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You Get What You Put In
Faculty: Betsy Gelb, Larry J. Sachnowitz Professor of Marketing
Publication: The Journal of Personal Selling and Sales Management
Insights: If sales managers want to get the best bang for their buck with their teams, they should consider tracking behavior and output controls, according to Gelb and her co-author’s research. She found that organizations that monitor salespeople’s end results (output controls) or monitor day-to-day activities (behavior controls) to reward their employees can combine the two for a positive impact.
Risky Business
Faculty: Gerald Lobo, accounting professor and Arthur Andersen Chair in Accounting
Publication: The Accounting Review
Insights: With the increased frequency of forecasts during earnings announcements, making (smart) investments seems to be more risk-based than ever before. Lobo’s research examines the implications of analyst forecasts issued during earnings announcements, finding a limited effect on investor response, but a positive trend when forecasts are reinforced with analyst research.
Being Flexible
Faculty: Leiser Silva, management information systems associate professor
Publication: Journal of the Association for Information Systems
Insights: For healthcare professionals, the ability to instantly share files with colleagues across the globe is invaluable. Silva’s research examines how healthcare information infrastructures can use a dual architecture to self-organize and streamline the process.
Learning to Adapt
Faculty: Chad Larson, accounting assistant professor
Publication: Management Science
Insights: For businesses looking to cut costs and save money, Larson’s study recommends using an adaptive base stock policy. This allows businesses to make purchasing decisions by looking at current sales and change in sales forecast, not past sales growth for a certain product, which ultimately can make a positive impact on the bottom line, according to Larson’s research.
"Boom and Gloom"
Faculty: Praveen Kumar, department chair and finance professor; Paul Povel, finance professor
Publication: Journal of Finance
Insights: Many industries experience investment cycles, and Kumar and Povel analyze whether this affects profitability. They choose hotel construction as a testing ground for this question and find that hotels built during local hotel construction booms underperform others, for several decades. Of the possible explanations, the one that fits the data best suggests that developers sometimes take the wrong cues when other hotel developers start construction projects in their market.
