Severance Payment Programs in Latin America

Latin America stands out among different regions in the world for her high employment termination costs. To this contribute both a high level of severance payments and the existence of overlapping benefits. The effectiveness of these protective measures, however, is limited by the size of the informal sector, which, in turn, may be related to employment protection levels. Another important limitation on the effectiveness of employment protection regulation is the often large transaction costs associated with making good of law provisions for the worker. Equilibrium severance pay levels may thus be well below what law mandates as evidence of low coverage rates and undesirable side effects is mounting, reform seems a critical policy issue. However, this reform cannot focus exclusively on severance pay, but it has to incorporate other overlapping benefits, such as UISAs, and advance notice. It also has to contend with a problematic political economy. Jaramillo is a Senior Researcher at the Group for Analysis of Development, GRADE. Saavedra is with the World Bank. Authors are grateful to Eduardo Nakasone for superb research assistance. They also wish to thank participants at the World Bank’s International Workshop on Severance Payments Reform (Laxenberg/Vienna, 2003) for valuable comments.     

Salesperson implementation of sales strategy and its impact on sales performance

ABSTRACT

It has been observed in the academic and practitioner literature, a disconnect between the activities of salespeople and the sales strategy espoused by sales organizations. This study examines organizational and individual factors that can influence salespersons’ willingness and ability to implement sales strategy. This paper also seeks to examine the performance implications of sales strategy implementation by salespeople. Data were collected from a sample of 190 business-to-business salespeople in different industries. The study’s hypotheses were tested using partial least squares (PLS). The results of the study show that the different types of sales force control (behavior control and outcome control) has contrasting effects on salesperson market and technical knowledge and salesperson implementation of sales strategy. The results also demonstrate that when salespeople implement sales strategy as part of their sales process, it has a positive effect on their sales performance.     

Conspicuous Consumption and Social Segmentation

This paper develops the idea that conspicuous consumption has an impact on social segmentation, i.e., on the partition of the society into communities. Even though agents do not value conspicuous goods per se, they are competing in a signalling race in order to benefit from social interactions within a community. First, we study the equilibria of this model defining the optimal strategies and the equilibrium partition that characterizes pooling and separating equilibria. In a second step, as conspicuous consumption is a pure waste of money, we study a possible Pareto–improving taxation policy.     

Effect of Ethical Climate on Turnover Intention: Linking Attitudinal- and Stress Theory

Attitudinal- and stress theory are used to investigate the effect of ethical climate on job outcomes. Responses from 208 service employees who work for a country health department were used to test a structural model that examines the process through which ethical climate (EC) affects turnover intention (TI). This study shows that the EC–TI relationship is fully mediated by role stress (RC), interpersonal conflict (IC), emotional exhaustion (EE), trust in supervisor (TS), and job satisfaction (JS). Results show that EC reduces (RS) and increases TS. Lower stress levels result in lower EE, higher JS, and lower TI. Also, supervisor trust (TS) reduces IC and EE. The structural model predicts 53.9% of the variance of TI. Jay Prakash Mulki is an Assistant Professor at Northeastern University. He has extensively published in the sales management area. His articles have been published in the Journal of Personal Selling & Sales Management, Journal of Business Research, and Psychology and Marketing. Jorge Fernando Jaramillo is an Assistant Professor of Marketing at the University of Texas at Arlington. His research interests include marketing strategy and sales force management. Dr. Jaramillo’s research has appeared in multiple journals including the Journal of Personal Selling & Sales Management, International Journal of Research in Marketing, Journal of Business Research, and the Journal of Marketing Education. William B. Locander is the founding Director of the Davis Leadership Center at Jacksonville University. He is a former President of the American Marketing Association and has served as an examiner of the Malcolm Baldrige National Quality Award. He is also a member of the Editorial Board of the Journal of Marketing Theory and Practice. Dr. Locander has published in several business journals including the Journal of Marketing, Journal of Marketing Research, Journal of Consumer Research, Journal of Business Research, and the Journal of Personal Selling & Sales Management.     

