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131.
An empirical test of trust-building processes and outcomes in sales manager-salesperson relationships 总被引:1,自引:0,他引:1
Thomas G. Brashear James S. Boles Danny N. Bellenger Charles M. Brooks 《Journal of the Academy of Marketing Science》2003,31(2):189-200
This study examines three trust-building processes and outcomes in sales manager-salesperson relationships. This study, based
on a sample of more than 400 business-to-business salespeoples from a variety of industries, shows two trust-building processes
(predictive and identification) to be significantly related to salesperson trust in the sales manager. Interpersonal trust
was found to be most strongly related to shared values and respect. Trust was directly related to job satisfaction and relationalism,
and indirectly related to organizational commitment and turnover intention.
Thomas G. Brashear (brashear@mktg.umass.edu) (Ph.D., Georgia State University) is an assistant professor of marketing in the Isenberg School
of Management at the University of Massachusetts-Amherst.
James S. Boles (jboles@gsu.edu) (Ph.D., Louisiana State University) is an associate professor of marketing in the Robinson College of Business
at Georgia State University. His research has appeared in a variety of journals, including theJournal of Marketing, theJournal of Business Research, theJournal of the Academy of Marketing Science, theJournal of Retailing, theJournal of Personal Selling and Sales Management, and theJournal of Applied Psychology. His areas of research interest include personal selling, sales management, key and strategic account management, and business
relationships.
Danny N. Bellenger (mktdnb@langate.gsu.edu) (Ph.D., University of Alabama) is currently chairman of the Marketing Department in the Robinson
College of Business at Georgia State University. His research has appeared in a number of academic journals including theJournal of Marketing Research, theJournal of Marketing, theJournal of Advertising Research, theCalifornia Management Review, theJournal of Retailing, theJournal of Personal Selling and Sales Management, Industrial Marketing Management, and theJournal of Business Research. He has authored four monographs and four textbooks on marketing research, sales, and retailing.
Charles M. Brooks (brooks@quinnipiac.edu) (Ph.D., Georgia State University) is an associate professor and chair of the Department of Marketing
and Advertising at Quinnipiac University. His research has appeared in theJournal of Business Research, theJournal of Retailing, Marketing Theory, and theJournal of Marketing Theory and Practice. 相似文献
132.
We analyse a disregarded environmental policy instrument: a switch in government expenditure away from energy (or other natural
resources) and toward a composite good which includes energy-saving expenditure. We first develop two variants of an analytical
general equilibrium model. A composite good is produced with constant returns to scale, and energy is imported or produced
domestically with diminishing returns, yielding a differential rent to its owners. The government purchases energy and composite
goods from private firms. Such a policy unambiguously increases employment. It also raises private consumption and welfare
under two conditions: (i) it is not too costly and (ii) the initial share of the resource is smaller in public spending than
in private consumption, or the difference is small enough. We then run numerically a model featuring both importation and
domestic production of energy (oil, gas and electricity), for the OECD as a whole. Simulations show that employment, welfare
and private consumption rise. We provide magnitudes for different parameter values.
Earlier versions of this paper have benefited from conference participants at the European Council for an Energy-Efficient
Economy, International Society for Ecological Economics World Congress, CIRED seminar and EUREQua environmental economics
seminar. We especially thank Michèle Sadoun and two anonymous referees. The usual disclaimer applies. 相似文献
133.
Synopsis We describe the first effort at creating a global ex-vessel fish price database, which is required for understanding the economic
behavior of participants in the world’s fisheries. We demonstrate potential applications of the database by linking it to
a spatially defined catch database, which makes it possible to attach landed values to species in both time and space. This
is the first database available publicly where interested members of the public, researchers and managers can easily find
and access ex-vessel prices of the world’s major commercial fish species. Preliminary results indicate that the average real
price of a number of species have declined between 1950 and 2002. The estimated landed value of fish globally, in year 2000
dollars, was about US$24 billion in 1950. It increased steadily to about US$90 billion in the early 1970s, reached a peak
of US$100 billion at the end of the 1980s, and declined to about US$80 billion in 2000. The top 15 fishing countries cumulatively
account for 79% of total real landed value, with Japan leading, even though the value of its landings has been declining.
相似文献
134.
David Pearce 《Environmental and Resource Economics》2007,37(1):313-333
This paper addresses from an economic perspective the issue of global biodiversity conservation. It challenges the perception
that the world really cares a great deal about biodiversity and is prepared to pay the full cost of maintaining this stock
of natural capital. Despite the existence of a plethora of international agreements there still seems to be a global ‘deficit
of care’ surrounding efforts to combat challenges such as those posed by global warming and biodiversity conservation. More
light can be thrown on the degree of care by measuring both the actual expenditures and the stated willingness to pay for
biodiversity conservation. However, actual expenditures are much lower than willingness to pay estimates recorded in the published
literature. Using the criteria that the ‘right’ amount of conservation effort is one where the marginal economic benefits
from conservation just equal the marginal costs of conservation, the paper explores the biodiversity conservation conundrum
and concluded that, on the available evidence, the world does not care too much about this natural capital stock and bequests
to future generations.
An erratum to this article can be found at 相似文献
135.
