Salesperson CLV orientation's effect on performance

Previous studies show how strategies based on the customer lifetime value (CLV) can lead to an increase of profitability for a firm. In this context, marketing serves the purpose of maximizing CLV and customer equity (the CLV of current and future customers). For most types of service firms, salespeople are direct participants in implementing the CLV concept. However, prior research does not answer the question of whether or how salesperson CLV orientation can enhance profits. Using data on salespeople in a large Chilean retail bank, this study shows that the effect of salesperson CLV orientation on salesperson performance follows an S-shaped function (which is first convex and then concave). Additionally, data does not support the idea that the optimum level of CLV orientation depends on salesperson customer orientation, salesperson adaptive selling behavior, or salesperson experience (i.e., CLV-oriented behaviors could be effective across a wide range of salespeople). As such, this study addresses an important concern among researchers and managers that is related to how to increase the salesperson performance. The findings of this study suggest that firms need to monitor individual salesperson CLV orientation more closely.     

Toward an understanding of online information processing in e-tourism: does national culture matter?

Tourism is undoubtedly among the industries that better reflect the effects of globalization, technological advances (i.e. the Internet) being one of the most relevant drivers. Given the current market saturation of this sector, a better understanding of how tourists from different cultures process online information and forge their attitudes and behavioral intentions is called for. Nevertheless, national culture may have a major influence on the effectiveness of online tourist marketing activities. This study contributes to the extant body of knowledge via the analysis of the influence of perceived risk on how tourists process the information while browsing a tourist destination website, form their attitudes and behavioral intentions toward the destination. The effect of national culture on such antecedents is examined via a cross-cultural research to compare Spanish and British cultures. A theoretical model is proposed to integrate the effect of perceived risk and variables regarding technology acceptance on tourist responses.     

Concentration and foreign penetration in Latin American banking sectors: Impact on competition and risk

In the 1990s, Latin American banking sectors experienced an accelerated process of concentration and foreign penetration that prompted diverse views regarding its implications for the competitive behavior of banks and the financial stability of the system. In this paper, we examine these issues exploiting a rich bank-level database for eight Latin American countries. We find that, while increased concentration did not weaken banking competition within the region, foreign penetration appears to have led to a less competitive industry. Moreover, we find that bank risk has been negatively associated with competition which, coupled with the previous finding, explains the positive link between banking sector stability and foreign penetration revealed by the data.     

The future of deforestation in the Brazilian Amazon

Concern about the future of Amazonian forests is growing as both the extent and rate of primary forest destruction increase. We combine spatial information on various biophysical, demographic and infrastructural factors in the Brazilian Amazon with satellite data on deforestation to evaluate the relative importance of each factor to deforestation in the region. We assess the sensitivity of results to alternative sampling methodologies, and compare our results to those of previous empirical studies of Amazonian deforestation. Our findings, in concert with those of previous studies, send a clear message to planners: both paved and unpaved roads are key drivers of the deforestation process. Proximity to previous clearings, high population densities, low annual rainfall, and long dry seasons also increase the likelihood that a site will be deforested; however, roads are consistently important and are the factors most amenable to policymaking. We argue that there is ample evidence to justify a fundamental change in current Amazonian development priorities if additional large-scale losses of forests and environmental services are to be avoided.     

The determinants of bond call premia: A signalling approach

A signalling model is presented that provides an additional explanation for the determination of call premia on corporate bonds. It is shown that firms may signal their exclusive information about their probability of default by the choice of their call premia. Stockholders of safer firms (i.e., those that have a lower probability of bankruptcy) have a higher incentive for providing a low call premium. This occurs because the call option will be valuable only if the firm survives by the first call date. This event, however, is more likely for the safer firm. The safer firm will therefore be more willing to sacrifice some current revenues (or equivalently, to provide a higher coupon than it would otherwise have to pay in order to sell the bond at par) by determining a lower call premium. The model therefore predicts a negative correlation between safety and call premia, a correlation that has been empirically confirmed by Fischer, Heinkel, and Zechner (1989). This correlation provides support to the signalling theory vis-à-vis the alternative explanation of taxes determining the call premia. Another contribution of this model is that it ties the call premium decision with expectations of future interest rates. Such expectations are considered important by practitioners, but were rarely considered in previous research.     

