The role of leadership in salespeople’s price negotiation behavior

Salespeople assume a key role in defending firms’ price levels in price negotiations with customers. The degree to which salespeople defend prices should critically depend upon their leaders’ influence. However, the influence of leadership on salespeople’s price defense behavior is barely understood, conceptually or empirically. Therefore, building on social learning theory, the authors propose that salespeople might adopt their leaders’ price defense behavior given a transformational leadership style. Furthermore, drawing on the contingency leadership perspective, the authors argue that this adoption fundamentally depends on three variables deduced from the motivation–ability–opportunity (MAO) framework, that is, salespeople’s learning motivation, negotiation efficacy, and perceived customer lenience. Results of a multi-level model using data from 92 salespeople and 264 salesperson–customer interactions confirm these predictions. The first to explore contingencies of salespeople’s adoption of their transformational leaders’ price negotiation behaviors, this study extends marketing theory and provides actionable guidance to practitioners.     

Explaining the World Heritage List: an empirical study

The UNESCO World Heritage List is designed to protect the global heritage. We show that, with respect to countries and continents, the existing World Heritage List is highly imbalanced. Major econometric determinants of this imbalance are historical GDP, historical population, area in square kilometers of a country, and number of years of high civilization. Surprisingly, economic and political factors, such as membership on the UN Security Council, which should be unrelated to the value of a country’s heritage and therefore should have no impact, are shown to have a systematic impact on the composition of the World Heritage List.     

Poverty Reducing Reforms and Subgroup Consumption Dominance Curves

One vexed question of anti-poverty strategies is that of setting a reasonable poverty line. To escape its specification, recent developments by Yitzhaki and Slemrod (1991 ) have introduced the correspondence between non-intersecting concentration curves and poverty reducing directions of reforms. Makdissi and Wodon (2002 ) have derived consumption dominance curves for any order of restricted stochastic dominance. In this paper, consumption dominance curves are extended to subgroups of population. Empirical evidence of the approach will be shown using the 1997 data from Belarus, considering public subsidies on rents and utilities, health care and public transport in six groups of population.     

Placing Borders in Development

Development is inextricably related to the state-centred cartography of world spaces defined by borders, both in its historical trajectory and contemporary entanglements. Yet the multiplicity of channels and directions characterising their articulation are scarcely explored. This article contributes to this emerging field of enquiry. It delineates the essential traits of the borders and development nexus by establishing a systematic dialogue between the fields of Border Studies and Development Studies, a dialogue framed by concerns with scalar politics. More specifically, the paper places borders in development in two ways. First, it places borders in Development Studies: it identifies borders as a useful analytical vantage point that lay at the intersection between state- and non-state centred geographies of development. Second, it places Border Studies in development: focusing on the tension between borders and bordering processes, it interrogates economic growth- and poverty-related policies. Three contributions to the study of development arising from placing borders in development in this way are highlighted. The paper also expands the emerging field of enquiry concerned with the relation between borders and development, by considering development policies not yet been examined through the prism of borders, and by emphasising the hierarchical and yet unpredictable nature of the borders and development articulation. At its broadest, the discussion dis-entangles the multiplicity of scales and directions in which borders, bordering and the development process intersect. It is at this scalar intersection that the force of development, and the potentials for engaging, opposing, avoiding, or subverting it, lay.     

Logarithmic quasi-homothetic preferences

We study a class of quasi-homothetic preferences, which result in demands that are logarithmic in own prices when these have a negligible impact on aggregate prices (as in monopolistic competition models). Thus marginal revenues are computationally friendly and well behaved.     

Deferred taxation under default risk

In this article, we have used a continuous EBIT-based model to study deferred tax liabilities under default risk. Quite surprisingly, default risk has been disregarded in research on deferred taxation. In order to underline its importance, we first calculated the probability of default, over a given time period, together with the contingent value of tax deferral. We then applied our theoretical model to a sample of 27,749 OECD companies. We showed that, when accounting for both firms with a negative EBIT and firms with a probability of default higher than 50% (over a 10-year period), a relevant percentage of firms were close enough to default. Hence, the expected present value of deferred taxes is much lower than that obtained in a deterministic context. From the Government’s point of view, deferred tax liabilities are a risk-free loan. Since only a portion are subsequently repaid, the Government should account for future losses due to companies’ default. So far, these estimates have been missing, although techniques do exist and are quite practical.     

Measuring and forecasting regional environmental and economic efficiency in Italy

Environmental and economic efficiency has being receiving growing attention among researchers. In general terms, this concept is related to the capability of the economic systems to employ natural resources efficiently, so as to increase economic and human wealth. This clearly implies that both the economic and ecological aspects of decisions ought to be considered. Bearing this in mind, this article considers economic and ecological performance together, by applying data envelopment analysis and the Malmquist productivity index to investigate the efficiency of the 20 Italian regions from 2004 to 2011. The results reveal that the northern regions have been more efficient than the southern ones, highlighting the strong geographical differences between the two. Furthermore, this article uses the grey system theory to forecast regional, economic and environmental efficiency. The results of the forecasting analysis show that the north–south duality remains strong and will possibly increase since the regions in the south get worse in term of environmental and economic efficiency.     

Product variety, competition and economic growth

In this paper, we study the relationship between competition and economic growth using a model of economic development through the creation of new sectors. In our model, competition has both an intra- and an inter-sector component. We find that the best conditions for economic development are achieved when a suitable ratio of inter- to intra-sector competition is achieved. This ratio constitutes a compromise between providing a temporary monopoly to the first entrepreneur (low inter-sector competition) and creating enough imitation to expand the sector (intra-sector competition).