Steering the Sales Force for New Product Selling: Why Is it Different,and How Can Firms Motivate Different Sales Reps?

This study investigates how to direct and assemble the sales force for new product selling. In a first step, the authors draw on self‐determination theory to explore and empirically test a threefold conceptualization of motivation. Results provide insights into why sales force steering works differently in the new product selling context. Specifically, results show that for new products’ financial performance, internalized new product selling motivation is more important than intrinsic and controlled motivation. In a second step, the authors show how firms can motivate different sales reps to achieve higher financial performance of new products. In doing so, they examine the interaction effects of sales reps’ predispositions and widespread firm‐steering instruments on new products’ financial performance. Results reveal that the new product sales orientation of the bonus strengthens the positive relationship between sales reps’ performance predisposition and new product financial performance but weakens the relationship between sales reps’ learning predisposition and financial new product performance. Moreover, results reveal that the new product sales orientation of the periodic review strengthens the positive relationship between sales reps’ learning predisposition and financial new product performance. A post hoc analysis shows that a differentiated steering approach that matches appropriate steering instruments with sales reps’ varying predispositions substantially enhances reps’ financial new product performance.     

稻鳅共生种养模式试验研究

[目的]稻鳅共生是典型的稻田综合利用模式,符合生态农业发展方向。通过对稻鳅共生生态系统的生理生态学机制开展试验研究,为进一步推广稻鳅共生种养模式提供科学依据。[方法]采用田间试验方法,以水稻单作为对照,研究了不同泥鳅养殖密度下的稻鳅共生对水稻农艺性状、土壤理化性质、水稻产量构成的影响,并对稻鳅共生种养模式进行了经济效益分析。[结果]与对照处理相比,水稻长势在株高、有效分蘖率、根长等方面有一定提高。养殖田水稻株高增高了3%,有效分蘖率提高了8%~11%,根长提高了8.8%~31.3%。在土壤理化性质方面,与对照相比,土壤容重降低了7.1%~21.2%,孔隙度增加了4.1%~14.7%。实验前后养殖田内土壤有机质增加了3.5%~26.5%,对照田降低了2.5%~5.8%。土壤肥力(氮、磷、钾)减少,但减少幅度小于对照处理。稻鳅共生种养模式下水稻产量提高了5%~25%,同时稻田增收泥鳅1 725~3 375kg/hm2,净收入为1.836 0万~2.307 0万元/hm2,经济效益提高了3.65~4.84倍。稻鳅共生种养模式中泥鳅的养殖密度为30万尾/hm2时稻田的生态效益和经济效益最佳。[结论]稻鳅共生有效改善了土壤理化性质,促进了水稻的生长,提高了稻田产量和产值。     

通胀目标制与汇率目标制不能共存吗

基于汇率传递的风险溢价渠道，本文将我国利率调控通胀、外汇储备对冲干预汇率纳入新凯恩斯政策模型，构建双目标双工具政策分析框架，比较泰勒规则与双目标双工具规则下通胀目标与汇率目标共存的经济机制与效应。本文模拟显示：（1）双目标双工具政策框架下通胀目标与汇率目标能够共存，此时通过影响汇率风险溢价来盯住汇率不影响通胀；而单工具政策下两目标无法共存，此时降低国内资产的收益率盯住汇率会刺激居民的消费行为引起通胀。（2）国际资本冲击下，双目标双工具政策在固定汇率的同时能保证经济稳定；而当贸易条件恶化时，选择完全浮动汇率制度最优。央行政策损失分析进一步验证了以上结论。（3）随着金融市场化改革深入，外汇储备稳定汇率的有效性将下降，冲销成本会大幅提升。资本账户开放下，双目标双工具政策仍是央行抵御外部资本冲击的首选政策；但是汇率市场化后，通胀目标制与双目标双工具政策效果基本无差异。本文结论的启示是：面对国际资本，需必要的汇率管制；但是面对贸易冲击，可适度提升汇率弹性来减少冲击对产出和通胀的影响。     

海南省旅游业发展对经济增长的拉动效应研究

[目的]海南当前处于国际旅游岛建设和全面建成小康社会的关键时期,旅游业作为海南省的主导产业对海南经济发展的支撑作用显著增强,在此形势下,分析旅游业发展对海南经济增长的拉动效应,有利于为进一步提升旅游业对海南区域经济发展的影响,促进区域经济发展和经济结构转型,提出科学可行的对策和建议。[方法]文章从时间和空间两个维度,运用旅游业依存度、贡献率和拉动率3个指标,以旅游收入与地区生产总值等统计指标为基础,探讨了海南省旅游业对经济增长的拉动效应。[结果]从时间维度来看,海南省旅游业对地区经济增长的拉动作用进一步加大;从空间维度来看,海南省旅游业的拉动效应并不突出;从市(县)域维度来看,海南省各市(县)旅游业对经济增长拉动效应存在空间差异,东部地区拉动效应持续增长,中部地区增长势头迅猛,北部地区增长缓慢。[结论]不断完善海南旅游基础设施与管理体系;要不断细分和规范旅游产品,提升旅游产品的吸引力和复购率,完善营销及咨询服务体系;注意与其他产业的协调发展,加强与周边省份的交流与合作,省内要因地制宜,挖掘各地旅游业发展特色,推动各市(县)均衡发展,以进一步加强海南省旅游支柱产业的作用,并快速实现区域经济跨越式发展。     

Inflation,real economic growth and unemployment expectations: an empirical analysis based on the ECB survey of professional forecasters

Expectations are at the centre of modern macroeconomic theory and policymakers. In this article, we examine the predictive ability and the consistency properties of macroeconomic expectations using data of the European Central Bank (ECB) Survey of Professional Forecasters (SPF). In particular, we provide evidence on the properties of forecasts for three key macroeconomic variables: the inflation rate, the growth rate of real gross domestic product and the unemployment rate.     

