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We use a dynamic international trade model to analyse the implications of international trade for agents’ preferences and economic growth. This model is based on the home market effect with external habit formation (“catching up with the Joneses”) and “learning by doing” in production. We demonstrate the following: the historical composition of consumption in countries determines industrialization after trade; the preferences of agents converge after trade, independent of the economic results; and the welfare effects of trade may be positive or negative depending on trading partner characteristics. In some scenarios, autarky is strictly preferred to trade. Thus, international trade does not necessarily imply greater welfare, as is the typical result in a static context under CES preferences.

PurposeThe purpose of this study is to examine how a service provider’s offer quality is evaluated (OQ).This study shows that attitude toward the salesperson in a service context (AS) is an important antecedent to OQ.Design/methodology/approachThis study involves three studies, first is a dyadic data analyzed with HLM, second is an experiment and the third an IAT.FindingsThe findings of this study show that active empathetic listening increases offer quality evaluations, regardless of the AS level. However, at lower levels of AS,sales perseverancenegatively affects offer quality evaluations.Originality/valueWhile research suggests that listening is extremely important, there is also research that suggests that perseverance is more important. Considering data from sales people and from consumers, the authors examine when listening and when perseverance is important.

The global hydrological cycle is characterized by complex interdependencies and self-regulating feedbacks that keep water in an ever-evolving state of flux at local, regional, and global levels. Increasingly, the scale of human impacts in the Anthropocene is altering the dynamics of this cycle, which presents additional challenges for water governance. “Earth system law” provides an important approach for addressing gaps in governance that arise from the mismatch between the global hydrological cycle and dispersed regulatory architecture across institutions and geographic regions. In this article, we articulate the potential for Earth system law to account for core hydrological problems that complicate water governance, including delay, redistribution, intertwinements, permanence, and scale. Through merging concepts from Earth system law with existing policy and legal principles, we frame an approach for addressing hydrological problems in the Anthropocene and strengthening institutional fit between established governance systems and the global hydrological cycle. We discuss how such an approach can be applied, and the challenges and implications for governing water as a cycle and complex social-hydrological system, both in research and practice.

International audience; Service businesses are increasingly facing more demanding customers as a result of a shift in power from the service providers' side to the customers' side. Related literature predominantly examines the negative side of this ongoing trend, while overlooking the positive side. The major aim of this paper is to examine how frontline employees — investment account managers — deal with the ongoing increase in customer demandingness. To address this, we draw on adaptability performance theory to test the facilitating effect of frontline employees' post-transaction service behaviors (SBs) — diligence, inducements, information communication, sportsmanship, and empathy — as a means of adaptation to higher levels of customer demand. Findings indicate that frontline employees adapt most of their SBs' intensities to match customers' demands. The results show that some SBs actually increase the effectiveness and efficiency of frontline employees' service performance, leading to an increase in customer value and satisfaction. Customer value is found as a mediator in some of the relationships between SBs and customer satisfaction. Contrary to the conception of the negative outcomes of customer demandingness, service firms need to consider taking advantage of customer demandingness by stressing the role of frontline employees in adapting to customers’ demands.

This paper develops a multi-sector model of middle-class-led economic growth, whereby (i) learning by doing interacts with scale economies and nonhomothetic preferences giving rise to endogenous growth, and (ii) the “middle class” label is an endogenous outcome of the model, depending on past economic growth. The emphasis is placed on the entire income distribution, which affects the composition of demand - range of goods consumed - and in turn, the speed and extent of the learning process in the range of goods produced. Learning is sector specific, bounded from above, and constrained by a minimum scale restriction. It starts with a switch from traditional to modern technologies, understood as structural change. A higher share in the purchasing power of the middle class expands the market size for modern goods, and generates more learning in non-mature modern technologies, contributing to productivity gains, and under certain conditions (e.g. a significant learning potential), to sustained growth. Eventually, we make the case for a strong middle class; that is, redistributive policies towards the middle class and the poor. © 2019 Elsevier Inc.

The nature of causality between international trade and industrialization remains ambiguous. We consider a model of international trade that features the home market effect—where there are differences in income and productivity between sectors and between countries—to identify additional channels by which to determine the effects of international trade on industrialization. The introduction of non-homothetic preferences and differences in productivity can aid in interpreting of some apparent paradoxes within international trade, such as the commercial relations between more populated countries as China and India and large economies in term of their GDP as the U.S. Population size, demand composition, and productivity levels constitute the three main channels by which to determine the effects of international trade. Interactions among these channels define the results obtained, especially in terms of the countries’ industrialization levels. Additionally, we find that welfare levels under trade are always higher than those under autarky.

