Revisiting the Purpose of Selling: Toward a Model of Responsible Selling

Selling as a profession and sales management as an organizational function have undergone major changes that were driven by the evolutionary journey of the marketing discipline. The extant value cocreation paradigm is recrafting the purpose of selling. This paper explores the conceptual development of a selling paradigm that is more responsible to its customers. Specifically, in Business-to-Business (B2B) context, the cost of any selling behavior that compromises customer interest could be of disastrous proportions. Building on the theoretical foundations of self-regulation and job demands-resources theory, this paper develops a conceptual model of responsible selling by integrating self-leadership literature with the emerging paradigm of value-based selling. The conceptual model outlines several research propositions for empirical validation and discusses its potential implications for sales managers and sales organizations.     

Household Food Demand Analysis in India

Price and expenditure elasticities and estimates of the effect of household demographic variables on Indian food items are estimated using a recent household survey data in rural and urban areas. Using a linear approximate almost ideal demand system (LA/AIDS), the results indicate that for commodity groups (milk and milk products; cereals and pulses; edible oils; meat, fish, and eggs; vegetables and fruits; other foods) demand is elastic only for milk and milk products in both rural and urban areas of India. The impact of demographic variables such as region, household size, education level of household head, and seasonality, was generally significant.     

Health care expenditures of self‐employed farm households in the United States

For self‐employed individuals and their families, purchases of health care services and health insurance policies have the potential to impact their health status, as well as the financial viability of their businesses. Most people in the United States receive health insurance coverage through employer‐sponsored programs. Self‐employed individuals and their households, such as farm households, may face a greater challenge in getting affordable health insurance. Using a large cross‐sectional farm household level dataset, we estimate the impact of the source of health insurance on health care expenditures of farm households in the United States. Results suggest that farm households purchasing individual health insurance directly from vendors are likely to spend more on health care than those with other sources of health insurance. After controlling for a variety of personal and local area characteristics, having health insurance was negatively related to total health care expenditures. Age and income, not surprisingly, were also found to be significant in explaining health care expenditures.     

Culture-Based Values and Management Style of Marketing Decision Makers in Six Western Pacific Rim Countries

ABSTRACT

Given increasing advertisement clutter, advertisers are increasingly trying unconventional means to attract consumers' attention. One such method involves the use of incongruent ads, which are believed to attract viewers' attention. This research was conducted to ascertain the impact of audiovisual congruency in ads and the moderating role of product involvement on three facets of consumer response: attention to the ad, attention to the brand, and purchase intentions. Participants were shown one of eight TV ads for 30 seconds, following which they were asked to rate the ad on several dimensions. Results indicated, as expected, that congruent product and music type elicited favorable consumer responses. However, contrary to earlier findings that congruency in ads affects consumers in both high- and low-involvement conditions, we find that that the level of involvement moderated this effect on some consumer persuasion measures. In particular, participants under high-involvement conditions were found to be less influenced by congruent product–music situations. Implications for advertisers are discussed.     

Causality between money and prices in Indonesia

The purpose of this study is to examine the relationship between money supply and prices in Indonesia, where money supply is taken to be the stock of narrow money (currency + demand deposits) and prices are proxied by the Jakarta cost of living index. The period studied is 1969–1980. Two concepts of causality namely “proper” causality in which the causal effect takes at least one quarter to manifest itself and “instantaneous” causality in which there are no lags, are employed. The hypothesis of “proper” causality is rejected by bothGranger andSims tests. However, the hypothesis that money and prices are contemporaneously correlated cannot be easily dismissed. Using the framework of [Geweke], contemporaneous causality is treated as a part of linear feedback and the lagged version of Sims test was used. We found that the hypothesis that prices cause money supply cannot be dismissed on the basis of Wald test. However, the contribution of instantaneous causality is very large to the total variance of linear feedback.     

