Selling to the moneyed masses

Over the past decade, the distribution of household incomes has shifted so much that a much larger proportion of consumers now earn significantly higher-than-average incomes--while still falling short of being truly rich. As a result, what used to be a no-man's-land for new product introductions has in many categories become an extremely profitable "new middle ground." How can marketers capitalize on this new territory? The key, say the authors, is to rethink the positioning and design of offerings and the ways they can be brought to market. Take, for instance, how Procter & Gamble redefined the positioning map for tooth-whitening solutions. A decade ago, dental centers were popularizing expensive bleaching techniques that put the price of a professionally brightened smile in the 400 dollars range. At the low end, consumers also had the choice of whitening toothpastes that cost anywhere from 2 dollars to 8 dollars. P&G wisely positioned itself between the two ends, successfully targeting the new mass market with its 35 dollars Whitestrips. In product categories where it's clear the middle ground has already been populated, it's important for companies to design or redesign offerings to compete. An example is the Polo shirt. How do you sell a man yet another one after he's bought every color he wants? Add some features, and call it a golf shirt. Here, marketers have introduced designs based on the concept of "occasional use" in order to stand out. Finally, companies wishing to reach the "almost rich" can change how they go to market. Perhaps no mass retailer has made a stronger bid for the mass affluent than Target Stores, which has pioneered a focus the company itself characterizes as upscale discount. The strategy has made Target an everyday shopping phenomenon among well-heeled urbanites and prosperous professionals.     

The State of Charity Accounting – Developments, Improvements and Continuing Problems

This paper is based on a survey of charity accounts undertaken for the Office for National Statistics during the period 1995–1996, and reviews current charity accounting practices of some of these charities in 1994/5 prior to the inception of the new accounting regime from 1996. We look at the accounting practices identified by Bird and provide a comparison between the original Bird analysis in 1981 and current practices in 1994/5. We also consider smaller surveys undertaken in 1989 and 1990. The paper concludes that whilst there has been some progress – particularly among larger charities – since the Bird study there are still major accounting anomalies and examples of poor practice. The paper calls upon auditing firms to be less tolerant of inadequate sets of accounts and points to their pivotal role in improving charity accounting pratices.     

Medicaid coverage expansions and liability insurance

Do changes in the population covered by health insurance affect liability insurers, who compensate billions of dollars in medical claims each year? We examine this question by exploiting the selective rollout across states of Medicaid expansions under the Affordable Care Act. Using data on insurer losses across a range of insurance lines, and employing a triple‐difference research design that contrasts states, years, and lines of insurance, we demonstrate that coverage expansions reduce auto liability and workers’ compensation outlays by 6–11 percent, but do not measurably impact other lines of insurance. Our analysis provides some of the first evidence regarding the use of the tort system particularized to the low‐income population and is the first to consider the impacts of health insurance on medical professional liability and commercial auto insurance claims.     

Small enterprises as complex adaptive systems: a methodological question?

Complexity science constitutes an emerging post-positivist interdisciplinary field of investigation of dynamical systems in the natural and physical worlds. The central concept of complexity is that interactions between parts of open systems create novel, unpredictable patterns, and that while the history of the system is relevant in understanding its dynamic, the isolation of individual parts of the system (analysis) does not reveal the casual mechanisms in the system. It is suggested that complexity science can inform our methodologies for investigating the social sciences. The paper explores whether complexity science offers ways of theory building that can take account of pluralistic or interdisciplinary research in enterprise dynamics. The authors offer a model of six theorized ontological layers, derived from the canon of research literature within a small enterprise domain, with boundaries at each end. It is suggested that dynamical concepts of agency (adaption, evolution, fitness, interdependence) coupled with the theory of evolutionary autopoietic structures generate a plausible field for the study of enterprise dynamics. A focus on ontological and experimental adequacy is necessary to develop theory within this framework. An appropriate methodology involves iterations between experimental forms of scientific analysis and the grounding of emergent or evolving theories.     

Solving the “Lachmann Problem”: Orientation,Individualism, and the Causal Explanation of Socioeconomic Order

This article examines the question of whether social institutions should be treated as possessing the sui generis causal power to influence people's actions. It does so by means of a case study of the work of the Austrian economist Ludwig Lachmann. Lachmann's account of how social institutions facilitate intentional human agency in the face of uncertainty contains significant ambiguities and tensions, stemming from his reluctance to acknowledge the causal efficacy of social institutions. The conceptual resources required to overcome these problems are to be found in realist social philosophy and social theory. The proposed resolution comes at a price, however, for it calls into question Lachmann's self‐avowed commitment to methodological individualism.     

Are we operating effectively? A lean analysis of operating theatre changeovers

Hospital operating theatres are a critical but costly resource in healthcare processes. Their efficiency and utilisation impact upon hospital finances, clinical effectiveness and patient outcomes. Operations management techniques have now been applied widely to optimise flow. An important challenge is to balance the needs of process flexibility, efficiency and work standardisation with clinical requirements. This paper applies operations management methods to analyse elective orthopaedic surgery at five international hospitals to describe the issues that affect operating theatre productivity. It utilises an innovative method of video analysis to observe patient changeovers over 29 days of surgery and data is analysed to understand the causes of variability and waste. The findings suggest that processes which are standardised via operations management methodologies can improve productivity in a process that exhibits wide variation in practice. There are apparent trade-offs associated with efficiency and clinical concerns such infection control, that lead to different standard process archetypes being utilised. Recommendations for standardising patient changeovers are provided.     

Corporate merger and collective bargaining in the UK

Corporate merger since the war has transformed the private sector of the economy in Britain. This has had significant effects on collective bargaining arrangements and outcomes. In this article the authors review these effects and consider their implications for trade union organisation.     

Solving optimal timing problems in environmental economics

Two papers of Pindyck, 2000, Pindyck, 2002 that modeled the control of stock pollutants as optimal stopping problems contained closed form solutions that are incorrect. This paper discusses a subtle error in the derivation and demonstrates how solutions to these and related problems can be obtained numerically. The numerical solutions are contrasted with the ones contained in Pindyck's original papers.     

Random coefficient regression and the long-run phillips curve for the U.S.

This research suggests that a random coefficient regression model is well-suited for analyzing long-run versus short-run movements in wages and unemployment and is an improvement over some empirical techniques typically used.