Customer evaluation of retail salespeople utilizing the SOCO scale: A replication,extension, and application

Measuring retail salesperson performance is a critical, though relatively neglected research issue. We suggest that the SOCO scale may be an appropriate tool for measuring salesperson performance from the buyer’s perspective. Therefore, a replication of the SOCO scale was undertaken by having consumers evaluate retail salespeople. The SOCO scale items were slightly modified to fit the consumer sample and retail focus of the study. In addition, the number of points on the SOCO response scale was also reduced and the verbal anchors modified to better suit the needs of telephone surveys. Despite these changes, the properties of the scale were found to be strikingly similar to those reported in prior studies. It was recommended that retailers adopt the SOCO scale to measure salesperson performance.     

Comparing Levels of Machiavellianism of Today's College Students with College Students of the 1960s

The tactics, strategies, and behaviors thatwere suggested by Niccolo Machiavelli in The Prince (1513) have become synonymous withmanipulative and unethical behavior. AlthoughMachiavelli wrote to the politician, hiswritings have since been expanded to describebusiness leaders as well as general behavior. The research we report examined theMachiavellian tendencies of current collegestudents and compares the results to theseminal study by Christie and Geis (1970). Theresearch reported here examined thecontemporary student's propensity towardMachiavellianism distinguished by major fieldof study and by gender. The data werecollected from students at colleges located inthe Midwest and the Southwest. We reportfindings that are similar to Christie and Geisand extend the trend line suggested by theirresearch. We believe these findings provideinsight for understanding the dynamics ofcontemporary college students and suggest acontinuing societal movement towardMachiavellian behavior.     

The minimum optimal steel plant and the survivor technique of cost estimation

The survivor technique is used to examine economies of scale in the U.S. steel industry, and the results are compared to an earlier engineering approach study by Tarr. Specifically, the paper focuses on the conventional fully-integrated steel mill with capacities of over 1 million tons (MT) per year. The results are consistent with Tarr's estimate of a conventional integrated steel mill Minimum Optimal Scale of 6 MT a year. The analysis and conclusions set forth are those of the author and do not necessarily reflect the views of other members of the Bureau of Economics, other Commission staff, or the Commission itself. The author would like to thank the following people: Morris Morkre, Joseph Mulholland, Pauline Ippolito, John Rolfe, and an anonymous referee for helpful comments and suggestions on the various drafts and Ty D. Weisendanger and Barry R. Sherman for help in the data collection.     

Marketing and the law

Marketing decisions are particularly vulnerable to legal rulings made in both the courts and the legislatures. The effective management of those legal implications challenges the modern marketing professional. Grasping marketing’s overall legal environment, including its governing case law, regulatory statutes and future trends, is essential. This review will provide analysis of recent court cases and legislation with particular emphasis on creatively assisting the marketer’s management of the legal factor.     

The Labor Force Participation of Older Americans in 1900: Further Results

Data from the 1900 census are used to study the proper labor force classification of older male Americans experiencing 6 months or more of unemployment (the "long-term unemployed"). The evidence is consistent with the view that the older an individual was on entering the state of long-term unemployment, the greater the likelihood that he would leave the labor force in a short period of time. I conclude, however, that this is insufficient reason to exclude the long-term unemployed from the count of gainful workers in 1900, as has recently been advocated.     

Tax Clientele Effects in the Term Structure of UK Interest Rates

This paper tests for tax clientele effects in the term structure of UK interest rates. Five empirical models of the term structure of interest rates, incorporating tax effects, are estimated with daily data covering the period 31 March, 1995 to 3 August, 1995. In May 1995, the British government announced its intention to eliminate the tax exemption on capital gains from government bonds, but subsequently in July 1995 backtracked on some of its initial proposals. This period therefore forms the basis of a crude natural experiment in the sense that it provides an opportunity to examine tax clientele effects 'before' and 'after' an event which should have levelled greatly the taxing of government bonds. The empirical analysis suggests large tax clientele effects. However, there is little evidence of tax-specific term structures of interest rates.     

Measuring the welfare costs of EU accessionThe case of VAT reform in Bulgaria

We analyze possible reforms to the Bulgarian VAT system, evaluating revenue-neutral reallocations of goods to tax bands within the existing 2-rate structure. We investigate the sensitivity of the results to behavioural response and imperfect tax recovery. We find only a weak case for the use of non-uniform VAT rate structures for redistributional purposes. Selective VAT exemptions can produce approximate welfare gains equivalent to a general price fall of much less than 1 per cent for plausible specifications of social welfare.
JEL classification: D31, J31, P24.     

Demand for Sport

This article reviews international literature on the demandfor professional sport. The first part presents a conceptualframework for understanding the sources and determinants ofthe demand for professional sporting contests. The second partreviews empirical evidence on key determinants of attendanceat sporting events, and on other sources of demand, such asbroadcasting, sponsorship, and merchandising. The review concludesthat there is still much to be learned about demand for professionalsport, and that there are no simple lessons to be drawn fromexisting literature. But important messages do emerge from studiesof demand for attendance with regard to effects of uncertaintyof outcome, quality of contest, and quality of viewing.