Increasing Sales by Managing the Interlocking Contingencies Between Sales Representatives and Customers Using Behavioral Self-Monitoring

Interlocking contingencies that exist between a customer and sales representatives (SRs) may contribute to buying decisions. Verbal behaviors related to closing sales were identified by analyzing these contingencies statistically. Self-observation checklists were then implemented. On average, the six targeted verbal behaviors related to sales increased 12 percentage points over baseline, compared to a 2% point increase in the comparison group. These changes were associated with 126% more sales for the experimental group compared with 36% more sales for the comparison group. For each SR, this increase in sales translates into $1,094,444 more in annualized revenue.     

Dynamic Choice Mechanisms

A dynamic choice mechanism (e.g. sophisticated choice) is a rule transforming a sequence of orderings into actual choices. The dynamic choice literature analysing such rules is restricted to the case of strict preferences. The present paper allows also for weak preferences. This generalisation is necessary since in dynamic utility models decision makers are typically endowed with orderings which can be represented by continuous utility functions. Such a representation, however, requires the orderings to be a weak ordering. In the presence of weak orderings the classical choice mechanisms have to be re-examined. This paper develops and analyses new choice mechanisms and relates them to the notion of a subgame-perfect equilibrium.     

Domestic Work and the Wage Penalty for Motherhood in West Germany

Previous research suggests that household tasks prohibit women from unfolding their full earning potential by depleting their work effort and limiting their time flexibility. The present study investigated whether this relationship can explain the wage gap between mothers and nonmothers in West Germany. The empirical analysis applied fixed‐effects models and used self‐reported information on time use and earnings as well as monthly family and work histories from the German Socio‐Economic Panel (1985–2007, N = 1,810; Wagner, Frick, & Schupp, 2007 ). The findings revealed that variation in reported time spent on child care and housework on a typical weekday explains part of the motherhood wage penalty, in particular for mothers of very young children. Furthermore, housework time incurred a significant wage penalty, but only for mothers. The authors concluded that policies designed to lighten women's domestic workload may aid mothers in following rewarding careers.     

DECEPTION AND POLITICAL PARTICIPATION: THEORY AND LABORATORY EVIDENCE

We model two‐candidate elections in which (1) voters are uncertain about candidates' attributes; and (2) candidates can inform voters of their attributes by sending advertisements. We compare between political campaigns with truthful advertising and campaigns in which there is a small chance of deceptive advertising. Our model predicts that voters should vote in‐line with an advertisement's information. We test our model's predictions using laboratory elections. We find, in the presence of even a small probability that an advertisement is deceptive, voters become substantially more likely to elect a “low‐quality” candidate. We discuss implications of this for existing models of voting decisions. (JEL C92, D72, D82)     

Process Safety Behavioral Systems: Behaviors Interlock in Complex Metacontingencies

ABSTRACT

This paper seeks to identify behavioral components active in process safety. Three types of behavior classes are identified as contributors to process safety: task-specific behaviors, safety-directed behaviors, and behaviors associated with situational awareness. Behavioral systems analysis is used to provide a framework for identifying the cross-functional interlocking behavioral contingencies that can, even over a period of years, contribute to process safety incidents. Leadership behaviors are also identified that can create the context in the form of metacontingencies that maintain these interlocking contingencies.     

Computerized Immediate Feedback Increases Product Recall Efficiency Due to Interlocking Contingencies in Food Manufacturing

Food manufacturing companies are challenged with tracking their products so that the company will be able to remove that product from circulation quickly and effectively in the event of a product recall. The accuracy of a recall is dependent upon the accuracy of a product selected for order fulfillment, with the correct product going to the correct store. An integrated solution using wireless handheld computers was programmed to provide immediate visual and audio feedback to the order selectors, in order to prevent errors in order selection. For each case selected, vital information was archived to databases in real-time, which in turn, allowed the company’s safety manager to perform quick and accurate product recall tracking in mock recall drills and state inspections. Results were discussed in terms of the expanding the role of the Organizational Behavior Management professional who addresses operational and ethical issues associated with technologies for better consumer safety.     

Weighted Integral Test Statistics and Components of Smooth Tests of Fit

This paper considers families of statistics for testing the goodness-of-fit of various parametric models such as the normal, exponential or Poisson. Each family consists of weighted integrals over the squared modulus of some measure of deviation from the parametric model, expressed by means of an empirical transform of the data. Letting the rate of decay of the weight function tend to infinity, each test statistic, after a suitable rescaling, approaches a limit that is closely connected to the first non-zero component of Neyman's smooth test for the parametric model.     

On Unbiased Estimation of Positive Integral Powers of the Natural Parameter in Exponential Families

We explore the structure of one‐parameter exponential families admitting an unbiased estimator for a positive integral power of the natural parameter. It is seen that only exponential families dominated by Lebesgue measure can have this property. It is outlined that similar results can be obtained for other functions of the natural parameter.