Land and small farmer resistance in authoritarian Egypt

This article examines small farmer resistance in Egypt. It situates contemporary struggles in the context of the uneven success of small farmers' historical resistance to land dispossession and neoliberal reform. Struggles over land are the prime driver of rural conflict and small farmers contest state strategies that reward local elites, land owners, and supporters of the military regime. There may not be a coherent social movement able to resist contemporary patterns of capital accumulation, but there are elements of resistance that edge forward an agenda for a “political conversation” about much-needed deep social reforms. The internationally-supported Sisi presidency has used violence to consolidate military power, making open revolt difficult. Nevertheless, small farmers link struggles over access to land with poor state provisioning of water and infrastructure as a means of building resistance.     

Macroprudential policy and the inward transmission of monetary policy: The case of Chile,Mexico, and Russia

This paper studies whether domestic macroprudential policy may attenuate the inward transmission of monetary policy shocks from the United States to domestic bank lending growth in three emerging market economies—Chile, Mexico, and Russia. Identification relies on banks’ heterogeneous exposure to prudential policies and the fact that foreign monetary policy shocks are exogenous from the perspective of these economies. After analyzing the effects of the aggregate domestic prudential policy stance, we focus on specific prudential policies targeting mortgage and consumer loans, as well as foreign‐currency deposits. Although our overall results are mixed, we find evidence that the strength of international monetary policy spillovers varies depending on the stance of domestic macroprudential policy. In particular, a tighter reserve requirement stance over foreign‐currency deposits in Chile dampens the effect of an international monetary policy shock on domestic local‐currency lending, but reinforces that on foreign‐currency lending, whereas in Russia, it dampens the effect on both local‐currency and foreign‐currency lending, although to different degrees. Prudential policies targeting the asset side of banks’ balance sheets, such as mortgage loans or consumer credit, are found to amplify international monetary policy spillovers in some cases and attenuate it in others, depending on the country context.     

Understanding sales force automation outcomes: A managerial perspective

Despite the growing importance and potential of sales force automation (SFA), failure rates for SFA implementations have been reported to be as high as 55-80%. Given the growth of SFA programs, the potential effectiveness and efficiency SFA can bring to the sales force, and the magnitude of SFA failures, it is surprising that relatively few studies have addressed this important and timely topic. Many of the early studies have focused on the adoption and diffusion/infusion of SFA programs from an information technology perspective. The results of these studies have been inconclusive in explaining SFA implementation failures. The purpose of this study is to add to our understanding of SFA failures by investigating a broader set of implementation factors than those typically included in acceptance of technology studies. We conducted in-depth personal interviews with executives from three global organizations who were responsible for SFA initiatives in their firm. Results from the in-depth analyses yield recommendations and a proposed model to assist managers in the implementation of their SFA as well as getting their salespeople to “buy-in” to the SFA, and ultimately reduce SFA failures.     

Managing culturally diverse buyer-seller relationships: The role of intercultural disposition and adaptive selling in developing intercultural communication competence

