Salespersons as Internal Knowledge Brokers and New Products Selling: Discovering the Link to Genetic Makeup

Managers increasingly realize the importance of involving the sales force in new product development. However, despite recent progress, research on the specific role of the sales force in product innovation‐related activities remains scarce. In particular, the importance of a salespersons' internal knowledge brokering has been neglected. This study develops and empirically validates the concept of internal knowledge brokering behavior and its effect on selling new products and developing new business, and explores whether a salesperson's internal brokering qualities are determined by biological traits. The findings reveal that salespeople with the DRD2 A1 gene variant engage at significant lower levels of internal knowledge‐brokering behavior than salespeople without this gene variant, and as a result are less likely to engage effectively in new product selling. The DRD4 gene variant had no effect on internal knowledge brokering. Management and future research implications are discussed.     

Response style corrected market segmentation for ordinal data

Survey data collected for market segmentation studies is typically ordinal in nature. As such, it is susceptible to response styles. Ignoring response styles can lead to market segments which do not differ in beliefs, but merely in how segment members use survey answer options and which possibly occur in addition to the belief segments. We propose a finite mixture model which simultaneously segments and corrects for response styles, permits heterogeneity in both beliefs and response styles, accommodates a range of different response styles, does not impose a certain relationship between the response style and belief segments, and is suitable for ordinal data. The performance of the model is tested using both artificial and empirical survey data.     

ARE CONSUMERS MORE LOYAL TO NATIONAL BRANDS THAN TO PRIVATE LABELS?

The evolution of private labels (PLs) can be understood in terms of a strategy adopted by the retail industry with the aim of competing with national brands (NBs). In the 1990s, this strategy led to the development of ‘me too’ products, which currently represent the largest share of store brand products. Since the early 2000s, retailers have widened the range of their store brands by introducing high‐quality products. The aim of this study was to estimate consumers’ attachment to ‘me‐too’ and niche PLs respectively, as compared to NBs. We captured the degree of maturity of these PLs through their price‐elasticities, computed for three staple goods offered by three mass retail companies. It was found that price sensitivity does not differ much between the ‘me‐too’ PLs and the corresponding NBs. This result confirms that ‘me‐too’ products are now considered reliable quality brands. However, in the high quality segment, consumers remain more sensitive to the price of PLs than to that of NBs, a characteristic which may relate to their recent introduction on the market.     

Tracheotomie bei Kindern

Indikationen, Durchführung, Komplikationen - Dank des medizinischen Fortschritts überleben immer mehr p?diatrische Patienten die intensivmedizinische Behandlung. Ein Teil von ihnen bleibt jedoch danach chronisch krank und bedarf medizinischer Ma?nahmen. So kann anhaltende respiratorische Insuffizienz die Anlage eines Tracheostomas erforderlich machen. Etwa 3% aller intensivpflichtigen Kinder erhalten eine Tracheotomie.     

Inequality and Unsustainable Growth:TWO Sides of the Same Coin?

Over the long run, sustained growth is central to poverty reduction.The rapid growth seen in much of the world over the past few decades, notably, but not only, in China and India, has led to an unprecedented reduction in poverty.And, in general, increases in per capita income tend to translate into proportionate increases in income of the poor.As Dollar and Kraay memorably put it, "Growth Is Good for the Poor."Some inequality is integral to the effective functioning of a market economy and the incentives needed for investment and growth.But too much inequality might be destructive to growth.Beyond the risk that inequality.     

Dynamic R&D choice and the impact of the firm's financial strength

ABSTRACT

This article investigates how a firm's financial strength affects its dynamic decision to invest in R&D. We estimate a dynamic model of R&D choice using data for German firms in high-tech manufacturing industries. The model incorporates a measure of the firm's financial strength, derived from its credit rating, which is shown to lead to substantial differences in estimates of the costs and expected long-run benefits from R&D investment. Financially strong firms have a higher probability of generating innovations from their R&D investment, and the innovations have a larger impact on productivity and profits. Averaging across all firms, the long-run benefit of investing in R&D equals 6.6% of firm value. It ranges from 11.6% for firms in a strong financial position to 2.3% for firms in a weaker financial position.     

Solidarity and Probabilistic Target Rules

We consider a probabilistic approach to collective choice problems where a group of agents with single-peaked preferences have to decide on the level or location of a public good. We show that every probabilistic rule that satisfies Pareto efficiency and "solidarity" (population-monotonicity or replacement-domination) must equal a so-called target rule.