Advance selling of new products to strategic consumers on flash sale platforms*

Flash sale (FS) is a new business model that offers discounted products in limited numbers over a short period. In this paper we discuss the impact of strategic consumers on advance selling (AS) of new products on FS platforms. We first study the impact of strategic consumers on competing retailers adopting AS to sell a homogeneous new product. And find that the retailers’ AS profits and inventory quantities decrease with the strategic customers’ valuation and valuation decreasing rate. Then we analyse whether FS can mitigate the impact of strategic customers on retailers adopting AS for new products. We consider a newsvendor model involving only one retailer adopting AS to sell a new product. We derive the results by comparing this model with two counterpart models, namely the classical newsvendor model with no strategic customers and a newsvendor model with strategic customers where the retailer does not use FS under AS.     

Online marketing: When to offer a refund for advanced sales

Advance selling is a marketing strategy commonly used by online retailers to increase sales by exploiting consumer valuation uncertainty. Recently, some online retailers have started to allow refunds on products sold in advance. On the one hand this reduces the net advance sales, but on the other hand it allows a higher advance sales price. This research is the first to explore the overall effect of allowing a refund on profits from advance sales, identifying conditions where advance selling with or without refunds (or no advance selling at all) is best. We analytically compare the profits of three advance selling strategies: none, without refund, and with refund. We show that selling in advance and allowing a refund is optimal for products with a relatively small profit margin and small strategic market size, and that the added profit can be considerable. Our results guide managers in selecting the right advance selling strategy. To facilitate this, we graphically display, based on the two dimensions of regular profit margin and strategic market size, under what conditions the different strategies are optimal.     

地利共享:土地财政的制度合法性

土地财政作为地方政府财政收入的重要来源,成为地方政府提供基础设施建设和社会公共服务的物质基础。在城市化的快速发展中,土地财政成为必不可少的动力。随着城市化进程的加速,土地管理法的修订,土地财政的合法性颇受争议。从合法性的制度视角看,地利共享是土地制度合法性源泉,体现在规制性、规范性和认知性三方面。但是,土地财政的地利共享合法性也面临着规制上的多变和复杂,规范上的迷离和离散,认知上的背离与缺失三方面的危机。化解土地财政的合法性危机,需要对土地财政地利共享的合法性进行重塑:规制层面上,完善土地管理法律体系,坚持土地使用的宪法底线;规范层面上,坚持土地改革的局部试点,谨慎推行全局式的土地改革策略;认知层面上,完善土地财政使用渠道,探索更加多样的土地增值分配方式。     

Effect of the ban on short selling on market prices and volatility

We examine the effects of the short‐selling ban, imposed by Australian regulators in the wake of the global financial crisis, on the trading of financial stocks. Our findings argue against commonly stated reasons for imposing short‐sale bans. We find no evidence that short‐sale restrictions provide support for stock prices or that they reduce volatility. Moreover, stocks subject to the short‐selling ban suffered a severe degradation in market quality. Controlling for the adverse effects of the financial crisis on markets, we show that short‐selling restrictions increase intraday volatility, reduce trading activity and increase bid–ask spreads.     

短波跳频电台的发展趋势

本文根据短波跳频电台的发展趋势，重点分析了研制短波数字跳频电台所涉及的若干关键技术问题。     

Impact of short selling activity on market dynamics: Evidence from an emerging market

With unique daily short sale data of Borsa Istanbul (stock exchange of Turkey), we investigate the dynamic relationship between short selling activity and volatility, liquidity and market return from January 2005 to December 2012 using a VAR(p)-cDCC-FIEGARCH(1,d,1) approach. Our findings suggest that short sellers are contrarian traders and contribute to efficient stock market in Turkey. We also show that increased short selling activity is associated with higher liquidity and decreased volatility. However this relation weakens during the financial turmoil of 2008. Our results indicate that any ban on short sales may be detrimental for financial stability and market quality in Turkey.     

On the economic and social benefits of direct selling

The labor market has long included individuals seeking nonemployee, alternative work arrangements. Now, alternative work arrangements such as freelancing, independent contracting, and temporary contracts have entered the lexicon through the following terminology: the gig economy, the sharing economy, the YouEconomy, agile workforce, and contingent workers. There are currently an estimated 18.6 million independent contractors engaged in direct selling. This article reports the first attempt to empirically investigate and document both the economic and social impacts of direct selling in the U.S. Our findings suggest that direct selling has a consequential impact on the U.S. economy and that the direct selling experience fosters a variety of skills that benefit professional activities as well as the personal lives of millions of independent workers.     

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.