Impact of Stressful Situations on Salespersons' Gestures

Interest: This research analyses the influence of situations on salespersons’ gestures and behaviors. This research contributes to this underresearched field by exploring the impact of stressful versus nonstressful situations on salespersons’ personal behavior.

Methods: This research is based on 1,205 gestures observed during 382 sales calls that averaged 11 minutes with 382 salespersons. Half were in stressful situations, and half were in nonstressful situations. This study focuses on pharmaceutical products (drugs) in the medical field, with 95 doctors, 6 judges, 304 average performing salespersons, 39 high performers, and 39 low performers. This study shows how salespersons’ behaviors vary depending on stressful and nonstressful situations. This research also articulates a new field of sales research that is understudied by researchers and suggests new training trends in sales management.

Objective: The objective is to answer questions such as “Does stress influence salespersons’ behavior, and what are the gestures most affected by such situations?” To examine the effects of training on gestures, an experiment with 97 salespersons was conducted during a sales training session. This experiment measured whether salespersons trained on gestures behaved differently than those who were untrained.

Results: In general, stressful or nonstressful situations caused real differences in gestural behavior. In particular, the best salespersons performed the largest number of gestures during stressful situations. For example, stressful situations increased the mechanical or emotional gestures in leg movements or the number of glances.     

Family firm succession and performance

We analyse more than half a million businesses from the Census Bureau’s 2007 Survey of Business Owners with less survivorship and size biases. After controlling for firm- and owner-specific characteristics, we find family businesses generate fewer receipts and less employment and payroll. Family businesses involving a second-generation owner-manager show better performance. On the other hand, those managed by founder-owners show worse performance. These results of all firms, mostly small businesses, are contrary to the previous studies of large public firms. However, for a subsample of 2064 businesses large enough to be listed on a US stock exchange, the results become consistent with the previous large-firm studies.     

Does obligational contracting lead to better performance? A comparison of global carmakers’ supply chain management approaches in Australia

Supply chain management (SCM) has been recognised as key to automobile manufacturers’ (‘buyers’) competitive advantage. However, the performance implication of two different approaches towards SCM, obligational contracting (OCR) vs. arm’s length contracting (ACR), remains inconclusive in the current literature. By focusing on examining how multiple global automobile manufacturers’ SCM practices result in different performance outcomes in the one-country setting of Australia, we are able to ascertain the direct impact of SCM approaches on buyers’ performance. We also provide detailed analysis on the specific influence of each distinguishing feature of the OCR/ACR approaches on different aspects of performance. Through a more nuanced investigation of the links between SCM approaches and automobile manufacturers’ performance at the firm level, this research contributes to a better understanding of the topic with managerially applicable insights.     

Assessing Financial Performance of Malaysian Islamic and Conventional Commercial Banks Using Financial Ratios

A rapid growth of Islamic banking has led the Malaysian economy to gaining greater prosperity than before. Presently, there are more than 20 Islamic banks operating in Malaysia. Financial ratios calculated from the categories of liquidity, profitability, risk and solvency, and efficiency of banks can be used to gauge the overall financial performance of the banking industry. The objective is to assess the overall performance of Islamic banks as well as conventional banks in Malaysia using financial ratios. The findings indicated that conventional commercial banks in Malaysia do have better quality assets, are more liquid, and are more profitable than Islamic banks. Total expenses in conventional banks are much higher, which may affect profitability and the significant amount of non-performing loans （NPLs）, thus increasing solvency risk. The findings show positive insights of Islamic banks, whose confidence and trust are rising, over a short period with strong improvements in asset utilization, effective management, and expenditure control. This comparative study clearly identified that conventional banks are better financial performers compared to Islamic banks in Malaysia during the period of 2006-2010.     

