Imparting negative news to salespeople

Sales managers often are required to give negative information to their sales personnel. Perhaps the salespeople's territories will be reduced, their compensation or expense program decreased, or their positions realigned or eliminated. Although extensive research has examined delivering negative news to sales personnel, no empirical work has yet explored how that inimical information should be disseminated to sales subordinates. Scholars in organizational psychology argue that providing adverse news to employees using interpersonal sensitivity is advantageous for both the individual and the organization. To date, though, this issue has not been investigated in a selling context. Therefore, this article reports the results of an exploratory study that investigated factors that influence whether sales managers provide negative communication to salespeople in an interpersonally sensitive fashion. © 2011 Wiley Periodicals, Inc.     

Environmental Reporting of Global Corporations: A Content Analysis based on Website Disclosures

Today, more corporations disclose information about their environmental performance in response to stakeholder demands of environmental responsibility and accountability. What information do corporations disclose on their websites? This paper investigates the environmental management policies and practices of the 200 largest corporations in the world. Based on a content analysis of the environmental reports of Fortune’s Global 200 companies, this research analyzes the content of corporate environmental disclosures with respect to the following seven areas: environmental planning considerations, top management support to the institutionalization of environmental concerns, environmental structures and organizing specifics, environmental leadership activities, environmental control, external validations or certifications of environmental programs, and forms of corporate environmental disclosures.     

Effects of aid for trade on extensive and intensive margins of greenfield FDI

Using a panel dataset of 105 developing countries for the period 2003–15, this paper assesses the effects of Aid for Trade (AfT) on greenfield FDI flows to the aid‐recipient countries. Particularly, this paper classifies the total dollar value of greenfield FDI flows to each recipient country in terms of four different layers: the extensive and intensive margins of projects as well as the extensive and intensive margins of source countries. Applying the system GMM estimator, this paper finds that AfT not only increases the dollar value of FDI flows to the recipient countries but also helps diversify the greenfield projects and source countries. In addition, this paper finds that AfT has a greater effect for greenfield FDI from donor (developed) countries than from non‐donor (developing) countries. Among the three components of AfT, aid for trade‐related infrastructure and aid for trade policy regulations are found to have positive links with greenfield FDI, irrespective of source‐country groups, yet their effects are larger for developed source countries. In contrast, aid for building productive capacity hinders greenfield FDI flows from non‐donor countries, while it promotes greenfield FDI from donor countries. We offer some explanations for this finding.     

Research note: The internet's impact on export channel structure

This study explores the Internet's impact on export channel structure. Findings from this study suggest that the Internet does not have a considerable impact on the export channel structure of those manufacturers that adopt differential pricing policies and market separation policies. Export manufacturers that pursue broad targeting or experience dominant distributors may keep their traditional channel structure as well. However, export manufacturers that face tough competition or short product life cycles have to change their traditional channel structure to fit the market changes caused by the Internet. © 2004 Wiley Periodicals, Inc.     

Leader political skill and casino dealer morale: the mediating role of follower perceptions of leader–member exchange

Our study investigated the follower perceptions of leader–member exchange (FPLMX) as a mediator between leader political skill (LPS) and follower morale and tested these relationships using data obtained from casino dealers in Korea. Social astuteness, interpersonal influence, networking ability, and apparent sincerity are the indicators of LPS, while follower morale is composed of job satisfaction and affective organizational commitment. The results from structural equation modeling suggest that the research model we have proposed is viable. Broadly speaking, FPLMX is a partial mediator between LPS and follower morale.     

An empirical examination of perceived retail crowding,emotions, and retail outcomes

Crowded retail shopping conditions can result from many shoppers being present during a given time and at a given place, as well as from limited customer space owing to inadequate floor layout design and allocation of fixtures and merchandise on the floor. This study investigated the effects of the perception of human crowding and spatial crowding on consumer shopping behavior through mediation of emotions of pleasure, arousal, dominance, and a feeling of satisfaction in an international market. A store intercept survey was conducted on 554 hypermarket consumers in Taipei, Taiwan. The proposed structural relationships among perceived retail crowding, emotions, and retail outcomes were analyzed by using confirmatory factor analysis and structural equation modeling with Lisrel 8.54.

The results of the study demonstrated the effectiveness of the proposed model in delineating the relationships of retail crowding-emotions-satisfaction-retail outcomes under actual retail environments. The study found that while human crowding perceived during shopping at a hypermarket store positively impacted shoppers' feelings rather than negatively, spatial crowding perceived due to high spatial density negatively impacted shoppers' positive emotions. The findings supported the view that retail crowding affected various shopping activities through influencing positive emotions and summary feelings of satisfaction. Managerial implications of the study were also discussed.     

带偏射补偿机制的Birkhoff-von-Neumann交换机方案及其性能分析

Birkhoff-von-Neumann（BvN）交换机具有较低的执行复杂度和较高的吞吐量,但无法在业务突发的环境下提供性能保证。为此,提出一种带偏射的BvN（D-BvN）交换机制来增强交换机性能。D-BvN交换机通过平均业务矩阵的BvN分解,为每个虚电路（VC）提供均值带宽保证,同时通过偏射来处理业务突发。其主要思想是利用处于空闲状态的VC的闲置容量处理处于溢出状态的VC的溢出业务。具体地,偏射机制利用空闲VC的闲置容量完成两件事情：一是把溢出业务偏射到其他VC,二是给偏射业务提供到达目的端口的带宽。分析和仿真结果表明,所提方法不仅可以获得接近100%的输入负载吞吐量,而且具有较低的包乱序概率和较小的业务包延时。     

Doing Right Leads to Doing Well: When the Type of CSR and Reputation Interact to Affect Consumer Evaluations of the Firm

This study investigates the efficacy of three corporate social responsibility (CSR) initiatives—sponsorship, cause-related marketing (CRM), and philanthropy—on consumer–company identification (C–C identification) and brand attitude and, in turn, consumer citizenship behaviors. CSR reputation is proposed as the moderating variable that affects the relationship between CSR initiatives, C–C identification, and brand attitude. A conceptual model that integrates the hypothesized relationships and the moderating effect of CSR reputation is used to frame the study. Using a between-subjects factorial designed experiment, the results showed that all three CSR initiatives have a significant effect on C–C identification and brand attitude. The level of that influence, however, varied according to a firm’s CSR reputation. Managerial implications of these findings are also discussed.     

Substitution Possibility between Unpriced Pulp and Wastepaper in the U.S. Paper and Paperboard Industry

A greater use of recycled wastepaper would preserve virgin forests as well as reducing the amount of wastepaper going to landfills. These environmental goals depend critically on the elasticity of substitution between pulp and wastepaper in producing paper and paperboard. Since most of the pulp consumed by U.S. paper mills and paperboard mills is transferred internally from vertically integrated pulp mills, the price data on pulp is not available. This paper constructs an econometric model which enables us to estimate the substitution possibility between unpriced pulp and wastepaper in the U.S. paper and paperboard industry. Empirical results show that the elasticity of substitution between unpriced pulp and wastepaper is positive, but not statistically significant.