Sales recruiting—A major area of underinvestment

How does a firm decide whether the amount now being spent to generate sales force applicants is too much, not enough, or about right? This question can be answered by using information routinely generated by corporate activities and a relatively straight forward decision theory technique. To illustrate that technique, an analysis was conducted for a hypothetical but by no means atypical firm. The results suggest that many corporations could appreciably increase their overall profitability by spending more on sales force recruitment and selection.     

What labelling policy for consumer choice? The case of genetically modified food in Canada and Europe

Abstract. Faced with divergent opinions among consumers on the use of genetically modified (GM) foods, Canada has adopted a voluntary labelling approach for non‐GM foods, whereas the European Union has a mandatory labelling policy for GM foods. Interestingly, both labelling systems have resulted in very little, if any, additional consumer choice. Using an analytical model, we show that the coexistence of GM and non‐GM products at the retail level depends on the labelling policy, consumer perceptions, and the type of product. Although voluntary labelling tends to favour the use of GM products, it is more likely to provide consumer choice.     

Gender and ethnic differences in factors that influence food intake

Abstract The objective of this research was to ascertain the gender-and ethnic-related factors that influence what one eats. This survey was conducted using a validated, pilot-tested questionnaire in 11 states and the District of Columbia, which were participating in the W-182 Western Regional Research project. The results indicated that the factors that influence what one eats differ by gender and ethnicity. Men were very much influenced by likes and dislikes, and by their spouse or significant other. Women were influenced by likes and dislikes, and health. Food likes/dislikes and concerns about health and weight were among the leading four factors for all ethnic groups. Food likes/dislikes were the top factor influencing what is eaten by 51% or more of Asians, Pacific Islanders, Caucasians and Hispanics. Concern about health was the top factor for 62% and 58%, respectively, of African Americans and Native Americans.     

An Investigation of the Effects of Prices and Exchange Rates on Trade Flows in East Asia

This paper investigates the dynamic response of imports and exports to changes in domestic prices, foreign prices and real effective exchange rates for Korea, the Philippines, Singapore and Thailand. A vector autoregressive model and cointegration analysis are used to study the long-run relationships and the short-run dynamics of these variables. The vector error-correction model indicates that in almost all cases, domestic and foreign prices have a larger impact on the trade flows than the real effective exchange rates. We cannot find any significant difference in the response time of import demand to shocks in prices and exchange rates; however, the response time for export supply varies among countries.     

Foreign direct investment and global sourcing choices of firms in the US

This paper investigates factors affecting the global sourcing choices of firms in the US: (1) US investment abroad; (2) foreign direct investment in the US; (3) wage–productivity ratio; and (4) transaction cost. I found that there is a statistically significant association between the country of sourcing choices and foreign direct investment. Both the wage–productivity ratios and transaction costs are not statistically significant at the conventional significance level, but their regression coefficients show proper signs. The paper also examines the patterns of foreign direct investment among countries and compares transaction costs by income group. Copyright © 2000 John Wiley & Sons, Ltd.     

Japanese distribution system: The impact of newly designed collaborations on wholesalers' performance

In January 1995, the Kobe earthquake devastated a major part of Kobe's distribution infrastructure. Apart from the expected complaints about lost sales, wholesalers reported some surprising comments after the reopening. Wholesalers stressed the advantages of newly designed distribution channels, especially the opportunity to end longstanding business relationships known as keiretsu. This study is concerned with the recent development of vertical collaboration in the Japanese distribution channel. Multiple regression analysis revealed that the supplier's service to wholesaler, the supplier's offerings to the wholesaler, and buyer's service to the wholesaler did contribute to the enhancement of the performance of the wholesaler. The three factors explained 16% of the wholesaler's performance. The regression analysis also showed that the wholesaler's intra-logistics activities contributed to the improvement of the performance of the wholesaler and explained 5% of its performance.     

Book reviews

B.G.Dale & J.J.Plunkett (eds) Hemel Hempstead, Philip Allan,1989, 350 pp., £ 18.00

Theories and Technologies of the Knowledge SocietyNiels Ole Finnemann (ed) Centre for Cultural Research, University of Aarhus, Denmark, 1989, 100 pp., DK40

The Internationalisation of Software and Computer Services OECD Paris, OECD, 1989, 180pp., Ff120

Techno-diplomacy. US-Soviet Confrontations in Science and Technology Glenn E. Schweitzer New York and London, Plenum Press, 1989, xiv f 320 pp., $23.00

Strategic Management of Services in the Arab Gulf States: Company and Industry Cases M. Sami Kassem & Ghazi M. Habib Berlin, Walter de Gruyter, 1989, 480 pp.