Personal characteristics of salespeople and the attractiveness of alternative rewards

How do personal characteristics of salespeople affect their desire for the various rewards available to them? Do younger salespeople desire different types and levels of rewards than older salespeople? Are there differences due to job tenure, marital status, family size, and so forth? In this article, the authors attempt to answer these questions. Based on an extensive investigation of the industrial sales forces from two large companies, the authors examine the relationship between personal characteristics and the sales force's valence for various rewards. Although some of the findings are consistent with current sales management practices, some are not, suggesting that present day thinking with respect to the design and administration of rewards may need more careful scrutiny.     

美国的制度霸权与国际经济机制——以国际货币基金组织为例

后冷战时代,美国逐渐从传统的权势霸权转向制度霸权.国际货币基金组织(IMF)作为掌管国际金融体系的重要国际经济机制,被纳入美国的制度霸权战略中.美国通过或正式或隐性的权力对IMF进行渗透,使之成为美国维持和巩固霸权地位的有力工具.     

Agricultural disaster payments in the southeastern US: do weather and climate variability matter?

Governments around the world are forced to react to disasters caused by weather. The agricultural sector is particularly susceptible to weather extremes and adverse climate conditions. In the US, agricultural disaster payments account for a significant part of total agricultural subsidies. The payments, and their distribution, are more important in the areas most affected by disastrous weather events, usually coinciding with areas of pronounced impact of the El Nino Southern Oscillation (ENSO). In this article, the impact of weather and climate, as well as some economic variables, on disaster payments is analysed using county level data from four states in the southeastern United States. The results suggest that weather and climate variables explain most of the crop disaster payments at the county level while socioeconomic variables do not, suggesting that advancements in weather and climate forecasts could be helpful in planning for disaster compensation.     

Estimating temporal trends in preferences measured by graded paired comparisons

A sizable marketing research literature on preference measurement, prediction, and explanation has thus far been more concerned with point estimates of preference than with consistent changes over time. Such temporal trends can be estimated using data collected from graded paired comparisons. An appropriate technique for deriving individual and group trend parameters is first described and then illustrated using data from an experiment dealing with aesthetic preferences. Suggestions are offered concerning its advantages and limitations for applications in marketing.     

Rental housing for a French taxpayer: are there tax arbitrage opportunities in the USA?

The aim of this paper is to identify tax arbitrage opportunities in the field of rental housing in France and the USA. We conducted tax simulations for investments made in the USA or France. We compared total net rental incomes, capital gains and present investment values based on different tax regimes. Our results show that rental housing in the USA under the Effectively Connected Income classification serves as the best option, as it generates the highest present investment value. We performed several robustness exercises and we showed that our results are strengthened in cases of stronger price appreciation in the USA than in France and in cases of high landlord tax brackets.     

美国预算过程及其对我国预算制度改革的启示

目前国内学者对预算过程的研究还没有足够的重视。中美两国的预算过程有着很大的差异,立法部门预算过程的差异尤为明显。通过对美国预算过程的分析,可以发现立法部门在美国预算过程中处于主导地位,预算过程的运行受到大量制度安排的控制。结合国情,我国应该通过制度建设与机构改革逐步完善立法部门的预算监控职能,并通过程序控制与法律手段保证立法部门的预算意志得以执行。     

Creating an Environment for Economic Growth: Creativity,Entrepreneurship or Human Capital?

Scholars and policymakers interested in the growth and prosperity of regions have long recognized that talent and knowledge are fundamental. Yet the question is what types of talent are needed in a growing twenty‐first‐century economy: human capital, creativity and innovation, or entrepreneurship? The latter we define broadly to include any type of risk taking, and not only radical innovation. The literature does not clearly point to one factor as being the most essential. This study assesses this question separately for rural and urban United States (US) counties. We find that human capital––measured by educational attainment––is considerably more conducive to employment growth than the share of creative occupations. Likewise, the share of small and medium businesses is also very conducive to local growth, although this does not apply to the self‐employment share. Rural and urban areas experience similar patterns, although the magnitude thereof tends to be larger for urban counties, whereas high‐technology employment share has had a positive effect in rural areas. Policy conclusions suggest that enhancing small business development and increasing educational attainment are the two strategies that are most likely to succeed.     

Urban Politics as the Unfolding of Social Relations in Place: The Case of Sexually Transmitted Disease Investigation in Mid‐Twentieth‐Century Gay Seattle

Recent debates in urban politics stress the need to broaden conceptions of what counts as urban politics, as well as of where they take place. This means shifting attention to include more quotidian and prosaic social relations, including those taking place in spaces of civil society. We answer this call with a case study of the relations between an emerging gay male community in mid‐twentieth‐century Seattle, USA and the local public health department’s disease investigators (DIs). We focus on both the biopolitics and cultural politics of the investigation process, from the perspectives of both DIs and gay men. We point out certain tensions and paradoxes in these processes as a form of governmentality, and interpret them through a ‘noir’ cultural lens that is consistent with a notion of urban politics as the unfolding of social relations in place. We conclude by stressing how our findings and framework can augment urban political inquiry both intellectually and empirically.     

Positive uncertainty: the benefit of the doubt in advertising

Positive uncertainty refers to uncertainty surrounding an anticipated positive outcome. It provides consumers with the opportunity to imagine and speculate on a product's or experience's potentially positive characteristics. Research has shown that when uncertainty is associated with something positive, consumers may prefer uncertainty to certainty. In a between-subjects experimental design with a large US (n = 446) and Japanese sample (n = 453), the present study demonstrates that positive uncertainty increases consumers’ positive feelings when they evaluate a product, particularly for high-involvement products that allow consumers to imagine and speculate about potentially positive product benefits. Unexpectedly, the study findings are consistent across the two different markets, which vary substantially in terms of consumers’ level of uncertainty avoidance. Specifically, results show that future-framed advertisements are effective in generating positive uncertainty and that positive uncertainty generates positive attitudes, both in countries scoring high (Japan) and low (USA) on uncertainty avoidance.     

Prices of deep discount bonds and the Revenue Act of 1978: An evaluation of market response

This article explores the market response of deep discount corporate bonds to the reduction in the capital gains tax rate incorporated into the Revenue Act of 1978. Such tax change should have increased the desirability of assets acquired for capital gains potential, such as deep discount bonds. Examining a time series of prices and returns for a sample of deep discount corporate bonds and a control group of comparable duration and credit risk corporate bonds selling at or near par did indeed provide evidence of a market price reaction. Moreover, the price changes for the deep discount bonds occurred well in advance of the implementation of the tax change.