Rewarding customers who keep a product: How reinforcement affects customers' product return decision in online retailing

A lenient product return policy represents the status quo of current return management practice in online retailing because it increases customers' order tendency. However, at the same time, many customers tend to return products under this policy, which incurs considerable costs for retailers. The present research introduces a keep reward (i.e., providing incentives to keep a product) as a new promotion strategy to improve the conventional lenient policy. Drawing on operant conditioning, the authors propose and test the reinforcing effect of a keep reward on customers' keep decision, compared to the conventional lenient policy. Results of a qualitative pilot study suggest that a keep reward is generally feasible in online retailing practice, especially in the low‐ to mid‐price segment and with rewards that are linked to future purchases. Two experimental studies verify the positive effect of a keep reward. Study 1 shows that it substantially increases keep intention compared to a conventional lenient policy. Study 2 shows that the effect on keep intention is moderated by customers' online shopping frequency, and this moderating effect is mediated by repurchase intention. In particular, the keep reward is most effective among frequent shoppers because they are more inclined to repurchase and thus, benefit from the reward. In summary, both studies support the keep reward as a valuable add‐on to the conventional lenient policy because order intention remains comparably high, while keep intention is higher. Theoretical implications and recommendations for online retailers on how to implement a keep reward in different industries are discussed.     

Location of Decision Rights in Catholic Religious Orders

Organizational incentives are an important part of applied economics. Do even organizations like religious orders make the same trade‐offs and substitutions as predicted by economics for firms? It is argued here that religious orders face the problem of controlling the actions of their branch offices to assure the continued value and uniqueness of their trademark. We use the distinction between specific and general knowledge to analyze the optimal colocation of decision rights within the specific knowledge framework of a religious order. Assuming that knowledge is valuable in decision making, then the colocation of the decision authority with the particular knowledge that is beneficial to those decisions is preferable. With a sample of 114 local communities of 20 religious orders of the Roman Catholic Church, we empirically test whether the ratio of search/experience goods, of credence goods and the monitoring costs of the headquarter can explain the colocation of decision rights and authority within an order. Our findings give support for the hypothesis that religious orders at present make the same trade‐offs and substitutions as predicted by economics. Copyright © 2012 John Wiley & Sons, Ltd.     

Communication Quality in Business Negotiations

The quality of a business negotiation process is usually assessed by its economic outcome, e.g. in terms of Pareto efficiency or distance to Nash equilibrium. We argue that this assessment method is insufficient in that it fails to provide a comprehensive analysis of business negotiations. Negotiators engage in highly complex communication tasks, and these communication processes should be analysed along with the outcome in the overall evaluation of a business negotiation. To this end, we will introduce Communication Quality as a new construct for analyzing the negotiation process. Furthermore, it will be argued that Communication Quality itself can affect economic negotiation outcomes both short- and long-term. We will present relevant aspects of Communication Quality, outline a scheme for its operationalisation and measurement, and discuss its probable impacts on business negotiations.     

Bürgerversicherung — Die Wirkung von Kopfprämien auf den Arbeitsmarkt

Capitation fees are considered to be an option for a change in funding principles for statutory health care insurance. This paper discusses several models of capitation fees either to be introduced for a part of the population or for all citizens. It analyses the impact of a change in financing health care on the labour market. Therefore microeconomic theory and a QUERU-model is applied. It also considers the issue of presently co-insured dependents.     

Industry concentration,excess returns and innovation in Australia

This paper examines market concentration and stock returns on the Australian Securities Exchange. We find that dominant companies operating in concentrated industries in Australia are able to generate significant risk‐adjusted excess stock returns. Our results for Australian data are opposite to that found by Hou and Robinson (2006) for United States market data. Hou and Robinson reason that United States firms which operate in concentrated industries are insulated from competitive pressures, have lower levels of innovation (Arrow, 1962) and therefore experience lower profitability and stock returns. By contrast, the Australian data show a significant and positive relationship between concentration and innovation expenditure. Therefore, the excess stock returns of dominant companies in Australia are consistent with previous research linking innovation expenditure with excess stock returns. We hypothesize that the apparent contradiction of our results compared with Hou and Robinson (2006) for the United States market is resolved by an examination of the differences in size and competition in United States and Australian industries and the consequent differential ability of dominant companies in the two countries to generate monopoly rents and invest in ‘Schumpeterian’ (Schumpeter, 1942) innovation.     

