A key to enhancing sales force productivity is finding ways to help existing reps sell more. In this paper, we focus on the process of internal efficiency benchmarking of a firm's sales representatives aimed at identifying strong and weak performers and providing meaningful and actionable...

This article presents a state-space representation known as parameters as states (PASTA) for linear market response models with time-varying parameters. The PASTA representation enables (a) conversion of the problem of estimating the time-varying effectiveness of marketing interventions from a...

This paper revisits the effects of income changes on consumption of private households by focusing on a commonly disregarded and yet sizeable component of household expenditures: consumption of food and non-food consumer packaged goods. We exploit a new data source from the Netherlands that...

Do information technology (IT) investments improve firm profitability? If so, is this effect because such investments help improve sales, or is it because they help reduce overall operating expenses? How does the effect of IT on profitability compare with that of advertising and research and...

Although the maintenance of price stability and the attainment of full employment are important macroeconomics goals in any economy, Nigeria still contends with problems of high inflation and unemployment. This study examines the Phillips curve hypothesis (inflation and unemployment trade-off)...

This paper focuses on the role of the home country's birth rates in shaping immigrant fertility. We use the German Socio-Economic Panel (SOEP) to study completed fertility of first generation immigrants who arrived from different countries and at different time. We apply generalized Poisson...

We investigate whether time-persistent cultural borders impede economic exchange across regions of the same country. To measure cultural differences we evaluate, for the first time in economics, linguistic micro-data about phonological and grammatical features of German dialects. These data are...

The paper aims at testing Florida's concept of the Creative Class using panel data for 323 West German regions for the time period 1975-2004. We apply two different es-timation methods, a panel VAR for the complete data set and a dynamic system ap-proach based on GMM for a modified data set...

We investigate whether time-persistent cultural borders impede economic exchange across regions of the same country. To measure cultural differences we evaluate, for the first time in economics, linguistic micro-data about phonological and grammatical features of German dialects. These data are...

Despite the importance attributed to the effects of diversity on the stability and prosperity of nations, the origins of the uneven distribution of ethnic and cultural fragmentation across countries have been underexplored. Building on the role of deeply-rooted biogeographical forces in...