The adoption of information technology in the sales force

The purpose of this article is to explain why salespeople adopt information technology. The results from a cross-sectional study of 229 salespeople indicate that putting sales technology to use strongly depends on salespeople's perceptions about the technology enhancing their performance, their personal innovativeness and organizational efforts in terms of user training. Throughout the adoption process companies also need to target sales line managers-next to end users-because salespeople clearly comply with the expectations of their supervisors. Finally, the threat from competing sales professionals or peers who use similar sales technology seems to be of secondary importance for individual sales technology adoption.     

Wage mobility in Europe. A comparative analysis using restricted multinomial logit regression

The paper investigates cross-country differences in wage mobility in Europe using the European Community Household Panel. We examine the impact of specific wage-setting institutions, such as the collective bargaining and the trade union density, the employment protection regulation and the welfare state regime on wage mobility. We apply a log-linear approach that is very much similar to a restricted multinomial logit model and much more flexible than the standard probit approach that is typically applied in the research on wage mobility. It is shown that the macro-economic context and the aforementioned specific institutions explain a substantial part of the cross-country variation that is larger than the part that regime type explains. The findings also confirm the existence of an inverse U-shape pattern of wage mobility, showing a great deal of low-wage and high-wage persistence in all countries.     

User producer interaction in context

User producer interaction (UPI) increases chances for successful innovations. It is not always clear, however, what type of interaction is necessary in a particular context. This article identifies seven different types of UPI: constructing linkages, broadening, characterizing users, upstream involvement, first user enrollment, feedback, and downstream innovation. Specific contextual dimensions from which these UPI types derive relevance are discussed. The technological dimension of this context is conceptualized based on a distinction between types of technologies that differ in the degree to which they are customizable to user demands. Four case studies show that technological characteristics indeed matter for UPI, as do the heterogeneity of users and the phase of technology development.     

Cost-effectiveness of beef slaughterhouse decontamination measures in the Netherlands

The cost-effectiveness of seven decontamination measures to reduce Escherichia coli O157:H7 (VTEC)-contaminated carcass quarters in a typical Dutch dairy-beef industrial slaughterhouse were explored. To estimate the effectiveness a stochastic epidemiological-simulation model was used and to estimate the net cost a deterministic-economic model. The estimated baseline prevalence of daily-contaminated quarters was 9.16% (with a 90% confidence interval 4.40-13.10%). A reduction in the prevalence of VTEC-contaminated quarters to 2% using decontamination measures is achieved at costs of €0.20 to €0.50 per quarter, which is 16-40% of the net profit per carcass. A reduction to a prevalence of 1% will cost €0.50-€1.00 per quarter. Additional carcass trim and carcass steam-pasteurization are considered as the most cost-effective decontamination measures with costs of €16,340 and €20,243 per year to achieve a 1% prevalence reduction. Nevertheless, the lowest level of VTEC prevalence, less than 1%, is achieved using a set of measures that costs between €1.00 and €2.00 per quarter or, by implementing irradiation, which costs €4.65 per quarter.     

Environmental Taxes, International Capital Mobility and Inefficient Tax Systems: Tax Burden vs. Tax Shifting

This paper deals with the so-called double dividend of an environmental tax reform. In a model with only labor and a polluting input as factors of production, we find that society faces a trade-off between internalizing environmental externalities and raising revenues in the least distortionary way. However, if capital enters the production structure, an ecological tax reform may render the tax structure more efficient from a non-environmental point of view, thereby raising not only environmental quality but also private incomes.     

The Wage Elasticity of Labour Supply: A Synthesis of Empirical Estimates

Summary This paper performs a meta-analysis of empirical estimates of uncompensated labour supply elasticities. For the Netherlands, we find that an elasticity of 0.5 for women and 0.1 for men is a good reflection of what the literature reveals. The elasticity for men hardly differs between countries, but for women some cross-country variation is found. The increasing participation rate of women may lead to a somewhat lower elasticity in the future. Both the specification of the hours function and the estimation method are found to affect elasticity estimates.      

Sustainability reporting in Norway – an assessment of performance in the context of legal demands and socio‐political drivers

This article explores the influence of societal, political and regulatory characteristics and developments on the quality of corporate sustainability disclosures in Norway. The paper presents an assessment both of mandatory reporting under the Norwegian Accounting Act, and of voluntary reporting in annual and separate non‐financial reports, by the 100 largest firms in Norway. Our results reveal that only 10% of the companies comply with the legal requirements on environmental reporting, while only half of the firms comply with the legal reporting provisions on working environment and gender equality. The vast majority of firms also report unsatisfactorily on non‐financial issues in the voluntary disclosures assessed. Analysing the causes of these results, we contend that the situation is characterized by (1) an apparent lack of political and social drivers for sustainability reporting in Norway and (2) an absence of sufficient monitoring and enforcement of the environmental reporting legislation on the part of Norwegian authorities. Copyright © 2006 John Wiley & Sons, Ltd and ERP Environment.