Risk taking in sales-force selection decisions: The impact of decision frame and time

A field experiment was conducted in which managers selected between two differentially risky candidates for an open sales position. Decision frame (gain or loss) and time until decision outcome (close or distant) were manipulated. As predicted by the Mowen and Mowen (1991) time and outcome valuation (TOV) model, an interaction occurred between decision frame and time such that preferences for the more- or less-risky candidate varied based upon these conditions. The results are discussed in terms of the potential for improving sales management selection decisions. © 1995 John Wiley & Sons, Inc.     

Life duration of foreign multinational subsidiaries: Evidence from UK northern manufacturing industry 1970–93

Duration analysis is employed to examine the survival of 252 foreign manufacturing plants in the UK Northern region during 1970–93. Contrary to expectations, the hazard function is approximately inverse quadratic rather than monotonic decreasing. Greenfield entrants face a lower risk of failure than acquisition entrants, particularly early in life. Acquisitions of older plants exhibit stronger survival than acquisitions of recently established plants, so that the age of (indigenous) acquired plant at the point of foreign takeover appears to matter to the survival of acquisition entrants. Plant size and industrial concentration also emerge as important. Home country of parent firm and location within region are unimportant. Consistent with the inverse U-shaped hazard function, the lognormal regression model provides a reasonably satisfactory fit to the data, certainly tighter than the Weibull model.     

Ready for round two

The next lobbying fight over health care is about to begin. This time, the key issue is quality of care. Democrats and even many Republicans say the system is broken.     

Lost cause

Cost containment was supposed to be a major goal of health care reform. Now, it's been all but forgotten--thanks in large measure to aggressive lobbying by health care industry interests.