Behaviour‐Based and Outcome‐Based Control Systems: A Meta‐Analytic Study

Sales control systems are instruments used by firms to improve performance and other organizational outcomes. To understand their antecedents and consequences, this paper conducts a meta‐analysis based on 104 studies. The results showed significant relationships between behaviour‐ and outcome‐based control systems and the complexity of the products, bonuses, financial performance, sales innovation, organizational support and satisfaction with supervisors. The outcomes revealed that behaviour‐based control systems were the most effective mechanism in turbulent markets and for determining financial performance. However, outcome‐based control systems were the most efficient instrument for complex products.     

Auctions for Universal Service Subsidies

The Telecommunications Act of 1996 requires that telephone service be available in high-cost areas at rates that are affordable and reasonably comparable to those charged in low-cost areas. It also requires that carriers serving high-cost areas at below-cost rates be compensated with explicit and sufficient subsidies. This paper analyzes an auction mechanism for the allocation of such subsidies. It shows that in a wide range of circumstances auctions are more efficient than traditional subsidy schemes. It also shows, however, that auction designs aimed at stimulating competition among several subsidized carriers may be particularly vulnerable to collusion.     

The Moderating Role of Involvement on the Overchoice Effect in Retail Decision Making

We tested the overchoice effect hypothesis. In the experiments, we manipulated the options in three levels and assessed their impact on the dependent variables. In study 1, we presented 11 vs. 7 vs. 5 drink options to consumers. In study 2, we presented 50 vs. 40 vs. 30 pizza menu options. In Study 3, we presented 16 vs. 12 vs. 8 gum options. The results did not show a main effect of overchoice on the dependent variable, rejecting the overchoice theory. However, the findings supported null empirical finding in the 2010 Scheibehenne, B., Greifeneder, R., & Todd, P. M. (2010). Can there ever be too many options? A meta-analytic review of choice overload. Journal of Consumer Research, 37(2), 135–142. https://doi.org/10.1086/651235  [Google Scholar] meta-analytic study by Scheibehenne, Greifeneder, and Todd. In addition, this article found support for an interactive effect of involvement with the overchoice condition.     

The interactive effects of goal orientation and leadership style on sales performance

The authors develop and test a model depicting the moderating effects of different types of manager leadership styles on the relationship between salesperson goal orientations (i.e., performance orientation and learning orientation) and performance. The two surveys were set in retail work contexts in Brazil. Results from a multi-level hierarchical analysis demonstrate that (i) transactional leadership strengthens the positive link between learning orientation and sales performance, whereas (ii) transformational leadership weakens the positive association between learning orientation and performance. Our argument for the positive moderating effect of transactional leadership is built upon the path-goal theory and contingent reward mechanism. The justification for the negative effect of transformational leadership involves the follower-dependency logic and overdependence on supervisory cues.     

Injury rates and risk-factors associated with eventing: a total cohort study of injury events among adult Swedish eventing athletes

The aim of this study was to examine injury events and risk-factors among Swedish adult eventing athletes. A cross-sectional study design with retrospective recording of 1-year sports-specific exposure and injury data was used. The invited study population consisted of all members of the Swedish Equestrian Federation with eventing as their primary discipline (n = 513). The participation rate was 70.0%. The total 1-year injury prevalence was 26.6%; the specific 1-year prevalence of traumatic injury was 19.3% and of overuse injury 10.9%. The incidence of traumatic injury events was 0.54 injury events/1000 eventing hours (95% confidence interval (CI), 0.35-0.73 injury events/1000 eventing hours) for novices and 0.35 injury events/1000 eventing hours for qualified riders (95% CI, 0.21-0.49 injury events/1000 eventing hours). A total of 27.9% of the traumatic injury events led to severe injuries (causing more than 3 weeks absence from riding). Attitude to risk-taking was the only factor predicting an athlete becoming injured (p = 0.023), and qualification level was the only risk factor for additional injuries among injured riders (p = 0.003). Our results suggest that injury prevention programs in eventing should also give attention to overuse injuries and that care should be taken when eventing athletes are licensed into higher qualification groups.     

Meta-Analysis of the Long- and Short-Term Effects of Sales Promotions on Consumer Behavior

ABSTRACT

This article presents a meta-analysis aiming to assess the short- and long-term effects of sales promotions on consumer behavior. We found 221 studies addressing this relationship. Our final sample provided 139 observations. First, the results revealed a significant relationship between sales promotion and both purchase intentions and sales volume. Second, we identified significant and positive connections with brand loyalty, perceptions of quality, consumer attitudes, and switching costs for consumers. Third, we noted that the sample type, the number of promoted products and sample size partially moderated the relationship between sales promotion and short/long-term effects.     

Behavioural responses to service encounter involving failure and recovery: the influence of contextual factors

This study investigates two features of customer satisfaction within the context of service failure and recovery: (i) the effect of perceived justice on customer satisfaction and (ii) the effect of customer satisfaction on repurchase intentions, negative word-of-mouth, and intention to complain. The study takes into account the influence of important contextual factors, including severity of failure, recovery responsiveness, attitude toward complaining, switching cost, and the relationship level. Based on a survey of 556 customers with complaints in Brazil, the results supported the influence of perceived justice on satisfaction and of satisfaction on behavioural responses. Specifically, findings revealed that perceived failure severity, attitude toward complaining, and switching costs were the more relevant contextual factors, as these were significantly associated with satisfaction, intention to complain, and negative word-of-mouth.     

Sensitivity Analysis of an Efficient DMU in DEA Model with Variable Returns to Scale (VRS)

In this paper we consider the Variable Returns to Scale (VRS) Data Envelopment Analysis (DEA) model. In a DEA model each Decision Making Unit (DMU) is classified either as efficient or inefficient. Changes in inputs or outputs of any DMU can alter its classification, i.e. an efficient DMU can become inefficient and vice versa. The goal of this paper is to assess changes in inputs and outputs of an extreme efficient DMU that will not alter its efficiency status, thus obtaining the region of efficiency for that DMU. Namely, a DMU will remain efficient if and only if after applying changes this DMU stays in that region. The representation of this region is done using an iterative procedure. In the first step an extended DEA model, whereby a DMU under evaluation is excluded from the reference set, is used. In the iterative part of the procedure, by using the obtained optimal simplex tableau we apply parametric programming, thus moving from one facet to the adjacent one. At the end of the procedure we obtain the complete region of efficiency for a DMU under consideration.     

Life insurance demand and borrowing constraints

The literature devoted limited attention to exploring the relationship between financial development and life insurance demand. Financial development supports life insurance supply by providing confidence in the financial system, more efficient payment systems, and higher availability of financial instruments. However, financial development reduces households' needs to save by relaxing borrowing constraints, indirectly affecting life insurance demand. We contribute by providing a demand‐driven explanation of the negative consequences of financial development on life insurance development. We find that more credit‐constrained countries have higher life insurance penetration on average. Indirectly, the role of borrowing constraints signifies the importance of life insurance policies as a financing tool in case of the realization of various background risks. This study integrates the knowledge from life insurance theory, life insurance lapse, policy loans demand, and saving under liquidity constraints literature and produces implications for researchers, policymakers, and life insurers.