Search for the underlying mechanism of framing effects in multi-alternative and multi-attribute decision situations

This paper extends previous research on the framing effect from single-alternative and single-attribute to multi-alternative and multi-attribute situations. Two experimental studies demonstrate that attribute framing and goal framing influence consumer decision-making in multi-attribute and multi-alternative situations. The results indicate that attribute framing influences only the perceived evaluation of the specific alternatives along a framed attribute, in that the perceived evaluation of the framed attribute is higher in the positive attribute framing condition than in the negative. On the other hand, goal framing influences only the weight of a framed attribute. Specifically, the weight of the framed attribute becomes more important in the positive goal framing condition than in the negative. Further, the results suggest that the attribute framing effects are attributable to the changes in mental representation in the encoding stage of the decision, rather than in the judgment stage.     

“Exiled Music Herself,Pushed to the Edge of Existence”: The Experience Of Musicians Who Perform Background Music

In reconsidering music in the background, the authors look to what Adorno said seventy years ago about music as aural wallpaper, as the Muzak corporation put it: “music is there to be listened to but Muzak is there to be heard”. Examining the history of listening, and in particular the influence of romanticism and bohemia, we explore through depth interviews the experiences of musicians who perform background music. This text is enlivened by an accompanying audio presentation which brings to centre stage the voices of the musicians on how they negotiate the romantic experience of music when the audience isn't interested.     

Sociocultural Integration in Mergers and Acquisitions: Unresolved Paradoxes and Directions for Future Research

Despite decades of research, the key factors for success in mergers and acquisitions (M&As) and the reasons why M&As often fail remain poorly understood. While attempts to explain M&A success and failure have traditionally focused on strategic and financial factors, an emergent field of inquiry has been directed at the sociocultural and human resources issues involved in the integration of acquired or merging firms. This research has sought to explain M&A performance and underperformance in terms of the impact that variables such as cultural fit, management style similarity, the pattern of dominance between merging firms, the acquirer's degree of cultural tolerance, and the social climate surrounding a takeover have on the postmerger integration process. In this article, we attempt to take stock of, and synthesize, the findings from research on sociocultural and human resources integration in M&A, to identify conflicting perspectives and unresolved questions as well as several underresearched areas, and then use our analyses to propose an agenda for the next stage of research in this field. © 2013 Wiley Periodicals, Inc.     

Exploring impulse buying and variety seeking by retail shoppers: towards a common conceptual framework

Abstract

Impulse buying and variety seeking are both low-effort feelings-based behaviours with similar psychological origins. However, there is little research exploring the common sociopsychological processes regulating these behaviours. This gap is addressed with a conceptual framework incorporating the discrepancy between actual and optimum stimulation levels as the driver of both the behaviours, and self-monitoring as the moderator of interpersonal influences on these. Findings from a field-survey-based study with retail shoppers show that both the behaviours are responses to exploratory urges triggered by lower stimulation levels. Moreover, high self-monitors exhibit greater impulsiveness in private and seek greater variety in public compared to low self-monitors. The paper concludes with a discussion on its conceptual and managerial contribution along with some of its limitations and directions for future research.     

The process of obtaining new accounts

How should a sales force be managed so as to realize a significant increase in business from new accounts? Data from a survey of industrial sales representatives and sales managers were studied to draw conclusions about this task. The results indicate that in the opinion of sales managers, sales representatives are not spending enough time on new accounts. There appear to be two major reasons: they frequently fail to see the pay-off to themselves in new account development activities, and often they lack the ability to perform these activities effectively. The article also develops a model for successful new account development and a plan for correcting the major problems.     

Gestion de l'exploitation agricole familiale et pratiques des agriculteurs: Vers une nouvelle théorie de la gestion

L'objet de la recherche est d'élaborer des concepts qui permettraient de mieux comprendre comment les agriculteurs choisissent, décident et gèrent leur exploitation avec une relative efficacité. Sd'appuyant sur des travaux de recherche clinique suivant l'exemple dans les milieux industriels, on propose quelques concepts et un modèle pour un renouvelle-ment de la théorie de la gestion: la Théorie du Comportement Adaptif. Ce renouvelle-ment repose certes sur la théorie de la firme et utilise les travaux sur la modélisation systé-mique et la rationalité limitée de H. Simon. Le postulat de cohérence et les concepts de projet, situation, perception et adaptation sont les éléments centraux de cette théorie qui permet de rendre endogène les fonctions de production et dd'utilité. Ces éléments assez généraux sont appliqués au Système Exploitation-Famille, qui insiste sur les interrelations entre exploitation et famille. Cette façon de voir l'agriculture familiale permet de mieux comprendre la diversité des comportements des agriculteurs et de proposer une conception plus adaptée de la gestion plus centrée sur Facteur et son projet. This paper is the outcome of multidisciplinary team working on the practices of farmers. The economists of this team present the theoretical conclusions and the practical consequences of their research on management and training in management. The work used clinical research methods also called the research-intervention method by colleagues working in industrial milieux. The authors propose some concepts and a model for theory of adaptative behavior. The approach relies on the theory of the firm and is based on the works of H. Simon relating to systemic modeling and bounded rationality. The consistency assumption and concepts of project, situation, perception and adaptation are the basic elements of this theory, which permits endogenization of the utility and production functions. This general model is applied to the family farm system, emphasizing interrelations between farm and family. This model applied to family farm enterprises allows a realistic, intuitive approach to the diversity of farms with the concept of management focused on the actors and their projects.     

Incorporating disounted cash flow contours onto a bcg portfolio matrix using limit pricing

Little or no attempt has been made to integrate the tools of financial investment appraisal with that of corporate strategy, despite the centrality of both of these disciplines in corporate resource allocation. This paper offers one approach which sets out, through a computer model, to explore the location of DCF values on a strategic portfolio matrix. The modelling took the BCG matrix as the basis of its text together with BCG's own assumption. It was found that the resulting DCF contours suggests a different emphasis compared with BCG's investment advice based on the matrix. The authors do not pretend, however, that the model provided is an immediate, more rigorous, solution to practical strategic analysis. Nor do they argue that the BCG advice may not be appropriate under a wider set of assumptions. The model is offered as suggesting one direction in which work might be conducted in order to link financial investment appraisal with strategic analysis portfolios in order gradually to convert the very general advice usually offered by the use of such matrices to a more precise form.     

Market Share in the Real Estate Brokerage Industry

This paper is concerned with the factors that determine the market share of listings and the market share of sales for brokerage firms. Models are developed and tested in a SMSA that conveniently corresponds exactly to a particular Multiple Listing Service area. Indices of firm specialization and market concentration were computed in addition to more conventional characterizations of the market and the data used in the study.
The regression results reveal a small degree of consistency in the impacts of the explanatory variables over the two years of the study and over the listing and sales markets. The number of salespeople is the most consistently significant variable. Indeed, market share per salesperson appears to be a non-monotonic function of the number of salespeople. The presence of a franchise and the quantity of display advertising are occasionally significant. Classified advertising, Yellow Pages advertising, and open houses all do not significantly affect market share per salesperson.     

Consumers and the dairy growth hormone: Opportunity and controversy

International Advances in Economic Research -