Third‐person perception and purchase behavior in response to various selling methods

Two studies investigated whether various tactics of personal selling that generate different levels of resistance also produce different degrees of third‐person perceptions. Furthermore, the studies compared third‐person perceptions to the actual influence on behavior. Study 1 showed that more direct and blatant selling methods produce more TPP. Study 2 showed that people tend to underestimate the influence of the more direct method, especially with regard to themselves. The study concludes by identifying the ideal selling method as one in which the customers are asked about their willingness to listen to the sales campaign before they are told about it. This method increases sales and creates satisfied customers. © 2009 Wiley Periodicals, Inc.     

Estimating the term structures of corporate debt

This paper investigates the corporate bond market by estimating monthly interest rate term structures for investment grade credit classes using both S&P's and Moody's ratings. Term structures are modeled by a piecewise constant forward rate curve and estimated on noncallable coupon paying bonds issued by industrial firms. The iterative estimation algorithm minimizes the sum of squared errors between market prices and model prices while identifying and removing outliers from the sample. Although the forward rate model is successful at pricing corporate debt, additional factors are found to be significant at explaining the residual price error that remains after the forward rate model is fit to market prices. Six necessary no-arbitrage conditions are derived for the term structures of risky and risk-free debt. Occasionally, some of these no-arbitrage conditions are violated and a few violations are asymptotically statistically significant. Finally, trading strategies that capture mispricing in the corporate debt market and violations of no-arbitrage bounds are discussed.This paper was adapted from my dissertation, completed at Cornell University. An earlier version of this paper was titled The Term Structures of Corporate Debt. Thanks to participants at the Cornell University finance workshop, Warren Bailey, Peter Carr, Antoine Giannetti, and especially Robert Jarrow for their helpful comments.     

The individual dual needs for assimilation and distinctiveness as a segmentation mechanism: developing the concept among students

The present study proposes that the individual's needs for assimilation and distinctiveness serve as a valuable mechanism for consumer segmentation and suggests that augmenting the List of Values with these dual needs enriches the understanding of consumer responses to marketing strategies. Results of a study using a sample of 536 students in an Israeli university identified five segments with significantly different needs for assimilation and differentiation. These segments showed different preferences for marketing communications and distribution channels in their purchasing decision of a cell phone. Mass media and website usage influenced segments marked by high assimilation, while word of mouth influenced segments characterized by high distinctiveness. Augmenting the List of Values with dual needs based segmentation moderated students’ tendencies to favour/dislike marketing communications and distribution channels.     

Return prediction and stock selection from unidentified historical data

The experimental approach was applied to test the value of historical return series in technical prediction. Return sequences were randomly drawn cross-sectionally and over time from S&P500 records and participants were asked to predict the 13th realization from 12 preceding returns. The hypothesis that predictions (nominal or real) are randomly assigned to historical sequences is rejected in permutation tests, and the best-stock portfolios by experimental predictions significantly outperform the worst-stock portfolios in joint examination of mean return and volatility. The participants dynamically adjust their predictions to the observed series and switch from momentum riding to contrarian extrapolation when recent trends get extreme. The implicit tuning of predictions to specific series captures variabilities that could not be inferred by schematic statistical forecasting.     

Quality signaling through ex-ante voluntary information disclosure in entrepreneurial networks: evidence from franchising

This paper examines antecedents of ex-ante voluntary information disclosures for standardized contracts in entrepreneurial networks. Entrepreneurs (e.g., franchisors) may make such disclosures to prospective business partners in order to signal profitability of partnering, attract financial and managerial resources, and develop their entrepreneurial networks. In practice, only a fraction of franchisors make financial performance representations (FPRs), an ex-ante voluntary information disclosure to prospective franchisees. We address gaps in the signaling, voluntary information disclosure, franchising, entrepreneurship, and small- and medium-enterprise (SME) literatures. We draw on signaling theory to develop a theoretical framework and investigate factors that influence a franchisor’s disclosure decision. We evaluate hypotheses from our theoretical framework through econometric analyses of multi-sector panel data for the US franchising industry. We estimate a logit model and use lagged independent variables to address our dichotomous independent variable and potential endogeneity, respectively. Our results support the view that firms signal their quality through FPRs to attract potential business partners and expand their entrepreneurial networks. Beyond the extant literature, we find that rigorous partner qualification is another driver of voluntary information disclosure in franchising. Our findings also provide empirical support for the complementary role played by multiple quality signaling mechanisms used by franchisors and yield public policy implications for franchising.     

