Identifying peer mentors in the sales force: An exploratory investigation of willingness and ability

There has been a high level of interest in the sales management practitioner literature in mentoring, but very little is known about peer mentoring relationships between more experienced and less experienced salespeople. Sales organizations that wish to initiate or encourage peer mentoring relationships must identify those salespeople who are both able and willing to mentor less experienced salespeople. The results of an exploratory study to identify mentors in an industrial sales force are reported. The authors find that job experience, job satisfaction, a measure of interpersonal competence, and role conflict are associated with willingness to mentor; interpersonal competence and role conflict are associated with ability to mentor. Results are discussed and opportunities for future research are offered. She received her M.S. from Ohio State University and her M.B.A. from Wright State University. She has experience in personnel training with an industrial sales organization. Her research interests are in the areas of salesperson communication competence, buyer-seller interactions, and buyer-seller negotiation. Her research has been published in various conference proceedings. She received her Ph.D. from University of Tennessee. She has experience in industrial sales and sales management. Her research interests are in the area of buyer-seller interactions and managing sales relationships. Her research has been published inJournal of Personal Selling and Sales Management, Journal of Consumer Psychology, and various conference proceedings. Wendy L. Warren is in management at Wal-Mart Stores, Inc., and has experience in new product development. She received her M.S. from Ohio State University. Her research has been published inJournal of Consumer Research.     

Balancing dominance: Diagnosing the buyer-supplier relationship

There is often more than meets the eye in any relationship—especially business relationships. Using the author's “stability matrix” can help you find out just where you stand with your customers or suppliers and where things might be headed.     

A COMPARATIVE ANALYSIS OF STRATEGIC DECISIONS

This study examines the process of upward influence in a variety of strategic decisions. The study provides a list of categories and supporting data for the agents, methods, perceived outcomes, and perceived causes of success and failure of upward influence interactions that impact upon the strategic decision-making process in organizations. The results suggest that: (a) middle-level managers (MLMs) deal directly with their superiors and use rational or persuasive arguments in their upward influence interactions in strategic decisions; (2) MLMs are very successful in their influence interactions and attribute their successes to internal causes; (3) MLMs and their superiors view the influence episode similarly; and (4) upward influence activity in strategic decisions is quite similar to upward influence activity in non-strategic decisions. The study also examines individual and organizational factors that are associated with success and failure in influence activity in strategic decision-making.     

Debreu-like properties of utility representations

Traditionally the codomain of a utility function is the set of real numbers. This choice has the advantage of ensuring the existence of a continuous representation but does not allow to represent many preference structures that are relevant to utility theory. Recently, some authors have started a systematic study of utility representations that are not real-valued, introducing the notion of a Debreu chain. We continue their analysis defining two Debreu-like properties, which are connected to a local continuity of a utility representation. The classes of locally Debreu and pointwise Debreu chains here introduced enlarge the class of Debreu chains. We give several examples and analyze some properties of these two classes of chains, with particular attention to lexicographic products.     

Evidence of feedback trading with Markov switching regimes

Previous research has concluded that the degree of return autocorrelation observed in index returns varies linearly with the volatility of the series, and that feedback traders are at least partly responsible for this phenomenon. Using daily Australian bond and equity market returns, we test this conclusion directly by using a Markov switching model for changing variance that explicitly allows the autocorrelation of returns to vary with the volatility regime. We find evidence that a significant proportion of investors in both the Australian equity and bond markets are positive feedback traders and are responsible for the observed increase in negative autocorrelation in index returns during periods of high and increasing volatility.

Is liquidity the missing link?

Durand et al. (2006a ) argue that the Australian market is both internationally integrated and domestically segmented. They find that the US‐based three‐factor model captures returns of the largest stocks in Australia (evidence of international integration), but that it is unable to account for the returns of the smallest stocks (evidence of domestic segmentation). This study resolves the puzzle left by Durand et al. (2006a) . Incorporating a liquidity factor provides the missing link in their analysis: it results in a model that permits both the international integration of the largest stocks and the model can account for the returns of the smallest stocks. Our analysis highlights the important role of liquidity in Australian asset pricing.     

Simulated financial dealing room: learning discovery and student accountability

This paper identifies the effectiveness of a simulated treasury dealing room for teaching and learning. It uses a presurvey and a postsurvey to establish student perceptions of learning effectiveness. It concludes that students believe that the dealing room: (i) improves their opportunities to apply theory; (ii) provides better learning than lectures; (iii) is more effective than individual learning; (iv) improves student monitoring of learning effectiveness; and (v) improves student abilities to recognize ethical issues, develop alternative solutions to ethical problems, and evaluate solutions to ethical problems from a moral point of view. Student motivation is enhanced by: (i) the high value they place on dealing room learning; (ii) their preparedness to participate; (iii) rapidly reduced levels of anxiety about trading; and (iv) the learning resources provided.     

Managing disabilities in an integrated health environment: the experience of Aetna

Disability-related outlays are increasing at a rate well above the medical inflation rate. This article discusses the experience of one company in its attempt to manage these skyrocketing costs, by developing a new program that integrates health and related benefits by combining the medical and human resources interventions into a unified program. The authors discuss the initiation, development and progress of the program, concluding with measured results revealing reduced lost work time, improved employee health and productivity, and reduced disability costs.