USGS managers should consult customers

Should Firms Share Information About Expensive Customers

Advances in information technology increasingly allow firms to identify expensive, high-cost customers, who are not only individually less profitable for firms but also raise the average marginal cost incurred by firms and thus impose a negative externality on inexpensive customers. Should competing firms share information that identifies such customers? The answer to this question has importan...

Should You Punish or Reward Current Customers ?

Should Salespeople Always Collaborate with Customers?

A national random sample of industrial salespeople was surveyed to assess the effects of collaborating negotiation on sales performance. The responses from 241 salespeople were analyzed using ordinary least squares regression. The results indicated that, in general, collaborative negotiation improved sales performance. However, the effects of collaborative negotiation was a function of perceive...

Yes, Managers Should Be Paid like Bureaucrats

Corporate scandals, reflected in excessive management compensation and fraudulent accounts, cause considerable damage. Agency theory’s insistence on linking the compensation of managers and directors as closely as possible to firm performance is a major reason for these scandals. They cannot be overcome by improving variable pay for performance, as selfish extrinsic motivation is reinforced. Ba...

Should Managers Provide Forecasts of Earnings ? 


OVERVIEW The issue of whether managers should provide forecasts of earnings has received a large amount of attention in the last few years. While the debate has had input from a variety of sources, the discussion has not drawn on the large amount of empirical research examining management forecasts of earnings. This paper provides a review of that literature, first discussing the benefits of fo...