Why People Don't Ask: Understanding Initiation Behavior in International Negotiations

Negotiation is an interactive process that is important to all aspects of organizational success, a process that begins with communicating one's wants or needs. For many individuals, engaging others and asking for what one wants (i.e., initiating a negotiation) is a challenging task, made more difficult in an international context. Yet due to the integration of world markets, this is exactly the type of environment that many organizational representatives are facing with increasing regularity. This article offers an overview of the personal characteristics and situational factors that influence an individual initiating a negotiation (engaging a counterpart, making a request, and optimizing that request), with specific attention to seven cultural factors that must be understood to be most effective in international settings. The ways in which these cultural factors are likely to affect one's decision to engage a counterpart and style of delivery are illustrated for three countries: the United States, China, and Brazil. © 2012 Wiley Periodicals, Inc.     

Local trader profitability in futures markets: Liquidity and position taking profits

This study examines the profitability of local traders on floor‐traded futures markets. Using unique data from the period of floor trading on the Sydney Futures Exchange, local income is decomposed into liquidity and position‐taking profit components. Locals on the trading floor are found to make significant position‐taking profits. Moreover, the ability of locals on the floor to derive position‐taking profits is positively related to order‐flow related information, and negatively related to the presence of exogenous information, local liquidity profits and the length of a locals inventory cycle. Accordingly, this paper characterizes locals as active informed traders. © 2009 Wiley Periodicals, Inc. Jrl Fut Mark 30:1–24, 2010     

Purchasing Competence: A Stakeholder‐Based Framework for Chief Purchasing Officers

A specific research stream within the purchasing and supply management literature focuses on the development of purchasing competence frameworks. We apply stakeholder theory and multiple methods of data collection to develop and confirm a hierarchy‐specific purchasing competence management framework for Chief Purchasing Officers and validate it using confirmatory factor analysis on empirical data from 124 multinational companies. The results reveal a significant relationship between Chief Purchasing Officers purchasing management competence and different purchasing performance measures confirming the appropriateness of stakeholder theory for such a competence framework.     

Instructor quality affecting emergency medical technician (EMT) preparedness: a LEADS project*

This represents one of a series of studies of the Longitudinal Emergency Medical Technician Attributes and Demographics Study (LEADS) being undertaken by the National Registry of Emergency Medical Technicians and the National Highway Traffic Safety Administration (NHTSA). This secondary analysis of the LEADS database, which provides a representative sampling of EMTs throughout the United States, examines the effects of instructor quality on the level of preparedness of emergency medical technicians (EMTs). Results showed significant differences, based on instructor quality, in the ratings on ten dimensions of EMT preparedness for both EMT Basics and EMT Paramedics. Implications for HRD practitioners, adult educators and researchers are discussed.     

Why Any Seatbelt Mandate is an Infinitely Iterated Prisoner’s Dilemma: A Health Economics Perspective

Abstract

Among the most controversial of public health measures are those that restrict people’s freedom of choice presumably for the purpose of protecting their own health and safety. Mandatory use of automobile seatbelts can inspire allusions to the “tyranny of health” and the ‘health police.” This study revisits state seatbelt legislation, which is in force in all but one state of the USA. In modeling seatbelt mandates as indefinitely repeated Prisoner’s Dilemma (PD) games, the study qualifies and overcomes the limitations of conventional interest group and expressive voting theories. It indicates why and how utility-maximizing players, particularly carmakers, insurance companies, consumer advocates and regulators, may choose to cooperate, even in instances where mutual defection would bring each of them higher payoffs. The study suggests why state seatbelt mandates endure, despite ongoing concerns that they undermine individual autonomy or that their social costs outweigh the benefits of law-enforcement. The evolution and mediating effects of reputation and reciprocity in otherwise highly contestable healthcare decisions are consequently explored. Finally, the study identifies the implications of indefinitely repeated games on the continuing nature of strategic relationships and for mitigating conflict over traffic safety regulation, regardless of time and place.     

Mean reversion in annual earnings and its implications for security valuation

This article documents the long-horizon mean reverting character of annual earnings and tests the implications of such mean reversion for security valuation. First, both theory-based and nonparametric measures of earnings persistence decrease as the estimation order increases, revealing 40 percent less long-horizon persistence than expected under the commonly used random walk model. Second, the return responses to the earnings shocks are more closely related across firms to the higher-order measures of persistence that reflect significant long-horizon mean reversion. Third, the persistence measure derived from classical valuation theory outperforms the generic measure in explaining the return responses. Taken as a whole, these results provide evidence for significant mean reversion in the higher-order properties of earnings and for the stock market incorporating these properties in a manner consistent with classical valuation theory.     

Real Estate Returns: A Comparison with Other Investments

Real estate returns, measured unleveraged, have been between those of stocks and bonds over 1960–1982. Due to appraisal smoothing and imperfect marketability, one must be careful about directly comparing measured real estate returns with those on other assets. It is likely, however, that low correlations with stocks and bonds make real estate a diversification opportunity for traditional portfolio managers. In addition, the issue of how various assets are priced is addressed. While stocks are priced primarily on market or beta risk, and bonds are priced primarily on interest rate and default risk, the real estate pricing mechanism includes residual risk and non-risk factors such as taxes, marketability costs and information costs.     

Business Performance and Strategic New Product Development Activities: An Empirical Investigation

Despite the ongoing search for the so-called silver bullet that provides the ultimate competitive advantage, there is no roadmap showing the “right” way to perform new product development (NPD). What's more, it is highly unlikely that such a formula could be developed. Given the diversity of firms and industries as well as the complexity of the NPD process, no single set of NPD activities or steps can be defined that will be appropriate for all firms. However, Roger J. Calantone, Shawnee K. Vickery, and Cornelia Droge propose that it is possible to develop such a framework within the confines of a specific industry. They suggest that successful companies within an industry are likely to focus on certain essential NPD activities that allow them to achieve the best possible results within the constraints of their market. Their research is directed toward identifying the relationship between the performance of specific innovation-related activities and overall business performance in the furniture industry. This study also assesses the relationship between a firm's performance on an NPD activity and the importance assigned to that activity by the firm's chief executive officer (CEO). With the current emphasis on cross-functional teams, the study also seeks to determine whether performance on a given NPD activity is related to the assignment of responsibility for that activity. The following NPD activities were evaluated for their effect on corporate performance: customization, new product introduction, design innovation, product development cycle time, product technological innovation, product improvement, new product development, and original product development. Compared to their competitors, top performers consistently put more strategic emphasis on each of these activities. All of these activities have a strong positive influence on return on investment (ROI) and ROI growth. What's more, most of the activities also clearly relate to stronger market share, market share growth, return on sales (ROS), and ROS growth. The vision and focus on these essential NPD activities must begin with CEOs who recognize their strategic value. Such leaders will direct appropriate staff and technical resources toward performance of the necessary activities. They will also ensure that the organization is sufficiently flexible to accept the changes in responsibilities for coordination and leadership that are necessary during different stages in the NPD process. To gain the product flexibility necessary for competing in numerous market segments, top performers require greater input and leadership from design, engineering, and manufacturing.