Markup Pricing and the Auto Industry: A Partial Explanation of Stagflation in an Oligopolistic Economy

A bstract . Price leadership firms and especially wage leadership unions frequently are not operating at points of maximization in the neoclassical sense, because contrived high level demand has brought low price consciousness or elasticity of demand for their commodities or services. Accordingly, they can get higher profits or wages anytime they choose to raise their price except during severe recession. If output falls as a consequence, goveniment and the central hank have stood ready to expand total spending. The contrived high demand has interacted with oligopolistic practices to obviate the distinction between elasticity for the firm and that of its industry, with empirical studies showing demand elasticity commonly not much above unity. The automobile industry is the focus of attention in this study. It appears that stable and high employment market capitalism no longer is possible, because at a minimum t requires generalized maximization behavior, which involves operation against constraining supply and demand parameters.     

The Effect of Single and Dual Sales Targets on Sales Call Selection: Quota versus Quota and Bonus Plan

Ross (1991) demonstrated that a salesperson's quota acts as a reference point (target or goal) and influences sales call selection. Ross, however, focused only on the effect of a single reference point. The use of multiple goals is quite common in the sales environment, for example in the quota plus bonus compensation structure and in the use of incentive plans. Our study compares and contrasts call selection when a single goal (quota) is given versus when dual targets are assigned (a quota plus bonus level). Consistent with our hypotheses, we find that call selection patterns are influenced by the number of targets assigned to the salesperson.