A behavioral science approach to effective sales presentations

This paper has identified and briefly described a number of verbal behaviors which the salesman can use in the initial contact phase of the sales interview. The initial contact phase of selling is made more effective by using a combination of the responses described in the literature of the behavioral sciences. Experienced and neophyte salesmen can learn these behaviors with brief training using the materials presented here in a role playing situation. Such training should increase their effectiveness in the selling situation.     

The resources crisis

This article utilizes a new concept of supply and demand for raw materials. It emphasizes the need for the use of long run economics rather than short run analysis in the determination of a fair price for raw commodities.     

Are There Hot Hands Among Mutual Fund Houses in Hong Kong?

This paper examines the short-term performance persistence of thirty-two fund houses in Hong Kong during January 1986 to December 1995. We compute fund house returns using averages of all equity funds in each house. Then we evaluate their hot hand performance using the median return as benchmark on a rolling monthly basis. The results show that there were only two 'hot hand' fund houses. Findings using annual returns confirm the non-existence of a hot hand phenomenon. However, we find a strong correlation between conditional and unconditional probabilities of winning repeatedly in consecutive months     

R&D-Related Capabilities as Determinants of Export Performance

Empirical evidence from a sample of independent and privately held specialized suppliers all of which are engaged in formal R&D activities shows that specific R&D-related capabilities are determinants of different types of export performance. The major contribution of this paper is to take into account traditional measures of R&D activities as well as a broad range of R&D-related capabilities to further our understanding of the export behavior of SMEs in terms of volume and final destination of sales. Results suggest that the set of determinants varies with firms' internationalization process. In particular, determinants associated with the more global firms are significantly at odds with our traditional conception of a small firm and appear to be more aligned with the behavior generally found in proactive large exporters.     

Cooperation under the threat of expulsion in a public goods experiment

In a public goods experiment with the opportunity to vote to expel members of a group, we found that contributions rose to nearly 100% of endowments with significantly higher efficiency compared with a no-expulsion baseline. Our findings support the intuition that the threat of expulsion or ostracism is a device that helps some groups to provide public goods.     

Completing Input–Output Tables using Partial Information,with an Application to Canadian Data

This paper develops a three-stage extension of the standard biproportional RAS algorithm-an extension that we label TRAS-to incorporate information in addition to row and column margins. The TRAS algorithm is tested using pseudo-censored input–output tables and is shown to produce more accurate estimates than does the RAS algorithm.     

Spiritual leadership as a model for student inner development

“Although American higher education can justifiably take pride in its capacity to develop the student's ability to manipulate the material world through its programs in science, medicine, technology, and commerce, it has paid relatively little attention to the student's “inner” development—the sphere of values and beliefs, emotional maturity, moral development, spirituality, and self‐understanding.” —from the Foreword to Encouraging Authenticity and Spirituality in Higher Education by Alexander W. Astin and Helen S. Astin     

Exploring Proactiveness as a Moderator in the Process of Perceiving Industrial Munificence: A Field Study of SMEs in Four Countries

Utilizing information processing theory, we investigated the role that proactiveness plays in the organizational process of perceiving objective industrial munificence. Specifically, we examined the moderating effect of proactiveness in the munificence perception process, as well as the mediating impact of perceived munificence on the relationship between objective munificence and firm performance. Data collected from 227 companies in four countries and seven manufacturing industries support both hypotheses. The implications of these findings for managerial practice and future research are discussed.     

China： Global Crisis Avoided,Robust Economic Growth Sustained （II）

III. Gtobal crisis： impact and poticy response