Impact of Stressful Situations on Salespersons' Gestures

Interest: This research analyses the influence of situations on salespersons’ gestures and behaviors. This research contributes to this underresearched field by exploring the impact of stressful versus nonstressful situations on salespersons’ personal behavior.

Methods: This research is based on 1,205 gestures observed during 382 sales calls that averaged 11 minutes with 382 salespersons. Half were in stressful situations, and half were in nonstressful situations. This study focuses on pharmaceutical products (drugs) in the medical field, with 95 doctors, 6 judges, 304 average performing salespersons, 39 high performers, and 39 low performers. This study shows how salespersons’ behaviors vary depending on stressful and nonstressful situations. This research also articulates a new field of sales research that is understudied by researchers and suggests new training trends in sales management.

Objective: The objective is to answer questions such as “Does stress influence salespersons’ behavior, and what are the gestures most affected by such situations?” To examine the effects of training on gestures, an experiment with 97 salespersons was conducted during a sales training session. This experiment measured whether salespersons trained on gestures behaved differently than those who were untrained.

Results: In general, stressful or nonstressful situations caused real differences in gestural behavior. In particular, the best salespersons performed the largest number of gestures during stressful situations. For example, stressful situations increased the mechanical or emotional gestures in leg movements or the number of glances.     

使用外语能降低经济决策偏差吗?来自实验室的证据

文章旨在检验使用外语对经济决策的两类核心问题，即不确定性（风险、模糊性）决策和跨期决策的偏差是否产生影响。两组实验被试被随机分到母语组和外语组，分别采用母语和外语完成一系列决策任务。实验结果发现使用外语能够显著降低与风险相关的决策偏差，但并不能降低与模糊性和跨期决策有关的决策偏差。具体而言，在与框架效应有关的风险决策任务中，使用外语显著减少了决策的框架效应；与母语组相比，在与小额金钱、大额金钱有关的风险决策问题中，外语组的反射效应消失了；外语组的阿莱行为也显著减少。在模糊性决策任务中，母语组与外语组在决策偏差上没有显著差异。在跨期决策任务中，使用外语对个体的焦虑程度没有显著的影响，但显著增加了双曲贴现偏好。这说明风险、模糊性和跨期决策所涉及的认知过程存在差异，使用外语对决策产生的作用具有复杂性。     

Successful eco‐innovators: Exploring the association between open inbound knowledge strategies and the performance of eco‐innovative firms

The main purpose of this paper is to analyse the association between open inbound knowledge strategies and the performance of eco‐innovative firms in the food and beverage industry. We propose a mixed framework based on the eco‐innovation literature and the open innovation approach. We consider the characteristics in a traditional sector based upon a resource‐based perspective. Three types of firms are distinguished in terms of their sales growth in the Spanish food industry from the least to the most successful eco‐innovators. Using multinomial logistic regression models, it is shown that the diversity of collaborators (breadth of external sources of knowledge) and joint adoption of product and process eco‐innovations are positively associated with the probability of achieving high sales growth. Moreover, we find an inverted U‐shaped relationship between the breadth of the external search and firm performance, but only for the group of the most successful firms. Moreover, operational flexibility, knowledge‐based capabilities and company size are also positively related to the group of successful eco‐innovators.     

Evaluating quantile forecasts in the M5 uncertainty competition

Probabilistic forecasts are necessary for robust decisions in the face of uncertainty. The M5 Uncertainty competition required participating teams to forecast nine quantiles for unit sales of various products at various aggregation levels and for different time horizons. This paper evaluates the forecasting performance of the quantile forecasts at different aggregation levels and at different quantile levels. We contrast this with some theoretical predictions, and discuss potential implications and promising future research directions for the practice of probabilistic forecasting.     

Behaviour‐Based and Outcome‐Based Control Systems: A Meta‐Analytic Study

Sales control systems are instruments used by firms to improve performance and other organizational outcomes. To understand their antecedents and consequences, this paper conducts a meta‐analysis based on 104 studies. The results showed significant relationships between behaviour‐ and outcome‐based control systems and the complexity of the products, bonuses, financial performance, sales innovation, organizational support and satisfaction with supervisors. The outcomes revealed that behaviour‐based control systems were the most effective mechanism in turbulent markets and for determining financial performance. However, outcome‐based control systems were the most efficient instrument for complex products.     

