What buyers like from salesmen

This study applies content analysis to determine the attributes or factors of salespeople that provide industrial purchasers with the greatest level of satisfaction. The results provide valuable information to industrial marketers in their selection of salespeople, developing sales training programs, and understanding buyer characteristics, as well as formulating and developing strategies.     

Blue Box Policy Reform in the Doha Round Negotiations： Effects and China＇s Position

This paper uses an agricultural trade policy simulation model to quantitatively evaluate the effects of Blue Box policy reform on agricultural production and trade, and further provides specific proposals regarding China ＇ s reform position. The results indicate that, if the reform could achieve a reduction in distorting supports in more developed countries, China＇ s total agricultural production would increase, accompanied by a decrease in agricultural imports and a slight increase in exports. In terms of social welfare, producers would gain significantly, consumers would lose and government would not suffer greatly, which is in accordance with current agricultural policies in China. As a core member of G20, China should approve a subsidy level as low as possible required by Blue Box to achieve ＂substantial reductions in trade-distorting domestic supports＂.     

Fast and frequent: Investigating box office revenues of motion picture sequels

This paper conceptualizes film sequels as brand extensions of a hedonic product and tests (1) how their box office revenues compare to that of their parent films, and (2) if the time interval between the sequel and the parent, and the number of intervening sequels, affect the revenues earned by the sequels at the box office. Using a random sample of 167 films released between 1991 and 1993, we find that sequels do not match the box office revenues of the parent films. However, they do better than their contemporaneous non-sequels, more so when they are released sooner (rather than later) after their parents, and when more (rather than fewer) intervening sequels come before them. Like other extensions of hedonic products, sequels exhibit satiation to the extent that their weekly box office collections fall faster over time relative to contemporaneous non-sequels. Managerial implications of the results are discussed.     

Principles vs. Practice in New Product Planning

The product planning practices at nine large companies in the electronics industry are described and examined in the light of three principles derived from modern management practice. Major deviations between principle and practice are revealed. Close examination of the firms' new product activities suggests that the deviations stem from the inherently complex nature of the process and the premium it places on the need to manage it effectively. Suggestions for improving product planning performance are made. These relate to the need to make the process more uniform and systematic, to improve the guidance provided by strategic planning, and to obtain greater input to the process from marketing research.     

Developing a Network R&D Strategy

If you visualize your firm as a unit in a vast and complex network of contacts, it may change the way you manage your technological resources. That's the proposition of Håkan Håkansson and Jens Laage-Hellman. They present here a framework for examining the technological and knowledge bonds that develop among members of the network and suggest several alternatives for structuring network relationships. The key issue, they believe, is to choose a cooperation strategy that provides the right balance between efficient use of resources and the control of technology.     

Market power and systematic risk

This paper examines the relationship between market power variables and the systematic risk, beta, of a firm. The study controls for the effects of dividend policy, liquidity, and earnings growth. Market power is measured by firm size (both sales and assets), proportion of industry sales, and the industry's four-firm concentration ratio. The study finds only a weak relationship between individual firm market power and firm risk, but there is evidence of a strong negative relationship between industry concentration and the market risk of the firms in an industry. This indicates that firms in concentrated industries experience lower capital costs than firms in less-concentrated industries. The existence of limit pricing is suggested as an explanation for this finding.     

Bankruptcy filings before and after implementation of the bankruptcy reform law

After the effective date of the Bankruptcy Reform Act (1979), bankruptcy filings rose sharply in most states. The increase can be ascribed partially to the fact that unemployment rose and working hours declined from 1978 to 1980. In addition, state laws on garnishment had a greater effect on bankruptcy filings in 1980 than in 1978. Nonetheless, a significant increase in filing rates from 1978 to 1980 could not be accounted for by changes in state laws or employment conditions. The evidence is consistent with the hypothesis that the Act, per se, contributed to the increase in bankruptcy filings.     

“Salesforce deployment analysis”

An approach to designing a decision support system for salesforce deployment analysis is developed and illustrated with an application example. The approach incorporates research findings from salesforce decision modeling over the last decade. The features and limitations of decision models and methods of analysis are discussed. Guidelines are presented for each stage of decision support system development, while the possibility of expanding a basic deployment analysis system into a more comprehensive sales management decision support system is suggested.     

Creating low consumer product expectations

The introduction of generic grocery products brought warnings from trade observers that retailers might suffer negative consequences from consumer dissatisfaction with these products. This study investigated consumer expectations and the degree of satisfaction provided consumers by one category of generic products. The study also examined some relationships between the creation of these satisfaction levels and appropriate retail strategies.The study consisted of 320 homemakers evaluating the effect on posttrial satisfaction of positive and negative disconfirmation of expectations concerning generic peaches. The findings suggest that positive disconfirmation increased satisfaction ratings, whereas negative disconfirmation decreased satisfaction ratings. The relationship between merchandising techniques utilized on generic products and consumers' formation of expectations as observed in the study indicates that, in terms of creating satisfaction, promotion of generic products with essentially negative cues has been appropriate.