THE RELATIONSHIP BETWEEN WORLD PRICE INSTABILITY AND THE PRICES FARMERS RECEIVE IN DEVELOPING COUNTRIES

World prices for agricultural commodities are traditionally unstable, but they were particularly turbulent during the late 1970s and early 1980s. This paper uses available post-War data on individual commodity prices to test whether world price instability is increasing, and to examine its impact on the prices producers receive in developing countries. It is found that the recent turbulence was more a statistical fluke than the beginning of any longer-term increase in market instability. Further, while the variability in world prices has been almost entirely transmitted to developing countries in the dollar value of their export unit values, it has not been fully transmitted to average producer prices. Real exchange rates, domestic marketing arrangements and government intervention have acted to buffer price movements for producers in many developing countries.     

Critical Role of Leadership on Ethical Climate and Salesperson Behaviors

Leaders play a critical role in setting the tone for ethical climate in organizations. In recent years, there has been an increased skepticism about the role played by corporate executives in developing and implementing ethics in business practices. Sales and marketing practices of businesses, particularly in the pharmaceutical industry, have come under increased scrutiny. This study identifies a type of leadership style that can help firms develop an ethical climate. Responses from 333 salespeople working for a North American subsidiary of an international pharmaceutical company were used to analyze the impact of instrumental leadership on ethical climate. We also examined the effect of ethical climate on effort, satisfaction with the supervisor, and job satisfaction. Managerial implications are provided.     

Reluctant employees and felt stress: The moderating impact of manager decisiveness

Job stress is an integral part of the organizational landscape and particularly severe in the sales profession. A host of studies have looked at felt stress, its antecedents, and consequences. This research examines how employee resistance to change and a manager's decisiveness affect the salesperson's felt stress and turnover intentions. This study shows that the salesperson's resistance to change is positively associated with felt stress. Study results also show that the impact of an employee's resistance to change on felt stress is moderated by a manager's decisiveness. Model hypotheses are tested with responses from 255 bank salespeople in India.     

Barriers to sustainability for small and medium enterprises in the framework of sustainable development—Literature review

The objective of this article is to analyze the barriers faced by small and medium enterprises (SMEs) when implementing initiatives for sustainable development. For this purpose, a search equation was designed, and the 50 highest cited articles from the search results in Scopus between years 2013 and 2017 were reviewed. The selected criteria for the article analysis were article name, article year, country, continent, journal, Scimago Journal Rank, Scimago Quartiles, Affiliated Universities, abstract, and keywords. Among the main results, 175 barriers to sustainability for SMEs were identified. The barriers that appeared most frequently were lack of resources, the high initial capital cost of implementing sustainability measures, and lack of expertise. At the end of the article, a proposal is included which shows the 175 identified barriers, classified by “sector,” “sustainability tool,” and “internal/external” which can aid in new qualitative and quantitative studies of barriers to sustainability in SMEs.     

Bringing meaning to the sales job: The effect of ethical climate and customer demandingness

Top performing salespeople are attracted to organizations that provide opportunities to make full use of their abilities. Responses from 1450 sales directors from a leading direct selling organization were used to examine salesperson's experienced meaningfulness. Results show that experienced meaningfulness is critical to sales because it impacts salesperson's performance, turnover intentions and felt stress. Further, ethical climate and customer demandingness influence experienced meaningfulness perceptions.     

Is it my money or not? An experiment on risk aversion and the house-money effect

The house-money effect, understood as people’s tendency to be more daring with easily-gotten money, is a behavioral pattern that poses questions about the external validity of experiments in economics: to what extent do people behave in experiments like they would have in a real-life situation, given that they play with easily-gotten house money? We ran an economic experiment with 122 students to measure the house-money effect on their risk preferences. They received an amount of money with which they made risky decisions involving losses and gains; a randomly selected treatment group received the money 21 days in advance and a control group got it the day of the experiment. From a simple calculation we found that participants in the treatment group only spent on average approximately 35 % of their cash in advance. The data confirms the well documented results that men are more tolerant to risk than women, and that individuals in general are more risk tolerant towards losses than towards gains. With our preferred specification, we find a mean CRRA risk aversion coefficient of 0.34, with a standard deviation of 0.09. Furthermore, if subjects in the treatment group spent 35 % of the endowment their CRRA risk aversion coefficient is higher than that of the control group by approximately 0.3 standard deviations. We interpret this result as evidence of a small and indirect house money effect operating though the amount of the cash in advance that was actually spent. We conclude that the house money effect may play a small role in decisions under uncertainty, especially when involving losses. Our novel design, however, could be used for other domains of decision making both in the lab and for calibration of economic models used in micro and macroeconomics.