These papers are working drafts of research which often appear in final form in academic journals. The published versions may differ from the working versions provided here.
SSRN Research Paper Series
The Social Science Research Network’s Research Paper Series includes working papers produced by Stanford GSB the Rock Center.
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A Sales Force Management Model: Integrating Managerial and Research Perspectives
This paper develops a three-stage conceptual model of personal selling and sales force management that emphasizes the relationship between sales force management decision-making and empirical research. The model provides a means for both…
Santa Clara County Employers: Number Offering Fair Economic Choice of Health Benefits Plans
Employer decisions regarding the number of different health benefits plans offered and how premium costs are divided between the employer and the employee affect the extent of competition among plans in a community. We believe competition creates…
Some Consequences of Organizational Demography: Potential Impacts of an Aging Work Force on Formal Organizations
Abstract not available.
Technology Choices in Developing Countries: Toward a Conceptual Framework for Further Research
Abstract not available.
Technology Transfer and R&D Activities of Multinational Firms: Some Theory and Evidence
Abstract not available.
The Critical Need for a Marketing Measurement Tradition: A Proposal
Abstract not available.
The Effects of Level of Abstraction of a Script on Accuracy of Recall, Predictions, and Beliefs
Abstract not available.
The Factor Structure of Multidimensional Response to Marketing Stimuli: An Investigation of Two Approaches
The factor structure of the variables which describe consumers multidimensional response to marketing stimuli can be determined either by Within Analysis (based on variation across individuals in responding to a representative stimulus) or Among…
The Nonoptimality of Equal Commission Rates in Multi-Product Salesforce Compensation Schemes
Abstract not available.
The Return on Called Bonds
This paper analyzes the experience of investors in refunded bonds during the 1970s. These bonds tended to provide a higher return than bonds of the same company which were not called. However, the investor suffered an opportunity loss on…
Toward Strategic Intelligence Systems
There has been a dramatic increase in the use of strategic planning tools in the past decade. Since the quality of strategic planning will be greatly impacted by the quality of the information inputs, increasing attention should be paid to the…
Toward Typology of Organization Development Research
OD research is currently in a confused yet rapidly developing state. It is argued here that this situation exists partly because of a basic confusion as to exactly what constitutes OD research. A definitional typology is proposed based on the…
Usage of the Lens and Subjective Probability Paradigms for Financial Research Purposes
Two basic paradigms have been used by accounting researchers to model and evaluate financial judgments relative to environmental conditions; the Brunswik Lens and subjective probability (SP) paradigms. Here the Lens and SP paradigms are compared…
Allocation of Managerial Effort: An Investigation of the Relationship Between Decision Strategies, Environment and Performance
The work presented in this paper investigates behaviorally plausible rules for making decisions in complex situations. A rule is plausible if it iss consistent with assumptions concerning limits on a decision maker’s information processing…
An Empirical Study of Subjective Probability Revision in a Financial Context
Bayesian consistency and accuracy of subjective probability assessments for a financial parameter are the major research hypotheses addressed here. Individuals familiar with the information and task environment provided probability assessments…
An Organizational Failures Framework
The paper begins with an explication of Oliver Williamsons market failures framework, which describes the conditions under which market transactions will be replaced by formal organizations. It then applies the central ideas of that framework to…