Estimating Coaching Efficiency in Professional Team Sports: Evidence from English Association Football

This study provides a review of the literature on sporting production functions with an emphasis on different input‐output specifications and alternative estimation procedures. Empirical evidence is reported for English association football on the robustness of estimates of coaching efficiency to changes in estimation methods and the definition of team performance and playing talent inputs. A measure of player quality based on predicted start‐of‐season transfer values is developed. It is found that the estimation of coaching efficiency is sensitive to the choice of time‐invariant efficiency models versus time‐varying and inefficiency effects models. It is also found that the results are little affected by different measures of team performance but are highly sensitive to the use of an ex post financial expenditure input measure. Ex ante input measures based on start‐of‐season player characteristics or predicted transfer values are recommended as more appropriate on both theoretical and empirical grounds.     

Hedging of Asian options under exponential Lévy models: computation and performance

In this paper we consider the problem of hedging an arithmetic Asian option with discrete monitoring in an exponential Lévy model by deriving backward recursive integrals for the price sensitivities of the option. The procedure is applied to the analysis of the performance of the delta and delta–gamma hedges in an incomplete market; particular attention is paid to the hedging error and the impact of model error on the quality of the chosen hedging strategy. The numerical analysis shows the impact of jump risk on the hedging error of the option position, and the importance of including traded options in the hedging portfolio for the reduction of this risk.     

The climate and culture of environmental compliance within SMEs

This paper reports some of the findings of an ESRC Global Environmental Change Programme project which considered the attitudes of individuals (management and non‐management) in small and medium‐sized enterprises (SMEs) to the environment and environmental compliance. The focus on individuals and an understanding of the relationship between attitudes and behaviour within businesses is essential to implementation of effective sustainable development and self‐regulation policies. The research revealed that the environment is important to individuals and that environmental compliance is regarded as ‘the right thing to do’. However, the influence of the regulatory domain on businesses is revealed as considerably more complex than suggested by some other surveys. In particular the positive culture amongst individuals in businesses to the importance of compliance appears to differ from the operational climate of many SMEs; i.e. their capacity and feasibility to act. The research suggests that SMEs in general are ‘vulnerably compliant’ due to a mismatch between climate and culture. Copyright © 1999 John Wiley & Sons, Ltd and ERP Environment.     

Retail relationships and store loyalty: A multi-level perspective

An important factor in retail store loyalty is interpersonal relationships between retail salespeople and customers. However, relationships can also exist at the person-to-store level. This paper examines the linkages between trust in a salesperson, trust in the store, and repeat purchase intention. A model of store loyalty which includes relationships at both the person-to-store as well as person-to-person level is tested. The findings reveal that for those with an interpersonal relationship, trust and commitment to the salesperson are directly linked with purchase intention as well as indirectly through store attitude. For customers without a salesperson relationship, trust in the store leads to loyalty indirectly through store attitude, but does not have a direct impact on purchase intention. The results illustrate the existence of multi-level relationships between customers and stores and how those relationships link to store loyalty. The research adds to our understanding of the complexity of relationship retailing, while providing further evidence of the value of generating and maintaining interpersonal relationships as a retail strategy.     

Government Interventions and the Production of Wheat in Saskatchewan and North Dakota: An Empirical Analysis

