structured approach to the many options available for measuring performance effectively. The framework is primarily intended for large public sector organizations, such as municipalities, but will also be useful in smaller entities.