A behavioral science approach to effective sales presentations

This paper has identified and briefly described a number of verbal behaviors which the salesman can use in the initial contact phase of the sales interview. The initial contact phase of selling is made more effective by using a combination of the responses described in the literature of the behavioral sciences. Experienced and neophyte salesmen can learn these behaviors with brief training using the materials presented here in a role playing situation. Such training should increase their effectiveness in the selling situation.     

Contributions to accounting literature: A peer assessment of monographs

This paper presents results of a survey conducted to determine those monographs perceived by accounting academicians to have made the most significant contributions to the accounting literature. Based on responses from 471 academicians from 184 identifiable colleges and universities located in 47 states, a list of the top 15 ranked monographs was compiled. These top-ranked monographs, as selected by a broad cross-section of American academia, could serve as an important source of common knowledge for academicians and graduate students involved in the study of accounting theory.     

Household behavior under income uncertainty in a monocentric urban area

For a household living outside of but commuting to and from the CBD of an urban area and experiencing income uncertainty, housing consumption and location (distance from the CBD) are inversely related to the probability of unemployment and directly related to the level of unemployment compensation under fairly unrestrictive assumptions. Under more restrictive assumptions, it is found that these variables are inversely related to housing price and transportation costs. Finally, income compensation causes housing consumption and location to be directly related to the probability of unemployment and the level of unemployment compensation.     

On relative and partial risk attitudes: theory and implications

This paper develops context-free interpretations for the relative and partial Nth degree risk attitude measures and show that various conditions on theses measures are utility characterizations of the effects of scaling general stochastic changes in different settings. It is then shown that these characterizations can be applied to generalize comparative statics results in a number of important problems, including precautionary savings, optimal portfolio choice, and competitive firms under price uncertainty.     

Optimal insurance contracts when establishing the amount of losses is costly

The problem of establishing the amount of losses covered by public and private insurance is often characterized by asymmetric information, in which the claimant already knows the extent of a loss but this can be demonstrated to the insurer only at a cost. It is shown that a simple arrangement, which provides greater coverage whenever individuals demonstrate high losses, gives claimants an excessive incentive to establish the amount of their losses. This paper determines what insurance claims process, consistent with the form typically employed in existing insurance arrangements, is optimal.     

Multi-Factor Cox-Ingersoll-Ross Models of the Term Structure: Estimates and Tests from a Kalman Filter Model

This paper presents a method for estimating multi-factor versions of the Cox-Ingersoll-Ross (1985b) model of the term structure of interest rates. The fixed parameters in one, two, and three factor models are estimated by applying an approximate maximum likelihood estimator in a state-space model using data for the U.S. treasury market. A nonlinear Kalman filter is used to estimate the unobservable factors. Multi-factor models are necessary to characterize the changing shape of the yield curve over time, and the statistical tests support the case for two and three factor models. A three factor model would be able to incorporate random variation in short term interest rates, long term rates, and interest rate volatility.     

Spin-offs in an Environment of Bank Debt

Abstract:  An assessment of the wealth impact of spin-offs involving UK firms is of interest, as they tend to access debt through banks rather than capital markets. Banks will have a different relationship with shareholders, so the distribution of returns may differ from that previously observed. The short and long-term impact on both parent and spin-off shareholders is investigated. Possible reasons for a positive returns response, including an anticipated acquisition premium, and management focus related gains, are considered. Annual financial ratios offer a further evaluation of operating performance and assess the impact on levels of leverage in parents and spin-offs.     

Estimating the sensitivity of state tax revenue to cyclical and wealth effects

In this study, we estimate the elasticities of alternative sources of state tax revenue relative to the economy, as measured by GSP, and to wealth, as measured by the S&P500. Next, efficient tax frontiers are estimated for each state by minimizing the standard deviation, given the current average growth rate of revenues. It is shown how states could attain the same expected growth rate of tax revenues with less volatility by modifying the composition of their existing tax structures. In most cases, corporate income taxes are found to reduce efficiency due to their high volatility without a correspondingly high growth rate.