Understanding business customer value in a retail environment: a scale development study

Our study has two primary objectives. First, we intend to contribute to the understanding of critical success factors retailers need to consider when aiming for the growing target group of business customers. To this end, we develop a new scale for measuring business customer value in a retail environment, based on a literature review and in-depth interviews with scholars and decision-makers from retail, wholesale and market research in Germany, Switzerland and the UK. Second, we examine the relative importance of the dimensions of business customer value through a combination of statistical techniques, such as exploratory factor analysis and confirmatory factor analysis. We determine that business customer value should be measured along seven dimensions. In descending order of relative importance, these are: conditional value, value of business services, value of personal care, value of assortment quality, value for money, value of assortment size and variety and emotional value. Retailers from different branches of trade, such as food, DIY, electronics or office supplies, are provided with strategic guidelines that will help attract business customers.     

The Home Improvement,Maintenance, and Repair Industry

Spending on existing housing is important not only for the building materials, building products, and construction markets but also for the macroeconomy. It accounts for about half of total spending on housing capital. The new construction, home improvement, maintenance, and repair markets use overlapping distribution channels, labor, and capital inputs. The various segments of the housing industry touch many other industries and exhibit different patterns over the course of the business cycle. Understanding the unique characteristics of these segments helps business economists and macroeconomists in planning and interpreting changes in the economy as well as estimating better forecasting models.     

Global monetary policy under a dollar standard

This paper derives an optimal monetary policy in a world with a dollar standard, defined as an environment in which all traded goods prices are set in US dollars, so that exchange rate pass-through into the US price level is zero. We show that the US is essentially indifferent to exchange rate volatility, while the rest of the world places a high weight on exchange rate volatility. In a Nash equilibrium of the monetary policy game, US preferences dominate; the equilibrium is identical to one where the US alone chooses world monetary policy. Despite this, we find surprisingly that the US loses from the dollar's role as an international currency, since the absence of exchange rate pass-through leads to inefficient expenditure allocations within the US. Finally, we derive the conditions for a dollar standard to exist.     

TOPSIS Based Approach to Scoring Negotiating Offers in Negotiation Support Systems

In this paper we analyze the possibility of applying the technique for order preferences by similarity to ideal solution (TOPSIS) to building the scoring system for negotiating offers. TOPSIS is a multiple criteria decision making method that is based on measuring distances between alternatives under consideration and two bipolar reference alternatives, a positive and negative ideal. Thus the criteria used for the evaluation of alternatives should be described using strong scales. However, in the negotiation, the issues are very often described qualitatively, which results in ordinal or even nominal variables that must be taken into consideration in offers’ evaluation process. What is more, TOPSIS may be applied to solving the discrete decision problems while the negotiation space may be defined by the means of continuous variables too. In this paper we try to modify the TOPSIS algorithm to make it applicable to negotiation support and, moreover, discuss the following methodological issues: using TOPSIS for a negotiation problem with continuous negotiation space; selecting the distance measure for adequate representation of negotiator’s preferences and measuring distances for qualitative issues. Finally, we propose a simple additional mechanism that allows for building the TOPSIS-based scoring system for negotiating offers and does not involve negotiators in time consuming and tiresome preference elicitation process. This mechanism requires from negotiators to construct examples of offers that represent some categories of quality and then by using a goal programming approach it infers all the parameters required by the TOPSIS algorithm. We also show a simple prototype software tool that applies the TOPSIS modified algorithm and may be used in electronic negotiation support.     

Generation Y’s Ethical Ideology and Its Potential Workplace Implications

Generation Y is a cohort of the population larger than the baby boom generation. Consisting of approximately 80 million people born between 1981 and 2000, Generation Y is the most recent cohort to enter the workforce. Workplaces are being redefined and organizations are being pressed to adapt as this new wave of workers is infused into business environments. One critical aspect of this phenomenon not receiving sufficient research attention is the impact of Gen Y ethical beliefs and ethical conduct in workplace contexts. It is widely accepted that distinct generational experiences shape ethical ideologies and ethical ideologies in turn affect the way people function in the workplace. Thus, Gen Y’s unique cohort experiences are likely to shape their ethical ideologies and consequent workplace judgments and actions. In this article, we examine Gen Y’s ethical ideology and study its impact on workplace functioning regarding leadership style, teamwork, and judgments about ethical violations. Our analyses indicate that Gen Y’ers tend toward situationalism (high idealism and high relativism), and their socially connected orientation produces more lenient judgments of collaborative vs. unilateral ethical violations. However, Gen Y’ers do exhibit individual variation. Relativist Gen Y’ers are more tolerant of ethical violations, whereas, Gen Y Idealists are less tolerant of ethical violations. High Idealists also show stronger teamwork and leadership characteristics. In addition, Gen Y’ers possessing servant leader traits exhibit incrementally better teamwork, and greater perceived unacceptability of ethical violations. We conclude by discussing implications of these findings for managing ethical climates and conduct.     

The knowledge spillover theory of entrepreneurship

According to the knowledge spillover theory of entrepreneurship, the context in which decision-making is derived can influence one’s determination to become an entrepreneur. In particular, a context that is rich in knowledge generates entrepreneurial opportunities from those ideas. By commercializing ideas that evolved from an incumbent organization via the creation of a new firm, the entrepreneur (human capital) not only serves as a conduit for the spillover of knowledge, but also for the ensuing innovative activity and enhanced economic performance through resource allocation. The knowledge spillover theory of entrepreneurship brings together contemporary theories and thoughts of entrepreneurship with prevailing theories of economic growth, geography, and strategy and therefore explains not just why some people choose to become an entrepreneur, but also why this matters significantly for the economy and society.