Foreign direct investments,institutional quality,and economic growth

Institutional quality is considered to be an important factor in boosting economic growth of a country. This paper explores the role of institutional quality in economic growth and more specifically the role it plays via the channel of foreign direct investments. This paper uses a larger dataset of 104 countries and applies GMM estimation method to a dynamic panel data to evaluate the direct impact of institutional quality on economic growth and the indirect impact of institutional quality on economic growth through enhancing the FDI-induced economic growth. This paper provides evidence that both FDI inflows and institutional quality cause stronger economic growth. The FDI-led growth, however, was only experienced in the low and middle-income countries. In these countries, better institutional quality was also found to be enhancing the FDI-led economic growth. An important finding of this paper is that in the high-income countries, FDI was found to slow down the economic growth. The results are robust and consistent for individual institutional quality indicators and controlling for endogeneity.     

Relationship between foreign capital flows,domestic investment and savings in the SADC region

The importance of foreign capital in the domestic economy cannot be underestimated as it bridges the gap between domestic capital demand and supply. Given this background the paper studies the relationship between the different types of foreign capital flows in the Southern Africa Development Region (SADC) region – foreign direct investment (FDI), remittances, cross border bank flows (CBF), overseas development assistance (ODA) – and domestic savings and investment, employing the panel cointegration test and the dynamic ordinary least squares method (DOLS). The empirical results reveal that there is a strong positive relationship between domestic investment and domestic savings, FDI and remittances. These findings indicate that FDI remittances help in overcoming the limits on the domestic capital formation in the SADC region through permitting a rate of investment which is in excess of that which can be generated by domestic savings. Important policy implications on attracting foreign capital flows are discussed in the paper.     

Japan's FDI drivers in a time of financial uncertainty. New evidence based on Bayesian Model Averaging

In this paper we analyse the determinants of Japanese outward FDI stock for the period 1996–2017. This period is especially relevant as it covers a process of increasing economic globalization and two financial crises. To this aim, we consider a large set of candidate variables based on the theory as well as on previous empirical analysis. Our sample includes a total of 27 host countries. We select the covariates using a data-driven methodology, the Bayesian Model Averaging (BMA) analysis. Moreover, we also analyse whether these determinants change depending on the degree of development (emerging vs developed) or the geographical areas (EU vs East Asia) of the countries considered. We find that Japan's FDI can be explained by a wide variety of variables, that include not only the typical gravitational ones but also institutional and macroeconomic variables, including those that measure financial development. Moreover, Japanese FDI can be explained by both horizontal and vertical FDI motives in the groups of countries analysed. However, in developed, and more precisely, EU countries, horizontal FDI strategies are predominant, whereas for East Asian and emerging countries, there is more evidence in favour of vertical FDI.     

Fire sales by euro area banks and funds: What is their asset price impact?

The assets under management of investment funds have soared in recent years, triggering a debate on their possible implications for financial stability. We contribute to this debate assessing the asset price impact of fire sales in a novel partial equilibrium model of euro area funds and banks calibrated over the period between 2008 and 2017. An initial shock to yields causes funds to sell assets to address investor redemptions, while both banks and funds sell assets to keep their leverage constant. These fire sales generate second-round price effects. We find that the potential losses due to the price impact of fire sales have decreased over time for the system. The contribution of funds to this impact is lower than that of banks. However, funds’ relative contribution has risen due to their increased assets under management and banks’ lower leverage and rebalancing towards loans. Should this trend continue, funds will become an increasingly important source of systemic risk.     

Foreign direct investment and economic growth: Is more financial development better?

We investigate the extent to which an increase in financial development affects the positive effect of foreign direct investment on economic growth. Although the financial sector is beneficial for economic growth, the effect of further financial development on growth is found to become insignificant. Using a dynamic panel threshold model on 62 middle- and high-income countries spanning the period 1987–2016, we re-examine the possible nonlinearity between finance, foreign direct investment, and growth. Consistent with the “vanishing effect” of financial development, we find significant evidence that foreign direct investment fosters growth in general, but the growth effect of foreign direct investment becomes negligible when the ratio of private sector credit to gross domestic product exceeds 95.6%. This finding is robust to different econometric methods, various subsamples and interaction analyses, and distinct financial development indicators.