When do B2B brands influence the decision making of organizational buyers? An examination of the relationship between purchase risk and brand sensitivity

The dominant perspective on organizational buying behavior suggests that buyers tend to rely on objective criteria when making product choice decisions and that the potential influence of subjective cues, such as brands, on buyer decision making decreases with increasing risk. An alternative perspective, confirmed in this study by in-depth interviews with various managers, suggests that brands serve as a risk-reduction heuristic, whereby the influence of brands on decision making increases as a function of risk. Building on risk and information processing theories, this research builds on these complementary perspectives to propose that risk and brand sensitivity relate in a U-shaped manner, where brand sensitivity is highest in relatively low- or high-risk situations. The results of scenario- and survey-based field studies—involving 206 and 180 members of buying centers, respectively—suggest that both perspectives have merit and support the proposed nonlinear relationship. Moreover, the findings reveal that the risk-brand sensitivity relationship is moderated by competitive intensity, such that the linear (negative) and quadratic (positive) effects are stronger when competitive intensity is low.     

The comprehensive business exam: Usefulness for assessing instructional and student performance outcomes

The authors explore the results of the Comprehensive Business Exam (CBE) administered to business majors during their senior-year business capstone course. The study results identified students' SAT and grade point average as a predictor of CBE performance, and variables that explain the correlation between CBE performance, SAT score, and grade point average are discussed. This study expands the research stream by demonstrating how faculty can use CBE information to more deeply assess student learning at both the course and instructor level than is possible with the Major Field Test for Bachelor's Degree in Business.     

Custom-built

Mass customization has rapidly moved from an abstract theory to a practical source of competitive advantage. Fabrizio Salvador has been studying the companies that have bolstered their business by tapping into the idiosyncratic needs of customers. Tom Brown reports on his latest thinking.     

Riding the Ever-Rolling Stream: Time and the Ontology of Violent Conflict

In this paper, we examine the ways in which the passage of time is dealt with in econometric studies of violent conflict and civil war with empirical attention to the dynamics of ethnic conflict. We argue that the mainstream approach to econometric studies of civil war is based on a time-invariant ontology and that this is not an appropriate or adequate way of capturing the causal patterns of violent conflict. Based analysis of replication datasets using structural break analysis and rolling windows, we show how careful attention to the passage of time reveals important macro-historical changes in the coefficients on ethnic diversity in explaining conflict incidence. We conclude that econometric studies of civil war need to pay more careful attention to the limitations on the generalizations that they draw through attention to the passage of time and better iteration with qualitative and historical studies.     

An integrative model of e-learning use: Leveraging theory to understand and increase usage

Employees are increasingly using technology to access content for learning, and theory development has been outpaced by practice. Drawing on a well validated theory of behavior change (the Transtheoretical Model of Change), as well as theories on technology acceptance and employee development, this paper offers an integrative model of factors that influence employee use of e-learning as well as practical recommendations for how use might be increased. Recommendations for future research on e-learning are also offered.     

Further participatory adaptation is required for community leaders to champion conservation agriculture in Africa

There is a recognized need for the participation of local communities in designing and implementing agricultural interventions for the sustainable intensification in smallholder systems. This study examines the perspectives of local community leaders towards the widely promoted, but not widely adopted, practice of Conservation Agriculture (CA) in African smallholder systems. Perceptions from 47 community leaders (both from traditional local authorities and farmer organizations) across six African countries are documented regarding how CA matches the wants, needs and capabilities of farmers in their communities. While community leaders generally perceived CA as potentially beneficial, they also indicated that CA is not currently perceived as feasible within their communities and hence has limited relevance. Three key themes were identified that limit both CA use and sustainable intensification more generally: [1] a perceived reluctance of farmers to engage with the community platform as part of a higher input, market-oriented production system; [2] informational constraints due to non-functional exchange mechanisms; and [3] a lack of local adaptation of CA underscored by the persistence of top-down, linear research and extension approaches. Through greater understanding of local perspectives, a clearer picture emerges of the need for greater participatory engagement and local adaptation if sustainable intensification of African smallholder agricultural systems is to be achieved.     

The impact of cost on the choice of university: evidence from Ontario

Abstract. This paper provides the first Canadian study of the link between cost to the student and the choice of university. Over the past two decades, there has been a substantial increase in the differences among Ontario universities in ‘net cost’ defined as tuition and fees minus the expected value to an academically strong student of a guaranteed merit scholarship. Our estimates generally indicate no relationship between net cost and the overall share of strong applicants that a university is able to attract. An increase in net cost is associated with an increase in the ratio of strong students from high‐income neighbourhoods to strong students from middle‐income and low‐income neighbourhoods in Arts and Science programs but not in Commerce and Engineering. Finally, more advantaged students are more likely to attend university, but merit aid is not of disproportionate benefit to those from more economically advantaged backgrounds, given registration. JEL classification: Health Education and Welfare     

Exchange traded contracts for difference: Design,pricing, and effects

Contracts for Difference (CFDs) are a significant financial innovation in the design of futures contracts. Over‐the‐counter trading in the UK is significant and has created controversy, but there is no published academic research into the design, pricing, and effects of CFDs. This study analyzes CFD contract design and pricing. It uses a unique database of trades and quotes on exchange traded equity CFDs introduced by the Australian Securities Exchange to test theoretical pricing relationships, and draws out implications for successful design and trading arrangements for the introduction of new derivative contracts. © 2010 Wiley Periodicals, Inc. Jrl Fut Mark     

The experience of teleworking: an annotated review

The paper reviews the contemporary literature on the experience of teleworking. Particular attention is paid to the socializing aspects of work and its comparative absence when working from home; economic considerations, both for homeworkers and for the firms; work satisfaction and motivation; supervision; roles and gender issues in homeworking; the organization of time and space; and, lastly, questions of self-discipline. The evidence reviewed is based on various teleworking trials conducted mainly during the 1980s; this information is supplemented by original research conducted by the authors which investigated the pros and cons raised by British Telecom operators who were due to take part in a teleworking trial. These operators anticipated many of the issues faced by those who actually had teleworking experience.