Salesmen-customer interaction: An experimental approach

The interaction between customers and salesmen often determines the final outcome of a retail transaction. Salesmen often use various cues about potential customer's byuing intentions in designing their sales presentation strategies. This study examines nonprice aspects of salesmen-customer interaction utilizing an experimental design. The results of the study show that salesmen respond differently to prospects with different characteristics.     

Dynamic causality testing for EKC hypothesis,pollution haven hypothesis and international trade in India

This study examines the causality relationships between foreign direct investment (FDI), economic growth (GDP) and CO₂ emissions along with the level of trade (exports and imports) taking place in India. The study uses data obtained from World Development Indicators (WDI) of World Bank Group for the period 1982–2013. The study employed the dynamic multivariate Toda-Yamamoto (TY) approach that uses the modified Wald (MWALD) test. Among the major findings of the study are: the existence of both Pollution Haven Hypothesis and Environmental Kuznets Curve (EKC) hypothesis in India. The other findings of the study are: FDI is causing exports; exports are causing imports; imports are causing CO₂ emissions; and finally CO₂ emissions and GDP are causing each other. This finding concludes mainly two things. First, India imports more of pollution-intensive manufactured goods. Second, FDI is causing GDP in India but through CO₂ emissions.     

How mutual fund investors’ objective and subjective knowledge impacts their information search and processing behaviour

Contrary to the popular belief that objective knowledge (OK) (that is, what is actually stored in the memory) and subjective knowledge (SK) (that is, what individuals perceive they know) differently impact information search and information-processing behaviour, an empirical study conducted on 268 mutual fund (MF) investors suggests no significant difference in the impact of OK and SK on the width and depth of information search and information processing. The study suggests that OK and SK significantly positively impact the width and depth of information search and information-processing behaviour, however, no significant difference exists in the way they impact. The possible explanation put forward is that even though MF investors may suffer from self-deception (that is, pseudo expertise) and report high knowledge (that is, high SK), the impact of SK on actual investment behaviour is not significantly different from that of OK. The implications of the findings are also discussed.     

Current Accounts and Global Adjustment: The Long and Short of It

Global rebalancing is underway, but still quite a distance from being done. Current account imbalances have been a persistent feature of the global economy for over 100 years, especially during the two eras of globalization—the period 1870 to 1914 and the present. Such imbalances have reflected underlying imbalances between savings and investment as well as the prevailing international monetary regime. One important lesson from the past 150 years is that capital flows play an important role in funding global investment opportunities—a role that would be harmed if policy makers responded to the perceived threat of global imbalances by imposing any sort of cap. During those periods when capital flows have been relatively unhindered, investment opportunities around the world have been financed by capital flows. Such flows have financed the growth of many erstwhile “emerging market” economies, including the U.S. in the early part of this century. And global capital flows are doing much the same for many emerging markets today, even though purchases of reserves by some countries have been offsetting inbound private capital flows in the aggregate. The other main lesson of history is that imbalances do not last forever, and tend to lead to adjustments and reversals. Experience shows that such adjustments are much easier for surplus countries than for deficit countries.     

A comprehensive model of information search and processing behaviour of mutual fund investors

Understanding the investment behaviour, specifically information search and processing behaviour of mutual fund (MF) investors is a key to the effective marketing of MF schemes, and yet we have only limited understanding of it. This study proposes and validates a model of information search and processing of MF investors. The proposed model is arrived at by combining the limited insights from the existing studies dispersed across multiple domains of literature, viz., Traditional Finance, Behavioural Finance and Consumer Behaviour. The model suggests that: (i) MF investors’ subjective knowledge (SK) negatively impacts their perceived purchase risk (PPR); (ii) MF investors’ SK positively impacts their purchase decision involvement (PDI); (iii) PPR negatively impacts their PDI; (iv) PDI positively impacts their depth of information search (DIS) and information processing behaviour (DIP); and (v) DIS positively impacts their DIP. The model is empirically validated through structural equation modelling of data collected from a survey of 268 MF investors. The implications of the model, as are relevant for the MF marketers and the policymakers, are also discussed.     

Toward a theory of managing context in Six Sigma process-improvement projects: An action research investigation

In this paper, field studies, extant literature, and domain knowledge are used to develop a theory of managing context in Six Sigma process-improvement projects. By means of a participatory action research investigation involving ten projects in manufacturing and service firms, this paper examines the interrelationship among project context, elements, and success. Rich text-based information for each project was analyzed for the underlying patterns and relationships using the NVIVO 8 qualitative data analysis software package. The insights gained from this in-depth field investigation are presented in the form of 12 inductively derived research propositions that, when taken together, uniquely contribute to context-based theory-building in this area.     

The determinants of venture creation time: a cross-country perspective

The purpose of this paper is to examine the impact of macro-institutional and macro-non-institutional factors on the new venture creation time across emerging as well as developed economies in Europe using panel data from 2003 to 2006 in 15 emerging and developed countries. This paper finds significant relationships between the venture start-up time and institutional factors that include lending interest rates, start-up procedures, and taxation and one non-institutional factor, GDP per capita. Additionally, we found differences in the factors between emerging and developed countries. Institutional factors, such as start-up procedures and trade opportunities, are important determinants of new venture creation time in emerging countries, consistent with the findings of recent studies. To encourage business formation, policy makers may need to revise policies concerning these factors which can facilitate or restrict new venture formation. Implications for further research and practice are discussed.     

Quantifying the cyclically adjusted fiscal stance for India

Taking cue from recent debate in the literature, we attempt to disentangle cyclically adjusted fiscal balance (CAB) for India broadly using the methodology recommended by the IMF, an indigenous revenue elasticity for India and a range of potential output estimates. Our results indicate that after initial success in containing CAB, it increased considerably during the crisis period. Notwithstanding a positive output gap in the post-crisis period (2009–11) and subsequent increase in inflation, the CAB continued to be expansionary, with limited withdrawal of expansionary stance, albeit a reduction in fiscal impulse. This calls for further reforms and binding framework that can withstand business cycles.     

Unskilled immigration,technical progress,and wages—Role of the household sector

This paper revisits the relationship between unskilled immigration and skilled wage in the context of the BREXIT episode. Our simple general equilibrium model introduces a household sector, the inclusion of which shows that both return to capital and effective skilled wage may increase with a greater inflow of immigrants. This is a novel outcome in the theory of trade and factor flows. In addition, though technical progress in a skill‐intensive sector raises wage inequality, it no longer displaces traditional jobs. Here, the usual negative impact of unskilled immigration on the traditional sector is mitigated by increased returns to the unskilled workers.