The double EMG distribution and trade elasticities

Using Brazilian export data that, unlike many trade data sets, have a full record of small export sales, this paper reconsiders trade elasticities and the welfare gains from trade. Using the Brazilian data, this paper provides novel evidence on the properties of the distributions of log‐export sales and shows that the double exponentially modified Gaussian (EMG) distribution parsimoniously captures these properties. Using the double EMG distribution in a standard monopolistic competition model of trade, this paper demonstrates that data truncation, which is prevalent in many data sets, leads to an upward bias in measuring the partial elasticity of trade with respect to variable trade costs. This bias subsequently leads to the underestimation of the gains from trade by 1% to 9% depending on the extent of data truncation, a range that is commensurate with typical economic growth and large booms.     

The Relations among Organizational and Distribution Forms and Capital and Asset Risk Structures in the Life Insurance Industry

This article is the first step toward integrating in a single framework two previously separate lines of research on major structural decisions of life insurers. The literature has previously studied the relation between capital structure and asset risk on the one hand, and the relation between organizational form and distribution system on the other hand, without integrating them. Using life insurer data for 1993–1999, we model the four key insurer decisions of capital structure, asset risk, organizational form, and distribution system as endogenous choices in a single interrelated set of simultaneous equations. The model assesses the nature of the interactions among these decisions. The model also assesses the impact of insurers' fundamental business strategy (treated as predetermined) on these choices. The business‐strategy hypothesis views other key decisions as jointly determined and driven by the fundamental business strategy, once the latter is set in motion. Confirming previous studies, we find a positive relation between capital ratios and asset risk. We also find an association in the simultaneous context between stock ownership and brokerage distribution, which was not found in prior studies. Stock ownership is related to greater financial and asset risk taking, whereas brokerage distribution is associated with lower risk taking. These and other results are interpreted in light of several theories, including transaction‐cost economics (TCE), agency theory, and regulatory and bankruptcy cost avoidance. Deriving from these theories, the finite risk paradigm emerges as the most comprehensive interpretation of the results, as opposed to the risk‐subsidy hypothesis of the impact of guarantee funds. We also find support for the notion that the business strategy drives the capital and distribution decisions, as predicted by TCE.     

Salespeople’s use of upward influence tactics (UITs) in coping with role stress

Researchers’ attentions have recently focused on how salespeople cope with role stress. This study focuses on salespersons’ use of six upward influence tactics (UITs) with the immediate sales manager, and how salespeople use UITs to lessen the impact of two role stressors (perceived role conflict and role ambiguity) associated with the sales job. The study also evaluates the potential moderating role of UITs on relationships between role stress and manager satisfaction and propensity to leave. Analysis of data gathered from a heterogeneous sample revealed differences in use of UITs between salespeople classified as either high or low in role stress. Salespeople who perceive high role conflict employ assertiveness and upward appeal UITs more frequently. Salespeople who perceive high role ambiguity use exchange and coalition-building UITs more frequently. Results also suggest that salespersons’ use of assertiveness and ingratiation UITs exacerbate relationships between perceived role ambiguity and two outcomes: satisfaction with supervisor and propensity to leave. Implications of the study findings for sales managers are reviewed, as are implications for further research. His research interests are in the areas of personal selling and sales management. His work has appeared inJournal of Education for Business, Journal of Marketing Theory and Practice, and various national and international conference proceedings. Jeffrey K. Sager, Ph. D., conducts research in the areas of salesperson turnover and job stress. His work has appeared in theJournal of the Academy of Marketing Science, Journal of Personal Selling and Sales Management, andJournal of Business Research. His research interests are in the fields of strategic management and organizational behavior. His research has been published in theAcademy of Management Journal, Journal of Applied Psychology, and several other journals.     

Utilization-focused performance reporting

How best to define performance measures is a much-debated issue. Mismatches between goals and indicators can lead to distortions that undermine impact-oriented steering. This article presents a model of goal and indicator development and explains its applicability, benefits and limitations.     

Taxonomic Model of Withdrawal Behaviors: The Adaptive Response Model

This article presents and develops a theoretical model (The Adaptive Response Model; ARM) that proposes how employees adapt to the organization following changes in organizational policies that are perceived as dissatisfying. The ARM combines several streams of theoretical and empirical research in IO-Psychology. It suggests that different type of employees (i.e., institutionalized stars, citizens, lone wolves, and apathetics) resort to different behaviors to adjust to dissatisfying events. Institutionalized stars tend to exercise voice, lone wolves tend to exit, citizens tend to accept, and apathetics tend to resort to alternative forms of withdrawal (e.g., lateness, absenteeism, and theft). Implications for the management of each employee type as well as suggestions for future research are discussed.     

PLANNING THROUGH INCLUSIVE DIALOGUE: NO ESCAPE FROM SOCIAL CHOICE DILEMMAS

The thrust of the theory of preference aggregation is that it is impossible to design institutions guaranteeing collective decisions that are both consistent and fair. Proponents of deliberative democracy have used this as an argument for decision-making based on dialogue rather than voting. Communicative public planning - producing plans through public participation exercises - is seen as an integral part of deliberative democracy. It is argued here, however, that the inclusive dialogue of this style of planning cannot promise escape from arbitrariness and does not necessarily deliver improved local decision-making.     

Sales force evaluation with expectancy theory

The salespeople and their sales managers of two national firms were surveyed to examine the relationships between the salespeople's effort, performance, satisfaction, and propensity to leave their job. The 399 salespeople participating in the study were evaluated by their sales managers. Research results provide insights into the problems associated with correctly measuring performance and testing expectancy theory when salespeople are not evaluated on objective performance measures.     

A process model of burnout among salespeople: Some new thoughts

The authors develop a process model of salesperson burnout based on the unique characteristics of the sales profession. They test the proposed model using data collected from 502 industrial salespeople, and then compare their model to the two most prominent extant models in the occupational literature. Results support the proposed model and indicate that it provides the best fit to the study data.     

Implications of a multi-disciplinary educational and research environment: Perspectives of future business, law, science, and engineering professionals in the technological innovation: Generating economic results (TI:GER®) program

Functioning well in a global, technology-driven, multi-disciplinary environment necessitates a more robust educational paradigm, especially in science and engineering. For a scientific education to be complete, it can no longer be restricted solely to technical areas. Similarly, law and business students will encounter a slew of technologies throughout the course of their careers. They will be required to comprehend the intricacies and corresponding implications of these technologies in order to impart their perspectives effectively and have an impact. In an effort to address this widely recognized need, a number of multi-disciplinary education and innovation programs have recently surfaced. Although several of these have been documented in the literature, the experiences of participants and the manner in which these will influence their future career plans as well as personal goals are not usually taken into account. Our focus in this paper is to shed light on this 'end effect' of being exposed to a multi-disciplinary education by stressing the importance of understanding social, economic, and legal aspects of science and engineering within the context of a scientific graduate-level education. Specifically, the authors take a closer look at the TI:GER^®1(Technological Innovation: Generating Economic Results) program. Based on their experiences, the authors present their learning and insight on multi-disciplinary education in a mixed technical and professional degree setting.