Sales contests are widely employed to improve short-term sales performance, but knowledge about their effectiveness at the individual salesperson level remains sparse. Proponents argue that contests ...increase sales by stimulating salespeople, while critics say that contests merely encourage strategic timing of sales efforts. The authors draw on the strategic sales timing literature and goal theory to hypothesize that in a consultative selling scenario, sales will dip below the baseline before the contest but increase above the baseline during and after the contest. They posit that sales district potential and salesperson ability moderate the pre-contest sales dip, contest sales boost, and post-contest sales. Results from a model based on individual-level data on 1180 salespeople in 78 sales districts are largely supportive of the hypotheses. They highlight the need for researchers to integrate the role of strategic timing, salesperson, and sales district characteristics to assess sales contest outcomes. For practitioners, the findings show that in consultative selling situations, contests can generate a net sales increase despite the occurrence of timing games, and the sales gain is higher in districts with lower sales potential and among salespeople with higher sales ability.
Towards a New CISG contains a proposal for the adoption of a Convention on the International Sale of Goods and Services, as a substitute for the 1980 Vienna Sales Convention.
HauptbeschreibungIn force in 70 countries around the world and covering more than two thirds of world trade, the 1980 United Nations Convention on Contracts for the International Sale of Goods (CISG) ...is considered to be the most successful convention promoting international trade.According to many commentators, this success is due, among others, to the fact that the Convention does not directly impact on the domestic law of the various legal systems, as it applies only to international - as opposed to purely domestic - contracts. The Convention, in other words, does not impose changes in the domestic law, which makes it easier for States to adopt the Convention. This does not mean, however, that the Convention does not have any impact on the domestic law at all. This book analyzes - through 24 country reports as well as a general report submitted to the 1st Intermediate Congress of the International Academy of Comparative Law held in November 2008 in Mexico City - to what extent the Convention de facto influences domestic legal systems. In particular, the book examines the Convention's impact on the practice of law, the style of court decisions as well as the domestic legislation in the area of contract law. Rezension"It can be concluded that this book provides extremely useful and groundbreaking comparative material for all academics, practitioners ans research students, from both civil and common law jurisdictions, who work and conduct research in international sale of goods law and who would like to be informed on the effect of the CISG in practice." (Orkun Akseli in J.B.L.(2009), Issue 6)"The CISG and it's Impact makes valuable contribution to the literature on the subject. The general report (Ferrari), as might be exoected, is very thorough and informative and makes significant additions to the reports of the national correspondents."
(Michael Bridge in The Modern Law Review (2009), 72(5), 867-881).
This article addresses the issue of sale with option of redemption, a variety of sale that was reintroduced among the texts of the Civil Code by the current legislator and which has long been a ...reason of dispute between theorists and practitioners of law. Thus, we will try to highlight some of the most important aspects regarding such a sale, both from the perspective of national legislation and referring to the legislation of other states in the European space.
Using new data on real estate listings, we provide new evidence that foreclosures have a causal effect on nearby house prices and disentangle the effect into two sources: competition and ...disamenities. We identify the causal effect by showing that sellers respond to new REO listings in the exact week of listing, not a week before and not a week after. We disentangle competition and disamenity effects by examining the spillover effect across various stages of the foreclosure process. We find that competition effects are important in all areas, but only find evidence for disamenity effects in high density, low price neighborhoods.
CISG Methodology Janssen, André; Meyer, Olaf
2009, 2009., 2009-04-27
eBook
"The CISG is now being applied extensively both by international arbitral tribunals and by domestic courts of its more than 70 contracting states. But do they also apply it in the same manner? ...Although Article 7 of the CISG underscores ""the need to promote uniformity in its application"", it gives little guidance as to how to achieve this goal. Each judge and arbitrator is influenced by the legal methodology of his home jurisdiction. Therefore it is somewhat of a paradox that whilst the number of contracting states is constantly increasing so too is the threat of variation in application.In this book the most important issues of the CISG's methodology are analysed by leading experts from five continents. Whereas some authors provide a thorough analysis of the central topics of interpretation, others enter almost uncharted territories."
We analyze price discovery in the options and CDS markets during the 2008 short-sale ban. Among the banned stocks, those with high open-purchased put–call ratios, low synthetic-to-stock price ratios, ...or high CDS rates exhibit poor performance in the following days. Additionally, options prices are more efficient for unbanned stocks during the ban period. These findings suggest that informed investors engage in derivative trading during highly distressed market conditions and that derivative prices contain more information about stock prices during the ban.
This book is a compilation of proceedings of two conferences on the United Nations Convention on the Contracts for the International Sale of Goods (CISG). The first conference was held at the ...Istanbul Bilgi University (Turkey) and the second conference on the occasion of the Arbitrators and Mediators Institute of New Zealand meeting in Wellington, New Zealand. Both conferences aimed to provide a better understanding of the CISG, as well as the importance of international dispute resolution. The book allows all readers who are new to the CISG to gain an understanding of the CISG, including its relationship to arbitration. Contributions cover, inter alia, the applicability of the CISG, interpretation and gap filling under the CISG, and the delivery of goods under the CISG. Those who are more familiar with the CISG will find some thought provoking contributions that explore some of the pertinent CISG issues, like interest claims under the CISG, the calculation of damages, and specific performance. (Series: International Commerce and Arbitration ICA - Vol. 15).
This book provides a detailed examination of the issue of conformity of goods and documents under the United Nations Convention on Contracts for the International Sale of Goods 1980 (CISG). This ...issue lies at the heart of sales law and is one of the most frequently litigated. The book explores the Convention’s requirements as to quality, quantity, description and packaging of the goods (conformity); the requirements flowing from the need for the goods to be free from rights or claims of third parties; and the questions of what documents the seller must deliver to the buyer and what constitutes a ‘good’ document under the CISG. The book engages extensively with a substantial body of cases decided under the CISG and academic commentary. It systematises the Convention’s experience to date with a view to turning it into an integrated, comprehensive and distinctive CISG legal regime on conformity of goods and documents. The analysis is comparative and draws on the experience of some major domestic legal systems, such as English and US law. The focus is both analytical and practical. The book will be of interest to legal practitioners, academic lawyers and students with an interest in international and comparative sales, commercial and contract law.
This paper examines the impact of managers' social capital on managerial performance. Two dimensions of social capital are compared--the structural embeddedness (i.e., configuration) of a manager's ...network of work relations and the relational embeddedness (i.e., quality) of those relations. Based on a sample of 120 product and sales managers in a Fortune 100 pharmaceutical firm, this paper presents evidence indicating that both elements of social capital influence managerial performance, although in distinct ways: structural embeddedness plays a stronger role in explaining more routine, execution-oriented tasks (managerial sales performance), whereas relational embeddedness plays a stronger role in explaining new, innovation-oriented tasks (managerial performance in product and process innovation). This research considers resource exchanges within firms as key to value creating behaviors and contributes a deeper understanding of how social capital influences productive resource exchanges.
PDF