Given the increase in cultural diversity within marketing organizations as well as within current and potential customer bases, possessing the appropriate communication skills becomes crucial to success in managing culturally diverse relationships. Although marketing researchers have recognized the importance of adaptive selling behavior for successful buyer-seller relationships, the exploration of the intercultural aspects of these relationships has only recently begun. This article examines how adaptive selling behaviors and intercultural dispositions of marketing executives contribute to their perceived intercultural communication competence. Results show that in addition to being adaptive, the intercultural disposition of a marketer is of key importance in developing intercultural communication competence. Theoretical and practical implications for incorporating intercultural communication into the development of successful buyer-seller relationships are discussed. Victoria D. Bush (Ph.D., University of Memphis) is an associate professor of marketing at the University of Mississippi. Her research has appeared in such journals as theJournal of Advertising, theJournal of Advertising Research, Industrial Marketing Management, theJournal of Public Policy and Marketing, theJournal of Business Ethics, and theJournal of Services Marketing. Her research interests are in diversity, advertising, and ethics. Gregory M. Rose (Ph.D., University of Oregon) is an associate professor of marketing at the University of Mississippi. His research interests include consumer socialization and cross-cultural consumer behavior. He has published or has forthcoming articles in theJournal of Consumer Research, theJournal of the Academy of Marketing Science, theJournal of Business Research, theJournal of Consumer Psychology, theJournal of Advertising, theJournal of Marketing, and other journals and proceedings. Faye Gilbert (Ph.D., University of North Texas) is an associate professor of marketing at the University of Mississippi. She has published in theJournal of Business Research, Psychology and Marketing, theJournal of Health Care Marketing, theJournal of Research in Pharmaceutical Economics, theJournal of Applied Business Research, theJournal of Marketing Management, theJournal of Marketing Theory and Practice, and theJournal of Marketing Education, among others. Her work emphasizes the application of consumer behavior theory to health care and to channel relationships. Thomas N. Ingram (Ph.D., Georgia State University) is a professor of marketing at Colorado State University. He has been honored as the Marketing Educator of the Year by Sales and Marketing Executives International (SMEI) and as a recipient of the Mu Kappa Tau National Marketing Honor Society Recognition Award for Outstanding Scholarly Contributions to the Sales Discipline. He has served as the editor of theJournal of Personal Selling and Sales Management and is the current editor of theJournal of Marketing Theory and Practice. His primary research is in personal selling and sales management. His work has appeared in theJournal of Marketing, theJournal of Marketing Research, theJournal of Personal Selling and Sales Management, and theJournal of the Academy of Marketing Science, among others. He is the coauthor of three textbooks:Professional Selling: A Trust-Based Approach, Sales Management: Analysis and Decision Making, andMarketing: Principles and Perspectives.     

Are your salespeople coachable? How salesperson coachability, trait competitiveness, and transformational leadership enhance sales performance

In this two-part empirical study, a measure of athletic coachability is adapted and applied to salespeople in a business-to-business sales context. Relationships among salesperson coachability, salesperson trait competitiveness, sales manager leadership style, and sales performance are conceptualized and tested. Results suggest that sales performance is highest when salespeople are highly coachable, highly competitive, and under transformational leadership. Results also suggest that salesperson coachability fully mediates the relationship between transformational leadership and sales performance and partially mediates the relationship between salesperson trait competitiveness and sales performance.     

Public goods,taxation, and the distribution of income over time

With given fiscal and collective choice institutions, the provision and concomitant financing of a public good affect individuals' saving decisions and, hence, may affect the course of the income distribution over time. This paper focuses on this problem for the case of a constitutional democracy in which the major fiscal institution is a set of fixed tax shares and the collective choice mechanism is simple majority voting. The redistributive aspects, rather than the equity aspects, of alternative tax structures are explored.     

Guidelines for marketing a new industrial product

This article presents an illustration of what evaluations and obstacles a new product can face in an industrial market. Guidelines are also suggested which will hopefully better prepare industrial marketers for more success in marketing new products.     

Radical Individualism vs. Institutionalism, I The Division of Institutionalists into 'Humanists' and 'Behaviorists'

A bstract . David Seckler has filled an important gap in the methodological literature of economics by providing a "radical individualist" critique of American institutionalism (1). Seckler argues that institutionalists have been unable to develop a coherent methodology because of their ambivalence on the issue of " free will versus determinism." Thorstein Veblen, he says, entertained both "humanistic" and "behavioristic" hypotheses in his explanations of human behavior and, consequently, descended into obscurantism. The institutionalist literature in general reflects these contradictory methodological tendencies; for example, John R. Commons was a "humanist" , whereas Clarence Ayres was a "behaviorist." Seckler's critique is not, however, persuasive. He fails to recognize the difficulties inherent in the philosophical dualisms posited by "radical individualism," and he employs them credulously in his critique of institutionalism. Equally damaging to his argument is his failure to give adequate consideration to the meaning and significance of the "institutional dichotomy" in institutional analysis.