The adaptive consequences of pride in personal selling

This study examines the adaptive consequences of pride in personal selling and its self-regulation with colleagues and customers. Study 1 investigates the effects of experiencing pride, where two benefits were found. First, pride increases salespersons’ performance-related motivations. Specifically, it promotes the use of adaptive selling strategies, greater effort, and self-efficacy. Second, pride positively affects organizational citizenship behaviors. Study 2 takes an emotion-process point of view and compares excessive pride (hubris) with positive pride. The results show that salespeople are capable of self-regulating the expression of these emotions differently toward colleagues and customers via anticipated feelings of fear, shame, and regret. Salespeople, in other words, are affected by their emotions, but they also are capable of controlling them to their advantage. Willem Verbeke (verbeke@few.eur.nl) is a chaired professor of sales and account management at Erasmus University in Rotterdam, the Netherlands. He received his Ph.D. from the University of Pennsylvania. His research has appeared in a number of academic journals, including theJournal of Marketing, theInternational Journal of Research in Marketing, theJournal of Management, theJournal of Organizational Behavior, and theJournal of Applied Psychology. His area of research interests includes personal selling, sales management, emotions and emotion regulation, social capital, and knowledge management. Frank Belschak (belschak@few.eur.nl) is an assistant professor of marketing and organizational behavior at Erasmus University in Rotterdam, the Netherlands. He received his Ph.D. in organizational behavior from the University of Cologne in Germany. His current research interests include emotions and emotion regulation in organizations and across cultures, as well as social capital and networks. Richard P. Bagozzi (bagozzi@rice.edu) is the J. Hugh Liedtke Professor of Management in the Jesse H. Jones Graduate School of Management and a professor of psychology at Rice University in Houston, Texas. He conducts research on human emotions, the theory of action, goal setting and goal striving, and structural equation methods.     

Brands matter: An empirical demonstration of the creation of shareholder value through branding

This research responds to the attendant need for empirical evidence pertaining to how marketing affects firm performance. Using the Fama-French method, common in finance, and a leading marketplace measure of a brand’s financial equity value, the authors provide empirical evidence for the branding-shareholder value creation link. The results extend previous research by showing that strong brands not only deliver greater returns to stockholders than does a relevant benchmark but do so with less risk This finding holds even when market share and firm size are considered. Barclays Global Investors Thomas J. Madden is a professor of marketing and director of the Professional MBA/Executive International MBA programs at the Moore School of Business, University of South Carolina. His research focuses on the measurement of brand meaning, marketing metrics, and value-based marketing strategies. His research has appeared in theJournal of Marketing Research, theJournal of Marketing, and theJournal of Consumer Behavior. Frank Fehle (frank.fehle@barclaysglobal.com) is the head of Europe Equity Research at Barclays Global Investors in London, United Kingdom. Previously, he was an assistant professor of finance at the University of South Carolina. His research focuses on empirical asset pricing, market microstructure, risk management, and derivatives. His work has appeared in theJournal of Financial Economics, theJournal of Futures Markets, theJournal of Economics and Business, theReview of Quantitative Finance and Accounting, among other journals and conference proceedings. Susan Fournier is an associate professor of marketing at Boston University. Her research focuses on branding and brand relationship marketing. Current projects explore person-brands, resonance as a moderator of the brand meaning → brand strength connection, the types of relationships consumers form with brands, and dynamic processes of relationship development and evolution. She served for 9 years on the Harvard Business School faculty and 2 years as a visitor at Dartmouth College. She consults with a range of companies to inform her teaching, case development, and research.     

Pioneer brand advantage and consumer behavior: A conceptual framework and propositional inventory

What are the behavioral origins of pioneer brand advantage? This article provides an integrative conceptual framework and propositional inventory to help more fully understand this multifaceted phenomenon. It is proposed that there are three sources of entry-order information that work through various psychological processes and affect multiple decision process variables. The conceptual framework translates into eight testable propositions. New exploratory evidence is presented. Managerial implications are discussed.     

