The effect of the ‘evoking freedom’ technique on sales in a computer-mediated field setting

The ‘evoking freedom’ technique is a verbal compliance procedure which solicits someone to comply with a request by simply telling a person that he/she is free to accept or to refuse the request. However, the effect of this technique has never been tested in a selling context. Previous customers (N = 900) of an extreme sports store were solicited by email to participate in a campaign where they were offered a gift voucher if they persuaded someone to become a new customer of the store. According to the case, the email contained a sentence that stated that they were free to participate or not in the operation. It was found that the ‘evoking freedom’ condition was associated with a higher number of new customers (+8.4%) than the control condition (+4.7%).     

Crowdsourcing Last Mile Delivery: Strategic Implications and Future Research Directions

The rise of e‐commerce over the past 20 years has created an increased need for responsive omnichannel distribution to meet the last mile challenge. Some companies are experimenting with the use of the sharing economy business model to augment distribution strategies. The use of so‐called “Crowdsourced Logistics” (CSL) is becoming more prevalent in practice, but the role in logistics strategy of this new phenomenon has not been thoroughly investigated and understood. Using a contingency theory lens, this research contributes a nascent understanding of how CSL performs in terms of logistics effectiveness by simulating same‐day delivery services from a distribution center to 1,000 customer locations throughout New York City under dynamic market conditions and by comparing the results to those of a traditional dedicated fleet of delivery drivers. The findings are analyzed to suggest how firms may find strategic benefit using CSL. An agenda for future research is provided to explore these strategic implications and to deepen knowledge about the CSL phenomenon.     

Interculturality as a source of organisational positivity in expatriate work teams: An exploratory study

This study explored the issues related to interculturality and organisational positivity in culturally diverse teams (CDTs). The findings showed that interculturality in the expatriate settings of the Arabian Gulf is linked to organisational positivity, the manifestations of which include enjoyment, relationship building through concerted efforts to learn about others, and family‐like work environments. Interculturality‐driven organisational positivity is posited to encourage humanistic management, the attributes of which are sensitivity to human suffering, open‐mindedness, fairness, and respect. Organisational positivity is also theorised to improve CDT performance and stimulate professional and personal learning. Theoretical and practical implications of the findings are discussed.     

Characteristics of Ethical Business Cultures

The purpose of this study was to identify general characteristics attributed to ethical business cultures by executives from a variety of industries. Our research identified five clusters of characteristics: Mission- and Values-Driven, Stakeholder Balance, Leadership Effectiveness, Process Integrity, and Long-term Perspective. We propose that these characteristics be used as a foundation of a comprehensive model that can be engaged to influence operational practices in creating and sustaining an ethical business culture.     

Dimensions of service quality and satisfaction in healthcare: a patient’s satisfaction index

The assessment of patients’ satisfaction levels, and the knowledge of what factors influence satisfaction are very important for healthcare managers as it influences healthcare results and healthcare institutions financial results. The objective of this research is to analyse patients’ satisfaction levels in a set of four Portuguese primary Healthcare Centres, through the estimation of a satisfaction index, which simultaneously explains which dimensions of healthcare quality influence that satisfaction the most. For that, a conceptual model of patients’ satisfaction in primary healthcare was tested using data from a sample of 414 patients. Partial Least Squares path modelling (PLS) was the technique chosen to evaluate the proposed model. The results show that patients’ satisfaction is 60.887 in a scale from 1 to 100, revealing only a medium level of satisfaction. It is also possible to conclude that the most important positive effects on satisfaction are the ones linked to the patient/doctor relationship, the quality of facilities and the interaction with administrative staff, by this order.     

Predicting abnormal returns from news using text classification

We show how text from news articles can be used to predict intraday price movements of financial assets using support vector machines. Multiple kernel learning is used to combine equity returns with text as predictive features to increase classification performance and we develop an analytic center cutting plane method to solve the kernel learning problem efficiently. We observe that while the direction of returns is not predictable using either text or returns, their size is, with text features producing significantly better performance than historical returns alone.     

An iterative approach to the estimation of the abatement costs of harmful emissions

The ability to quantify tradeoffs involved in the process of reducing harmful emissions is essential to successful policy-making in the environmental planning area. The approach by Färe et al. (J Econom 126: 469–492, 2005) to computing point estimates of the marginal abatement costs (MACs) of reducing pollution by estimating the directional output distance function has been gaining popularity in recent years. The contribution of this study is to compute MACs as slopes of the iterated parametric production possibilities frontier (PPF) estimated on the basis of the set of efficient projections of observable output combinations obtained from the parameters of directional output distance function. Policy makers are thus provided with the general shape of the production possibilities set for a polluting technology rather than with a set of point estimates of the MACs. We apply our methodology to a balanced panel of seven Korean manufacturing sectors spanning the period between 1999 and 2009, obtaining theoretically consistent concave PPFs based on a large set of directional output distance vectors. Finally, we estimate the parameters of a directional output distance function corresponding to the iterated PPF.     

Deployment and utilization of plug-in electric vehicles in round-trip carsharing systems

Electric Vehicles (EVs) and Plug-in Hybrid Electric Vehicles (PHEVs) can reduce gasoline consumption, but increase vehicle acquisition costs and introduce operational constraints. We develop a comprehensive approach to EV/PHEV deployment and utilization in round-trip carsharing systems. First, we formulate and solve the tactical problem of utilizing a mix of gasoline vehicles and EVs/PHEVs to serve trip demand, using Mixed Integer Programming optimization to estimate the minimal gasoline consumption in a computationally efficient manner, and simulation to assess the effect of reservation order on realized gasoline consumption. Second, we use these results to inform the strategic deployment of EVs/PHEVs in the carsharing fleet, using meta-optimization. We implement our approach using data from a large carsharing provider. From the perspective of a carsharing operator, our results suggest that replacing some portion of existing gasoline fleets by EVs/PHEVs would result in gasoline savings likely to outweigh upfront investments and the constraints on vehicle utilization that it creates. Moreover, we find that easily implementable heuristics can capture some of these benefits, and that the integration of vehicle utilization patterns into the design of EV/PHEV deployment strategies can result in added benefits.     

The impact of IAS 39 on the risk-relevance of earnings volatility: Evidence from foreign banks cross-listed in the USA

We examine the impact of adopting International Accounting Standard 39 – Financial Instruments: Recognition and Measurement (IAS 39) by non-US commercial banks cross-listed in the US on earnings volatility and its risk relevance. As IAS 39 requires the recognition of unrealized fair-value gains and losses for a larger set of financial and derivative-financial instruments, and the impairment charges for loans and receivables, we expect and find that IAS 39 adoption increased earnings volatility in IFRS-adopting firms from 2005 onwards. Furthermore, both hedge accounting and the fair value option under IAS 39 are designed to reduce mixed-measurement volatility and to improve the sensitivity of firm risk measures to earnings volatility. We also find that the relationship between credit ratings (proxy for risk) and earnings volatility increases for IFRS-adopting firms after 2005. The evidence is consistent with the argument that IAS 39 increases the credit relevance of earnings volatility.