IPSAS in Latin America: innovation,isomorphism or rhetoric?

ABSTRACT

Over the past 30 years, many initiatives have been undertaken to reform public administration in Latin American countries. Among other aspects, the reforms seek to improve the transparency and accountability of the public sector by modernizing public accounting and budgeting systems. The adoption of accrual accounting in the public sector has been seen as an innovation and it is driven by the implementation of IPSAS. This paper sheds light on the process of reform of public financial management in Latin America and the state of implementation of IPSAS. The paper analyses the driving forces for adopting or adapting IPSAS, as well as the obstacles and challenges in doing so.     

Preliminary Investigation of Entertainment Strategies Involving Alcohol: Implications for Professional Sales Education and Training in Business Markets

Purpose: With increased numbers of business to business (B to B) firms hiring professional sales students, it is important that both sales educators and sales managers understand entertainment’s influence and its potential consequences in the professional sales environment. This study examines the perceived role entertainment plays in today’s sales process and the importance of integrating entertainment topics into sales education and sales training. The purpose of this study is to update the sales entertainment literature, record its current importance in the age of sales systemization, and propose entertainment strategies and guidelines that can be shared in both corporate sales training programs and university professional sales curricula.

Methodology/approach: Partial least squares (PLS) methodology (SmartPLS 2.0) was used to examine the model and assess the relationships between the constructs and their indicators. Data was first gathered via online and in person surveys distributed to a total of 59 sales executives. To determine whether there were significant differences between path coefficients, PLS multi-group analysis was used (PLS-MGA) to compare sales practitioners’ response to sale educators and sales students. This method was used because conducting pair-wise group comparisons can result in family-wise error.

Findings: Results indicate significant positive relationships exist between entertainment orientation, internal bonding activities, and sales performance. The results confirm the path coefficients for the 3 groups, sales practitioners, sales educators, and sales students, did not differ significantly. Therefore, all groups rated external entertainment as being important to achieve sales performance and internally for bonding with co-workers.

Originality/value/contribution: The responses of B to B sales professionals, sales educators, and sales students are compared regarding their perception of entertainment in developing and managing sales relationships. Based upon the findings, sales professionals are provided with insight about the perceived role entertainment plays

in today’s selling environment and offered recommendations for collegiate classrooms and corporate on-boarding sessions that improve the knowledge of and ability to successfully manage entertainment of internal and external customers.     

NO‐ARBITRAGE PRICING FOR DIVIDEND‐PAYING SECURITIES IN DISCRETE‐TIME MARKETS WITH TRANSACTION COSTS

We prove a version of First Fundamental Theorem of Asset Pricing under transaction costs for discrete‐time markets with dividend‐paying securities. Specifically, we show that the no‐arbitrage condition under the efficient friction assumption is equivalent to the existence of a risk‐neutral measure. We derive dual representations for the superhedging ask and subhedging bid price processes of a contingent claim contract. Our results are illustrated with a vanilla credit default swap contract.     

Labor force growth and the environment in Costa Rica

The introduction to this report of a study that examines the potential environmental impacts of labor force growth (LFG) in Costa Rica under LFG scenarios notes that LFG is an economically critical aspect of population growth that can affect the environment by expanding the economy's production possibilities frontier and/or by increasing consumption. The introduction also explains why Costa Rica is ideal for this study and identifies the study as unique because it constructs a computable general equilibrium (CGE) model using 10 environmental indicators and because it models uncertainty regarding the values of the economic parameters. The report continues by reviewing the literature linking population and environmental issues; detailing the CGE model; discussing the 10 environmental indicators (deforestation, erosion, pesticide use, overfishing, hazardous wastes, inorganic wastes, organic wastes, greenhouse gas emissions, air pollution, and water/sewer usage) used in the model; and explaining the method used to simulate the impacts of LFG. The major conclusions that emerged from the results of this study are that 1) the economy-wide impacts of LFG (and, thus, population growth) on the environment are important and vary significantly according to the amounts of physical and human capital present in the labor force and 2) the impacts of LFG vary substantially among environmental indicators.     

On the local stability of the solution to optimal control problems

New conditions for the local stability of optimal control problems are presented. The conditions are an extension of the results of a previous study focusing on the solution to problems solvable using calculus of variations. A comparison is made between the conditions introduced here and those presented in the literature. It is shown that our condition is roughly as powerful as the one presented by Sorger (J. Math. Anal. Appl. 148 (1990) 191) but it is easier to check.     

