Just-in-time selling construct: Definition and measurement

Contemporary JIT literature provides evidence that the JIT philosophy has been extended to the selling function. The literature, however, lacks a concise definition of JIT-selling and reliable, valid scales for measuring the construct. A formal definition is proposed and JIT-selling scales are scientifically developed using survey data from manufacturers.     

Expert Systems in Insurance: A Review and Analysis

The financial services industry and, in particular, the insurance industry has emerged as an important user of expert systems. In the following review we examine evidence of the spread of such systems in insurance, and focus more particularly upon life insurance, where the greatest amount of progress has been made. We attempt to identify the major trends in this area and examine one of the favoured tasks for the implementation of expert systems, namely underwriting. After assessing the current state of work and level of satisfaction in this area, we finally consider the likely direction of future initiatives.     

Group-based judgmental forecasting: An integration of extant knowledge and the development of priorities for a new research agenda

We review and integrate the extant knowledge on group-based forecasting, paying particular attention to the papers included in this special issue of the International Journal of Forecasting. We focus on the relative merits of different methods of aggregating individual forecasts, the advantages of heterogeneity in group memberships, the impact of others’ opinions on group members, and the importance of perceptions of trust. We conclude that a change of opinion following group-based deliberation is most likely to be appropriate where the group membership is heterogeneous, the minority opinion is protected from pressure to conform, information exchange between group members has been facilitated, and the recipient of the advice is able — by reasoning processes — to evaluate the reasoning justifying the proffered advice. Proffered advice is least likely to be accepted where the advisor is not trusted — an evaluation which is based on the advisor having different perceived values to the recipient and being thought to be self-interested. In contrast, the outcome of a group-based deliberation is most likely to be accepted when there is perceived to be procedural fairness and the participants in the process are perceived to be trustworthy. Finally, we broaden our discussion of group-based forecasting to include a consideration of other group-based methodologies which are aimed at enhancing judgment and decision making. In particular, we discuss the relevance of research on small-group decision making, the nature and quality of the advice, group-based scenario planning, and public engagement processes. From this analysis, we conclude that, for medium- to long-term judgemental forecasting, a variety of non-outcome criteria need to be considered in the evaluation of alternative group-based methods.     

Variable factors and eficiency in the US seel idustry: a Production Frontier Analysis

In an efficient NFL beting market, point spreads incorporate all relevant information contained in past game outcomes. Efficiency implies that trading rules based on past game outcomes should not be able to produce a consistent pattern of winners over losers. This study identifies 15 trading rules based on historical game outcomes and, using simulated gambling, tests them over the 1984–1986 NFL seasons. The study's main finding indicates that the NFL betting market is efficient, but does identify a small set of profitable trading rules over this time period.     

Disruptive technology roadmaps

Disruptive technologies create growth in the industries they penetrate or create entirely new industries through the introduction of products and services that are dramatically cheaper, better, and more convenient. These disruptive technologies often disrupt workforce participation by allowing technologically unsophisticated individuals to enter and become competitive in the industrial workforce. Disruptive technologies offer a revolutionary change in the conduct of processes or operations.Disruptive technologies can evolve from the confluence of seemingly diverse technologies or can be a result of an entirely new technological investigation. Existing planning processes are notoriously poor in identifying the mix of sometimes highly disparate technologies required to address the multiple performance objectives of a particular niche in the market. For a number of reasons, especially the inability to look beyond short-term profitability, and the risk/return tradeoff of longer term projects, it is suggested that current strategic planning and management processes promote sustaining technologies at the expense of disruptive technologies.We propose a systematic approach to identify disruptive technologies that is realistic and operable and takes advantage of the text mining literature. This literature-based discovery process is especially useful in identifying potential disruptive technologies that may require the input from many diverse technological and management areas. We believe that this process holds great potential for identifying projects with a higher probability of downstream success. Further, we suggest a process to take the identified potential disruptive technology from the “idea stage” through to the development of a potentially feasible product for the market. This second stage makes use of workshops and roadmapping to codify the ideas of technological and management experts, who were identified in the literature-based discovery stage. Our goal is to describe and explain the pragmatic steps suggested by our innovative and practical process.The proposed process could identify technologies whose eventual development and application to specific problems would generate innovative products. The goal is to isolate technologies that have the potential to redefine an industry, or alternatively, have the potential to create an entirely new industrial setting. Use the text-mining component of literature-based discovery to identify both the technical disciplines that are likely candidates for disruptive technological products, and experts in these critical technical and managerial disciplines. While we know that this is but one way to investigate nascent disruptive technologies we feel it is imperative that the representatives of these potentially critical technical disciplines are included in the roadmap development process, either as implementers or as consultants.Every firm is looking for “the next great thing”. Literature-based discovery offers a starting point for identifying at least a portion of the major contributory technical and managerial disciplines necessary for potential disruptive technologies and discontinuous innovations. Combining literature-based discovery with a practical workshop/roadmap process dramatically enhances the likelihood of success.     

Reconciling Weber and Mises on Understanding Human Action

A bstract .   Max Weber and Ludwig von Mises were two of the 20^th century's foremost theorists of human action. Mises held Weber, his senior by some 17 years, in great esteem and often discussed his theories, even weaving some, such as Weber's model of ideal types, deeply into the fabric of his own social thought. However, at least at first glance, there seems to be a deep rift between the two men's conceptions about the rationality of action. Weber classified "social actions" into several distinct categories, some of which he saw as exhibiting little, if any, rationality. Mises, in contrast, held that all action is rational by conceptual necessity. Various writers have taken their views to be obviously incompatible, among them, Mises himself. This article suggests that the appearance of a conflict is produced by the failure to discern that Weber and Mises were addressing different sorts of questions and constructing frameworks to support different modes of analyzing social phenomena. I contend that, if that divergence of aim is properly understood, then the apparent contradiction will be seen as illusory.     

Debunking Economics by Steve Keen

The Review of Austrian Economics -