Real exchange rates and unit root tests

Real Exchange Rates and Unit Root Tests. — This paper examines monthly OECD exchange rate data (1979–1997) using univariate and panel data unit root tests. Some of these tests support the hypothesis of a unit root. But tests of cointegration reveal the existence of weak purchasing power parity relationships between bilateral nominal exchange rates and relative prices. We suggest that researchers need not conduct unit root tests on real exchange rate data when a modified version of PPP is used; or if there is a long enough time series. Given the definition of real exchange rates, the indicator should be stationary and should have intrinsic mean reverting behaviour.     

Inventory of differential items selling from two shops under a single management with periodically increasing demand over a finite time-horizon

Inventories of differential items including the defective ones purchased/produced in a lot and sold from two shops (primary and secondary shops) under a single management are considered here over a finite time-horizon. A primary shop receives the differential units in a lot but sells only the non-defective ones whose demand periodically increases with time and decreases during the shortage period in such a way that it comes back to the initial value at the beginning of the next cycle. Hence in this shop, shortages are allowed and fully backlogged. Moreover, at the beginning of the next cycle, the retailer purchases purely non-defective units at a higher price to meet up the shortage amount along with the usual lot of differential units for regular sale. The defective units identified at the time of selling at the primary shop are continuously transferred to the adjacent secondary shop from which the defective ones are sold at a reduced price after some rework. Normally, the price of a defective item is fixed depending upon the quantum of its defect and people go for these items if they are cheap. Hence, demand for these units is dependent on the selling price, which is again inversely proportional to the rate of defectiveness. There may be five scenarios for dealing with defective units depending upon the coincidence of the time periods at two shops. For all scenarios, problems have been mathematically formulated and solved by the use of both parametric study and a gradient-based non-linear optimisation method. The models are illustrated with the help of numerical examples.     

Trading volume and firm-specific announcements: Implications for the market model

The market model is commonly used in finance to study events and to evaluate security performance. With daily data, it is not uncommon to find low R-squares, in the range 0–10%. Prior studies have attempted to improve the fit of the model by excluding observations associated with high trading volume. In this study, we compare the results of the high-volume-exclusion approach with the more direct firm-specific announcement exclusion approach. The announcement approach excludes observations associated with Wall Street Journal Index news items regarding the firm. By excluding the [−1,0] fays relative to such news in a sample of 68 firms, we find that R-squares increase significantly by about 5%. By excluding the days relative to earnings announcements only, R-squares increase by about 4%. These results are then compared to the high-volume-exclusion approach. It is found that this approach is more efficient as an 8% increase in R-squares is produced.The results of this study provide valuable evidence to empiricists by comparing the two approaches to improving the fit of the market model. The high-volume -exclusion approach provides higher R-squares. However, the relative efficiency of the two approaches should be balanced against the arguments for the methodologically correct approach. The advantage of using the firm-specific announcement exclusion approach is that there is more confidence of excluding only firm-specific movements from the estimation of the market model. It also allows a researcher to quickly and unambiguously identify the announcements and delete the corresponding observations. Furthermore, we find that about 50% of the improved fit, relative to the volume approach, can be accomplished by excluding earnings announcements. The methodological disadvantage of using the high-volume-exclusion approach is that it is affected not only by firm-specific announcements but also by other factors, such as the heterogeneity of investor expectations. These factors may influence the choice of using firm-specific announcements rather than the high-volume approach despite the lower increment in R-squares.     

Does participation in the conservation reserve program impact the economic well‐being of farm households?

This study uses U.S. farm household survey data to examine how participation in the Conservation Reserve Program (CRP) affects farm household economic well-being. Further, the study also examines the effects of CRP participation on farm household consumption, income, and imputed savings. In contrast to previous studies that assume the relationships are homogenous across the population, quantile regression is used to investigate the association between CRP participation across the entire distribution of farm household consumption and income. Empirical findings suggest that the effect of CRP participation on household economic well-being differs across the income and consumption distribution. For households in the lower percentiles of the distribution, the CRP participation is associated with an increase in household consumption, but a decrease in farm household income and savings. In contrast, farm households at the median and higher income and consumption quantiles, participation in CRP is associated with lower levels of household consumption and income, but with higher levels of savings.