The intersection of entrepreneurship and selling: An interdisciplinary review,framework, and future research agenda

Selling is integral to entrepreneurship, yet it has rarely been a focal topic of analysis for entrepreneurship scholars. To address this, we undertake a broad-ranging systematic literature review of research that in some way explores selling within entrepreneurial contexts. We inductively develop a framework that orders extant research into selling antecedents, activities, contexts, and outcomes. Then, drawing on these entrepreneurship-selling intersections, we suggest opportunity theory can be extended by integrating critical insights from selling literatures. In particular, we address ego-centric views of entrepreneurship which prioritize entrepreneurial agency, and advocate for the incorporation of customer agency into synchronized processes of opportunity identification, refinement, and exploitation. The article concludes that a promising avenue for future theory development resides in the study of situated sales interactions, which can serve as an empirical vista to the underexplored entrepreneur-customer nexus.     

Relationship banking and escalating commitments to bad loans

The relationship banking literature suggests that business relationships play an important role in the loan decisions of small banks. We test one aspect of this hypothesis using a cross-sectional panel dataset of small banks located in Texas from 1994 to 2002. Our results suggest that small banks located in smaller counties escalate their commitment to bad loans when compared with those located in larger counties, even after controlling for psychological and social factors that influence escalation tendencies. These results highlight the need for small banks to trade-off the positive benefits of adopting a relationship banking strategy against its unintended negative consequence. We provide some suggestions on how small banks may lessen their escalation tendencies despite adopting a relationship banking strategy. The results of this study also suggest that small and medium-sized enterprises (SMEs) that develop strong relational bonds with small banks may benefit from continued access to credit facilities, especially during periods when they experience financial distress.     

A content analysis of ethical policy statements regarding marketing activities

Many large corporations now have written codes of ethics to guide the business/marketing activities of employees. The purpose of this study was to determine the frequency and types of topics which are covered in the ethics policy statements of large U.S. corporations. The results indicated that the topics covered most often (respectively) were: misuse of funds/improper accounting, conflicts of interest, political contributions, and confidential information. It is concluded that in addition to written ethics policy statements, top management should communicate ethical values and demonstrate by example. Robert E. Hite (Ph.D. University of Arkansas) is Associate Professor of Marketing at Kansas State University. His textbook is entitled Managing Salespeople, and his articles have appeared in such journals as the Journal of Advertising Research, Journal of Business Research, Journal of the Academy of Marketing Science, and Industrial Marketing Management. Joseph A. Bellizzi (Ph.D. University of Nebraska) is Associate Professor of Marketing at Kansas State University. He was previously employed by Hilti Fastening systems as a Market Research analyst. His articles have appeared in such journals as the Journal of Business Research, Journal of Advertising Research, and Journal of Retailing. Cynthia Fraser (Ph.D., University of Pennsylvania) is Associate Professor of Marketing at Kansas State University. Her research interests are international marketing and marketing models. Her articles have appeared in such journals as the Journal of Consumer Research and Industrial Marketing Management.     

Regulating Insider Trading In Betting Markets

Although trading in securities in conventional financial markets on the basis of inside information is restricted by law, the rules against such trading in betting markets are rather more ambiguous. It is argued in this paper that, since insider trading in betting markets imposes a cost on the great majority of bettors, tighter strictures against such trading would benefit all but the insiders. This case is supported by the use of empirical evidence which shows that betting markets which are characterized by tighter controls against insider activity are also characterized by a significantly lower incidence of such activity.     

Trade and invasive species risk mitigation: Reconciling WTO compliance with maximising the gains from trade

This paper analyses the issue of balancing the gains from trade with the risk of pest and disease transference. Two decision frameworks for determining whether or not to permit trade in a potentially invasive species-carrying good are presented. The first considers only the potential production losses resulting from an invasive species entering through a trade pathway, as is prescribed by WTO compliance. The second is a unilateral welfare-maximising approach which considers the consumer gains from trade, the loss of domestic producers’ market share and expected damage from the invasive species. It is shown that these alternative decision frameworks can be reconciled such that they produce the same outcome regarding whether or not trade is to be permitted. The key parameters which influence these decisions are also highlighted.     

Targeting Monitoring Resources to Enhance the Effectiveness of the CAP

From its inception the operation of the CAP has required the compliance monitoring of farming activities and anticipated increases in the complexity of the monitoring tasks with the introduction of the SFP will stretch monitoring resources even further. We outline the scope for using targeting to enhance effectiveness of monitoring resources in dealing with non-compliant behaviour. Targeting resources can increase information on particular groups making identification of inappropriate behaviour easier. However, in reallocating monitoring resources towards the targeted sub-group, there is likely to be an associated reduction in resources allocated to monitoring non-targeted agents and therefore an increase in their incentive to cheat. To reduce this problem we suggest balancing the targeting-induced reduction in the probability of being caught cheating for non-targeted agents with an appropriate increase in the penalty for those agents if they are caught cheating. This increase in penalty results in an increased divergence between the outcomes from being caught or not caught cheating for non-targeted agents, which increases the overall perceived risk of the cheating option. And for risk-averse agents, this increase is a disincentive to cheating. On this basis we argue for greater use of target-based compliance monitoring as part of the revised and evolving CAP.     

The Role of Collateral in Entrepreneurial Finance

Abstract:  Previous research has suggested collateral has the role of sorting entrepreneurs either by observed risk or by private information. In order to test these roles, this paper develops a model which incorporates a signalling process (sorting by observed risk) into the design of an incentive-compatible menu of loan contracts which works as a self-selection mechanism (sorting by private information). It then tests this Sorting by Signalling and Self-Selection Model, using the 1998 US Survey of Small Business Finances. It reports for the first time that: high type entrepreneurs are more likely to pledge collateral and pay a lower interest rate; and entrepreneurs who transfer good signals enjoy better contracts than those transferring bad signals. These findings suggest that the Sorting by Signalling and Self-Selection Model sheds more light on entrepreneurial debt finance than either the sorting-by-observed-risk or the sorting-by-private information paradigms on their own.     

House Prices, Fundamentals and Bubbles

Abstract:  This paper studies actual (real) house prices relative to fundamental (real) house values. Such a focus is warranted since housing constitutes a large fraction of most household portfolios, and its characteristics are such that, in contrast to what prevails in financial markets, arbitrage will be limited and hence correction toward 'true' value is likely to be a prolonged process. Using UK data and a time-varying present value approach, our results preclude the existence of an explosive rational bubble due to non-fundamental factors. We further find that intrinsic bubbles have an important role to play in determining actual house prices although price dynamics appear to impact, particularly in periods of strong deviation from fundamental value. Price dynamics are found to be driven by momentum behaviour.