Designing sales force satisfying selling positions: a conjoint measurement approach

To design selling positions that appeal to both new and incumbent salespersons, management needs to understand salespersons' preferences for job characteristics. The study reported here exemplifies an effort to operationalize salespersons' preferences for job and task characteristics that takes account of both career stage and gender. Findings indicate that salespeople in the sample prefer salary-based compensation and that female salespeople prefer sales jobs that are fixed in location.     

Technology improves sales performance—doesn't it?: An introduction to the special issue on selling and sales technology

Firms around the globe are rushing to invest in sales force technology or sales force automation (SFA). SFA appears to mean different things to different people. For example, management and sales personnel view the need for, application of, and advantages of SFA quite distinctly. As a result of technology, this special issue examines many areas of sales force automation to provide both practicing managers and sales force academicians with a clearer perspective of new technology in the B2B marketplace. This article introduces the special issue topic, individual contributors, and acknowledges support proffered by myriad individuals.     

Impact of sales force automation on technology-related stress, effort, and technology usage among salespeople

This study unveils factors affecting sales force automation (SFA) technology usage by salespeople. It differs from previous research by: (1) proposing a model that examines the consequences of task complexity on role perceptions and technology usage, and (2) understanding the negative repercussions of SFA technology on the user. The proposed model was tested using data from 150 salespeople employed by a national organization. The results suggest that integration of SFA technology induces adverse role perceptions in salespeople. However, controlling for extraneous variables, effort is significantly related to salespeople's usage of technology. Key managerial implications for theory and practice are discussed.     

Sales force technology usage—reasons, barriers, and support: An exploratory investigation

Increasingly, salespeople are being asked to adopt and use a variety of technologies to increase their selling productivity and efficiency, including sales force automation and customer relationship management technologies. However, little research has investigated what happens once sales force automation (SFA) technology is adopted. This paper explores the reasons why salespeople use SFA technologies, the perceived barriers to SFA usage and how management can increase the usage of SFA technology. First, a qualitative study was performed to gain insight about salespeople's automation technology usage and the reasons why some salespeople fully use or do not utilize technology. After the initial study, 130 salespeople were surveyed. More productivity/efficiency was the main reason why salespeople use technology, the lack of management and technical support proved to be the main barrier to usage, and training proved most effective in increasing usage of SFA technology. Sales managers are provided with implications of the findings.     

Female participation in African labor markets: The role of information and communication technologies

This article investigates the effects of information and communication technologies (ICT) on female labor force participation in a sample of 48 African countries. We specify and estimate linear regression and dynamic panel data models with fixed effects (FE) and system-generalized method of moments (SYS-GMM) estimation over the period 2001–2017. The three main results are that ICT use (mobile phone and internet) significantly stimulates female labor force participation in Africa; this effect is enhanced by financial development and female education; the effect of ICT on female employment in Africa is strongest in the industrial sector. These results remain robust to the provision of social, cultural, and institutional variables.     

Is Part-Time Employment after Childbirth a Stepping-Stone into Full-Time Work? A Cohort Study for East and West Germany

Does part-time work support first-time mothers’ employment by providing a stepping-stone into full-time work in Germany? Using data from the German Socio-Economic Panel from 1984–2012, this study compares three different age cohorts of first-time East and West German mothers to investigate whether there has been any convergence between East and West Germany in the way women use part-time employment. Results show that mothers in West Germany in all cohorts tended to remain in part-time employment for longer periods than those in East Germany. Part-time employment more often provided a stepping-stone into full-time employment in East Germany than in West Germany. East German women who gave birth after reunification were less likely than older cohorts to experience a transition from part-time to full-time work. Thus, part-time employment not followed by subsequent full-time work has become more common in the East.     

Industrial land price between China’s Pearl River Delta and Southeast Asian regions: Competition or Coopetition?

The planned economy system’s previous form of industrial land market control in China has led to current market failure because of a large amount of industrial land being sold at a very low price, causing extensive overuse of land and negative effects on land management. As the “World Factory”, the Pearl River Delta (PRD) is well known for its rapid urbanization largely driven by Foreign Direct Investment in labor-intensive industries. A low-land price strategy has been commonly adopted by the local government in order to attract industrial investment. In the past decade, the PRD has increasingly faced the increasing competition from its neighboring competition from its neighboring countries in Southeast Asia that have established preference policies to attract FDI and foreign enterprises. Despite a growing body of literature on the internal forces of industrial land in China, little is known of the external forces involved except for the importance of FDI and the intensity of interregional competition between China and other countries in attempting to attract foreign investment. This research fills the knowledge gap by modeling the situation in the form of an international cooperative game model aimed at revealing the industrial land price formation mechanism between the PRD region and Southeast Asian regions. The conditions of industrial land in the area and several Southeast Asian countries are first analyzed for their industrial land price movements in recent years. A game theoretic model is then built that exhibits similar characteristics. The result indicates that the governments’ low land price strategy and the competition between the PRD and its neighboring countries have created unnecessarily high social and environmental costs. Policy suggestions are made to encourage a more appropriate use of industrial land in China, and the most important being the need for a mindset shift from competition towards coopetition between the PRD and Southeast Asian regions.     

Does a lower (higher) labour force participation rate imply greater (lower) income tax evasion? An exploratory empirical inquiry for the U.S.

This exploratory study seeks to add to the income tax evasion literature by investigating a heretofore ignored potential determinant of aggregate federal personal income tax evasion in the U.S., namely, the labour force participation rate. It is hypothesized that the higher (lower) the labour force participation rate, the lower (greater) the degree of tax evasion. The empirical estimation supports this hypothesis, finding that a one unit (one percentage point) increase (decrease) in the labour force participation rate leads to a 9.1% decrease (increase) in income tax evasion. Thus, the declining labour force participation in recent years implies increased tax evasion problems for the U.S.     

Dynamics of female labour force participation in France

This article formulates and estimates a structural intertemporal model of labour force participation. Relying on theoretical characterizations derived from an economic model of lifetime behaviour, we estimate a dynamic probit model with correlated random effects using longitudinal data to allow for a dynamic structure. The model is applied to a panel of married women drawn from the 1997–2002 French Labour Force surveys in order to represent their participation behaviour. It is estimated by maximum simulated likelihood. Our results show that women’s decisions to go out to work are characterized by significant state dependence, unobserved heterogeneity and negative serial correlation in the transitory error component. In addition, we find that the presence of young children in a woman’s household reduces her labour participation, but unequally according to their age and number. As expected, educational level has a positive impact on women’s participation. Last, a rise in the husband’s wage is found to raise female participation initially and to lower it subsequently. This empirical finding suggests that leisure may not systematically be a normal good, contrary to what is frequently assumed in the literature.     

Creating Opportunities for Women in the Renewable Energy Sector: Findings from India

This paper identifies opportunities and constraints that low-income women face in accessing livelihoods in the renewable-energy sector in India through qualitative and quantitative research conducted in collaboration with The Energy Resources Institute (TERI) and the Self Employed Women's Association (SEWA) in 2012–13. Whereas previous research has focused on women mostly as end users of solar and biomass technologies, this research attempts also to understand women's potential as entrepreneurs, facilitators, designers, and innovators. Findings reveal that although access to technology and employment in the energy sector is limited by inadequate purchasing power and low social status, there is tremendous potential to create livelihoods for women at all levels of the energy supply chain. Broader findings indicate that women can gain optimal traction from employment in the energy sector only if there are wider socially progressive policies in place, including state intervention to create a robust social welfare infrastructure and accessible, high-quality, public services.