Can governance help in making an IPO “successful”? New evidence from Europe

This paper investigates the determinants of a “successful” IPO from a corporate governance perspective upon a representative sample of European listings from 2000 to 2015. We use an extensive dataset of market performance, financial data, and corporate governance characteristics to run the investigation. Differently from previous studies, our analysis embraces both a short‐term perspective and a medium–long‐term perspective, where the board of directors seems to perform different tasks, moving from a value creation to a value protection strategy. Among the others, we find that board size, board independence, and their qualifications, together with their experience in other boards, are associated with a positive performance of the IPO in a short‐term horizon and in the medium–long‐term period, although significant differences emerge among those time perspectives.     

Operational excellence in a green supply chain for environmental management: A case study

Nowadays, organizations have started to become more conscious about the environment in their supply chain operations. The greening process has guided supply chain practices into new ways of thinking according to green standards. The assessment of the performance of green supply chain management (GSCM) requires a holistic view for the whole supply chain. In this context, given that becoming green in the operational side of activities is essential, the performance assessment of operational activities also requires a holistic view to be taken. In this paper, an attempt has been made to improve the performance of GSCM by examining and evaluating the green operational excellence of a hot dip galvanizing company. The framework includes several green operational excellence key criteria, namely, quality management, efficiency management, green production/manufacturing, eco‐packaging, and green design. First, the weights of the criteria and the respective measurements were found by fuzzy analytic network process. Then, the overall operational performance score was found by a weighted scoring method. Finally, both managerial and theoretical implications were suggested according to the outcomes and findings of the case study.     

Investment performance of “environmentally-friendly” firms and their initial public offers and seasoned equity offers

We employ a sample of 748 environmentally-friendly (or “green”) firms listed on U.S. stock exchanges to extend studies of the effects of socially responsible investment (SRI) on stock investment returns and the performance of initial public offerings (IPOs) and seasoned equity offerings (SEOs). Our empirical tests document positive and statistically significant excess returns for our environmentally-friendly firms and their IPOs and SEOs, in contrast to our control IPO and SEO samples which underperform. In summary, a “green” equity premium is evident in returns calculated from a variety of benchmarks.     

绩效评价系统在现代小微型企业中的运用

当今社会,现代小微型企业的管理水平有了越来越大的提升,越来越多的公司把绩效评价当作一个重要的部分并加以完善和运用。企业可以通过实行严格有效的绩效考核系统来提升企业内部的办事效率、改善员工自有的问题,同时也能够积极地反馈工作信息给员工,促进员工知悉自身的优点与缺点、激发自己的潜力、提升工作能力,员工的个人职业发展也能够得到很好的促进与指导。论文对绩效评价体系在现代小微型企业管理中的选择和应用进行了深入探讨。     

Productivity Dispersion and Measurement Error

Several reasons have been put forward to explain the high dispersion of productivity across establishments: quality of management, different input usage and market distortions, to name but a few. Although it is acknowledged that a sizable portion of productivity dispersion may also be due to measurement error, little research has been devoted to identifying how much they contribute. We outline a novel procedure for identifying the role of measurement error in explaining the empirical dispersion of productivity across establishments. The starting point of our framework is the errors-in-variable model consisting of a measurement equation and a structural equation for latent productivity. We estimate the variance of the measurement error and subsequently estimate the variance of the latent productivity variable, which is not contaminated by measurement error. Using Norwegian data on the manufacture of food products, we find that about one percent of the measured dispersion stems from measurement error.     

Microdata analysis of the consequences of free trade port policy: the case of Iran free zones

ABSTRACT

Creating free trade zones as a policy to motivate new investment and improve the local economic indicators might be of some benefits. Following of this policy in Iranian major port, however, resulted vice versa by aggravating the current account balance that is higher imports and the same horizon diminished export sums. We derive the micro data of trade for the Iranian major Imam port according to code arrangements of harmonic system (HS), which permits the clustering of different goods categories. Then we extracted the sums of survey data for the years before and after Imam port became free trade zone and applied fixed effect difference in difference (DID) method to capture the heterogeneity of unobserved variables. Our control port of analysis was Rajaee port the policy did not implemented. Results show that just as Imam free port’s Current Account Balance deteriorated by increasing import and dampening of export sums.