Kyu Sang Lee 《Experimental Economics》2005,8(2):171
This dissertation aims at elucidating the history of Vernon Smith’s experimental economics by focusing its attention upon the three themes of rationality, minds and machines that assumed significance at different (albeit overlapping) stages of the development of Smith’s experimental economics with the help of his published and unpublished papers.Chapter 1 is devoted to the scrutiny of the form of rationality incorporated into the portions of Smith’s laboratory experiments whose results have usually been taken as corroborations of his “Hayek Hypothesis.” By bringing into the foreground Smith’s definite position on demand theory and its concrete instantiations on many different occasions, we make the case that Smith has consistently imposed by means of the induced value theory certain narrowly defined preference structures that have definite implications for the form of rationality instantiated in the laboratory.The main narrative in Chapter 2 concerns Smith’s intellectual interchanges with behavioral scientists in the early 1960s, more specifically, his reactions to behavioral scientists’ attempts at cognitive modeling. We present several reasons for interpreting Smith’s initiation of the attempt at the maximization-based induced value theory as an endeavor to discipline subjects’ minds. We also provide in Chapter 2 a portrayal of Smith’s missed opportunities to get involved in the large-scale laboratory experimentation projects pursued in the 1950s in close connection with several branches of psychology.Chapter 3 consists of two parts. In Part 1, we describe the origin of mechanism design economics, and offer a detailed explanation of the analytical kinship between Smith’s “microeconomic system theory” and the standard conceptual framework utilized in mechanism design economics. Part 2 is devoted to describing the roles played by the computer in both Smith’s empirical research agenda and the theoretical, mechanism design research pursued by Stanley Reiter (one of Smith’s intellectual companions since the 1950s). Our historical narrative in Chapter 3 is intended to clarify that computer experience and computational theory drove the development of Reiter’ version of mechanism design economics, and that they also (partially) shaped some crucial events in the history of Smith’s version of experimental economics.JEL Classification: B21, B31, C90, C92, D02Prof. Philip E. Mirowski: Advisor 相似文献
136.
137.
Passage of an Internal Revenue Service (IRS) overhaul bill in 1998 reflects the depth of American taxpayer frustration with the agency. We bring a constitutional, or rules of the game, perspective to tax enforcement. We examine political costs and benefits and agency discretion as reasons why tax enforcement by the government might deviate from the preferences of a representative citizen. We also examine prospects for reform. Lasting reform must alter the rules for deciding tax enforcement policy or the political pressures which yield excessive enforcement today will reemerge in the future. 相似文献
138.
John Baffoe-Bonnie 《Empirical Economics》2003,28(3):461-478
Recent application of the switching regression model to allocate workers into the primary and secondary labor markets is
considered to be the best solution to the classification problem of the empirical testing of the dual labor market theory.
In such models, normality of the error terms is assumed. This paper adopts the switching regression model to test the dual
labor market theory by assuming different distributions of the error terms. The test results strongly support the dual labor
market theory regardless of the assumption one makes about the error terms. However, the results indicate that different distribution
can lead to different percentage distributions of workers in the two segments. In particular, the normal distribution generates
more workers in the primary segment than the non-normal distributions. Therefore, care must be taken not to generalize the
type of industries or occupations that fall under the primary and secondary segments.
First version received: October 2000/Final version received: March 2002
RID="*"
ID="*" I would like to thank Kevin Lang, Robert Marshall, and two anonymous referees for their helpful comments. I am grateful
for comments received from the session participants of the Western Economic Association International Conference, San Francisco,
CA, June 28–July 2, 1996, and the Midwest Economic Association Conference, Kansas City, 1997. I thank George Bonney, the Chief
Statistician of Fox Chase Cancer Center, Philadelphia for his comments. Any remaining errors are my responsibility. I gratefully
acknowledge financial support from Penn State Research and Development Grant, 1995. 相似文献
139.
Tobias F. Rötheli 《International Advances in Economic Research》2005,11(1):39-47
Earlier experimental evidence indicates that some decision makers under-invest in information when it is costly. This insight is applied to the cost–benefit analysis of the provision of data obtained by satellites. In fields like agriculture, remotely sensed information of great precision can be provided to additional farmers at minimal extra costs if a service for farmers with similar information needs is set up. Here, the tendency to under-invest in information asks for creative solutions by the private sector: bankers may work together with rational producers in setting up the information service and promoting it. However, if producers financial resources are insufficient, public intervention, in the form of a free information service may be necessary.The author would like to thank an anonymous referee, Stephan von Cramon-Taubadel, Sean Flynn, Daniel Heller, and Carlos Lenz and participants of the Lisbon Conference of the International Atlantic Economic Society, particularly Asatoshi Maeshiro, for helpful comments. 相似文献
140.
Abstract. The aim of this paper is to estimate the effect of fertility on the decision of labour force participation of married females
in Spain, allowing for the existence of unobserved characteristics that affect both fertility and participation. We use a
pooling of five waves of the European Household Panel for Spain (1994–1998). Results indicate that not taking into account
the unobserved characteristics that affect both variables imposes on average a strong downward bias on the true effect of
fertility on participation. This bias is especially strong for highly educated females.
We are grateful to Raquel Carrasco and an anonymous referee for helpful comments. Financial support from Gobierno Vasco (PI-1999-160)),
Ministry of Education and Science (BE2000-1394), Instituto de la Mujer and Universidad del País Vasco (UPV 00035.321-13511/2001)
is gratefully acknowledged. 相似文献