Risk aversion and the dynamics of optimal liquidation strategies in illiquid markets

We consider the infinite-horizon optimal portfolio liquidation problem for a von Neumann–Morgenstern investor in the liquidity model of Almgren (Appl. Math. Finance 10:1–18, 2003). Using a stochastic control approach, we characterize the value function and the optimal strategy as classical solutions of nonlinear parabolic partial differential equations. We furthermore analyze the sensitivities of the value function and the optimal strategy with respect to the various model parameters. In particular, we find that the optimal strategy is aggressive or passive in-the-money, respectively, if and only if the utility function displays increasing or decreasing risk aversion. Surprisingly, only few further monotonicity relations exist with respect to the other parameters. We point out in particular that the speed by which the remaining asset position is sold can be decreasing in the size of the position but increasing in the liquidity price impact.      

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.     

Women's time: Women in the light of contemporary time-budget research

Responses to a multinational project that compared people's time-budgets from 12 different regions, plus similar additional survey research, give unambiguous and dramatic insights into the social reality of the sexual division of labour. Restrictive laws against women have generally been eliminated and labour-saving devices in the home widely adopted, but wives, employed or not, are still the victims of old-fashioned attitudes, and work far longer hours than men. Changes in attitudes by men and women, combined with educational and economic improvements, are necessary to accelerate the movement towards the symmetrical family where equivalent duties and rewards are shared.     

On Work and Authority: Issues in Job Enlargement, Job Enrichment, Worker Participation and Shared Authority

Abstract . Continued debate over the nature of work is adding to an existing vast literature in labor economics, business and personnel administration, industrial sociology and social psychology. Both theory and experience indicate that the authoritarian workplace results in social costs through reduced labor productivity and increased worker dissatisfaction. But progress toward shared authority and worker participation in the administration of the production process promises to be slow. Management generally preserves a legitimized authority, defending it with the misplaced rationale of elitism, i.e., the presumed functional superiority of managers. Unions will not press for shared authority, for to do so would undermine their basic and formal function of organizational restraint of managerial authority. Thus, while management and union logically protect their traditional roles, the worker and society are denied the potential benefits of basic changes in work and authority.     

Das allgemeine Schema des wirtschaftlichen Kreislaufes

Ohne Zusammenfassung