Who benefits most? The effects of managerial assistance on high- versus low-performing small businesses

This study investigates the relationship between outside managerial assistance and small business performance using a conditional quantile regression approach. The model was tested using a sample of 902 ventures that received managerial or technical assistance from the U.S. Small Business Administration's Entrepreneurial Development Resource Partners. Results show that outside assistance for primary business functions, such as marketing strategy, promotional strategy, financial management and general management, is more effective for firms with lower levels of financial performance. Outside assistance for secondary business functions, such as human resources and obtaining capital, is likely to have a greater impact on firms in the middle- to upper-quantile levels. Based on the results, we propose that managerial outside assistance providers should employ different approaches for firms with lower versus higher levels of financial performance.     

Understanding what your sales manager is up against

Every year, the research firm CSO Insights publishes the results of its Sales Performance Optimization survey, an online questionnaire given to more than 1,000 sales executives worldwide that seeks to examine the effectiveness of key sales practices and metrics. In this article, two partners from CSO provide the 2005 and 2006 survey highlights, which describe the challenges today's sales organizations face and how they're responding. An overall theme is the degree to which the buy cycle has gotten out of sync with the sell cycle. Buyers have always had a buy cycle, starting at the point they perceive a need. Sellers have always had a sales cycle, starting at the point they spot a prospect. Traditionally, the two have dovetailed--either because the seller created the buyer's perception of need or because the buyer pursued a need by contacting a salesperson (often for product information). Now the buy cycle is often well under way before the seller is even aware there is a cycle--in part because of the information asymmetry created by the Internet. The implications for managing a sales organization are profound in that sales training must now address how reps handle an environment in which buyers have more knowledge than they do. The authors offer evidence that sales executives are taking--and should take--aggressive action to train and retain sales talent, manage the sales process, and use sales support technologies to meet the challenges of this new environment.     

An economic modeling approach to contingency theory and management control

A prominent theme in recent accounting papers on management control has been the contingency theory approach to management control system design. A recent review of this contingency theory literature noted the need for a more explicit theoretical structure as well as a more all-inclusive model of the organization's control system. This paper argues that while a more explicit theory is needed, the development of relatively simple models is an important step in the construction of an all-inclusive model of management control. Two such simple models of a firm's control system design problem are presented and compared. The two models demonstrate that relatively simple models can capture multiple features of a control system and illustrate how the effect of contingency variables depends critically on the specific context in which the firm operates. Because the logic underlying these models is made explicit, the reader can better assess their reasonableness. Simple models can provide useful building blocks for more complex management control models and can be used to evaluate the analytical validity hypotheses that might be induced from observations in complex settings.     

Risk effects of GM corn: Evidence from crop insurance outcomes and high-dimensional methods

This study evaluates whether genetically modified (GM) corn hybrids with rootworm resistant traits (GM-RW) have lower yield risk. A crop insurance actuarial performance measure, the loss cost ratio (LCR), is used to represent yield risk. High-dimensional methods are utilized in this study to maintain parsimony in the empirical specification, and facilitate estimation. Specifically, we employ the Cluster-Lasso (cluster-least absolute shrinkage and selection operator) procedure. This method produces uniformly valid inference on the main variable of interest (i.e., the GM-RW variable) in a high-dimensional panel data setting even in the presence of heteroskedastic, non-Gaussian, and clustered error structures. After controlling for a large set of potential weather confounders using Cluster-Lasso, we find consistent evidence that GM corn hybrids with rootworm resistant traits have lower yield risk.     

Computer room risk assessment

Large computer systems have become pervasive in today's “Information Society.” In airlines, banking, telecommunications and many other businesses, the computer system provides the competitive edge. The risk of damage to either equipment or data or both has become a vital concern.     

Fostering creative minds: what predicts and boosts design competence in the classroom?

International Journal of Technology and Design Education - Can originality in real-world creative design thinking be improved through instruction and practice? Do such frequently-used...