Learning-Oriented Sales Management Control: The Case of a Pharmaceutical Company

ABSTRACT

Purpose: The primary goal was to identify organizational conditions for developing a learning-oriented behavioral control system, an issue that has been neglected in previous studies.

Design/Methodology/Approach: The authors conducted a case study of Nippon Boehringer Ingelheim (NBI).

Findings: We found that a behavior-based sales management control system facilitates learning by salespersons when 1) the focus is on skill development, 2) fewer key performance indicators are being used, and 3) supportive supervision and knowledge sharing are promoted.

Research Limitations: Because this was a single case study, it is necessary to investigate other cases in other countries and to compare the results with those of NBI to develop theories about learning-oriented behavior control systems.

Practical Implications: In the early stages of sales reform, sales managers and medical representatives should not use multiple process indicators for multiple evaluations; rather, they should use a small number of process indicators (e.g., number of visits per day) so that all individuals concerned about a problem can share information and promote improvement.     

Contracting Out in Japanese Local Government: Are Unions Making a Difference?

Using 1997 data for Japanese cities, we examine the relationship between union density and outsourcing in local government. We also test the hypothesis that cities where employees are represented by the more radical of the two local civil service unions will have less outsourcing than cities where the less critically oriented union dominates. The results of the analysis support the central hypothesis that union density is negatively correlated with outsourcing, but they do not support the second hypothesis.     

Measuring fixed costs for firms’ use of a free trade agreement: Threshold regression approach

By employing the threshold regression method, we estimate the average tariff equivalent of fixed costs for the use of a free trade agreement (FTA) among all existing FTAs in the world. It is estimated to be around 3%.     

Measuring the usage of preferential tariffs in the world

The preference utilization ratio, i.e., the share of preferential imports out of total imports, has been a popular indicator for measuring the usage of preferential tariffs vis-à-vis tariffs on a most-favored-nation basis. A crucial shortcoming of this measure is the data requirements, particularly for data on imports classified by tariff schemes, which are not available in most countries. This study proposes another measure for preference utilization, termed the “tariff exemption ratio.” This measure is a good proxy for the value of offered preferences by each importing country to the rest of the world. Importantly, it can be computed by employing only publicly available data, such as those provided by the World Development Indicators, for its computations. We can thus calculate this measure for many countries for an international comparison. Our finding is that tariff exemption ratios differ widely across countries.     

BORDER BARRIERS IN AGRICULTURAL TRADE AND THE IMPACT OF THEIR ELIMINATION: EVIDENCE FROM EAST ASIA

We investigate the impact of the elimination of import tariffs and nontariff policy barriers (NTPBs) on agricultural trade in a notional East Asian Free Trade Agreement using a Global Trade Analysis Project (GTAP)-based computable general equilibrium model. The investigation is divided into two parts. We first measure the NTPBs by employing a widely used method derived from the literature on border effects. Then, by adding into the GTAP database our estimates on the NTPBs, which the original GTAP database by its nature does incorporate, we compute the impact of the entire elimination of policy barriers (the complete reduction of import tariffs and NTPBs) on GDP. The result shows that there are remarkable differences between the effect of abolition of import tariffs and that of entire elimination of all import barriers.     

Asymptotic properties of the efficient estimators for cointegrating regression models with serially dependent errors

In this paper, we analytically investigate three efficient estimators for cointegrating regression models: Phillips and Hansen’s [Phillips, P.C.B., Hansen, B.E., 1990. Statistical inference in instrumental variables regression with I(1) processes. Review of Economic Studies 57, 99–125] fully modified OLS estimator, Park’s [Park, J.Y., 1992. Canonical cointegrating regressions. Econometrica 60, 119–143] canonical cointegrating regression estimator, and Saikkonen’s [Saikkonen, P., 1991. Asymptotically efficient estimation of cointegration regressions. Econometric Theory 7, 1–21] dynamic OLS estimator. We consider the case where the regression errors are moderately serially correlated and the AR coefficient in the regression errors approaches 1 at a rate slower than 1/T$1/T$, where T$T$ represents the sample size. We derive the limiting distributions of the efficient estimators under this system and find that they depend on the approaching rate of the AR coefficient. If the rate is slow enough, efficiency is established for the three estimators; however, if the approaching rate is relatively faster, the estimators will have the same limiting distribution as the OLS estimator. For the intermediate case, the second-order bias of the OLS estimator is partially eliminated by the efficient methods. This result explains why, in finite samples, the effect of the efficient methods diminishes as the serial correlation in the regression errors becomes stronger. We also propose to modify the existing efficient estimators in order to eliminate the second-order bias, which possibly remains in the efficient estimators. Using Monte Carlo simulations, we demonstrate that our modification is effective when the regression errors are moderately serially correlated and the simultaneous correlation is relatively strong.     

Rationality of liquidity preferences and the neoclassical monetary growth model

In the neoclassical monetary growth literature, the rationality condition in the sense of freedom from money illusion is imposed on the demand for nominal balances by assuming that this demand is homogenous of degree one in nominal income and nominal wealth. We argue that the price level should enter into this demand as a separate argument, and that the rationality condition should require that the demand be homogenous of degree one in nominal income, nominal wealth, and the price level. Then, the symmetry issue of the real purchasing power is consequential to the structure of the neoclassical monetary growth model.     

面向21世纪的丰桥市

丰桥市概况 丰桥市位于日本中部,拥有丰富的自然景观,气候温和。基于 Ｔｏｋａｉｄｏ Ｓｈｉｋａｎｓｅｎ快速铁路干线和 Ｔｏｍｅｉ高速公路提供的便利的交通条件,使得丰桥市的农业、制造业和服务业得到快速而协调的发展。全市拥有人口 ３６万,是Ａｉｃｈｉ县第二大城市。 追溯丰桥市的历史,史家考证大约在１０万年以前就有Ｃｒｏｍａｇｎｕｓ人在这里活动。从这点看来,丰桥市具有悠久的历史。在Ｅ－ｄｏ时期（１６０３～１８６７）,丰桥市成为一个繁忙的避居地和理想的留宿地。到Ｅｄｏ末期,丰桥成为著名的“Ｅｉｊｙａｎａｉｋａ…     

Choosing between multiple regional trade agreements: Evidence from Japan’s imports

Mega‐regional trade agreements (RTAs) are likely to overlap with other RTAs. When such overlaps occur, firms must choose the tariff rates from multiple RTAs. By employing data on Japan’s imports by tariff schemes, we investigate how RTA tariff rates affect firms’ decisions on tariff schemes when multiple RTAs exist. Our finding is that RTA utilization rates are higher when tariff rates for that RTA are lower (own effect) and tariff rates for alternative RTAs are higher (cross effect). We also found that the absolute magnitudes of own and cross effects are larger in bilateral and multilateral RTAs, respectively.     

Optimal labor income taxation in a two-sector dynamic general equilibrium model

This paper presents a new approach to the two-sector optimal taxation problem. We derive the optimal labor income tax rate which depends on factor intensity across sectors. It is the labor intensity that determines the initial wage rate, and therefore the optimal labor tax rate. We show that an increase in the initial relative price of consumption goods decreases the optimal tax rate on labor income in the case that the consumption goods sector is capital-intensive while it increases the optimal tax rate on labor income in the case that the investment goods sector is capital-intensive.