Interpretive structural modeling of quality factors in both medical and hospitality services in the medical tourism industry

This study aims to theoretically integrate quality factors of both medical and hospitality services in medical tourism. Medical tourism comprises both medicine and tourism. Although the core product in medical tourism is medical treatment, attractive hospitality and travel options are also essential. Despite the dual nature of medical tourism, the two aspects of this concept have not been integrated in a unique framework. This study attempts to fill this gap using interpretive structural modeling (ISM). According to ISM, although factors of medical services and hospitality services are independent from each other, these factors have vital impacts on perceived value, satisfaction, and loyalty.     

Travel behavior of immigrants: An analysis of the 2001 National Household Transportation Survey

The purpose of this paper is to examine the relationships between travel behavior and immigrant status. The National Household Travel Survey (NHTS) allows us to explore the relationships between travel behavior and characteristics that are usually hard to discern in surveys with smaller samples. The correlation between travel behavior and immigrant characteristics such as place of birth and year of immigration in the US was tested while controlling for spatial and socio-demographic variables. The effects of place of birth and year of arriving to the US were found to be significant for some places of birth and for immigrants who entered the US in recent years. Understanding the differences in travel behavior and the possible explanations for these differences can help in modeling travel demand, finding policies best suited to meeting the travel needs of foreign-born communities, and addressing environmental justice concerns.     

How Can a Ratings-based Method for Assessing Corporate Social Responsibility (CSR) Provide an Incentive to Firms Excluded from Socially Responsible Investment Indices to Invest in CSR?

Socially Responsible Investment (SRI) indices play a major role in the stock markets. A connection between doing good and doing well in business is implied. Leading indices, such as the Domini Social Index and others, exemplify the movement toward investing in socially responsible corporations. However, the question remains: Does the ratings-based methodology for assessing corporate social responsibility (CSR) provide an incentive to firms excluded from SRI indices to invest in CSR? Not in its current format. The ratings-based methodology employed by SRI indices in their selection processes excludes many corporations by creating limited-membership lists. This received ratings-based structure is yet to offer an incentive for most of the excluded corporations to invest in improving their levels of CSR. We, therefore, ask under what circumstances a ratings-based method for assessing CSR could provide an incentive to firms excluded from SRI indices to invest in CSR. In this article, we attempt to offer a theoretical reply to this question. We show that when all firms are publicly ranked according to SRI index parameters, such indices can indeed create a market incentive for increased investment by firms in improving their performance in the area of social responsibility. We further show that this incentive tapers off as the amount of investment required exceeds a certain point or if the amount of payback on that investment fails to reach a certain threshold.     

Moving up in taste: Enhanced projected taste and freshness of moving food products

Can implied motion enhance consumer judgment of food freshness and taste? Freshness plays an important role in determining anticipated taste. Different perceptual cues may influence judgments of freshness. While some cues such as coloring and bruising play an obvious role, the authors argue that cues that on face value appear unrelated to freshness may also influence judgments of freshness. Specifically, the authors argue that humans have learned to relate movement to food freshness, and that this leads perceived motion to generate enhanced judgments of freshness, and, consequently, projected taste. This proposition is demonstrated in four studies. The studies show that the inclusion of implied motion in food pictures leads to elevated judgments of freshness and projected taste.     

Opportunity costs in buying and short selling—Do they really matter?

The experimental results of the paper reveal that people do not take into consideration opportunity costs or opportunity profits when buying and short selling lottery tickets. These results are inconsistent with basic economic and finance theories.