The impact of supervisory adaptive selling and supervisory feedback on salesperson performance

The paper investigated the moderating effects of supervisory adaptive selling behaviors on the feedback-performance relationship in industrial salespersons. A conceptual model was developed and three research hypotheses were empirically examined. The data were collected via a survey of a national random sample of industrial salespersons in US. The results indicated that adaptive selling behaviors by sales managers moderated the effects of positive behavioral feedback on salesperson performance. Positive output feedback had a significantly positive effect on salesperson performance, whereas negative feedback (output and behavior) was unrelated to salesperson performance. Thus, sales managers can improve the productivity of their salespeople by demonstrating adaptive selling techniques while providing positive feedback to them. Managerial implications were discussed.     

The evolving marketing concept,competitive intensity and organizational performance

Marketing educators generally assume in their teaching that there is little inconsistency between adherence to the marketing concept and the stakeholder concept. Some assume that the latter is a logical extension of the former but there has been no empirical analysis of this issue. In this paper, research based on the perceptions of Fortune 500 executives is presented which focuses on this issue. Of particular concern are their views concerning the future business environment, organizational conduct and expected performance in 1995. This data is used to empirically examine the inseparability of the marketing concept and stakeholder concept. In addition, the relationship of the competitive environment upon these philosophies as well as upon perceived organizational performance is empirically investigated and discussed.     

A theological context of work from the Catholic Social Encyclical Tradition

This article draws upon 100 years of writings which are referred to as the Catholic Social Tradition (CST). Using this tradition as a guide, the nature of work is explored along with the principles and virtues which vitalize the deepest dimension of work — how it affects the dignity of the human person. It develops five operational ethical principles which can be applied to questions of workplace ethics. Organizational policies and programs that seem consistent with CST are also discussed.Michael Naughton is Assistant Professor of Management and Theology at the University of St. Thomas (MN). Dr. Naughton's major research interest involves examining the influence and application of religious values on employees and the workplace environment.Gene R. Laczniak is Professor of Business in the Department of Marketing at Marquette University. His primary research interests focus on the social influence of business activities on society as well as marketing strategy.     

The U.S.A.'s Land Data Legacy from the 19th Century: A Message from the Henry George-Francis A. Walker Controversy over Farm Land Distribution

A bstract . Today's perception of land problems stems in part from agriculturally-oriented data developed in the late 19th Century and continued in present day series. Henry George criticized the agricultural statistics of his time but he was as much a captive of the data as his antagonist, Francis A. Walker. The historical identity of farm with farm operator in agricultural statistics is a basis for current concerns about the structure of agriculture. Landownership issues now transcend agriculture. The distribution of wealth, control of use, incidence of taxes and subsidies require land data not tied to a particular firm, industry or program.     

Ex-ante performance of REIT portfolios

Review of Quantitative Finance and Accounting - The Real Estate Investment Trust (REIT) market has become an increasingly important vehicle for alternative investment for equity investors. While...     

Predatory lending and the subprime crisis

We measure the effect of a 2006 antipredatory pilot program in Chicago on mortgage default rates to test whether predatory lending was a key element in fueling the subprime crisis. Under the program, risky borrowers or risky mortgage contracts or both triggered review sessions by housing counselors who shared their findings with the state regulator. The pilot program cut market activity in half, largely through the exit of lenders specializing in risky loans and through a decline in the share of subprime borrowers. Our results suggest that predatory lending practices contributed to high mortgage default rates among subprime borrowers, raising them by about a third.