Problem- and emotion-focused coping dimensions and sales presentation effectiveness

The ability to cope effectively with job-related stress may be important if salespeople are to perform effectively. Therefore, the specific nature of the coping tactics used by salespeople to deal with job-related stress and the use of certain coping strategies associated with sales presentation effectiveness of salespeople were investigated. Data provided by salespeople from three organizations were used to assess the degree to which specific coping strategies were related to sales presentation effectiveness. Before entering academe, Dr. Strutton was in sales with the Tenneco Corporation and was president of a retailing firm in North Carolina. His research has been published in theJournal of the Academy of Marketing Science, Journal of Advertising Research, Journal of Business Research, Journal of Macromarketing, andJournal of Personal Selling & Sales Management, among other scholarly journals. Dr. Strutton’s current research interests include issues relating to sales and channels management. He has a B.S. in chemistry and an M.B.A. in management and received his Ph.D. in marketing from the University of Arkansas. Before entering academe, Dr. Lumpkin worked in marketing research for Phillips Petroleum Company. His primary research interests include retail patronage theory, market segmentation, and research methodology, with recent research focused on the elderly consumer. His research has been published in theJournal of the Academy of Marketing Science, Journal of Retailing, Journal of Business Research, The Gerontologist, Journal of Advertising, Journal of Advertising Research, and other scholarly journals.     

Property rights as a complex adaptive system: how entrepreneurship transforms intellectual property structures

This article aims to provide some elements of an evolutionary theory of property rights. It applies a systems-based capital-theoretic perspective to explain the formation and transformation of property rights structures. The approach emphasizes how entrepreneurs create capital combinations by connecting capital goods—defined widely to include property rights, such as patents—in their production plans. Their actions change complementarity relations between property rights as used in production. We treat the property rights structure as a complex adaptive system that exhibits increasing structural complexity as it evolves. Entrepreneurs discover gaps in the property rights system. As they organize production to exploit profit opportunities, entrepreneurs regroup existing intellectual property rights (IPR) into new modules, such as patent pools, that encapsulate more complex combinations of basic building blocks of intellectual property. A patent pool constitutes an interpolation of a new meso level within the macro IPR structure. We apply our framework to the first of the patent pools for digital video compression technology used in digital television and DVDs.     

International Trends in Economics Degrees During the 1990s

Australia, Canada, Germany, and the United States experienced a substantial decline in undergraduate degrees in economics from 1992 through 1996, followed immediately by a modest recovery. This cycle does not conform to overall degree trends, shifts in the gender composition of undergraduate populations, or changing interests of female students in any of the four countries. There is no evidence that changes in the “price” of a degree to students, tightened marking standards or degree requirements, or changes in pedagogical methods caused the cycle.

Jobs for economics graduates declined in the United States between 1988 and 1990 and thereafter recovered. With a two-year recognition lag, the pattern of employment prospects fits the U.S. slump in economics degrees perfectly. Unfortunately, employment patterns in the other three countries are inconsistent with the degree cycle. The explanation that fits the economic degree pattern best is interest in business education.     

Effective regulation versus tacit collusion in the long-distance market: an empirical analysis

Regulatory decisions often must be made in an atmosphere of uncertainty, and arguments presented by the affected parties frequently add to, rather than resolve, that uncertainty. Here, we examine several of the deregulatory decisions affecting the long-distance market that were rendered by the FCC over the two-decade period following the divestiture of AT&T. Our purpose is to provide empirical evidence relevant to some of the arguments regarding market conditions that were presented during that period. Findings suggest that some of the more prominent allegations are not supported by the data.      

