The impact of individual and managerial factors on salespeople's contribution to marketing intelligence activities

Although salespersons represent a unique and important channel of information, few of them contribute efficiently to marketing intelligence. This research aims to understand how salespeople's motivation and effort to gather and transmit marketing intelligence to management may be influenced by individual (organizational commitment, desire for upward mobility) and managerial (control system, participation in decision making, feedback, recognition) factors. The test of the proposed model shows that desire for upward mobility is the only individual determinant of behavior. Other than participation in decision making, all the managerial factors play influential roles in structuring both motivation and behavioral effort toward marketing intelligence by salespeople. The authors also discuss the limits of the model, some managerial implications, and future research opportunities.     

The welfare costs of monopoly are larger than you think

We show that monopoly is the parent of monopsony when an industry employs specialized resources. This means that the welfare loss from monopoly and monopolization is larger than commonly portrayed. Copyright © 2010 John Wiley & Sons, Ltd.     

Achieving brand loyalty through sponsorship: the role of fit and self-congruity

Managers increasingly seek to develop brand loyalty through sponsorship activities, though this relationship has not been solidly established. This article models and demonstrates the impact of sponsorship on brand loyalty. The studied concepts and relationships emerge from both the sponsorship and consumer-brand relationship literature. The experimental design relies on before and after measurements and multiple exposures to the sponsorship. Thus this study demonstrates that sponsorship exposure has a positive impact on brand affect, brand trust, and brand loyalty. The change in brand loyalty from before to after sponsorship exposure reflects two persuasion processes. First, self-congruity with an event enhances brand loyalty through event and brand affect. Second, perceived fit between the event and the brand has a positive effect on brand affect, through attitude toward the sponsorship, and on brand trust, such that it ultimately influences brand loyalty. Brand affect is identified as an important mediator of sponsorship effects.     

Rapid growth and changing economic structure: The expenditure side story and its implications for China

The purpose of this essay has not been to provide China with a detailed list of all of the things that the country must do to maintain a high growth rate. The purpose of this essay instead has been to analyze some of the most basic choices that China must make going forward, choices that are not yet fully understood either by government or private analysts. China has a very unusual economic structure at least on the aggregate demand side and that creates special challenges that other countries have not had to face to the same degree. How well China handles these challenges will determine whether it will continue to progress rapidly to middle income status and beyond.     

Responses to foreign export subsidies

Export subsidies remain a nettlesome issue in international trade relations and negotiations. Although economists typically point to the welfare losses associated with subsidies, there is a growing professional literature describing possible welfare gains from subsidies. Economists have spent less time determining the appropriate response to foreign subsidies. This study establishes a framework for making such a determination, given various policy objectives to be achieved in a subsidy response.     

How the Client Effect Moderates Price Competition

Why is unregulated competition supposed to drive price down to ruinous levels in some high fixed-cost-low marginal-cost industries (e.g., railroads) but not in others (e.g., hotels)? We argue that price competition is moderated in high fixed-cost-low marginal-cost industries when the value one consumer realizes from the service is affected by the characterics of other consumers. We develop a simple model of this client effect using the example of the demand for hotels and then generalize the implications of our model to other industries.