Perceived marketing–sales relationship effectiveness: a matter of justice

There is a compelling need to improve the relationship between managers in marketing and sales departments. This paper argues that one critical way of enhancing individual managers’ perceptions of relationship effectiveness between these departments is to view the issue as a matter of justice and suggests that perceived marketing–sales relationship effectiveness is positively influenced by managers’ perceptions of organizational justice. Furthermore, it proposes that interfunctional communication has the potential to enhance the proposed positive effects of justice and hence needs to be considered and effectively managed when looking at marketing–sales relationship effectiveness. Data drawn from a survey of 203 marketing and sales managers in 38 consumer packaged goods companies are used to empirically test these predictions. The authors find that perceived sales–marketing relationship effectiveness is influenced by perceptions of distributive, procedural and interactional justice. Greater interfunctional communication is found to further enhance the positive effects of distributive and procedural justice on perceived relationship effectiveness, but it does not contribute to the already strong positive effects of interactional justice. Furthermore, results reveal important differences in the effects of justice on perceived relationship effectiveness across the marketing and sales departments.     

A model of person‐pay interaction: how executives vary in their responses to compensation arrangements

A wealth of research indicates that both executive characteristics and incentive compensation affect organizational outcomes, but the literatures within these two domains have followed distinct, separate paths. Our paper provides a framework for integrating these two perspectives. We introduce a new model that specifies how executive characteristics and incentives operate in tandem to influence strategic decisions and firm performance. We then illustrate our model by portraying how executive characteristics interact with a specific type of pay instrument—stock options—to affect executive behaviors and organizational outcomes. Focusing on three individual‐level attributes (executive motives and drives, cognitive frame, and self‐confidence), we develop propositions detailing how executives will vary in their risk‐taking behaviors in response to stock options. We further argue that stock options will amplify the implications of executive ability, such that option‐heavy incentive schemes will increase the performance of talented executives but worsen the performance of low‐ability executives. Our framework and propositions are meant to provide a starting point for future theorizing and empirical testing of the interactive effects of executive characteristics and incentive compensation on strategic decisions and organizational performance. Copyright © 2010 John Wiley & Sons, Ltd.     

Partial‐ and General‐Equilibrium Measures of Trade Restrictiveness

New partial‐equilibrium forms of the Trade Restrictiveness Index and the Mercantilist Trade Restrictiveness Index have recently been used by the World Bank and others. In this paper we examine the bias in the partial‐equilibrium forms due to the neglect of general‐equilibrium effects. We propose “semi‐general‐equilibrium” measures that capture those general‐equilibrium effects due to vertical input–output relations without the need for a computable general‐equilibrium model. These measures also incorporate nontariff measures. Australian data are used to compute the semi‐general‐equilibrium measures. These estimates indicate that the partial‐equilibrium forms generally underestimate the true value of the indices, and by a large margin in some cases.     

The Trade and Welfare Effects of State Trading in China with Reference to COFCO

The use of state trading to manage imports and exports has been a long‐standing feature of China’s agricultural trade regime. While the use of state trading was modified by China’s accession to the WTO, state trading still dominates for some commodities, even though there have been recent attempts to diminish its importance. In this paper, we analyse the potential trade distorting effect of COFCO on market access and export competition by drawing on some recent research on the impact of STEs on agricultural trade. By using a calibrated model of China’s imports of wheat and exports of maize, we are able to quantify the size of the trade distortions.     

The effects of skewness on optimal production and hedging decisions: An application of the skew‐normal distribution

Assume that the spot price has a skew‐normal distribution. This study investigates the effect of skewness on optimal production and hedging decisions. It is shown that skewness has no effect on the optimal production level but induces the firm to become more active in futures trading. © 2009 Wiley Periodicals, Inc. Jrl Fut Mark 30:278–289, 2010     

The effects of structural breaks and long memory on currency hedging

Empirical evidence suggests that unconditional variance of exchange rate return series is subject to occasional structural breaks that may induce spurious phenomenon of high persistence and long memory of volatility processes. In this study, we investigate the effects of such breaks on estimated risk-minimizing hedge strategies (ratios) and their performance in currency markets. Using bivariate GARCH (BGARCH) and fractionally integrated GARCH models, we estimate the hedge ratios for six foreign currencies in the full sample with and without controlling for breaks and each subsample of different unconditional variance regimes identified by a modified version of the Inclan C, and Tiao GC (1994) algorithm. Our findings suggest that daily currency risk can be better hedged with currency futures when controlling for unconditional variance breaks in the BGARCH model. © 2009 Wiley Periodicals, Inc. Jrl Fut Mark 30:607–632, 2010     

Clarence Ayres’s Critique of Orthodox Economic Theory

Mainstream economists and liberal politicians are criticizing the Third Way as it is being applied in the Netherlands. They argue that mutual consultation precludes an efficient adaptation to disturbances. The present study analyzes changes in wage and income policy in the Netherlands until 2005. It finds that wage and income policy has proven to be flexible enough to address “new” challenges in the Netherlands. The flexibility is rooted in a culture of tolerance that allows for some breaking of working rules. The latter arises from bounded socialization, that is, the imperfect transmission of information with respect to social working rules that result in similar but not identical copies of institutions.     

Local property tax differences and business real estate values

This article posits a model of the effect of differences in changes in local property tax rates on changes in the business real estate tax base. It is also hypothesized that changes in the tax base influence changes in the property tax rate. Empirical findings for metropolitan Chicago are that both differences in property tax changes and levels have large effects on the growth of the value of business real estate. Also, changes in the property tax rate are found to depend upon changes in the tax base as well as the property tax level and its previous change.     

Bank risk taking and changes in the financial condition of banks' small and midsized commercial customers, 1978–1988 and 1988–1991

This study examines the pattern of bank risk taking through the 1980s and early 1990s, as reflected in the reported financial condition of banks' small and midsized customer firms. Using industry data published in Robert Morris Associates'Annual Statement Studies, we examine the ten-year period 1978–1988 to ascertain changes in the financial condition of banks' commerical customers during the 1980s, and the following three-year period 1988–1991, to determine financial condition changes in customer firms during the early 1990s. Empirical results suggest banks' small and midsized commercial clientele shifted toward riskier organizations From 1988 to 1988, confirming the popularized notion of banks' increased tolerance for risk during the 1980s. From 1988 to 1991, however, banks' client firms evidenced a pattern of risk reduction, which is consistent with the argument that banks have retrenched in their risk taking in recent years, shifting back toward a more financially sound customer base.