Steering the Sales Force for New Product Selling: Why Is it Different,and How Can Firms Motivate Different Sales Reps?

This study investigates how to direct and assemble the sales force for new product selling. In a first step, the authors draw on self‐determination theory to explore and empirically test a threefold conceptualization of motivation. Results provide insights into why sales force steering works differently in the new product selling context. Specifically, results show that for new products’ financial performance, internalized new product selling motivation is more important than intrinsic and controlled motivation. In a second step, the authors show how firms can motivate different sales reps to achieve higher financial performance of new products. In doing so, they examine the interaction effects of sales reps’ predispositions and widespread firm‐steering instruments on new products’ financial performance. Results reveal that the new product sales orientation of the bonus strengthens the positive relationship between sales reps’ performance predisposition and new product financial performance but weakens the relationship between sales reps’ learning predisposition and financial new product performance. Moreover, results reveal that the new product sales orientation of the periodic review strengthens the positive relationship between sales reps’ learning predisposition and financial new product performance. A post hoc analysis shows that a differentiated steering approach that matches appropriate steering instruments with sales reps’ varying predispositions substantially enhances reps’ financial new product performance.     

ALICE: Composite leading indicators for euro area inflation cycles

This paper develops Area-wide Leading Inflation CyclE (ALICE) indicators with the aim to provide early signals for turning points in the euro area headline and core inflation cycles. The headline (core) ALICE leads the reference cycle by three (four) months and the lead times extend to five (nine) months based on longer-leading series. Both ALICE indicators signalled turning points in the inflation cycles ex post and also performed well in a simulated real-time exercise. Moreover, in particular the headline ALICE also appeared to be useful for quantitative forecasting of the direction and level of inflation.     

Extremity in horizontal and vertical Likert scale format responses. Some evidence on how visual distance between response categories influences extreme responding

In four survey experiments we show that people generally answer more extremely to survey items presented in vertical versus horizontal Likert formats. Our findings suggest that this effect may be at least partly driven by differences in the visual range spanned by the response scale (i.e. the visual distance between endpoint response categories is larger in horizontal than in a vertical format). In addition, compared to traditional horizontal Likert data, vertical Likert data contain more variance, which is mainly non-substantive. As a result, data obtained with scale formats that have different distances between response categories (as is typically the case for vertical vs. horizontal formats) may lead to differences in measurement model parameter estimates like residual terms, and in some cases factor loadings and construct correlations. Based on these results, we provide recommendations on the use of response scale formats in online surveys, bearing in mind that several online survey tool providers promote the use of vertical Likert formats and even automatically change traditional horizontal formats of Likert-type items to vertical Likert formats when viewed on small screens (e.g., on mobile phones).     

Economic Effect of Zoning Regulations on Korea's Small and Medium‐Sized Retailers*

In this paper, we investigated the economic effects of zoning regulations on the retail industry in Korea. We estimated the changes in the number of sales for retail stores using a panel regression analysis for stores in traditional markets. This analysis was conducted to examine the benefit of zoning regulations on retail stores. Our results show that the zoning regulations (called Traditional Commercial Activity Protection Zones) have contributed to an improvement in the actual business performance of small independent retailers. We found that the amount of sales for each store clearly increased on average in the areas designated as Traditional Commercial Activity Protection Zones where there was no market entry of mega supermarket chains (called SSM in Korea). We also present evidence that the effects of this policy differ geographically: the effects were stronger for small and medium cities than for large metropolitan cities. These results suggest that zoning regulations enacted by the government to protect traditional markets and small retailers should also consider regional differences when assessing policy effectiveness.     

The comprehensive business exam: Usefulness for assessing instructional and student performance outcomes

The authors explore the results of the Comprehensive Business Exam (CBE) administered to business majors during their senior-year business capstone course. The study results identified students' SAT and grade point average as a predictor of CBE performance, and variables that explain the correlation between CBE performance, SAT score, and grade point average are discussed. This study expands the research stream by demonstrating how faculty can use CBE information to more deeply assess student learning at both the course and instructor level than is possible with the Major Field Test for Bachelor's Degree in Business.     

The perceived probability of job loss and future labour market outcomes

Longitudinal survey data are used to test the degree to which worker expectations of future job loss are correlated with changes in labour market status. Three major findings are reported. First, perceived probabilities of expected job loss are only weakly related to both exogenous job separations and subsequent transitions to unemployment and inactivity. Second, while fears of job loss tend to persist across time and job spells, they do so at a highly diminishing rate. Third, quit intentions are strongly correlated with both voluntary separations and transitions to alternative employment, and do not diminish greatly across successive employment spells.     

A NOTE ON SEMIPARAMETRIC ESTIMATION OF FINITE MIXTURES OF DISCRETE CHOICE MODELS WITH APPLICATION TO GAME THEORETIC MODELS*

We view a game abstractly as a semiparametric mixture distribution and study the semiparametric efficiency bound of this model. Our results suggest that a key issue for inference is the number of equilibria compared to the number of outcomes. If the number of equilibria is sufficiently large compared to the number of outcomes, root‐n consistent estimation of the model will not be possible. We also provide a simple estimator in the case when the efficiency bound is strictly above zero.     

The effects of (incentivized) belief elicitation in public goods experiments

Belief elicitation is an important methodological issue for experimental economists. There are two generic questions: 1) Do incentives increase belief accuracy? 2) Are there interaction effects of beliefs and decisions? We investigate these questions in the case of finitely repeated public goods experiments. We find that belief accuracy is significantly higher when beliefs are incentivized. The relationship between contributions and beliefs is slightly steeper under incentives. However, we find that incentivized beliefs tend to lead to higher contribution levels than either non-incentivized beliefs or no beliefs at all. We discuss the implications of our results for the design of public good experiments.     

Genetische Untersuchungen im Versicherungsbereich – Offene Fragen im Rahmen von § 18 GenDG

The paper refers to legal questions that arise in connection with the collection and use of genetic data in the context of private insurance. The content and meaning of § 18 GenDG is described. Then, § 18 GenDG is set in relation to notification requirements out of the VVG. The paper exemplarily emphasizes that, despite the codification of GenDG, specific legal problems arise. Accordingly, the paper provides solutions to overcome these problems. Particular problems refer to the role of genetic data of third parties and according relations to the family history, possibilities to communicate genetic data by the insured in case of medical indication, the ratio of predictive and diagnostic genetic testing and the range of the total limits of § 18 I 2 GenDG.     

Can fat taxes and package size restrictions stimulate healthy food choices?

Consumers prefer bonus packs, as opposed to price discounts, for healthy foods, but they want a price discount rather than a bonus pack for indulgent foods (Mishra & Mishra, 2011). This study conceptually replicates and extends this finding to show that consumers are more responsive to changes in price than to changes in package size for indulgent food options, whereas they are more responsive to changes in package size than to changes in price for healthy food options.