Digital transformation in maritime ports: analysis and a game theoretic framework

Digitalization is pushing the maritime industry beyond its traditional limits and provides many new opportunities to enhance the productivity, efficiency, and sustainability of logistics. The concept of smart ports, for instance, aims to adopt modern information technologies to enable a better planning and management within and between ports. Strong facilitators of the digitalization are investments into technology and cooperations for promoting information sharing and a better coordination and collaboration, often regarded as a stumbling block in highly competitive environments. Besides many new opportunities, important economic issues and problems arise. We provide an overview of the development and state-of-the-art of digital transformation in modern seaports in order to identify current potentials and barriers. Focusing on the crucial and challenging aspects of coordination and collaboration, we present a conceptual game theoretic framework that allows benefits and cost allocations considering inter-, intra-, and meta-organizational perspectives. We further demonstrate how this framework can be used to develop tools and methods for supporting strategic decision making for driving the digital transformation in seaports and addressing new economic issues and problems.     

Monetary,fiscal, and structural drivers of inflation in Ethiopia: new empirical evidence from time series analysis

This study empirically investigates the drivers of inflation in Ethiopia using monthly data over the period July 1998 to September 2020. It explores short-run and long-run effects of domestic and external determinants of inflation—including demand-side, supply-side, and structural factors—using the cointegration and vector error-correction methodology. Four measures of inflation are considered: cereals, food, nonfood, and all-items Consummer Price Index (CPI) inflation. A key contribution to the existing literature is the investigation of the role of the fiscal sector in modeling inflation, a topic that has been neglected in the existing studies on inflation in Ethiopia. The empirical results show that disequilibria in the monetary sector, grains sector, and food markets have long-run effects on inflation. In the short run, inflation is driven by structural factors (notably, cereal output gaps and imported inflation) as well as demand-side factors (notably, money growth and public sector borrowing). The results hold when analysis is limited to the high growth period from 2005 onward, following the end of the International Monetary Fund (IMF) program in the country. The evidence provides valuable insights in the context of ongoing macroeconomic policy reforms in Ethiopia.     

Determinants of cross-border M&As in Latin America

This article analyzes the determinants of cross-border M&As in the Latin American region during the period 1998-2004. Using a unique dataset of 868 Mergers and Acquisitions (M&A) events, the study focuses attention on the effect of macroeconomic and investor protection conditions in the countries where the companies reside over the likelihood of these companies participating in a cross-border M&A transaction. The study considers the effect of company-specific variables in the likelihood of going cross-border. Univariate analysis and logistic regressions strongly support the idea that better economic and business-friendly conditions in the countries where the target operates, increase the likelihood of cross-border merger. Results show that not only is the business environment in the target country important but also in the bidder country. Lower levels of property rights protection in the acquirer country negatively affect the likelihood of a cross-border deal. Finally, the likelihood of a cross-border merger increases when the target faces higher cost of funding than the acquirer's.     

Epistemic conditions for rationalizability

In this paper I present conditions, not involving common knowledge of rationality, that lead to (correlated) rationalizability. The basic observation is that, if the actual world belongs to a set of states where the set Z of action profiles is played, everyone is rational and it is mutual knowledge that the action profiles played are in Z, then the actions played at the actual world are rationalizable actions. Alternatively, if at the actual world the support of the conjecture of player i is Dⁱ, there is mutual knowledge of: (i) the game being played, (ii) that the players are rational, and (iii) that for every i the support of the conjecture of player i is contained in Dⁱ, then every strategy in the support of the conjectures is rationalizable. The results do not require common knowledge of anything and are valid for games with any number of players.     

Derived versus full name brand extensions

Most brand extension studies follow the assumption that brand extensions use the full original parent brand name (e.g., Oral-B tooth brush may extend to Oral-B dental floss). However, some companies use derived brand names in their brand extension strategies (e.g. Nestea Iced Tea). This study explores the advantages and disadvantages of derived brand extensions compared to full name extensions. The study examines the importance of target market effects on the evaluation of both brand extension strategies. Findings support the idea that derived brand names leverage parent brand evaluations and protect parent brand from extension failures.