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Optimal Sales Commissions: The Case of Non-Income Maximizing Salesmen
In a multiproduct sales force, it has previously been shown that a commission structure based on equal fractions of each product’s realized gross margin is jointly optimal if the sales force’s goal is to maximize (expected) income and products…
Predicting Compensation Among MBA Graduates Five and Ten Years After Graduation
This paper reports regression results to predict earnings five and ten years after graduation for MBA graduates. All regression models have been double cross validated and also validated against a new set of 70 individuals. Separate analyses were…
Seam, An Interactive File Simulator
SEAM is an interactive file simulator for the evaluation of file alternatives. The simulator focuses on the storages space and access time tradeoffs that are affected by the choice of file organization, access methods and direct access storage…
Self-Insight into the Cognitive Processing of Financial Information
Abstract not available.
Short-Term Forecasting and_x000B_Seasonal Adjustment
Abstract not available.
Store Choice and Location in a Competitive Market
In competitive markets, it is not unusual to find several providers of the same generic good or service in a shopping area. In this study, it is shown that a company’s market share i s a function of outlet share, relative location in a shopping…
Technology Transfer By Multinational Firms: The Resource Cost of Transferring Technological Knowhow
Temporal Resolution of Uncertainty and Dynamic Choice Theory
We consider dynamic choice behavior under conditions of uncertainty, with emphasis on the timing of the resolution of uncertainty. Choice behavior in which an individual distinguishes between lotteries based on the times at which their…
The Determinants of Risk Sharing and Cost Parameters in Defense Contracts
Abstract not available.
The Efficiency and Profitability of Minority Controlled Savings and Loan Associations
Abstract not available.
The Impact of Legislation on Capital Development for Health Facilities
Abstract not available.
The Influence of Advertising on Price Sensitivity
Employing both time series and cross-sectional data the interaction between price and advertising is examined. The finding is that advertising increases the price sensitivity for the brand studied.
The "Jamaica Agreement," International Monetary Reform, and the Developing Countries
Abstract not available.
The Role of Rewards in Externally and Self-imposed Delay of Gratification
Studied the role of rewards in self-imposed and externally imposed delay situations with 111 3rd graders. Time estimation was used as the index of delay frustration, with greater time estimates being interpreted as indicating greater frustration…
The Structure and Management of Dual Purpose Funds
Abstract not available.
Time-Cost Tradeoffs and the Establishment of Manufacturing Facilities Abroad
Vertical Integration and Vertical Divestiture in the U.S. Petroleum Industry
This paper demonstrates that vertical integration in the U.S. petroleum industry represents a competitive response to the disabilities associated with market contracting. If intermediate product markets could operate, according to the…