Little information is apparently available regarding the nephrotoxic effects induced by pesticides. The aim of this study was to examine the influence of low doses of methyl parathion (MP) on the structure and function of the kidney of male Wistar rats. A corn oil (vehicle) was administered to control rats, whereas treated rats received MP at 0.56 mg/kg orally (1/25 of LD

While previous literature provides evidence of the positive relationship between ethical climate and job satisfaction, the possible mechanisms of this relationship are still underexplored. This study aims to enhance scholars’ and practitioners’ understanding of the ethical climate–job satisfaction relationship by identifying and testing two of the possible mechanisms. More specifically, this study fills an existing research gap by examining social and interpersonal mechanisms, referred to in this study as workplace isolation of colleagues and salesperson’s teamwork, of the ethical climate–job satisfaction relationship. This is vital for the selling profession because job satisfaction is known to drive higher levels of salespeople’s performance. The arguments for such mechanisms are built on the foundations of social/psychological contract theory and ethical climate literature. Empirical testing using a large sample of salespeople shows higher levels of ethical climate to decrease workplace isolation and increase teamwork. Findings support hypothesized model where ethical climate positively relates to job satisfaction as partially mediated by workplace isolation and teamwork. Ethical climate is negatively related to workplace isolation and positively to teamwork. Further, findings indicate negative effect of workplace isolation on teamwork and sales performance. Job satisfaction is found to be key factor in driving performance of salespeople.

This study uses dyadic data from 145 salespeople paired with their managers to investigate relationships among servant leadership, ethical work climate (EWC), behavior control, trust in supervisor (TS), and salesperson performance. The manuscript tests a conceptual model based on precepts from servant leadership, the services climate concept, and the EWC notion. Research findings show that servant leadership behaviors from management (SLMB) impact salesperson performance through a mediating process that involves servant leadership perceptions from the salesperson (SLSP) and EWC. Results also show that (1) behavioral control moderates the impact of SLMB on SLSP and (2) TS moderates the impact of SLSP on EWC.

This study examines how conflict and hours worked affect the influence of customer orientation on frontline service employee satisfaction. The conceptual model builds upon the role of personal resources in the job demands-resource model, while integrating perspectives from the work–family conflict (WFC) literature and conservation of resources theory. Results indicate that customer orientation influences employee satisfaction both directly and indirectly through interpersonal conflict with customers (ICC), WFC, and felt stress. The impact of ICC on employee satisfaction was found to be fully rather than partially mediated. ICC increases WFC which then augments job stress and eventually reduces job satisfaction. Moderation analyses show that the negative influence of customer orientation on ICC becomes stronger as hours worked increase to exceptionally high levels; while the positive influence of customer orientation on employee satisfaction becomes weaker as hours worked increase to exceptionally high lev...

This chapter looks at the digital marketing strategies employed by high-end make-up brands in Colombia, Latin America, as well as the changes seen online and offline. To this end, dedicated social media were analyzed with and interviews with experts on luxury cosmetics brands and high-end make-up brands' managers with experience in online and offline markets were analyzed using ATLASti. Study findings reveal that users' purchase decision-making behavior differs when they shop online and in points of sale. They also show that access to brand information changes defining moments. In addition, the study has proven that digital marketing strategies seek the execution and development of multimedia, multisensory experiences.

Emotional intelligence can positively impact sales outcomes. However, research is needed to enhance our understanding about how salesperson's emotional intelligence affects adaptive selling and customer outcomes. This study uses dyadic data from 150 customers matched with 25 salespeople to investigate relationships among emotional intelligence, adaptive selling (AS) and customer loyalty perceptions. Research findings show that regulation of emotions negatively affects salesperson-owned loyalty (SOL), while it positively moderates the AS-SOL relationship. These findings are critical as they challenge the pervasive conception of the positive impact of regulation of emotions in sales. Results also provide further evidence that SOL is important to the firm as it positively affects loyalty to the service provider and through mediating processes also impacts word of mouth.

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.

Customer orientation is the central element of market orientation and a precursor of organizational success and performance. This manuscript demonstrates that salesperson’s empathy increases the positive impact of customer orientation on customer satisfaction and trust. The manuscript also shows that supplier customer orientation is a key factor in developing a relationship of quality with customers and a critical antecedent of customer loyalty. A conceptual model is tested using survey responses from 300 customers from two Chilean banks.

