Extending the external validity of the FITD effect to the industrial marketplace

The foot-in-the-door (FITD) effect has been extensively researched in prosocial settings. Several researchers have advocated its use as an influence strategy in marketing settings although no empirical evidence has previously been published regarding its operation in industrial/economic settings. This study experimentally tests the effect in an actual industrial marketing setting. The organization in which the study was carried out markets telecommunications products and the study sample exposed to the influence strategies consisted of potential customers—general managers and marketing managers representing industrial firms in the wholesale trade sector.     

Hellenic women managers in the telecommunications sector: living in transition

This paper reports a research study into the career experiences and perspectives of a sample of women managers in the telecommunications industry in Greece. The study was conducted from a social constructionist perspective, seeking to explore how social and cultural factors affect the managers' perceptions. Tensions are explored between the research participants' relative satisfaction with their career progress and their limited representation at the senior management levels. The strength of cultural expectations on Hellenic women to marry is noted.
(The authors are the primary researcher and her research supervisor, respectively.)     

Risk taking in sales-force selection decisions: The impact of decision frame and time

A field experiment was conducted in which managers selected between two differentially risky candidates for an open sales position. Decision frame (gain or loss) and time until decision outcome (close or distant) were manipulated. As predicted by the Mowen and Mowen (1991) time and outcome valuation (TOV) model, an interaction occurred between decision frame and time such that preferences for the more- or less-risky candidate varied based upon these conditions. The results are discussed in terms of the potential for improving sales management selection decisions. © 1995 John Wiley & Sons, Inc.     

The Ethical Environment of Tax Practitioners: Western Australian Evidence

This study examines Australian tax agents' perceptions of the ethical environment in which they practice, within the context of an income tax system based on self-assessment principles. The research identifies and ranks an inventory of ethical issues in terms of perceived frequency of occurrence and importance to Western Australian tax agents. In addition, the extent and influence of ethical concerns in the profession are evaluated.The study has determined that the most frequently cited ethical issue is the failure to make reasonable enquiries where information or documentation provided by a client appears to be inaccurate or incomplete. The most important ethical problem is a failure to ensure confidentiality with regard to privileged client information. When the frequency of occurrence and importance means are compared, inadequate technical competence, failure to make reasonable enquiries/conduct research, continuing to act for a client where there is incorrect information, and conflicts in distinguishing between tax planning and tax avoidance emerge as the high frequency/high importance issues. Although acknowledging the potential for unethical actions in tax practice, Western Australian tax agents consider that they carry out their professional activities within an ethical environment.     

An Empirical Examination of U.K. International Unit Trust Performance

We examine the performance of U.K. unit trusts with international equity objectives between January 1985 and December 2000 using four international factor models. The international version of the Carhart (1997) model performs the best in explaining the cross-section of international stock returns. There is little evidence of superior performance by international trusts relative to the global models. We also find that the choice between a local and global version of the Carhart model has a significant impact on the relation between the investment sector of the trust and performance.JEL classification: G10, G12     

The effect of firm financial characteristics and the availability of alternative finance on IPO underpricing

This article tests the hypothesis that the financial characteristics of the issuing firm, along with the availability of alternative sources of financing, are important determinants of the level of underpricing. While risk and its relationship to underpricing have been examined in previous studies, liquidity risk is unique because of its special implications for a firm’s bargaining position with the underwriter. Consistent with my hypothesis, firms with greater liquidity concerns at the IPO experience greater underpricing. On the other hand, firms with higher levels of venture capital funding and/or debt financing are more fully priced.     

The Determinants and Impact of State Abortion Restrictions

This paper shows that a state's abortion policy is determined by the strength of interest advocacy groups and political forces. The greater the membership in the National Abortion Rights Action League, the percentage of female state legislators and the percentage of Democratic female legislators, the less restrictive a state's abortion policy. The greater a state's population that are Roman Catholics, the more restrictive a state's abortion policy. The paper also estimates the impact abortion restrictions have on a state's abortion rate. The empirical results show that abortion restrictions have no statistically significant impact on a state's abortion rate. A state's abortion restrictions do not significantly increase out-of-state abortions.