Found 5 article(s) for author 'Business Practices'

Incentives Versus Reciprocity: Insights from a Field Experiment

Incentives Versus Reciprocity: Insights from a Field Experiment. Doug Chung, Das Narayandas, August 2017, Paper, “The authors conduct a field experiment in which they vary the sales force compensation scheme at an Asian enterprise that sells consumer durable goods. With variation generated by the experimental treatments, the authors model sales force performance to identify the effectiveness of various forms of conditional and unconditional compensation.Link

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More Frequent Sales Quotas Help Volume but Hurt Profits

More Frequent Sales Quotas Help Volume but Hurt Profits. Das Narayandas, August 20, 2017, Opinion, “Firms often struggle with finding the best way to motivate their sales force. How much of a sales rep’s compensation should consist of a fixed salary and how much should be based on commission? What’s the effectiveness of bonuses and other incentives? In a recent study, we focused on sales quotas. More specifically, what should be the appropriate frequency of quotas—daily or monthly?Link

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The Responsibilities and Role of Business in Relation to Society: Back to Basics?

The Responsibilities and Role of Business in Relation to Society: Back to Basics? Nien-hê Hsieh, April 11, 2017, Paper, “In this address, I outline a “back to basics” approach to specifying the responsibilities and role of business in relation to society. Three “basics” comprise the approach. The first is arguing that basic principles of ordinary morality, such as a duty not to harm, provide an adequate basis for specifying the responsibilities of business managers. The second is framing the role of business in society by looking to the values realized by the basic building blocks of contemporary economic activity, i.e., markets and firms. The third is making explicit the basic institutions that structure the background against which business operates. The aim is to develop a plausible framework for managerial decision making that respects the fact of value pluralism in a global economy and that fosters meaningful criticism of current business practices while remaining sufficiently grounded in contemporary circumstances so as to be relevant for managers. Link

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Can Paying Firms More Quickly Affect Aggregate Employment

Can Paying Firms More Quickly Affect Aggregate Employment. Ramana Nanda, January 2017, Paper, “We study the impact of Quickpay, a federal reform that indefinitely accelerated payments to small business contractors of the U.S. government. Despite treated firms being paid just 15 days sooner, we find a strong direct effect of the reform on county-sector employment growth. Importantly, however, we also document substantial crowding out of non-treated firms’ employment within local labor markets. While the overall net employment effect was positive, it was close to zero in tight labor markets – where direct effects were weaker and crowding out stronger. Our results highlight an important channel for alleviating financing constraints in small firms, but also emphasize the general-equilibrium effects of large-scale interventions, which can lead to lower aggregate outcomes depending on labor market conditions.Link

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The Integrated Reporting Movement: Meaning, Momentum, Motives, and Materiality

The Integrated Reporting Movement: Meaning, Momentum, Motives, and Materiality. Robert Eccles, 2015, Book. “The Integrated Reporting Movement explores the meaning of the concept, explains the forces that provide momentum to the associated movement, and examines the motives of the actors involved. The book posits integrated reporting as a key mechanism by which companies can ensure their own long-term sustainability by contributing to a sustainable society. Although integrated reporting has seen substantial development due to the support of companies, investors, and…” May require purchase or user account. Link

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