Estimating within‐cluster spillover effects using a cluster randomization with application to knowledge diffusion in rural India

Spillover effects within randomized clusters pose a challenge for identifying impacts of an individualized treatment. The paper proposes a solution. Longitudinal and intra‐household observations are combined in estimating the direct knowledge gain from watching an info‐movie in rural India, while randomized village assignment identifies knowledge sharing. Simulations on synthetic data and econometric tests provide support for the estimation method. We find evidence of information sharing, but far less so for disadvantaged groups, such as illiterate and lower‐caste individuals; these groups rely more on actually seeing the movie. Our results are consistent with sizeable biases in ordinary least squares, matching or instrumental variable impact estimators that ignore within‐cluster spillovers.     

Viewpoint: Estimating the causal effects of policies and programs

Estimation, inference and interpretation of the causal effects of programs and policies have all advanced dramatically over the past 25 years. We highlight three particularly important intellectual trends: an improved appreciation of the substantive importance of heterogeneous responses and of their methodological implications, a stronger focus on internal validity brought about by the “credibility revolution,” and the scientific value that follows from grounding estimation and interpretation in economic theory. We discuss a menu of commonly employed partial equilibrium approaches to the identification of causal effects, emphasizing that the researcher's central intellectual contribution always consists of making an explicit case for a specific causal interpretation given the relevant economic theory, the data, the institutional context and the economic question of interest. We also touch on the importance of general equilibrium effects and full cost–benefit analyses.     

Land Aggregation Using Contingent and Guaranteed Payments

This article explores the use of alternative payment mechanisms to overcome the holdout problem when multiple parcels of land must be acquired to complete a real‐estate development project. Purchase offers contingent upon successful land aggregation are compared to combination offers containing both guaranteed and contingent payments to determine which approach better mitigates holdout. The distribution of gains between developers and landowners is also examined. The results of a series of economic experiments suggest that contingent offers expedite land aggregation but developer payoffs are higher when combination offers are used. The results offer insight to real‐estate developers participating in land aggregation and inform government entities considering the necessity of public‐sector intervention in real‐estate markets to encourage desired development projects.     

Managerial,organizational, and external drivers of sales effectiveness in export market ventures

The authors extend sales management theory by considering the role of export sales management in small- and medium-sized firms, and they develop an integrated model of export sales organization effectiveness. Specifically, the authors test 16 hypotheses that examine the relationships among export sales management control, export territory, psychic distance, export sales performance, and export sales organization effectiveness. Using a mail-survey approach, data were collected from U.K.-based export sales managers in 146 direct exporters of industrial products. Though certain anomalies are observed, the research findings support many of the hypothesized associations, confirming the robustness of existing sales management concepts and theories in an export-marketing context.

A research note on market creation in the pharmaceutical industry

When a firm launches a market-creating innovation, it launches a new product for which there are no close product substitutes. Thus, the new product causes a shift in the existing product-market structure of an industry. This paper reports on the findings of the analysis of 51 large pharmaceutical firms and their market-creating activities. The study suggests that market-creating firms have capabilities in both R&D and marketing. Furthermore, market-creating firms enjoy stronger efficiencies, manage costs better and make more profitable use of their assets.     

Gas plant problems and the insurance industry

The methodology used by insurance companies in evaluating risk covers both property and casualty insurance. Topics of discussion include: Total Loss Control (How to achieve it, and its relationship to Governmental Regulations), and the importance of equipment design and maintenance in preventing catastrophic losses. This discussion is based on studies of hundreds of large losses over the past twenty-five years.