Telemarketing: Supplement to field sales

The purpose of this article is to describe how an application of telecommunications is affecting the promotion element in the marketing mix. Specifically, the focus is devoted to an analysis of how telemarketing is being used to supplement face-to-face personal sales activities.     

Demand chain management in manufacturing and services: web-based integration, drivers and performance

This paper investigated the relationship between Internet-enabled supply chain integration strategies and performance in manufacturing and services. It summarizes the literature on demand and supply integration and describes four web-based strategies. A stratified random sample was collected from UK manufacturers and services, and there was strong evidence that demand chain management (DCM) led to the highest performance in manufacturing, but few signs of DCM in services. Manufacturers and services relying on only web-based demand or supply integration outperformed their low integration counterparts, but lagged DCM in manufacturing. The study also investigated DCM adoption drivers and found that rational efficiency and bandwagon effects drove change. The findings have some important implications for theory as well as for manufacturing and service companies interested in improving their performance.     

The ethical decision-making processes of information systems workers

An empirical investigation was conducted to determine whether management information systems (MIS) majors, on average, exhibit ethical decision-making processes that differ from students in other functional business areas. The research also examined whether the existence of a computer-based information system in an ethical dilemma influences ethical desision-making processes. Although student subjects were used, the research instrument has been highly correlated with educational levels attained by adult subjects in similar studies. Thus, we feel that our results have a high likelihood of generalization to the MIS professional community. The results indicate that MIS majors exhibit more socially-oriented ethical decision-making processes than non-MIS majors measured by the Defining Issues Test. The results also indicate that the existence of a computer-based information system in an ethical dilemma may influence ethical decision-making processes. The study makes no statement regarding MIS majors making more (or less) ethical decisions. The business ethics literature is reviewed, details of the study are presented, implications for management are considered, and directions for future research are suggested.David Paradice is Assistant Professor of Management Information Systems in the Department of Business Analysis and Research at Texas A&M University. His research interests focus on the utilization of artificial intelligence in managerial information systems and the influence of those systems on managerial decision-making behavior. His research has been presented at international conferences and has been published in several academic journals. He is co-editing a book of readings in the information systems/ethics area.Roy Dejoie is a doctoral student in the Department of Business Analysis and Research at Texas A&M University. His primary research activities investigate the influence of information systems on ethical decision-making behavior. He is also co-editing a book of readings in the information systems/ethics area.     

Recent developments in the Dutch firm-size distribution

This study investigates the development of the firm-size distribution in the Netherlands using various measures. Data are used for the period 1978 through 1989 covering practically the entire Dutch private sector. The results show a general tendency towards smaller firm sizes in manufacturing industries until 1986, but indicate an opposite development after that year. This tendency towards larger firm sizes after 1986 is also encountered for non-manufacturing industries.This study is part of a research program carried out at the Centre for Advanced Small Business Economics (CASBEC) of the Erasmus University Rotterdam. The authors are grateful to Jan van Dalen, Aad Kleijweg, Jeroen Potjes and Wim Verhoeven for helpful comments and Herman van Schaik for elaborating the original data files. The authors acknowledge a research grant from the Stichting KMO-fonds.     

Market disequilibria and their influence on small retail store pricing

In this paper a quantitative model is developed to explain differences in average store price levels. We assume that stores may operate under different economic regimes, that is, under excess capacity or excess demand. Prices are expected to the higher than average in case of an excess demand regime and lower in an excess capacity situation. Actual information regarding the regime that applies to each individual store is not available. Therefore, we propose to use a so-called switching model with endogenous regime choice to analyse the store price differences. The model developed in the paper is estimated using four largely differing types of stores from the Dutch retail trade. These samples consist mainly of small stores.     

Sustained positive consumption in a model of stochastic growth: The role of risk aversion

In a stochastic economy, long run consumption and output may not be bounded away from zero even when productivity is arbitrarily high near zero and uncertainty is arbitrarily small. In the one-sector stochastic optimal growth model with i.i.d. production shocks, we characterize the nature of preferences that lead to this phenomenon for a stochastic Cobb–Douglas technology. For the general version of the model, we outline sufficient conditions under which the economy expands its capital stock near zero and long run consumption is bounded away from zero with certainty. Our conditions highlight the important role played by risk aversion for small consumption levels.     

Ethical Attitudes of a Cohort of Future Professionals – Implications for the Teaching of Ethics

Business students were asked about their attitudes to the inclusion of ethics in the curriculum and tested on their responses to 'real life' ethical dilemmas. Students' perception of the clarity with which they understood what was meant by ethics was also assessed. Students responded positively to the inclusion of ethical material in the classroom and recorded a high degree of confidence in their understanding of 'ethics'. Some of the issues raised by the responses are discussed in terms of their implications for educational policy and practice.