Salesperson's innovation resistance and job satisfaction in intra-organizational diffusion of sales force automation technologies: The case of South Korea

One of the rapidly growing areas in industrial marketing is the application of sales force automation (SFA) technologies to help improve the efficiency of the sales force task. What is often overlooked is that there are some potential negative effects related to SFA technologies that arise when these innovations are forcefully adopted on the individual salesperson. This study empirically examines the psychological and social antecedents of salespeople's resistance toward SFA technologies in South Korea. Unlike previous studies that only looked at adoption, this studies adds to the literature on SFA technologies by looking at resistance toward innovation in the post-adoption or intra-organizational diffusion stage. This study looks at the direct and indirect relationships between innovation resistance and some key constructs such as job satisfaction, job performance, self-efficacy, group-efficacy, innovativeness, and peer usage. This study represents also one of the very few empirical studies conducted on sales force behavior in South Korea and as such may offer some insights on sales force management in collectivist cultures.     

Fuzzy Numbers in the Credit Rating of Enterprise Financial Condition

Most of the parameters used to describe the credit rating are in linguistic terms, which are vague and difficult to put into precise numerical values. Fuzzy set theory, which was developed to handle this kind of vagueness, is used to represent and to aggregate the various linguistic data usually used in commercial banks. To illustrate the approach, numerical examples are solved and compared with existing approaches.     

Firm Density and Industry R & D Intensity: Theory and Evidence

By deriving a formal model of industry R & D that identifies factors influencing industry R & D intensity, this paper first suggests firm density, defined as the inverse of average firm sales or simply the number of firms divided by industry sales, as a measure of market structure that is appropriate in explaining industry R & D intensity. The model shows that the cost structure of R & D, consumer preference over quality and price, the appropriability of R & D, firm density, and the average level of firm R & D intensity jointly determine industry R & D intensity. In particular, firm density has a positive relationship with industry R & D intensity, implying that firms in higher firm-density industries feel fiercer competitive pressure and thus engage more intensively in R & D. An empirical analysis of panel data on industry R & D activities of Korean manufacturing industries during the period 1991–1996 provides supportive evidence for the predictions of the model including the positive relationship between firm density and industry R & D intensity. The theoretical model and the empirical results are also consistent with the recent survey of U.S. corporate R & D activities by the U.S. Department of Commerce and the National Science Foundation (1999).     

The Hidden Value of Knowledge in New Products

The purpose of this article is to evaluate the impact that knowledge management has on new product success. In this study, two aspects of knowledge management—knowledge acquisition and knowledge dissemination—were examined relative to traditional determinant of new product success. Moderating effect of competitive intensity is also investigated. The results generally support the importance of knowledge management to new product success. These findings imply that if organizations fail to understand the subtle ways by which different features of KM influence new product success, they may fail to harvest the full value of KM.     

FIRM PERFORMANCE AND SECURITY TYPE IN SEASONED OFFERINGS: AN EMPIRICAL EXAMINATION OF ALTERNATIVE SIGNALING MODELS

In this paper we examine the long-term performance of publicly traded firms that issue straight debt, convertible debt, or common stock. Declines in firm performance following issuance are consistent with declines in firm value at announcement and issuance, and suggest that convertible debt and common stock are substantially equivalent. This study is consistent with the pecking-order and Miller-Rock models, but inconsistent with the leverage-signaling model. Despite a significant decline following issuance, firms issuing common stock or convertible debt perform better, on average, than the industry before, at, and after issuance. This is consistent with younger, riskier, higher-growth firms being the predominant issuers of common stock and convertible debt.     

Context‐induced and ad‐induced affect: Individual differences as moderators

The present article had two objectives: (a) to explore the relative impacts of context‐induced and ad‐induced affect on ad and brand evaluations, and (b) to investigate how individual differences in affect intensity and introversion/extroversion moderate the effects of ad‐induced affect. In Study 1, ad‐induced affect, but not contextinduced affect, significantly influenced ad and brand evaluations when both forms of affect induction were manipulated. Furthermore, Studies 1 and 2 showed that individuals scoring differently on affect intensity and introversion/extroversion responded in divergent ways to ad messages that elicited positive and negative affect. © 2006 Wiley Periodicals, Inc.     

A random coefficient autoregressive Markov regime switching model for dynamic futures hedging

The random coefficient autoregressive Markov regime switching model (RCARRS) for estimating optimal hedge ratios, which generalizes the random coefficient autoregressive (RCAR) and Markov regime switching (MRS) models, is introduced. RCARRS, RCAR, MRS, BEKK‐GARCH, CC‐GARCH, and OLS are compared with the use of aluminum and lead futures data. RCARRS outperforms all models out‐of‐sample for lead and is second only to BEKK‐GARCH for aluminum in terms of variancereduction point estimates. White's data‐snooping reality check null hypothesis of no superiority is rejected for BEKK‐GARCH and RCARRS for aluminum, but not for lead. © 2006 Wiley Periodicals, Inc. Jrl Fut Mark 26:103–129, 2006     

Screening,ability, and the productivity of education in Malaysia

The test of the strong version of the screening hypothesis proposed by Psacharopoulos is applied to the case of a LDC with further extensions to allow for interaction terms and differences in ability. The results do not support the strong version of the screening hypothesis.