区域经济发展不平衡与土地违法：基于地方政府经济增长激励的视角

研究目的:探究地方政府经济增长激励背景下,区域经济发展不平衡对土地违法行为的影响。研究方法:基于经济和社会科学领域有关发展不平衡及其影响效应的理论观点,结合中国特定的地方政府经济增长激励机制,以及土地利用与管理实际,探讨区域经济发展不平衡对土地违法行为的影响机理,并通过构建计量经济模型进行相应的实证检验。研究结果:区域内部经济发展差异的扩大确实会导致更多土地违法案件的产生和违法用地规模的增加;另外,在不同经济发展地区,区域内部经济发展差异变化对土地违法的具体影响有所不同。发达地区内部经济发展差异的扩大对土地违法的影响主要表现在违法面积上,而欠发达地区内部经济发展差异的扩大对土地违法的影响则主要表现在违法案件数上。研究结论:区域经济发展不平衡是导致土地违法行为的重要因素之一,促进和实现地区间的均衡发展有助于减少土地违法现象。     

The effect of a tax training program on tax compliance and business outcomes of starting entrepreneurs: Evidence from a field experiment

This paper estimates the long-term impact of a short, partly personalized, mandatory tax training program on tax compliance and business outcomes of first-time entrepreneurs. To this end, we combine survey data, audit data and unique register data from the Netherlands' Tax and Customs Administration with a three year long randomized experiment. The results show that the training affects specific domains of tax compliant behavior. Moreover, it has no impact on business survival, but treated entrepreneurs have significantly higher profits compared to the control group due to lower business costs. These outcomes are partially supportive of our hypotheses developed from theories on tax compliance and mental accounting.     

Cost comparison of continued anticoagulation with rivaroxaban versus placebo based on the 1-year EINSTEIN-Extension trial efficacy and safety results

Aims: The EINSTEIN-Extension trial (EINSTEIN-EXT) found that continued treatment with rivaroxaban for an additional 6 or 12 months (vs placebo) after 6–12 months of initial anticoagulation significantly reduced the risk of recurrent venous thromboembolism (VTE) with a small non-significant increased risk of major bleeding (none fatal or in critical site). This study aimed to compare total healthcare cost between rivaroxaban and placebo, based on the EINSTEIN-EXT event rates.

Methods: Total healthcare cost was calculated as the sum of treatment and clinical event costs from a US managed care perspective. Treatment duration and event rates were obtained from the EINSTEIN-EXT study. Adjustment on treatment duration was made by assuming a 10% non-adherence rate. Drug costs were based on wholesale acquisition costs. Cost estimates for clinical events (i.e. recurrent deep vein thrombosis [DVT], recurrent pulmonary embolism, major bleeding, clinically relevant non-major bleeding) were determined from the literature. Results were examined over a ±20% range of each cost component and over 95% confidence intervals (CIs) of event rate differences in deterministic (one-way) and probabilistic sensitivity analyses (PSA).

Results: Total healthcare cost was $1,454 lower for rivaroxaban-treated (vs placebo-treated) patients in the base-case, with a lower clinical event cost fully offsetting drug cost. The cost savings of recurrent DVT alone (–$3,102) was greater than drug cost ($2,723). Total healthcare cost remained lower for rivaroxaban in the majority (73%) of PSA (cost difference [95% CI]?=?–$1,454 [–$2,396, $1,231]).

Limitations: This study was conducted over the 1-year observation period of the EINSTEIN-EXT trial, which limited “real-world” applicability and examination of long-term economic impact. Assumptions on drug and clinical event costs were US-based and, thus, not applicable to other healthcare systems.

Conclusions: Total healthcare costs were estimated to be lower for patients continuing rivaroxaban therapy compared to those receiving placebo in VTE patients who had completed 6–12 months of VTE treatment.     

The Resource Curse Hypothesis: Dynamic Heterogeneous Approach

Natural resources influence economic performance through many different mechanisms, both beneficial and harmful. Some of these mechanisms tend to set in fast while others are rather slow. This suggests that pooling the long- and short-run effect as typical in the resource empirical literature may lead to incorrect inferences. This article provides an evaluation of the income contribution of natural resources using a panel cointegration approach that allows for short-run dynamic heterogeneity while imposing the restriction of long-run homogeneity. It finds, in a sample of developing countries over the period 1990–2012, that natural resources are a curse in the long run. The evidence is robust to alternative dynamic specifications, different measures and types of natural resource wealth, and controlling for regional effects.     

Higher Intensity,Higher Profit? Empirical Evidence from Dairy Farming in New Zealand

Over the last two decades there have been significant and well‐documented changes in the nature and structure of New Zealand dairy production. One particular feature has been a marked shift in the ‘input intensity’ of dairy farming systems through increased use of supplementary feed. These changes have generated debate about the impact of dairy farm intensity on the performance of farm businesses and the competitiveness of the New Zealand dairy sector. Using a novel econometric approach, we assess statistically the impact of three types of dairy farming systems on milk production and financial performance, using farm business data provided by DairyBase^®. Our empirical results show that higher input systems perform significantly better physically than lower input systems, but not financially. The disaggregated analysis suggests that the average treatment effects differ by region and performance quantiles.