Individual rights and organizational theory

Rights are very important concepts in everyday life. And they are especially important to participants in organizations. Yet, our theories of organization and management have largely ignored rights — stressing, instead, other concepts, such as goals, roles, etc. This article describes the historical significance of rights and their relevance in understanding social behavior. The advantages of a right-based organizational theory (versus traditional goal-based theories) are discussed.This article draws on the author's forthcoming book,A Social-Contract Theory of Organizations (University of Notre Dame Press, 1988).     

Salespeople’s use of upward influence tactics (UITs) in coping with role stress

Researchers’ attentions have recently focused on how salespeople cope with role stress. This study focuses on salespersons’ use of six upward influence tactics (UITs) with the immediate sales manager, and how salespeople use UITs to lessen the impact of two role stressors (perceived role conflict and role ambiguity) associated with the sales job. The study also evaluates the potential moderating role of UITs on relationships between role stress and manager satisfaction and propensity to leave. Analysis of data gathered from a heterogeneous sample revealed differences in use of UITs between salespeople classified as either high or low in role stress. Salespeople who perceive high role conflict employ assertiveness and upward appeal UITs more frequently. Salespeople who perceive high role ambiguity use exchange and coalition-building UITs more frequently. Results also suggest that salespersons’ use of assertiveness and ingratiation UITs exacerbate relationships between perceived role ambiguity and two outcomes: satisfaction with supervisor and propensity to leave. Implications of the study findings for sales managers are reviewed, as are implications for further research. His research interests are in the areas of personal selling and sales management. His work has appeared inJournal of Education for Business, Journal of Marketing Theory and Practice, and various national and international conference proceedings. Jeffrey K. Sager, Ph. D., conducts research in the areas of salesperson turnover and job stress. His work has appeared in theJournal of the Academy of Marketing Science, Journal of Personal Selling and Sales Management, andJournal of Business Research. His research interests are in the fields of strategic management and organizational behavior. His research has been published in theAcademy of Management Journal, Journal of Applied Psychology, and several other journals.     

The welfare effects of import “subquotas” on heterogeneous product categories

In spite of its importance to policy makers, surprisingly little attention has been paid to the welfare effects of one aspect of trade policy-how to implement an import quota that applies to a heterogeneous product category. The government can impose a simple quota that applies indiscriminately to all goods within the product category or it can divide the quota among them with subquotas. In this paper, we analyze the welfare effects of subquotas. Under certain simplifying assumptions we find that a system of subquotas nearly always exists that provides greater welfare than a simple quota for a large country that retains quota rights or for a large or small country that gives quota rights away to foreigners. However, subquotas cannot increase the welfare of a small country that retains quota rights. The difference lies in the effect of imports on the home country's terms of trade.The views expressed in this paper are those of the authors and do not necessarily reflect the opinion of the US International Trade Commission. The authors are grateful for helpful comments on an earlier draft by anonymous referees.     

以非线性理论阐述反馈振荡器的频率与幅度的稳定性

本文首先对线性的频率稳定理论用于近似正弦反馈振荡器的线性频率稳定理论,进行了评论性的回顾。在这方面,解释所谓的线性振荡器是清楚的。其后,是应用描述函数法和判决方程法所得到新的表达式,去阐述反馈振荡器考虑成一个非线性网络时的振荡频率和振荡幅度的稳定性。     

Gold,liquidity and secured loans in a multistage economy

A multistage economy with durables with finite and with unbounded lives is considered. The importance of the existence of both asset and rental markets is considered. It is shown that without rental markets efficiency may not be achieved and a stationary state that might exist with rental markets need not exist. The meaning of the existence of a 100% backed loan is considered. The roles of gold and land as stores of value and money are considered.Research supported in part by ONR Grant N00014-86-K-0220 and by NSF Grant No. SES-8812051.     

On the theory of cost sharing

This paper investigates efficiency and equitability issues given a cost sharing method in an economy with a public commodity. We study the concept of a -cost share equilibrium and examine the set of all equilibrium allocations. Finally, we devise a mechanism to implement -cost share equilibria as strong equilibria of an associated non-cooperative game.This paper was written while Shlomo Weber was visiting the University of Bonn. Financial support from theSonderforschungsbereich 303 is gratefully acknowledged. We also would like to thank Dieter Bös for valuable comments.     

Assessing the impact of patent infringement on new product sales

In order to assess the impact of patent infringement on the growth of a new product, a model is developed through the intervention model development processes of Box-Jenkins and Box-Tiao. Physical interpretations of model parameters and determination of associated damages suggest that the model can provide a sound basis for analyzing patent infringement disputes.