This paper measures the impact of different government programs relating to wheat production in Canada and the United States. Acreage and yield equations were estimated, which specifically incorporated government policy variables, using time-series data from 1960 to 1984, for wheat production in Saskatchewan and North Dakota, the two major producing regions for spring wheat in the two countries. It was found that the Canadian system of delivery quotas, while not, initially introduced as a production control program, is theoretically and empirically a more effective form of production control than the American system of acreage diversion/set-asides. A 10 percent reduction in delivery quotas reduces wheat production in Saskatchewan by an estimated 4.87 percent in the long run; farmers reduce both acreage and yield per acre in response to more restrictive delivery quotas. On the other hand, a 10 percent increase in acreage diversion/set-aside reduces wheat production in North Dakota only by an estimated 0.59 percent: farmers offset their reduction in acreage by increasing their yield per acre. Estimates of the acreage response to wheat prices in Saskatchewan are much lower than previous estimates reported in the literature. Cette communication mesure l' effet des programmes gouvernmentaux différents se rapportant à la production de blé au Canada et aux Etats-Unis. Let équations quant à la surface et le rendement sont estimées, incorporant spécifiquement des variables pour les politiques gouvernementales, utilisant les informations pour les séries-temporelles depuis 1960 à 1984, pour la production de blé en Saskatchewan et au Dakota-Nord, les deux principales régions productrices de blé au printemps des deux pays. Le système canadien des contrats de livraison, bien que ce système n' ait pas été conçu comme programme de contrôle de la production, est théoriquement et empiriquement un moyen plus efficace de contrôle de la production que le systeme américain de diversion/mise de côté des surfaces. Une diminution de 10 pourcent dans les contrats de livraison résulte en une diminution estimées à 4.87 pourcent au long terme de la production de blé en Saskatchewan; les fermiers réduisent à la fois la surface et la productivité à l' acre en réponse à des quotas de livraison plus restrictifs. D' autre part, une augmentation de 10 pourcent des surfaces en diversion/mise de côté résulte en une réduction de la production de blé au Dakota-Nord estimée a 0.59 pourcent; les fermiers contournent les réductions en surfaces par un augmentation de productivité à l' acre. Les estimés pour la Saskatchewan quand à l' ajustement en surfaces en reponsé au prix du blé sont beaucoup inférieurs aux estimés antérieurement rapportés dans la littérature sur le sujet.     

Cognitive process differences between discrete and relational exchange

Recent research has placed greater emphasis on relational as opposed to discrete marketing exchanges. Much of this research has focused on the affective aspects of relationships. We assert that relational exchange also has a cognitive side to it. Specifically, we address two fundamental questions: (1) does a relational perspective involve different cognitive processes, which may lead to different decision outcomes? and (2) does the social context (i.e., accountability) in which decisions are made, alter decision processes and outcomes? The results of an exploratory study suggest differences in cognitive processes between discrete and relational exchange and that accountability has a strong influence on decision outcomes.     

Decision making in personal selling: Testing the “K.I.S.S. principle”

The KISS principle (keep it simple, stupid) is often cited as an effective strategy in selling. The premise is that salespeople are more effective when they stick to basics and do not unnecessarily complicate that which is not necessarily complicated. This study tests the KISS principle in the context of salesperson decision making in the prospecting stage of the selling process. Two general research questions are addressed (1) does a simple versus more complex process affect outcomes of decisions made by salespeople, and (2) if so, whom does it affect? The results suggest that process does influence outcome and that lower‐performing salespeople's decisions are most likely to be affected by the decision process used. Higher performers seem to be able to focus on key characteristics of sales prospects regardless of the complexity of the decision task, suggesting that higher performers, at least implicitly, know when to keep it simple. © 1999 John Wiley & Sons, Inc.     

Examining the antecedents of trust and rapport in services: Discovering new interrelationships

A study was designed to examine the relationship between rapport and trust in a service context, and to gain a better understanding of the factors that contribute to these relational constructs.Consistent with the literature, both expertise and dependability were directly related to trust of the service provider. However, familiarity, which had previously been found to be directly related to trust, was found to be indirectly related through rapport, which was related to trust. All four hypotheses examining the antecedents of rapport were supported. The research suggests that building rapport may be an important intermediate step in building customer trust.     

Values and Skills of Female Entrepreneurs in Vietnam: an Exploratory Study

There have been many changes occurring in Asian business and management over the past two decades. One such change has been the role and position of women, both in the workforce and in management. Asian economies have experienced rapid growth in recent years, which may have had some effect on women's career opportunities in management. This contribution adopts a holistic approach to examine whether women in these Asian countries have experienced a greater acceptance of their participation in management or whether significant barriers remain.     

The determination of transfer fees in English nonleague football

In recent years a number of studies have analysed the player transfer market in English professional football. This paper examines whether similar factors operate to determine transfer fees in the semiprofessional, or nonleague, game. An empirical model of the nonleague player transfer market is developed in which observed transfer fees are determined by player characteristics, time effects, selling-club characteristics and buying-club characteristics. Using data on 114 transfer fees covering the period 1988 to 1997, we find evidence that the data generating process for transfer fees is broadly similar in both professional and nonleague football.