Roads, Land Use, and Deforestation: A Spatial Model Applied to Belize

Rural roads promote economic development, but they also facilitatedeforestation. To explore this tradeoff, this article developsa spatially explicit model of land use and estimates probabilitiesof alternative land uses as a function of land characteristicsand distance to market using a multinomial logit specificationof this model. Controls are incorporated for the endogeneityof road placement. The model is applied to data for southern Belize, an area experiencingrapid expansion of both subsistence and commercial agriculture,using geographic information system (GIS) techniques to selectsample points at 1-kilometer intervals. Market access, landquality, and tenure status affect the probability of agriculturalland use synergistically, having differential effects on thelikelihood of commercial versus semisubsistence farming. Theresults suggest that road building in areas with agriculturallypoor soils and low population densities may be a "lose-lose"proposition, causing habitat fragmentation and providing loweconomic returns.     

Priority-driven behaviors under the Boston mechanism

We study school choice markets where the non-strategy-proof Boston mechanism is used to assign students to schools. Inspired by previous field and experimental evidence, we analyze a type of behavior called priority-driven: students have a common ranking over the schools and then give a bonus in their submitted preferences to those schools for which they have high priority. We first prove that under this behavior, there is a unique stable and efficient matching, which is the outcome of the Boston mechanism. Second, we show that the three most prominent mechanisms on school choice (Boston, deferred acceptance, and top trading cycles) coincide when students’ submitted preferences are priority-driven. Finally, we run some computational simulations to show that the assumption of priority-driven preferences can be relaxed by introducing an idiosyncratic preference component, and our qualitative results carry over to a more general model of preferences.     

HR and analytics: why HR is set to fail the big data challenge

The HR world is abuzz with talk of big data and the transformative potential of HR analytics. This article takes issue with optimistic accounts, which hail HR analytics as a ‘must have’ capability that will ensure HR's future as a strategic management function while transforming organisational performance for the better. It argues that unless the HR profession wises up to both the potential and drawbacks of this emerging field and engages operationally and strategically to develop better methods and approaches, it is unlikely that existing practices of HR analytics will deliver transformational change. Indeed, it is possible that current trends will seal the exclusion of HR from strategic, board‐level influence while doing little to benefit organisations and actively damaging the interests of employees.     

Observability and overcoming coordination failure in organizations: An experimental study

Motivated by problems of coordination failure in organizations, we examine how overcoming coordination failure and maintaining coordination depend on the ability of individuals to observe others’ choices. Subjects’ payoffs depend on coordinating at high effort levels in a weak-link game. Treatments vary along two dimensions. First, subjects either start with low financial incentives for coordination, which typically leads to coordination failure, and then are switched to higher incentives or start with high incentives, which usually yield effective coordination, and are switched to low incentives. Second, as the key treatment variable, subjects either observe the effort levels chosen by all individuals in their experimental group (full feedback) or observe only the minimum effort (limited feedback). We find three primary results: (1) When starting from coordination failure the use of full feedback improves subjects’ ability to overcome coordination failure, (2) When starting with good coordination the use of full feedback has no effect on subjects’ ability to avoid slipping into coordination failure, and (3) History-dependence, defined as dependence of current effort levels on past incentives, is strengthened by the use of full feedback. Electronic Supplementary Material Supplementary material is available in the online version of this article at . JEL Classification C92, D23, J31, L23, M52     

Rationality of weather predictions and insurance purchases: testing the gambler’s and hot hand fallacies

Deviations from the rational behaviour assumed in many economic models have been found in a variety of settings. Two such deviations, the gambler’s and hot hand fallacies have been found in lab settings, as well as in consequential real-world decisions. Previous economic experiments have shown that the behaviour of professionals can differ from that of the general population. In this paper, we use data from two experiments conducted with a particular group of professionals who make yearly high-stakes decisions in the face of uncertain weather and market conditions: agricultural producers. In the experiments, participants were asked to make predictions about the coming year’s weather and market conditions and make decisions in a familiar decision context. Results indicate evidence of the gambler’s fallacy, such that participants were less likely to predict a good outcome if the previous outcome(s) were good. We also observe that participants were more likely to gamble if a previous gamble was successful, but find no impact on two successful gambles. These combined results indicate that even professionals with many years of experience can exhibit behaviours that deviate from those assumed by classical models.