Big Five personality traits and financial salesperson performance: An application of Chernoff faces

Identifying the personality traits of effective sales people has been a long-standing challenge to sales managers and researchers in a wide range of contexts from business-to-business, to retail and services. A definitive identification of the characteristics of the ideal salesperson remains elusive. We investigate the impact of the Big Five personality traits on the performance of salespersons in a large financial services organization, our purpose being to graphically illustrate how personality traits differ according to different levels of sales performance. We present the results graphically using Chernoff faces. The study demonstrates that this approach provides valuable insights to sales managers and has several possible applications in relation to financial salesperson performance management.     

The social media faces of major global financial service brands

With the advent of social media, brand management has become not only more difficult, but also increasingly critical to the credibility and reputation of firms. Moreover, consumer-generated content and its rapid diffusion takes control over advertising-intended messages away from brand managers. Financial services brand managers will not fully be able to control the destinies of their brands, but at the very least they need to be involved in the conversations that speak about their brand. This article suggests a powerful analytical tool Chernoff Faces, which can add to financial service brand managers’ arsenal.     

Correlates of creative behaviour: the role of leadership and personal factors

An organizational field study was conducted to test the relationship between subordinate openness to experience, supervisor charismatic leadership, and creative behaviour. Data were collected from 167 employee‐supervisor pairs of a manufacturing company that produces advertising specialty products. Charismatic leadership related positively to subordinates' creative behaviour only for subordinates low in openness to experience and not for their high openness to experience counterparts. Implications for theory and practice are discussed. Copyright © 2010 ASAC. Published by John Wiley & Sons, Ltd.     

Practising Applied Ethics with philosophical integrity: the case of Business Ethics

The unprecedented growth and demand for Applied Ethics (Business Ethics, Medical Ethics, Information Ethics, Engineering Ethics, etc.) since the last quarter of the previous century, has opened up a range of new opportunities for the discipline of Philosophy. While these new opportunities have been enthusiastically seized upon by some philosophers, others have frowned upon them or rejected them outright. In order to make sense of this demand for Applied Ethics training, I will first explore in general why this demand for Applied Ethics developed. I will then use the example of Business Ethics to demonstrate and discuss some of the suspicions contemplated by philosophers who regard Applied Ethics as a dangerous and deceitful temptation that potentially can corrupt Philosophy, and that philosophers should at best avoid or at least be very careful of. I will assess the legitimacy and seriousness of these concerns and objections with regard to Business Ethics and then outline an Aristotelian approach to Business Ethics that I believe can be practised with philosophical integrity.     

Weak Links in the Chain II: A Prescription for Health Policy in Poor Countries

In an earlier article, the authors outline some reasons forthe disappointingly small effects of primary health care programsand identified two weak links standing between spending andincreased health care. The first was the inability to translatepublic expenditure on health care into real services due toinherent difficulties of monitoring and controlling the behaviorof public employees. The second was the "crowding out" of privatemarkets for health care, markets that exist predominantly atthe primary health care level. This article presents an approach to public policy in healththat comes directly from the literature on public economics.It identifies two characteristic market failures in health.The first is the existence of large externalities in the controlof many infectious diseases that are mostly addressed by standardpublic health interventions. The second is the widespread breakdownof insurance markets that leave people exposed to catastrophicfinancial losses. Other essential considerations in settingpriorities in health are the degree to which policies addresspoverty and inequality and the practicality of implementingpolicies given limited administrative capacities. Prioritiesbased on these criteria tend to differ substantially from thosecommonly prescribed by the international community.      

DOES INDONESIA HAVE A 'LOW PAY' CIVIL SERVICE?

Government officials and policy analysts maintain that Indonesia's civil servants are poorly paid, and have been for decades, a conclusion that is supported by anecdotal evidence and casual empiricism. In this paper, the relationship between government and private compensation levels is systematically analysed using evidence from two large household data sets, the 1998 Sakernas and the 1999 Susenas. The results suggest that government workers with a high school education or less, representing three-quarters of the civil service, earn a pay premium over their private sector counterparts. Civil servants with more than a high school education earn less than they would in the private sector but, on average, the premium is far smaller than is commonly alleged, and is in keeping with public/private differentials in other countries. The results prove robust to varying econometric specifications and cast doubt on the proposition that low pay is an explanation for government corruption.     

Impacts of new universities on hosting cities and the implications for Kimberley,Northern Cape,South Africa

This research investigated the impact of the establishment of a new university on hosting cities by reviewing the literature on such impacts. The aim of the article is to establish the likely impact of a new university (Sol Plaatjie University) to be established in the city of Kimberley during 2014. The study found that generally a university could impact its hosting city in terms of its local economy, employment, human capital, social character and real-estate market. Given the current characteristics and demographic profile of Kimberley, it is likely that positive impacts of a new university in Kimberley would include increased spending capacity in the local economy and short-term employment gains during construction of the university infrastructure. The proposed university could, however, exacerbate the existing pressure on the rental market in Kimberley and encourage the out-migration of specific skilled professionals. The research concludes with a number of steps to be taken by a hosting city that could contribute to strengthening a university's role as an anchor for urban development.     

Does more cash in conditional cash transfer programs always lead to larger impacts on school attendance?

There is considerable evidence that conditional cash transfer (CCT) programs can have large impacts on school enrollment, including in very poor countries. However, little is known about what features of program design account for the observed outcomes. In this paper we analyze the impact of a program in Cambodia that made payments of varying magnitude to otherwise comparable households. The identification is based on a sharp regression discontinuity design. We find that a modest cash transfer, equivalent to approximately 2% of the consumption of the median recipient household, had a substantial impact on school attendance, approximately 25 percentage points. A somewhat larger transfer did not raise attendance rates above this level.     

Capital markets' assessment of airline restructuring following deregulation

The Airline Deregulation Act of 1978 propelled the industry into a constant state of change, even turmoil, that prevails 14 years later. The purpose of this paper is to examine the capital markets' reactions to the dramatic restructuring of the airline industry. The results of an event study of 24 merger announcements indicates that stockholders of target firms experience positive abnormal returns of 14.5% over a three-day period around the merger announcement date. Bidding firms experience a 3.7% increase over the same time window. Clearly, the capital markets viewed this restructuring of the industry as positive.     

THE DIFFERENTIAL EFFECTS OF DEREGULATION ON SAVINGS AND LOAN ASSOCIATIONS AND BANKS

The passage of the Garn-St Germain Depository Institutions Act of 1982 was a legislative response to the plight of the thrift industry. The Act broadened the asset/liability powers of thrifts and granted regulators emergency authority to aid failing institutions. In this paper we analyze the effect of the Act on the market returns of large S&Ls and banks using a two-factor estimating procedure. Single-factor models of depository institutions' returns produce biased estimates and confound the Act's interpretation. Explicit treatment of the event/risk interaction is necessary to avoid ambiguities in the interpretation of the Act's effect on the returns of depository institutions. It is difficult to use capital market data to pinpoint the effect of information flows on complex regulatory changes.