PurposeThe purpose of this paper is to investigate why salespeople resist change and the impact of resistance to change on customer responsiveness and performance outcomes.Design/methodology/approachSurvey responses derived from 233 salespeople from three large financial institutions in Mexico are used to test relationships involving salespersons’ resistance to change.FindingsSalespeople are more likely to resist change if they believe that change increases their workload. They are less likely to resist change when they have higher levels of job autonomy and self‐efficacy. Resistance to change has a negative impact on customer responsiveness and salesperson's performance.Research limitations/implicationsThis study makes an important contribution to the literature by identifying factors that explain salesperson's resistance to change. Study findings rely on salesperson survey responses collected in one country and industry. Future research is needed to assess the generalizability of findings and causality of the proposed relationships.Practical implicationsResistance to change affects the salespersons’ capacity to respond to customer demands and ultimately undermines performance. Managers can help reduce resistance to change by providing salespeople with greater job autonomy and by explaining how change affects their workload.Originality/valueTo the authors’ knowledge, this is the first paper linking salesperson resistance to change to job performance.

Sales research has recognized the importance of ethical climate perceptions. However, research that examines the influence of ethical climate on how favorably salespeople perceive their organizations is lacking. This is critical because these factors may affect a salesperson’s behavior, life satisfaction, and performance. Using a sample of salespeople from the television broadcasting industry, we derive and test a model involving ethical climate, organization identity comparisons, lone wolf tendencies, life satisfaction, behavioral performance, and outcome performance. Results suggest that salespeople’s perceptions of their company have a significant effect on individual and organizational outcomes. Implications for managers and researchers are discussed.

This paper focuses on five critical, yet underresearched, areas vital to sales performance in a marketplace that is increasingly more complex, more demanding of customized solutions, and more relationship focused. The five topic areas addressed are the ability to marshal intraorganizational resources by salespeople, salesperson creativity, examining the buyer–seller interaction in terms of salesperson influence tactics behaviors and the importance of establishing credibility with buyers as a basis of influence, ethics relative to the buying and selling organization simultaneously, and selling teams. Research implications for each topic area are advanced.

Customer orientation (CO) and the development of long-term relationships with customers are known conditions for growth and profit sustainability. Businesses use special treatments, inducements, and personal gestures to show their appreciation to customers. However, there are concerns about whether these inducements really create the right perceptions in customer’s mind. This study suggests that when customers believe that the firm is ethical, the inducements and special treatments received are seen in a positive light and can help develop loyalty. The hypotheses were tested with responses from 299 customers of financial institutions in Chile. Results support the hypotheses that firm’s ethical reputation helps in retaining customers. Managerial implications are provided.

Much has been written about the importance of focusing on customers to drive organizational success. In this paper, aspects of manager–salesperson relationships are examined as drivers of deeper customer focus in salesperson–customer interactions. In particular, managers’ servant leadership, a leadership style emphasizing genuine concern for subordinate welfare, is examined as a catalyst of parallel concern by salespeople for their customers. Salesperson perceptions of managers’ servant leadership empirically relate to salesperson customer orientation, in turn driving adaptive selling behaviors, customer-directed extra-role behaviors, and sales performance outcomes. Other results and implications for management and sales leadership research are presented.

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.

As the lines blur between when work ends and home life begins, employees, working longer hours and multitasking, increasingly report feeling overwhelmed by their work. This research note investigates the effect of work overload and self-effcacy on important job outcomes—capability rewards and pay satisfaction. Utilizing social cognitive theory, the job demands control model, and the psychological contract notion, this paper provides evidence that role stress and work overload mediate the effect of self-effcacy on capability rewards and pay satisfaction. An empirical study is presented that includes 138 responses from boat and marine products salespeople. Study results and future research are discussed.

PurposeThe purpose is to investigate, the difference between SERVQUAL and SERVPERF's predictive validity of service quality.Design/methodology/approachData from 17 studies containing 42 effect sizes of the relationships between SERVQUAL or SERVPERF with overall service quality (OSQ) are meta‐analyzed.FindingsOverall, SERVQUAL and SERVPERF are equally valid predictors of OSQ. Adapting the SERVQUAL scale to the measurement context improves its predictive validity; conversely, the predictive validity of SERVPERF is not improved by context adjustments. In addition, measures of services quality gain predictive validity when used in: less individualistic cultures, non‐English speaking countries, and industries with an intermediate level of customization (hotels, rental cars, or banks).Research limitations/implicationsNo study, that were using non‐adapted scales were conducted outside of the USA making it impossible to disentangle the impact of scale adaptation vs contextual differences on the moderating effect of language and culture. More comparative studies on the usage of adapted vs non‐adapted scales outside the USA are needed before settling this issue meta‐analytically.Practical implicationsSERVQUAL scales require to be adapted to the study context more so than SERVPERF. Owing to their equivalent predictive validity the choice between SERVQUAL or SERVPERF should be dictated by diagnostic purpose (SERVQUAL) vs a shorter instrument (SERVPERF).Originality/valueBecause of the high statistical power of meta‐analysis, these findings could be considered as a major step toward ending the debate whether SERVPERF is superior to SERVQUAL as an indicator of OSQ.