Environmental technology foresight: New horizons for technology management

Decision-making in corporate technology management and government technology policy is increasingly influenced by the environmental impact of technologies. Technology foresight (TF) and environmental impact assessment (EIA) are analyzed with regard to the roles they can play in developing long-term strategies and policies for reducing the environmental impact of technologies. The methods for TF and EIA are quite well developed, but remain within a tradition of rational decision-making. However, recent studies of tecnology management and innovation have shown that technology development can be explained only to a certain degree by rational decision-making. EIA is usually presented as an objective and scientific method, based on normative underpinnings that usually remain hidden. Thus, systematic information-providing instruments such as TF and EIA can play only a limited role. We propose a procedure for environmental technology foresight. The case is made that environmental technology management will be most helped by a 'constructive' approach in order to stimulate incorporation of long-term environmental objectives.     

Persistence, The Transmission Mechanism And Robust Monetary Policy

In this paper we first explore the impact of nominal and real persistence on the transmission process of various shocks in an estimated DSGE model of the euro area. We then analyse its impact on optimal monetary policy and investigate the performance of various monetary policies when the policy maker is uncertain about the degree of nominal and real persistence.     

Natural conjugate priors for the instrumental variables regression model applied to the Angrist–Krueger data

We propose a natural conjugate prior for the instrumental variables regression model. The prior is a natural conjugate one since the marginal prior and posterior of the structural parameter have the same functional expressions which directly reveal the update from prior to posterior. The Jeffreys prior results from a specific setting of the prior parameters and results in a marginal posterior of the structural parameter that has an identical functional form as the sampling density of the limited information maximum likelihood estimator. We construct informative priors for the Angrist–Krueger [1991. Does compulsory school attendance affect schooling and earnings? Quarterly Journal of Economics 106, 979–1014] data and show that the marginal posterior of the return on education in the US coincides with the marginal posterior from the Southern region when we use the Jeffreys prior. This result occurs since the instruments are the strongest in the Southern region and the posterior using the Jeffreys prior, identical to maximum likelihood, focusses on the strongest available instruments. We construct informative priors for the other regions that make their posteriors of the return on education similar to that of the US and the Southern region. These priors show the amount of prior information needed to obtain comparable results for all regions.     

An efficient budget allocation policy for decentralisation of responsibility for site decontamination projects

Selection and execution of site decontamination projects is often best left to local authorities, in accordance with the subsidiarity principle, even though the budget for such projects is made available through a central authority. In this paper we suggest a practical budget allocation policy which a central authority can employ to allocate budgets to local authorities, while still optimising the central authority's environmental objective function. The procedure is fully consistent with the principle of decentralisation of responsibility for selection and execution of projects, and requires a minimum information exchange between local and central levels. Despite the information asymmetry between local and central levels, incentive compatibility problems can be (partially) prevented by choosing an appropriate evaluation mechanism. At the same time, the procedure is computationally effective and efficient, and can guarantee a fair budget allocation, making it easy to implement and politically acceptable.     

The measurement of Poverty: An experimental questionnaire investigation

We re-examine some of the standard axioms used in the literature on poverty measurement. Using a sample of 486 students from Australia, Israel and the USA we investigate the extent to which individuals' perceptions of poverty correspond to the axioms. We find that axioms such as anonymity, growth of the poor and monotonicity are resonably well supported. However there is very little support for the focus axiom and the principle of transfers was the least well supported of the eight specific criteria for poverty measurement that we examined.     

Henry George and Organized Labor:

A bstract . Henry George supported labor unions and was proud of his membership in the Printers' Union. But he did not regard them as the final solution of labor exploitation. He championed labor as one of the producing classes. His foray into politics as the candidate of organized labor's third party was characteristic; he had had much involvement in politics earlier. Although he supported labor's immediate demands, he sought mainly to use his candidacy to build a constituency for the single tax. Samuel Gompers , then head of the American Federation of Labor , at first worked for George's election but came to the belief that the unions alone should direct and control their political efforts. This view prevailed, though he and George remained good friends. But it is now a question whether Gompers' policy, at this time, serves labor's best interests.