The effects on stressful organizational conditions on salesperson work motivation

This paper examines how organizational stress may contribute to intrinsic and extrinsic dimensions of salesperson work motivation. Hypotheses generated on the basis of sales management and organizational stress literature are tested using data gathered from an insurance sales population. Results indicate that excessive role stress may produce a significant adverse impact on salespersons' intrinsic and extrinsic work motivation. Research findings are discussed from a managerial perspective. The author expresses his thanks to Thomas R. Wotruba of San Diego State University for his helpful comments on an earlier draft of this paper.     

Applying Tax Policy Models in Country Economic Work: Bangladesh, China, and India

Three examples from the World Bank's country economic work showhow models can complement general principles in guiding thedesign of a tax reform package. The Bangladesh model highlightsthe sensitivity of judgments about desirable tax bases to assumptionsabout the labor market and substitutability in production. TheChina model quantifies the losses from recommending a singlerate value added tax when prices are controlled and public capitalis freely provided to state enterprises. The India model showswhat fiscal adjustment is consistent with tariff reductionsundertaken to promote an outward-oriented development strategy.Most of the costs of constructing tax policy models are relatedto the need to establish a consistent data set and to calibratethe model in a way that allows its behavior to be consistentwith what good economic analysis would lead one to expect.     

An exploratory study of reverse causality relationships among sales force turnover variables

This paper explores the directions of causality between selected work-related variables and quitting intentions. Based on the premise that quitting intentions may stem from predispositions that affect work-related variables, longitudinal data collected from a direct sales population were analyzed. When compared with previous literature, the results show the existence of reverse causality, indicating that quitting intentions are more likely to effect the perceptions of such variables as organizational climate, job satisfaction, and organizational commitment. Hie received his Ph.D. from the University of Missouri. His current research interests involve sales force turnover and organizational stress. His research has appeared in theJournal of Marketing, Journal of Marketing Research, Journal of the Academy of Marketing Science, and others. He received his Ph.D. from the University of Wisconsin, Madison. He is the former editor of theJournal of Personal Selling & Sales Management. He serves on the editorial boards of theJournal of Marketing, Journal of the Academy of Marketing Science, andJournal of Personal Selling & Sales Management, and has authored numerous books and articles in professional journals.     

DEREGULATION AND THE VOLATILITY OF UK STOCK PRICES

This paper examines the behaviour of the UK stock market for significant changes in volatility over the four years surrounding Big Bang i.e. 27 October, 1986 when the market was substantially deregulated. The main findings are that after Big Bang but prior to Black Monday, the UK stock market was no more volatile than prior to Big Bang, but that after Black Monday, the UK market was more volatile than prior to Big Bang even after adjusting for increases in global volatility.     

Explaining the Rate Spread on Corporate Bonds

The purpose of this article is to explain the spread between rates on corporate and government bonds. We show that expected default accounts for a surprisingly small fraction of the premium in corporate rates over treasuries. While state taxes explain a substantial portion of the difference, the remaining portion of the spread is closely related to the factors that we commonly accept as explaining risk premiums for common stocks. Both our time series and cross-sectional tests support the existence of a risk premium on corporate bonds.     

Understanding consumers’ social networking site usage

Abstract

The purpose of this research is to examine consumer motivations to use social networking sites (SNSs) for three distinct activities: (1) general SNS usage, (2) the joining of a business’s SNS page and (3) clicking on an advertisement on a SNS. To assist with this exploration we draw upon the decomposed theory of planned behaviour as a theoretical lens and conduct a mixed-method study that utilises both an empirical investigation as well as qualitative focus group interviews in order to delve deeper into specific reasons why individuals engage in SNS activities. Results show that a number of antecedents such as attitude, compatibility, relative advantage, complexity, normative influences and self-efficacy come into play when determining SNS usage activities. However, specific antecedents may vary according to the explicit activity under investigation. This study’s main contribution involves advancing our understanding of consumer behaviour as it relates to SNS activities by examining not only antecedents to intention but also attitude, subjective norms and behavioural control. Other contributions include additional development of the SNS literature, integrating SNSs into a classical theoretical framework and providing valuable insights and implications for both practitioners and researchers alike.     

Mindfulness: Nurturing Global Mind‐set and Leadership

In this article, we attempt to explore global leadership and global mind‐set from the perspective of mindfulness. Through a synthesis of the literature on mindfulness and scholarship on global mind‐set and global leadership, this article explicates the importance of mindfulness in developing a global mind‐set and, thereby, acquiring global leadership competencies. Taking a task‐analytic approach to global leadership, we attempt to elaborate on how mindfulness can act as an important antecedent for global mind‐set and hence for global leadership. Implications for future research and managerial practice are highlighted. © 2015 Wiley Periodicals, Inc.     

Impact of peer influence and government support for successful adoption of technology for vocational education: A quantitative study using PLS-SEM technique

Quality & Quantity - Government of India (GOI) has introduced Vocational Education and Training (VET) program. Technology adoption along with peer influence and government support are perceived...