Precepts from servant leadership theory are used to tests a model that links servant leadership with interpersonal conflict with the supervisor, ethical climate, and organizational outcomes. Study findings show that servant leadership is conducive to lower levels of interpersonal conflict with the supervisor and higher ethical climate perceptions. Conflict with the supervisor affects work-family conflict and felt stress, eventually impacting job satisfaction and turnover intention. The model was tested with survey responses from 85 frontline employees working for an airline in South America.

PurposeThe purpose of this study is to build on previous research on stress in sales forces to investigate the effect of perceptions of time wasted on salespersons' attitudes and behavioral intentions.Design/methodology/approachResponses from 400 salespeople who work in 49 business units of four Ecuadorian financial institutions were used to test a conceptual stress model. The research hypotheses were tested with a structural equation model.FindingsSalespeople operating in the banking industry are prone to be dissatisfied, emotionally exhausted, and are likely to quit when they believe that their time or their efforts have been wasted or used ineffectively.Research limitations/implicationsEcuadorian samples adequately represent Latin American banking employees. However, individuals from collectivistic countries, such as Ecuador, have a more relaxed view of time. Hence, perceptions of time wasted may have a greater effect on job attitudes and behaviors in the USA than in Ecuador.Practical implicationsSuccess in sales requires effective time management. However, salespeople are sometimes required to perform activities that they can perceive as wasteful. Managers should be aware that performing wasteful activities leads to emotional exhaustion and high intentions to quit.Originality/valueThis is the first study to empirically test the effect of time wasted on organizational variables.

PurposeThis study takes an interdisciplinary research orientation in an attempt to comprehensively investigate the effects of police stress internal to the organization (i.e. role ambiguity, role conflict, supervisor support, group cohesiveness, and promotion opportunities) on organizational commitment, after controlling for the effects of job satisfaction. Existing empirical models have mainly been limited to analyses of the effects of role conflict and role ambiguity on job strain and rely on samples of salespeople, customer satisfaction employees, and retail managers working at private organizations to the neglect of not‐for‐profit organizations.Design/methodology/approachTherefore, the underlying research hypotheses were tested using responses to 150 surveys from police officers of six law enforcement agencies.FindingsResults indicate that in addition to job satisfaction, supervisor's support, group cohesiveness, and promotion opportunities are the best predictors of organizational commitment of law enforcement officers. The results also indicate a significant relationship between organizational commitment and intention to leave.Research limitations/implicationsStudy findings are based on responses of officers from six police agencies in Florida. Results may not be representative of all US police.Practical implicationsResearch findings may help senior police officers in charge of managing the police force design strategies that both enhance police officers', organizational commitment and diminish turnover intentions.Originality/valueThis study empirically tested a model that examines the effects of stressors on commitment and turnover intentions in police settings.

Due to the effect of academic performance on employment opportunities and admission to graduate schools, researchers have long recognized the need for identifying factors that are linked to the academic performance of undergraduate marketing students. This research proposes a model that investigates the relationships among motivation, effort, personality, stress, and academic performance. Action-state orientation (AO-SO) is an important factor in students’ emotional exhaustion and effort. AO-SO relates to individual differences in the capacity to regulate emotions, cognitions, and behaviors to accomplish intentional actions. AO-SO consists of three dimensions: disengagement (versus preoccupation), volatility (versus persistency), and hesitation (versus initiative). Results indicate that persistency and initiative are positively related to effort, which is an important antecedent of academic performance. Also, disengagement is negatively related to emotional exhaustion.

Lack of potable water is an important problem of global dimensions. In Mexico, the northern and central regions have significant shortages, a situation which is exacerbated by the pollution of aquifers. Several studies have reported controversial results on high concentrations of heavy metals and halogens in aquifers in the state of Aguascalientes. Poor water quality is caused by the geological conditions in the region, water over-exploitation, and inadequate disposal of industrial waste. However, human exposure to these xenobiotics and their associated toxicological impact has received minimal attention. Many of these contaminants are nephrotoxic agents and this condition is aggravated when they mix.