Remarks on a copula-based conditional value at risk for the portfolio problem

We deal with a multivariate conditional value at risk. Compared with the usual notion for the single random variable, a multivariate value at risk is concerned with several variables, and thus, the relation between each risk factor should be considered. We here introduce a new definition of copula-based conditional value at risk, which is real valued and ready to be computed. Copulas are known to provide a flexible method for handling a possible nonlinear structure; therefore, copulas may be naturally involved in the theory of value at risk. We derive a formula of our copula-based conditional value at risk in the case of Archimedean copulas, whose effectiveness is shown by examples. Numerical studies are also carried out with real data, which can be verified with analytical results.     

The 11 Questions Every Donor Asks and the Answers All Donors Crave: How You Can Inspire Someone to Give Generously,by H. McKinnon

Organizational learning and customer orientation have been a focus of research for a number of years in both marketing and management literature. Customer learning orientation is conceptualized as three important components: management customer orientation, customer feedback, and employee learning orientation. By drawing from both marketing and organizational research theories, the authors propose a model of customer learning orientation in a public sector organizational setting. Customer learning orientation is hypothesized to have a significant effect on employee attitudes of role ambiguity and self-efficacy, which in turn affects job outcomes of job satisfaction and organizational citizenship behaviors. Using a sample of 438 employees of a public sector organization, the authors test the model through a structural equation modeling technique. The results provide general support for the model. Implications for managers of public sector organizations and future research are discussed.     

Evaluating the Effectiveness of Sustainability Disclosure: Findings from a Recent SASB Study

Early research into the relationship between corporate sustainability programs and financial performance suggests a positive relationship between strong sustainability performance and a lower cost of capital. As investors increasingly incorporate sustainability information into financial decisionmaking, the importance of high‐quality sustainability disclosure is growing. Just as investors have relied on financial disclosures based on generally accepted accounting principles (GAAP) to assess corporate risk, a market standard is needed to help companies disclose comparable sustainability information. To address this issue, the Sustainability Accounting Standards Board (SASB) conducted a recent analysis of the current state of sustainability disclosure in annual Securities and Exchange Commission (SEC) filings. The study reviewed the disclosures of over 700 U.S.‐and foreign‐domiciled companies, focusing on material sustainability topics as identified by SASB's industry‐specific accounting standards. The authors find large variations among different corporate sectors in the frequency and quality, as well as the focus, of their sustainability disclosures. Then, after examining in detail disclosures within the SASB Resource Transformation and Consumer Staples sectors, the authors suggest a number of possible drivers of this variation, including key sustainability and economic trends, while also presenting evidence of increasing investor interest in sustainability information. Although the authors' analysis was not intended to determine the extent to which the quality of sustainability disclosure affects investor returns, the findings provide a useful baseline for the as yet largely unexplored relationship between sustainability disclosure and corporate financial performance.     

Customer Relationship Management (CRM)'s Impact on B to B Sales Professionals' Collaboration and Sales Performance

Purpose: Sales literature has traditionally considered technology adoption from acceptance and diffusion perspectives. This article examines the impact of customer relationship management (CRM) technology on business-to-business (B2B) sales professionals' ability to collaborate with internal stakeholders and also assesses the relationship between CRM utilization and sales performance. The study moves from assuming that CRM utilization positively impacts salesperson effectiveness and performance to assessing this outcome from the perspective of the salesperson.

Methodology: A survey that was comprised of four scales was sent to 115 B2B sales professionals and usable surveys were received from 70 respondents. The data were analyzed using partial least squares regression to test the hypothesized paths. Partial least squares regression has been shown to work for small sample sizes.

Findings: There is empirical evidence that CRM adoption and utilization positively impacts sales performance, sales effectiveness, and collaboration. As a partial mediator, collaboration positively influenced CRM utilization's effect on sales performance. However, collaboration did not positively influence sales process effectiveness. Explanations of the findings are offered.

Managerial Implications: Sales managers can use CRM technology to make their sales team more effective and efficient. Second, increased collaboration across the firm positively mediates sales performance. Lastly, to increase collaboration, sales managers should stress that CRM leads to higher performance for both the sales team and the entire firm.