“I think I can…I think I can”: The impact of perceived selling efficacy and deal disclosure on salesperson escalation of commitment

Salespeople have considerable autonomy in the choices they make with respect to both the types and amounts of resources they deploy in pursuing potential customer accounts and specific sales opportunities. Building from a prospect theory framework and also leveraging self-justification theory, this research reports the results of three experimental studies conducted on practicing salespeople. The experiments help shed light on several factors that might influence a critical form of salesperson resource allocation decision — the allocation of the salesperson's own ‘selling time’ which is devoted to a specific sales opportunity. Study 1 establishes that an escalation of commitment effect exists when salespeople pursue a new customer opportunity, and that “competitive intensity” is a key variable that attenuates the escalation of commitment effect. Study 2 demonstrates that a salesperson's “selling efficacy” – or their confidence in their abilities and decision-making in sales – has important, but mixed, effects on the salesperson's allocation of scarce resources. Finally, study 3 broadens this research by showing that environmental factors such as the extent to which the salesperson has ‘disclosed’ their pursuit of a new sales opportunity within their own organization can also influence the escalation of commitment effect on how they allocate resources in pursuit of that business. The article's broader contribution is that it offers an overdue and preliminary glimpse into the levers which shape and influence how, when, and why salespeople apply resources in the pursuit of new customers.     

A TECHNIQUE FOR ESTIMATING INCOME TRENDS FROM CURRENCY DATA AND AN APPLICATION TO NINETEENTH-CENTURY BRAZIL

This paper develops a method for estimating long-run trends in income growth from the data available on a country's currency stock. The method is applied to nineteenth-centry Brazil. The results indicate that contrary to earlier beliefs, the country as a whole probably experienced only moderate growth in per-capita income during the nineteenth century. The approach may also be useful for other countries where data shortages preclude estimates of national income by conventional methods.     

Social benefit-cost analysis and telecommunications investment in developing countries

Telecommunications expansion can make an important contribution to the social and economic development of less-developed countries. But that in itself does not mean that telecommunications projects should receive top priority in a country's investment budget. This is because projects in other sectors can also make strong claims to being vital for development. This situation points to a basic problem for development planners: how to allocate scarce resources between competing projects which more than exhaust the available investment budget. The analytical technique that has been developed in answer to this policy problem is a significant extension of social benefit-cost analysis. A pertinent question at this point is: how has the application of the new technique affected budgets for telecommunications investment in developing countries? This paper addresses that question by considering how the World Bank has applied social benefit-cost analysis in the area of telecommunications.