It’s a matter of congruence: How interpersonal identification between sales managers and salespersons shapes sales success

In recent years, marketing research and practice have recognized the importance of managing frontline employees’ identification. However, investigations so far have focused on identification at the collective level of the self, such as organizational identification, thereby largely neglecting important interpersonal identification processes at the relational level. Using a large-scale dataset comprising information from sales managers and salespeople as well as company data on customer satisfaction and sales performance, the authors make a first attempt to address this neglect by exploring important phenomena of interpersonal identification in the sales manager–salesperson dyad. Results show that initial increases in the level of identification congruence between sales managers and their respective salespeople yield positive incremental effects on sales performance and customer satisfaction. Findings also show that interpersonal over-identification and identification incongruence are negatively related to both outcomes. Results demonstrate how sales managers could mitigate these negative effects.     

The impact of coffee certification on small‐scale producers’ livelihoods: a case study from the Jimma Zone,Ethiopia

What is the impact of product certification on small‐scale farmers’ livelihoods? To what extent does the participation of Ethiopian small‐scale coffee farmers in certified local cooperative structures improve their socioeconomic situation? To answer these questions, this article employs household data of 249 coffee farmers from six different cooperatives collected in the Jimma zone of Southwestern Ethiopia in 2009. Findings show that the certification of coffee cooperatives has in total a low impact on small‐scale coffee producers’ livelihoods mainly due to (1) low productivity, (2) insignificant price premium, and (3) poor access to credit and information from the cooperative. Differences in production and organizational capacities between the local cooperatives are mirrored in the extent of the certification benefits for the smallholders. “Good” cooperatives have reaped the benefits of certification, whereas “bad” ones did not fare well. In this regard the “cooperative effect” overlies the “certification effect.”     

How modern economics learned French: Jacques Drèze and the foundation of CORE

The Center of Operations Research and Econometrics (CORE), founded in 1966, was one of the channels through which economic modelling practices were imported from the USA to Europe. Officially modelled after the Cowles Foundation for Economics Research, it reflected Jacques Drèze's broad experiences in the USA during the 1950s when modelling techniques were not yet anchored in disciplines. CORE gained an international reputation, however, through the rather exclusive community of Neo-Walrasian economists represented by Werner Hildenbrand, Jean Gabszewicz, and Gérard Debreu. After this community modified the disciplinary divisions at CORE, the influence of CORE on continental economics occurred mainly through disequilibrium economics, which still represents a “French accent” in modern macroeconomics. At the same time, operations research and econometrics prospered at CORE while receiving scant attention from economists. This essay tells the story of how CORE changed continental economics through the unique career path of its founder, Jacques Drèze.     

Stimulus generalization in classical conditioning: An initial investigation and extension

Conditioning as a mechanism for attitude change has received much attention over the past 10 years. This research examines stimulus generalization, the extent to which a response conditioned to one stimulus transfers to similar stimuli. Stimulus generalization relates to both brand extension and private‐label imitations of national brands. Two studies collectively provide evidence that attitudes which are conditioned to a particular brand can be transferred to a product with a similar name in the same category, as well as a product with the same name in a different category. Study Two suggests that stimulus generalization effects may be relatively transitory. © 2000 John Wiley & Sons, Inc.     

Do short-term laboratory experiments provide valid descriptions of long-term economic interactions? A study of Cournot markets

One key problem regarding the external validity of laboratory experiments is their duration: while economic interactions out in the field are often lengthy processes, typical lab experiments only last for an hour or two. To address this problem for the case of both symmetric and asymmetric Cournot duopoly, we conduct internet treatments lasting more than a month. Subjects make the same number of decisions as in the short-term counterparts, but they decide once a day. We compare these treatments to corresponding standard laboratory treatments and also to short-term internet treatments lasting one hour. We do not observe differences in behavior between the short- and long-term in the symmetric treatments, and only a small difference in the asymmetric treatments. We overall conclude that behavior is not considerably different between the short- and long-term.     

DID INEQUALITY CAUSE THE U.S. FINANCIAL CRISIS?

In his widely discussed book ‘Fault Lines’ (2010), Raghuram Rajan argues that many low and middle income consumers have reduced their saving and increased debt since income inequality started to soar in the United States in the early 1980s. This has temporarily kept private consumption and employment high, but it also contributed to the creation of a credit bubble. This surge in household indebtedness turned out to be unsustainable in the financial crisis starting in 2007. Although Rajan and others emphasize the role of government in promoting credit to those households with declining relative (permanent) incomes, other strands of the literature have focused more explicitly on the implications of rising inequality for aggregate demand and households’ demand for credit. These differences in emphasis may explain why the literature on the inequality‐crisis nexus appears somewhat disparate, even though the various strands are far from mutually exclusive but rather complement each other. We therefore place the ‘Rajan hypothesis’ in the context of competing theories of consumption, and survey the empirical literature on the effects of inequality on household behaviour. We conclude that the empirical evidence calls for a renaissance of the relative income hypothesis of consumption.     

Can public slow charging accelerate plug-in electric vehicle sales? A simulation of charging infrastructure usage and its impact on plug-in electric vehicle sales for Germany

Alternative fuel vehicles face the lack of refueling infrastructure as one obstacle to market diffusion and potential operators of refueling stations await significant market shares before constructing a dense refueling network. The resulting lock-in effect or chicken-egg-problem has scarcely been analyzed for plug-in electric vehicles (PEVs) up to now. The research question of this article is How much public charging infrastructure for PEVs is needed and is there mutual interaction in the diffusion of public charging infrastructure and electric vehicles?

Here, we present an agent-based market diffusion model for PEVs and their charging infrastructure that is based on a large number of individual driving profiles for private and commercial car holders in Germany. Our results demonstrate the possibility of a market diffusion in Germany without any slow public charging infrastructure until 2030. Although a charging point at home is obligatory for early adopters, the second-best option for an infrastructure set-up is at work where the majority of vehicles is parked for a long time during the day, the installation is not costly and users profit more than from public facilities. Public slow charging facilities do not increase PEV market shares and they need to be subsidized for a long time.     

Effects of outdoor advertising: Does location matter?

The growth and success of outdoor advertising is in large part due to the medium's ability to reach an increasingly elusive and mobile consumer. However, this success has come with a price. Public pressure and regulation have begun to eliminate or curtail many outdoor advertising locations, leading practitioners to question the effectiveness of the remaining outdoor advertising sites. Using associative learning techniques, these studies investigate what effect, if any, the environment in which outdoor advertising appears has on the attitudes, beliefs, and purchase intent of the advertised brand. The results of four experiments presented here suggest that the background environment does not impact advertising effectiveness, and practitioner concern of such may be unfounded. © 2011 Wiley Periodicals, Inc.     

Subsidies for renewable energies in the presence of learning effects and market power

We study the impact of learning by doing, learning spill-overs, and imperfect competition in a model with two types of electricity producers, an oligopolistic sector of polluting fossil-fuel utilities and a competitive fringe of non-polluting generators of electricity from renewable energy sources (RES-E). Furthermore we consider an upstream industry of RES-E equipment producers engaged in learning by doing. We show that a first-best policy requires two instruments, a tax in the fossil-fuel sector and an output subsidy for RES-E equipment producers. We then study second-best-optimal feed-in tariffs that are paid to the generators of RES-E. By means of simulations we calculate the welfare loss of a second-best-optimal feed-in-tariff policy and analyze how market structure impacts on second-best-optimal feed-in tariffs.