The Empire Strikes Back: Digital Control of Unfair Terms of Online Services

The authors argue that it is possible to partly automate the process of abstract control of fairness of clauses in online consumer contracts. The authors present a theoretical and empirical argument for this claim, including a brief presentation of the software they have designed. This type of automation would not replace human lawyers but would assist them and make their work more effective and efficient. Policy makers should direct their attention to the potential of using algorithmic techniques in enforcing the law regarding unfair contractual terms, and to facilitating research on and ultimately implementing such technologies.     

Good practices on cost – effective road infrastructure safety investments

The paper presents the findings of a research project aiming to quantify and subsequently classify several infrastructure-related road safety measures, based on the international experience attained through extensive and selected literature review and additionally on a full consultation process including questionnaire surveys addressed to experts and relevant workshops. Initially, a review of selected research reports was carried out and an exhaustive list of road safety infrastructure investments covering all types of infrastructure was compiled. Individual investments were classified according to the infrastructure investment area and the type of investment and were thereafter analysed on the basis of key safety components. These investments were subsequently ranked in relation to their safety effects and implementation costs and on the basis of this ranking, a set of five most promising investments was selected for an in-depth analysis. The results suggest that the overall cost effectiveness of a road safety infrastructure investment is not always in direct correlation with the safety effect and is recommended that cost–benefit ratios and safety effects are always examined in conjunction with each other in order to identify the optimum solution for a specific road safety problem in specific conditions and with specific objectives.     

The influence of formal and informal sales controls on customer-directed selling behaviors and sales unit effectiveness

Adaptive selling (AS) and customer-oriented selling (COS) constitute two key customer-directed selling behaviors for the success of the modern sales force. However, knowledge regarding the organizational factors that can induce salespeople to engage in those behaviors is strikingly limited. Against this background, we develop a comprehensive model that delineates the influences of formal and informal sales controls on AS and COS and, through them, on sales unit effectiveness. Based on a sample of sales managers in a major European Union country, we present new evidence that (a) formal and informal sales controls exert differential impact on salespeople's AS and COS behaviors; (b) AS directly and positively influences sales unit effectiveness; (c) COS affects sales unit effectiveness only indirectly, i.e. by fostering AS; and (d) outcome and cultural controls directly improve sales unit effectiveness. We conclude with a discussion of our findings for academics and practitioners.     

Experience from a multivenue program to increase the use of car restraints in Greece

Objectives To evaluate a multivenue educational campaign aimed at increasing the use of car restraints in Greater Athens, Greece. Methods From October 1997 to June 1998, the campaign was implemented by a road safety coalition comprising 50 governmental and non-governmental organizations, while during the same period, seat belt law enforcement was not intensified. A pre-intervention survey was conducted in the summer of 1996 among the occupants of 1400 passenger cars and a post-intervention survey was carried out in the summer of 1998 (2250 cars). Both surveys followed the same protocol, focusing on the availability and use of seat belts. The data from the two surveys were modeled through multiple logistic regression. Results The odds ratio of seat belt use was significantly higher in 1998 than in 1996 (1.8 with 95% confidence interval = 1.5-2.1). Improvement was evident in highway traffic and among 25-64 year-old car occupants, but it was minimal among rear seat passengers, younger occupants, and in low-speed city and suburban traffic. There is evidence from the 1998 surveys that among front seat occupants, those travelling in larger engine capacity cars, frequently equipped with airbags, were less likely to use seat belts, whereas seat belting was more frequent among occupants of newer car models. Conclusion An education and information campaign in a Southern European country resulted in increased prevalence of seat belt use. A more intensive and sustained effort is required, however, to increase seat belt use in low-speed traffic and among rear seat occupants.     

Government solvency and financial markets: Dynamic panel estimates for the European Monetary Union

We assess government solvency in the European Monetary Union (EMU), controlling for the interaction of fiscal policy with financial markets. We find a positive interaction, reflecting market-based pressures for fiscal improvement, and significant debt stabilization efforts, weakened in the post-EMU era.     

Selling and sales management: An introduction to the special section and recommendations on advancing the sales research agenda

Effectively managing the sales function is a prerequisite for success in business markets. Thus, practitioners are increasingly interested in improving the performance of their sales function. However, there is evidence pinpointing that academic research in the area may be experiencing a decline in its status among other subject areas in the marketing discipline. Fortunately, advances in the field of selling and sales management as reflected in the organization of specialized conferences/meetings and the development of special journal issues hold the promise of enhancing the status of sales within marketing academia. Following this stream of activities, this IMM special section on “Selling & Sales Management” aims at stimulating the level of discourse regarding how research in our field can be advanced. The present article introduces the special section; next, it summarizes the articles comprising the special section; and, finally, it concludes with some thoughts on fruitful research opportunities in the sales area.     

Monetary and banking policy transmission through interest rates: an empirical application to the USA,Canada, the UK and the Eurozone

The main purpose of this paper is an examination of the pass‐through interest rate transmission from the wholesale rates (central bank and/or money market rates) to the retail rates (deposit and lending rates) of the banking system. Knowledge of the transmission substantially helps us to calculate the pass‐through interest rate margin or mark‐up in the banking systems under examination (USA, Canada, the UK and the Eurozone). The selection of the wholesale interest rate is also an important part of this pass‐through transmission framework because it is related to the money supply process and therefore the central bank's policy capabilities. In the empirical part, a Johansen (1988) cointegration based error‐correction procedure (ECM‐GE) is implemented for the wholesale interest rate selection. Then an LSE–Hendry general‐to‐specific model (GETS) is applied, for the revelation of the banking sector pass‐through interest rate behaviour. In the empirical part, on the issue of the wholesale interest rate selection, the USA and the Eurozone seem to favour the Money Market rate while the UK and Canada favour the central bank policy rate. The results indicate two types of interest rate pass‐through behaviour, with market structure implication – namely, the US and UK banking systems contrasted with Canada–Eurozone.     

Cross-Sectional Evolution of the U.S. City Size Distribution

We report nonparametrically estimated stochastic transition kernels for the evolution of the distribution of U.S. metropolitan area populations, for the period 1900 to 1990. These suggest a fair amount of uniformity in the patterns of mobility during the study period. The distribution of city size is predominantly characterised by persistence. Additional kernel estimates do not reveal any stark differences in intra-region mobility patterns. We characterise the nature of intra-size distribution dynamics by means of measures that do not require discretisation of the city size distribution. We employ these measures to study the degree of mobility within the U.S. city size distribution and, separately, within regional and urban subsystems. We find that different regions show different degrees of intra-distribution mobility. Second-tier cities show more mobility than top-tier cities.