Explaining Mortality Dynamics

Abstract

Using data for six OECD countries over the period 1950–2006, this paper studies the impact of macroeconomic fluctuations and cause of death trends on mortality dynamics in the Lee-Carter mortality forecasting model. The key results of this study are the following: (1) Periods can be identified in which the Lee-Carter mortality index k_t correlates significantly with macroeconomic fluctuations. (2) A few causes of death such as diseases of the circulatory system, influenza and pneumonia, and diabetes mellitus account for a large fraction of the variations in the Lee-Carter mortality index k_t . (3) Most cause-specific mortality rates show pronounced trends over the last few decades. These trends change the composition of deaths and alter how total mortality reacts to external factors such as macroeconomic fluctuations.     

Diversity of Slovenian high-growth companies

Firm growth is critical to economic development and the creation of wealth and employment. Exploring issues and challenges facing high-growth companies may offer valuable insights into promoting dynamic entrepreneurship in contemporary society. This paper investigates Slovenian high-growth companies （data from the Slovenian 500 fastest growing gazelles competition2007 to 2009）. Fundamental research questions are： Why do some firms continue to create new employment and find innovative solutions to old problems （i.e., they grow） whereas others--the majority, remain small and behave in accordance with the traditions of their respective industry？ Where do explanations for such divergence lie, in companies＇ size or industry--in entrepreneurs＇ or managers＇ gender, or in technology orientation （high-tech versus low-tech）？ This study aims to add to the literature on high-growth companies by examining high-growth companies to help people better understand the attributes associated with companies＇ growth. The findings provide evidence of considerable heterogeneity among Slovenian fast-growing companies, making any kind of policy which linked to ＂common characteristics＂ hard to formulate and implement. The discussion focuses on the importance of policies using a character framework to foster the working of markets, while removing unnecessary obstacles.     

The role of foreign direct investment in the host-country firm selection process: firm-level evidence from Slovenian manufacturing

This paper examines the role of inward foreign direct investment (FDI) in firm selection processes in the Slovenian manufacturing sector in the 1994–2003 period. It adopts the firm dynamics framework that allows testing of selection effects directly by assessing the impact of foreign firms’ activity on the probability of exiting of local firms (crowding out). The results show that intra-industry productivity spillover effects offset only a minor part of the competition pressure which results from foreign firm entry, hence incumbent firms experience a drop in their survival probability upon a foreign firm’s entry within a particular industry. This result is driven by foreign firm entry of the greenfield type, as entry through the acquisition of existing firms has no significant effect. The strength of the crowding-out effect decreases with the incumbent firm’s export propensity. There is no significant evidence that inward FDI would stimulate the selection process through backward linkages in the upstream supplying industries, whereas foreign firms’ activity reduces the exit probability of downstream local customers (through forward linkages).     

Evaluating,Comparing, Monitoring,and Improving Representativeness of Survey Response Through R‐Indicators and Partial R‐Indicators

Non‐response is a common source of error in many surveys. Because surveys often are costly instruments, quality‐cost trade‐offs play a continuing role in the design and analysis of surveys. The advances of telephone, computers, and Internet all had and still have considerable impact on the design of surveys. Recently, a strong focus on methods for survey data collection monitoring and tailoring has emerged as a new paradigm to efficiently reduce non‐response error. Paradata and adaptive survey designs are key words in these new developments. Prerequisites to evaluating, comparing, monitoring, and improving quality of survey response are a conceptual framework for representative survey response, indicators to measure deviations thereof, and indicators to identify subpopulations that need increased effort. In this paper, we present an overview of representativeness indicators or R‐indicators that are fit for these purposes. We give several examples and provide guidelines for their use in practice.