Customer relationship management and company performance—the mediating role of new product performance

Customer Relationship Management (CRM) is widely accepted as an effective approach for collecting, analyzing, and translating valuable customer information into managerial action. However, the potential of CRM has been investigated only in the context of existing products. CRM’s potential to aid in future new product development (NPD) has been neglected. We develop a conceptual framework in which multiple facets of CRM are linked to new product and company performance. We test this model based on a cross-functional sample consisting of 115 R&D and 122 Marketing managers from firms spanning multiple industries. The results provide evidence that CRM has a positive effect on new product performance and further, that this effect is moderated by CRM reward systems but not CRM technology. We also show that new product performance mediates the relationship between CRM and company performance. These findings have important implications for research and practice in both the CRM and NPD areas.     

The Monetary Transmission Mechanism, Non-residential Fixed Investment and Housing

We specify a vector autoregression (VAR) model for the U.S. for 1980–2008 to investigate the statistical causal relationships between private non-residential fixed investment, the effective Federal funds rate, personal consumption expenditures, nonfinancial corporate profits, and the nonfinancial corporate credit market debt to test the validity of macroeconomic relationships in a macro model. The VAR utilizes the Toda-Yamamote procedure to test for Granger causality. Our preliminary results show that the transmission mechanism does not work as expected; we find that fixed investment depends on the level of demand in the economy and profits but not on the interest rate. This casts doubt on the usual assumptions about how the monetary transmission mechanism is expected to work. The second part of the paper investigates the effects of the change in the monetary regime towards low and stable interest rates, a policy pursued by the U.S. Fed since the beginning of the 1990s. We find that the new monetary policy regime has the following effects: (1) our VAR model does not support the hypothesis that low interest rates lead to higher fixed nonresidential investment; (2) low interest rates led to a search for higher yields through increasing risk, and (3) they led to an increase in the demand for securitized assets, especially mortgage-backed securities, which eventually resulted in a housing bubble. The overall results therefore raise doubts about the effectiveness of low interest rates as a policy regime designed as a component of a counter-cyclical policy.     

Direct observation of search behavior in the purchase of two nondurable products

This study examines external information search for nondurable products using a relatively unobtrusive measurement technique in an effort to minimize the demand bias inherent in many previous search studies. An attempt is made to explain differences in search behavior using five groups of predictive variables: decision task, shopping lifestyles, general shopping behavior, personality, and demographics. The findings support the notion of very limited search in the purchase of common, inexpensive, low involvement goods. Variables related to the decision task appear to be the best predictors of external information search behavior.     

Spurious Regressions in Financial Economics?

Even though stock returns are not highly autocorrelated, there is a spurious regression bias in predictive regressions for stock returns related to the classic studies of Yule (1926) and Granger and Newbold (1974) . Data mining for predictor variables interacts with spurious regression bias. The two effects reinforce each other, because more highly persistent series are more likely to be found significant in the search for predictor variables. Our simulations suggest that many of the regressions in the literature, based on individual predictor variables, may be spurious.     

Evaluating Government Bond Fund Performance with Stochastic Discount Factors

This article shows how to evaluate the performance of managedportfolios using stochastic discount factors (SDFs) from continuous-timeterm structure models. These models imply empirical factorsthat include time averages of the underlying state variables.The approach addresses a performance measurement bias, describedby Goetzmann, Ingersoll, and Ivkovic (2000) and Ferson and Khang(2002), arising because fund managers may trade within the returnmeasurement interval or hold positions in replicable options.The empirical factors contribute explanatory power in factormodel regressions and reduce model pricing errors. We illustratethe approach on US government bond funds during 1986–2000.     

Monitoring and Controlling Mastitis on Ontario Dairy Farms

The frequency of use and the marginal costs and marginal value products of mastitis control practices on somatic cell count (SCC) and milk yield are investigated. A survey of current management practices is combined with Dairy Herd Improvement production information to determine the relationships between milk yield, SCC, management practices, and production and producer characteristics under field conditions. The relationships are modeled and compared at the cow and herd level. A moment-generating approach is used in the herd model to determine which, if any, practices are risk reducing. The SCC for an individual cow is a better indicator of milk production lost due to mastitis than is a bulk tank SCC. Most recommended mastitis control practices are estimated to be economically beneficial, but some common practices are found not to be economical, and questions are raised about dry cow treatment. On a examiné la fréquence à laquelle on recourt aux pratiques de lutte contre la mammite, de même que les couts et les avantages marginaux de ces dernières en ce qui concerne la numération des cellues somatiques et le rendement laitier. On a combiné une enquête sur les pratiques zootechniques actuelles aux renseignements sur la production extraits du Programme d'amélioration des troupeaux laitiers en vue de déterminer les relations qui existent entre le rendement laitier, la numération des cellules somatiques, la conduite du troupeau ainsi que les caractéristiques associées à la production et aux producteurs, sur le terrain. On a ensuite modélisé ces relations et on les a compareées entre les animaux et les troupeaux. Pour le modèle touchant les troupeaux, on s'est servi d'une approche générant des moments, pour déterminer si une pratique quelconque diminuait les risques. La numération des cellules somatiques chez la vache est un meilleur indicateur du volume de lait perdu à la suite de la mammite que la numération des cellules somatiques dans la citerne. La plupart des méthodes de lutte contre la mammite recommendées offrent un avantage économique, mais certaines pratiques courantes ont l'effet contraire et on s'interroge sur l'utilité de traiter les vaches taries.     

What Our Students Should Know: Perspectives from Business and Academia

Perspectives from business and academia on the relative importance of various skills and attributes were compared. The perspective from academia came from the University of Guelph learning objectives and the AEB simple and complex skills required for undergraduate majors. A survey of Canadian agribusiness firms, including governmental agencies, provided the business perspective. Different types and sizes of businesses were consistent in ranking the relative importance of the various skills and attributes. The rankings by business were also consistent with the hierachial learning objectives from the University of Guelph and the disciplinary skills from the AEB. The hypothesis that business and academia are more convergent than divergent as to what our students should know is supported by these results.
Both business and academia rank communication skills highly. Business ranks personal qualities slightly higher than communication skills, but universities recognize that they can only screen for personal qualities, as opposed to the skills that they can enhance through education. Relatively low rankings of technical, computer and quantitative skills and experience should not be interpreted to mean they are unimportant, but rather that they are necessary but not sufficient for entry-level employees to succeed in agribusiness firms.     

The comparative test in marketing research and theory development

The comparative test has traditionally been viewed as a theoretical and methodological technique that was useful for making rapid advances in the development of marketing as a science. Enthusiasm for the comparative test is rooted in logical empiricism. Unexplored implications for the use of the comparative test in marketing are offered from the sophisticated methodological falsificationist and the social constructionist perspectives. A proposed solution to the problems that are created from using the comparative test in the traditional manner is presented. The solution proposed is relevant to methodology in science in general and should aid research and the development of theory in marketing.