Big Five personality traits and financial salesperson performance: An application of Chernoff faces

Identifying the personality traits of effective sales people has been a long-standing challenge to sales managers and researchers in a wide range of contexts from business-to-business, to retail and services. A definitive identification of the characteristics of the ideal salesperson remains elusive. We investigate the impact of the Big Five personality traits on the performance of salespersons in a large financial services organization, our purpose being to graphically illustrate how personality traits differ according to different levels of sales performance. We present the results graphically using Chernoff faces. The study demonstrates that this approach provides valuable insights to sales managers and has several possible applications in relation to financial salesperson performance management.     

The volunteer matrix: positioning of volunteer organizations

• In the fierce competition that volunteer involving organizations face nowadays over people's willingness to donate their time, marketing strategies should be used. In order to enhance the organization's recruitability (ability to recruit suitable volunteers), it is important for volunteer organizations to understand what the positioning of the organization is and the type of volunteering that is being offered. In the current article we suggest using a marketing tool to increase the ability to recruit volunteers: positioning and perceptual mapping. Our perceptual mapping – the volunteer matrix is based on two dimensions: price (different costs attached to the volunteer experience) and quality (the overall quality of the volunteering experience). Thus, the matrix includes four different positions, and we demonstrate the manners in which different volunteer organizations or roles are positioned in each. Discussed are also the possible implementations of the matrix in order to recruit suitable volunteers and retain them.

Copyright © 2010 John Wiley & Sons, Ltd.     

Middle Management’s Strategic Influence and Organizational Performance

This study investigated relationships between middle managers’ formal position, their strategic influence and organizational performance. Among the 259 middle managers represented in the study, managers with formal positions in boundary–spanning sub–units reported higher levels of strategic influence activity than others. At the organizational level of analysis, the study found that firm performance was associated with more uniform levels of downward strategic influence, and more varied levels of upward influence among middle management cohorts. The findings suggest that middle managers’ strategic influence arises from their ability to mediate between internal and external selection environments. In addition, positive effects on organizational performance appear to depend on: (1) whether the overall pattern of upward influence is conducive to shifts in the network centrality of individual managers; and (2) whether the pattern of downward influence is consistent with an appropriate balance between the organization’s need for control and flexibility.     

Simple solutions to the initial conditions problem in dynamic,nonlinear panel data models with unobserved heterogeneity

I study a simple, widely applicable approach to handling the initial conditions problem in dynamic, nonlinear unobserved effects models. Rather than attempting to obtain the joint distribution of all outcomes of the endogenous variables, I propose finding the distribution conditional on the initial value (and the observed history of strictly exogenous explanatory variables). The approach is flexible, and results in simple estimation strategies for at least three leading dynamic, nonlinear models: probit, Tobit and Poisson regression. I treat the general problem of estimating average partial effects, and show that simple estimators exist for important special cases. Copyright © 2005 John Wiley & Sons, Ltd.     

An Extreme Value Analysis Of Advanced Age Mortality Data

Abstract

Extreme value theory describes the behavior of random variables at extremely high or low levels. The application of extreme value theory to statistics allows us to fit models to data from the upper tail of a distribution. This paper presents a statistical analysis of advanced age mortality data, using extreme value models to quantify the upper tail of the distribution of human life spans.

Our analysis focuses on mortality data from two sources. Statistics Canada publishes the annual number of deaths in Canada, broken down by angender and age. We use the deaths data from 1949 to 1997 in our analysis. The Japanese Ministry of Health, Labor, and Welfare also publishes detailed annual mortality data, including the 10 oldest reported ages at death in each year. We analyze the Japanese data over the period from 1980 to 2000.

Using the r-largest and peaks-over-threshold approaches to extreme value modeling, we fit generalized extreme value and generalized Pareto distributions to the life span data. Changes in distribution by birth cohort or over time are modeled through the use of covariates. We then evaluate the appropriateness of the fitted models and discuss reasons for their shortcomings. Finally, we use our findings to address the existence of a finite upper bound on the life span distribution and the behavior of the force of mortality at advanced ages.     

A multi-criteria approach to local tax planning

A city tax model based on the analytic hierarchy process is developed. This model allows city officials to explicitly take into account the existence of multiple decision criteria in selecting new tax options. Opinions from tax experts are used to relate tax plans to decision criteria. The paper explores the feasibility of applying commonly available decision tools to facilitate and improve decision making in local government.     

Navigating a Collision Course: Clinical Ethics vs. Business Ethics

The purpose of this paper is to present a teaching tool that can be used in a variety of courses to examine ethical issues that have emerged in the turbulent health services environment of the United States. More specifically, we describe a structured discussion on the collision between traditional medicine and business practice. We examine six ethical dilemmas and frame them according to the major stakeholders in each situation. We describe these dilemmas in the form of double binds, unattainable situations, conflicts of interest, and countervailing incentives existing between the stakeholders. We analyze the roles that various players have in maintaining the integrity and ethical foundations of health care in the United States. Finally, in light of the increasing industrialization of medicine, we use evidence from the business ethics literature to provide an additional perspective on these relevant health care issues.     

Implications for food production, land use and rural development of the European Union’s Single Farm Payment: Indications from a survey of farmers’ intentions in Germany, Portugal and the UK

The 2003 reform of the European Union’s (EU) Common Agricultural Policy introduced a decoupled income support for farmers called the Single Farm Payment (SFP). Concerns were raised about possible future land use and production changes and their impact on rural communities. Here, such concerns are considered against the workings of the SFP in three EU Member States. Various quantitative studies that have determined the likely impact of the SFP within the EU and the study countries are reviewed. We present the results of a farm survey conducted in the study countries in which farmers’ responses to a decoupling scenario similar to the SFP were sought. We found that little short-term change was proposed in the three, rather different, study countries with only 30% of the farmers stating that they would alter their mix of farm activities. Furthermore, less than 30% of all respondents in each country would idle any land under decoupling. Of those who would adopt a new activity, the most popular choices were forestry, woodland and non-food crops.