Motivating Retail Marketing Effort: Optimal Contract Design

We study a distribution channel where a manufacturer relies on a sales agent for selling the product, and for investing in the most appropriate marketing effort. The agent's effort is hard to monitor. In addition, the cost of effort is the agent's private information. These impose challenges to the manufacturer in its endeavor to influence the agent's marketing effort provisions and to allocate profit between the two parties. We propose two contract forms. The franchise fee contract is a two‐part price schedule specifying a variable wholesale price and a fixed franchise fee. The retail price maintenance contract links the allowed retail price that the agent charges customers with total payment to the manufacturer and sales level. Under information asymmetry, for implementing either contract form, the manufacturer needs to offer a menu of contracts, hoping to invoke the “revelation principle” when the agent picks a certain contract from that menu. We show that the two contract forms perform differently, and each party's preference toward a particular contract form is linked with the total reservation profit level and/or the sales agent's cost type. We provide managerial guidelines for the manufacturer in selecting a better contract form under different conditions.     

The Value of an Employment-Based Green Card

The need for and role of highly skilled immigrant workers in the U.S. economy is fiercely debated. Proponents and opponents agree that temporary foreign workers are paid a lower wage than are natives. This lower wage partly originates from the restricted mobility of workers while on a temporary visa. In this article, we estimate the wage gain to employment-based immigrants from acquiring permanent U.S. residency. We use data from the New Immigrant Survey (2003) and implement a difference-in-difference propensity score matching estimator. We find that for employer-sponsored immigrants, the acquisition of a green card leads to an annual wage gain of about $11,860.     

Second-order properties of a two-stage fixed-size confidence region when the covariance matrix has a structure

We study second-order properties of a two-stage fixed -size confidence region for estimating the mean vector μ in the N_p(μ∑) population when some auxiliary information about the structure of ∑ is available. In the case when we do not have such nrior information regarding ∑. Mukhopauiiyay (199/ ) de rived second-order properties of the classical two stage fixed-size confidence region, when properly modified. It was assumed that the maximum latent root of ∑ was simple and bounded below by a known positive number. In this paper we allow the maximum latent root to have general multiplicity for the verification of the second order properties of the two-stage procedure incorpo rating ∑'s structural information. We also maintain the nominal confidence coefficient.     

Controlling Power Retailer's Gray Activities Through Contract Design

We develop a model that captures dynamic relationships of a supply chain populated by a dominant retailer and a number of fringe retailers. The two types of retailers are asymmetric in buying power, retailing cost, and the ability to service the manufacturer's product. The wholesale prices offered through a quantity discount (QD) schedule can coordinate such a supply chain, but invite channel flow diversion type of gray trading between the dominant retailer and the fringe retailers. Our analysis is focused on how such a channel can be coordinated and the gray market activities be prevented. We propose a dynamic QD contract or a revenue‐sharing contract that the manufacturer can use to fight the gray market activity. The performance of the supply chain and the manufacturer's profit under each of the two contract forms are compared and managerial guidelines are provided to help the manufacturer make a judicious choice.     

A comparison of robust estimators based on two types of trimming

The least trimmed squares (LTS) estimator and the trimmed mean (TM) are two well-known trimming-based estimators of the location parameter. Both estimates are used in practice, and they are implemented in standard statistical software (e.g., S-PLUS, R, Matlab, SAS). The breakdown point of each of these estimators increases as the trimming proportion increases, while the efficiency decreases. Here we have shown that for a wide range of distributions with exponential and polynomial tails, TM is asymptotically more efficient than LTS as an estimator of the location parameter, when they have equal breakdown points.     

E‐Procurement Infusion and Operational Process Impacts in MRO Procurement: Complementary or Substitutive Effects?

The procurement of maintenance, repair, and operating (MRO) goods has remained a relatively understudied topic in the literature. Though vital cost efficiencies can be extracted from procurement processes through investments in e‐procurement systems, there is little empirical work that addresses how such systems should be deployed within organizations. In this study, we focus on the role of e‐procurement systems in MRO procurement and study two critical aspects of infusion. The first dimension captures the depth of e‐procurement use within the procurement function, while the second dimension depicts the breadth of use. We argue that these two dimensions of e‐procurement use, and their interaction, will be related to the performance of the MRO procurement process. Using survey data from 193 service organizations and structural equation modeling techniques, we show that the two infusion dimensions are significantly associated with improved process performance. Additionally, we show a substantial substitutive effect between the two use dimensions on performance. Our work has significant implications for managers who seek to gain efficiencies by the deployment of Internet‐based technologies within operational processes. Our conceptualization of e‐procurement infusion along two dimensions provides a more fine‐grained analysis of performance benefits accruing from the infusion of information technologies within organizations.     

ON NON-NEGATIVE UNBIASED ESTIMATION OF QUADRATIC FORMS IN FINITE POPULATION SAMPLING

The paper investigates non-negative quadratic unbiased (NnQU) estimators of positive semi-definite quadratic forms, for use during the survey sampling of finite population values. It examines several different NnQU estimators of the variance of estimators of population total, under various sampling designs. It identifies an optimal quadratic unbiased estimator of the variance of the Horvitz-Thompson estimator of population total.     

On symmetry of finite mixtures of normal distributions

In this note we derive a necessary and sufficient condition for a distribution obtained by taking a finite mixture of multivariate normal distributions to be symmetric about zero. The result derived also holds for mixtures of symmetric stable distributions, including the Cauchy distribution.