This study combines meta-analysis with structural equation modeling to examine the impact of service quality (SQ) on customer satisfaction (CS), attitudinal loyalty (AL), and purchase intention (PI). Findings from 86 articles containing 115 independent samples and 161 effect sizes representing 42,877 customers are used to test a model of the relationships among the above-referred variables. Results show that SQ has a large effect on CS, AL, and PI. Also, SQ is indirectly related to AL and PI. Because AL and PI are critical indicators of a customer's willingness to engage in a relationship with the firm, this study provides clear evidence that SQ plays a vital role in a firm's quest for building long-term relationships with customers. The effect of measurement and contextual moderators is also analyzed. © 2009 M.E. Sharpe, Inc. All rights reserved.

We study the effect of UI benefits in a typical developing country where the informal sector is sizeable and persistent. In a partial equilibrium environment we characterize the stationary equilibrium of an economy where policyholders may be employed in the formal sector, short-run unemployed receiving UI benefits and long-run unemployed without UI benefits. We perform comparative static exercises to understand how UI benefits affect unemployed workers’ effort to secure a formal job, their labor supply in the informal sector and leisure time. Our model reveals that an increase in UI benefits generates two opposing effects for the short-run unemployed. First, since search efforts cannot be monitored it generates moral hazard behaviours that lower effort. Second, it generates an income effect as it reduces the marginal cost of searching for a formal job and increases effort. The overall effect is ambiguous and depends on the relative strength of these two effects. Additionally, we show that an increase in UI benefits increases the efforts of long-run unemployed workers. Using data from Brazil to calibrate the parameters of the model we provide a simple simulation exercise which suggests that the income effect pointed out is not necessarily of second-order importance in comparison with moral hazard strength: An increase in UI benefits may increase unemployed workers efforts to secure a job in the formal sector, instead of increasing informal-sector work. This result softens the widespread opinion that the presence of dual labor markets is an obstacle to providing UI in developing countries.

En este documento, investigamos los efectos indirectos de la demanda internacional provocados por una clase media mundial y su impacto en los patrones comerciales y la industrialización. Proponemos un modelo de comercio multisectorial y de dos países con complementariedades de demanda que propagan rendimientos crecientes a través de industrias y fronteras nacionales. Mostramos cómo la extensión internacional de los efectos indirectos de la demanda depende de las asimetrías en la distribución del ingreso interno, la eficiencia laboral y el tamaño de la fuerza laboral; es decir, sobre la distribución global del ingreso real. In this paper, we investigate international demand spillovers brought about by a global middle class and their impact on trade patterns and industrialization. We propose a multi-industry and two-country trade model featuring demand complementarities propagating increasing returns across industries and national boundaries. We show how the international extent of demand spillovers depends upon asymmetries in domestic income distribution, labor efficiency, and labor force size; that is, on the global distribution of real income.

The non-convergence of the growth processes is a well-established yet puzzling fact. In this paper, we o®er a theoretical investigation of this feature, based on coalition theory and a simple model of endogenous growth. We prove that inequality generates a permanent segmentation of society into growth clubs. We then study the relationship between the distribution of individual endowments and the entire pattern of growth of these clubs. We relate the characteristics of the divergence process to the characteristics of this distribution and we prove that in most cases, an increase in inequality increases divergence in growth rates.

This research examines the effect of practice arrangements on five dimensions of physicians' satisfaction (i.e., personal factors, resources, peer review, profession, and state regulations) and the moderating effect of job autonomy and decision making on this relationship. This research finds that physicians who work for HMOs and hospitals are more satisfied with job resources, regulatory climate, and their professions, compared with physicians who are self-employed (solo and group practices). Physicians who work for HMOs and hospitals have less autonomy and decision-making power, compared with self-employed physicians. Also, job autonomy partially moderates the relationship between organizational arrangement and physicians' satisfaction with job resources and satisfaction with the profession. Decision making does not moderate the organizational arrangement and physicians' satisfaction relationship.

We study the relationship between social segmentation and income inequality by means of the economic theory of clubs with private provision of the club good. After having characterized the core partition of society in clubs and investigating its characteristics, we show how the clubs’ sizes depend on income distribution and compare segmentation profiles arising in societies characterized by different inequality patterns.

Performances of 82 Colombian, 87 Mexican, and 96 Venezuelan university students and adult community dwellers on Spanish translations of the Minnesota Multiphasic Personality Inventory-2 (MMPI-2) were compared. Findings suggest more comprehensive research is required on applications of the MMPI-2 in Latin America and greater consideration of the roles of culture and nationality.