Analyzing leases with the after-tax cost of debt

A generalized expression of the net advantage of leasing (NAL) is used to assess the implications of discounting incremental cash flows at the firm's before-tax cost of debt and the firm's after-tax cost of debt, respectively. If no personal tax biases are assumed, then the before-tax cost of debt should be used to compute NAL. If the before-tax cost of debt is the correct discount rate, then any change in the firm's borrowing level brought about by the decision to lease rather than purchase will alter the computed NAL by the amount of the present value of the tax savings on interest payments. Thus using the before-tax cost of debt is consistent with basic MM valuation theory. Using the after-tax cost of debt, in contrast, implies that any associated change in the firm's borrowing level is irrelevant for purposes of computing NAL. Sufficient conditions are specified for the after-tax cost of the debt to be the correct discount rate for lease versus purchase analysis. Finally, lease analysis in a MM world is compared to lease analysis in a Miller tax world. For the special case of a 100% leverage ratio, the specification of NAL is the same in both worlds. Use of the after-tax cost of debt is correct in a Miller world and is a good approximation in an MM world provided the cash flows are predominantly debt financed.     

Evaluating the newer salesperson

This article reports the results of an experiment examining the effect pattern of performance and information format have on sales managers performance appraisal.     

The R&D-Marketing Interface in High-Technology Firms

It has become part of the traditional wisdom that good relationships between the R&D and marketing departments are essential for effective new product development. But in so many firms it still just doesn't happen. How come? In this article, three pragmatic researchers, Professors Gupta, Raj, and Wilemon, take another look at what causes the significant barriers that exist at the interface of two of the key product innovation functions. What they discover is disagreement between marketing and R&D people about what they should do together. They also find that R&D people are the more reluctant cooperators. They draw some interesting opinions from the parties as to why the barriers exist.     

Pension ratios as “correlates” of municipal pension underfunding

Unlike the corporate sector, detailed estimates of unfunded pension liabilities for most local governments are not available. Thus, prior research on the association between unfunded pension liabilities and municipal creditor decisions (Copeland and Ingram 1983; Marks and Raman 1985) has implicitly assumed that certain pension ratios are good surrogates for municipal pension underfunding. In this paper, we rely on a theoretical model by Ehrenberg (1980) to test empirically the appropriateness of pension ratios as “correlates” of municipal pension underfunding. These ratios were found to be correlated with pension underfunding, although they accounted for only about 30 percent of the variance in the underfunding variable.     

Adapting consumer products to lesser-developed markets

Different types of modern consumer products require substantially different amounts and types of adaptation in preparing them for marketing in Lesser-Developed Countries (LDCs). This study reports conclusions drawn from an empirical study of 174 products marketed by 61 subsidiaries of multinational corporations operating in 22 different LDCs. Some product categories, such as foods and drinks, require adapting to fit them more appropriately for LDC marketing conditions. Other categories, such as cosmetics, undergo few adaptations, as their makers seek to reap the benefit of their products' established images in LDCs. Still other categories, such as pharmaceuticals, undergo minimal adaptations, because of the substantial advantages their makers attach to global standardization.     

Sales force evaluation with expectancy theory

The salespeople and their sales managers of two national firms were surveyed to examine the relationships between the salespeople's effort, performance, satisfaction, and propensity to leave their job. The 399 salespeople participating in the study were evaluated by their sales managers. Research results provide insights into the problems associated with correctly measuring performance and testing expectancy theory when salespeople are not evaluated on objective performance measures.     

当今大学生的就业价值观及成因分析

大学生就业难已成为全社会关注的问题。在面对竞争力日益加剧的劳动力市场,大学生如何摆正自己的就业价值观,是当前大学生亟待解决的一个重大问题。文章就当前大学生就业观的现状,试图探讨大学生就业价值观的深层困惑,端正心态面对就业。     

Industrial product managers: Authority and responsibility

This exporatory study concentrated on large industrial firms. The data indicate the IPM is well accepted, and has a very bright future. Their authority and responsibilities are similar to consumer goods PM's with technical aspects being the exceptions.