The Relative Effectiveness of Simultaneous versus Sequential Negotiation Strategies in Auditor‐Client Negotiations

Since most audit engagements identify multiple proposed audit adjustments, auditors must decide how best to present and negotiate these adjustments with their clients. Prior research indicates that auditors can negotiate adjustments individually (a sequential strategy) or can negotiate multiple adjustments within the same negotiation setting (a simultaneous strategy). This paper examines the relative effectiveness of a simultaneous versus sequential negotiation strategy in eliciting concessions from clients and engendering greater client satisfaction. Participants negotiated audit adjustments with a simulated auditor who employed one of the two negotiation strategies. We find evidence that a simultaneous strategy elicits significantly greater total concessions from client managers and also generates more positive attitudes toward the auditor. We also manipulate the magnitude of the issues negotiated and find that significantly greater concessions are offered when larger issues are presented first. These findings have important implications for auditors, as they suggest that negotiating issues simultaneously and presenting larger issues first can result in significantly improved negotiation outcomes.     

Gender and Student Achievement in English Schools

The widening gap between the average educational achievementof boys and girls has been the subject of much discussion. Thisgap is especially controversial for students taking nationalexams at the end of their compulsory education. However, thegender gap is also apparent at earlier and at later stages ofeducation. In this paper, we analyse changes over time in thegender achievement gap at the different stages of compulsoryeducation in English schools. We first use a combination ofdata sources to paint a picture of how gender gaps have evolvedover time and in what context they are most marked. Then weconsider possible explanations for the observed gender gaps.We look at the relevance of school inputs, teaching practice,and the examination system for explaining the gender gap. Wealso discuss the potential influence of wider social and economicchanges as reflected, for example, in the much higher educationlevels of mothers relative to those of previous generations.Analysis of this issue is important in the context of researchon the gender wage gap. However, it is also raises policy-relevantissues in relation to whether changes in the school system caneffect a change in the gender gap in educational achievement. Footnotes ¹ E-mail addresses: s.machin{at}ucl.ac.uk, s.mcnally1{at}lse.ac.uk     

Motivational pathways for farmer learning behaviour in the student-to-farmer university outreach

In recent times, calls for practical training of agricultural extension workers, who exhibit the right mix of competences for responsiveness to farmer learning needs, have intensified. This comes at the time when there is an increasingly growing desire for more community-engaged African universities, and as such, making the integration of agricultural students into community outreach services a necessity. However, empirical evidence on whether student-led outreach and training models adequately respond to the psychological learning needs of host farmers and subsequent motivation of these farmers for learning is lacking. This study uses a structural equation modelling technique on a sample of 283 farmers who had previously participated in the student-to-farmer outreach of Gulu University. Results reveal that satisfying farmer learning needs influences intrinsic motivation, formation of learning intentions and farmer learning behaviour. Intrinsic motivation mediates the relationship between satisfying farmer learning needs and the outcome learning behaviour. We conclude that satisfying farmer learning needs is a strong initiator of motivational pathways for farmer learning behaviour in the student-to-farmer university outreach. We call for more public financing of university outreach programmes so as to enable not only training for churning out graduates with the right competences of responsiveness to community needs but also fostering creative innovations involving both universities and communities.     

Can behavioral nudges and incentives help lower-income households build emergency savings with tax refunds? Evidence from field and survey experiments

Tax refunds are an opportunity for lower-income households to accumulate emergency savings so they have cash on hand to cover expenses when income is insufficient. Our field experiments testing different behavioral interventions to encourage refund saving via online tax filing show small effect sizes (0.12–0.14) and a low aggregate savings rate (12%) that might be increased were filers to receive financial incentives. We test a key provision of the Refund to Rainy Day Saving and Financial Security Credit Acts using a survey experiment, finding that hypothetical refund saving jumps from 16% with no financial incentive, to 71% and 80% with 25% and 50% matches, respectively, findings which are mostly insensitive to refund size. Our results suggest that public policies to provide greater financial support—including stronger income supports—will better prepare lower-income households for financial emergencies than behavioral interventions to nudge refund saving.     

Ethical Considerations in the Use of Direct-To-Consumer Advertising and Pharmaceutical Promotions: The Impact on Pharmaceutical Sales and Physicians

The influence of direct-to-consumer advertising and physician promotions are examined in this study. We further examine some of the ethical issues which may arise when physicians accept promotional products from pharmaceutical companies. The data revealed that direct-to-consumer advertising is likely to increase the request rates of both the drug category and the drug brand choices, as well as the likelihood that those drugs will be prescribed by physicians. The data further revealed that the majority of responding physicians were either neutral or did not feel that accepting some types of gifts from pharmaceutical companies affected their ethical behaviors.     

The Effect of Stakeholder Preferences, Organizational Structure and Industry Type on Corporate Community Involvement

This paper analyses the relationships between corporate community involvement activities, the organizational structures within which they are managed, the firm's industry and evolving stakeholder attitudes and preferences in a sample of 148 U.K. based firms who have demonstrated a clear desire to be socially responsible. The research highlights significant associations between the allocation of responsibility for community involvement within the firm, its industry and the extent of its community involvement activities. Consistent with the view that managerial structures may play a significant role in the implementation of community initiatives, the results identify significant variations in community involvement policies across alternative organizational forms. However, important similarities in corporate community policies across alternative structures are also shown to exist suggesting that corporate community involvement activities may be influenced by the preferences of societal stakeholders.     

International Entrepreneurship Research: What Scope for International Business Theories?

International entrepreneurship (IE) research has commonly neglected significant perspectives applied by international business scholars. Explanations for the emergence and growth of international entrepreneurial firms largely focus on the resource-based view and the network perspective. While these approaches are useful, we suggest that IE would benefit significantly from a greater emphasis on its international nature. Therefore, theories of international business should be employed in conjunction with other approaches in order to appropriately emphasize the international character, holistically study the IE notion, and considerably broaden the scope of IE examination. Suggestions for relevant research directions are discussed.     

Further Evidence on the Firm-Size Relation and Stock Market Responses to Changes in Federal Reserve Margin Levels

The virtually monotonic firm-size/price-reactions observed following changes in U.S. Federal Reserve market margin requirements over the post-1962 period provide dramatic new evidence in support of the hypothesis that changes in margin levels are associated with changes in security return behavior. Variance tests of the 1970 and 1971 margin decreases also produce evidence consistent with this hypothesis.