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<p dir="ltr">The objective of this research was to evaluate the impact of salespeople’s characteristics on their sales process. A cluster analysis procedure was used to develop a segmentation of business-to-business salespeople. The segments were developed by seven variables that describe the percentage of time salespeople spend on specific selling activities: prospecting, building trust/ relationship, probing, presenting products/ services, handling objections, negotiating/ obtaining commitment, and service/ follow-up.  The result indicated the presence of three clusters: customer-focused, sales-focused, and balance segments.  Differences across these segments have essential implications on the choice of sales strategy. </p>

We estimate the willingness to pay for electricity generated from renewable energy in the Czech Republic. Discrete choice experiment is used to elicit preferences for various attributes of renewable electricity support scheme (PM emission, GHG emission, size of RE power plant, revenue distribution, and costs). Original survey is carried with 404 respondents living in two regions - Ustecky (polluted area) and Southern Bohemia (cleaner area). We find that respondents prefer decentralized renewable electricity sources over centralized, local air quality improvements over reduction in greenhouse gas emissions. Estimated marginal willingness to pay for 1% reduction in emission of particulate matter equals to 49 CZK, respectively 3.7 % of average monthly electricity bill. In total, WTP for green electricity is larger than current compulsory contributions to renewable energy support scheme. Powered by TCPDF (www.tcpdf.org)

住宅選擇是每一個家戶都會面臨到的問題，過去文獻發現購屋者先選擇租屋或購屋，若決定購屋，則先決定於何區位購屋，然後再決定購買何種房屋類型之房屋，然而卻未曾提及購屋者於不同市場類型住宅間之選擇。預售屋、新成屋以及中古屋等不同市場類型之住宅，各自隱含不同的效用及風險，影響著購屋者之選擇，因此本研究試圖討論購屋者於不同市場類型住宅間之選擇與偏好。 本研究採用內政部營建署「住宅需求動向調查」資料，利用混合多項羅吉特模型探討不同限制條件下，預售屋、新成屋與中古屋之個體選擇行為。實證結果顯示，投資者較偏好於購買知覺風險較高之預售屋，期待以高知覺風險換取高的報酬；教育程度較高者，因對居住品質要求愈高，因此傾向於選擇設備新穎之預售屋與新成屋；家戶平均月所得較高之購屋者，負擔能力較高，因此選擇總價較高之預售屋機率較高，其次為新成屋。此外，搜尋頻率愈高者，選擇預售屋之機率愈高，因預售屋無實體存在，預售屋購屋者為降低其知覺風險，將花費更高之搜尋成本。在價格彈性分析部分，實證結果顯示預售屋之競爭力最高，但預售屋之受衝擊力亦最高，而中古屋之競爭力於三種市場類型中居次，但中古屋衝擊力最小，因此，當單價屬性發生變動時，較不影響中古屋購屋者之選擇，但卻大幅影響預售屋購屋者之選擇機率。 / Every household would face housing choice, the past housing choice study founded that households decided tenure choice first, if they decides to buy a house, they first decided on what location, and then decided what type of housing to buy, but it has not been mentioned the housing choice among different residential market types. Pre-sale houses, newly constructed houses and existing houses implied different effectiveness and risks, affecting the choice of homebuyers. This article tried to discuss homeowners’ choice among different residential market types. This study use Construction and Planning Agency, "Housing Demand Survey of 2009" data, use mixed multinomial logit model, investigated under different constraints, housing choice behavior among pre-sale houses, newly constructed houses and existing houses. The empirical results showed that investors prefer higher perceived risk in buying pre-sale housing, looking for a high perceived risk and high rewards; higher education level, due to the higher quality requirements for living, so they preferred pre-sale houses and newly constructed houses. Homebuyers which have higher average monthly household income, have more affordable ability, so the probability of choosing pre-sale houses are much higher, followed by the newly constructed houses. In addition, the higher search frequency were more likely to choose pre-sale houses because pre-sale houses for sale no physical presence, pre-sale housing homebuyers in order to reduce their perceived risk, would spend more search costs. In the price elasticity analysis, empirical results showed that the pre-sale houses had the highest competitiveness, but the impact force was also the highest, while the existing houses market, the competitiveness of the third types was the second place, and the competitiveness of the existing houses was the smallest. Thus, when a change in unit price attribute, does not affect existing houses homebuyers, but significantly affected the choice probability of pre-sale houses homebuyers.

The dissertation consists of four essays that treat different aspects or the evaluation of public policy. Two essays are applications of the travel cost method. In the first of these, recreational travel to the Swedish coast is studied to obtain estimates of the social benefits from reduced eutrophication of the sea. The second travel cost essay attempts at estimating how the probability that a woman will undergo mammographic screening for breast cancer is affected by the distance she has to travel to undergo such an examination. Using these estimated probabilities, the woman's valuation of the examination is obtained. The two other essays deal with automobile taxation. One essay analyzes how taxation and the Swedish eco-labeling system of automobiles have affected the sale of different car models. The last essay treats the effects of taxes and of scrappage premiums on the life length of cars. / Diss. Stockholm : Handelshögskolan, 1999

Στόχος της παρούσης διπλωματικής εργασίας είναι να μελετηθεί η Ταχεία Διάχυση Αρνητικών Χρηματοοικονομικών Συμβάντων (financial contagion) όπως αυτή παρουσιάζεται στην βιβλιογραφία καθώς επίσης οι αιτίες, οι τρόποι διάχυσης και οι τρόποι μέτρησης της. Όσον αφορά στο εφαρμοσμένο κομμάτι της υπάρχουσας βιβλιογραφίας εξετάζεται το μέρος αυτής το οποίο αφορά στην εξέταση της Ταχείας Διάχυσης Αρνητικών Χρηματοοικονομικών Συμβάντων με μοντέλα περιορισμένης εξαρτημένης μεταβλητής. Γίνεται εκτενέστερη ανάλυση στο multinomial logit μοντέλο το οποίο φανερώνει την πιθανότητα εμφάνισης ενός ενδεχομένου σε σχέση με τις επεξηγηματικές μεταβλητές που επιλέγονται. Στα πλαίσια της εργασίας αυτής γίνεται και μια εμπειρική εφαρμογή ενός τέτοιου μοντέλου με δεδομένα που αφορούν την Ελληνική Χρηματιστηριακή Αγορά με σκοπό να δειχθεί αν οι χαμηλές αποδόσεις ορισμένων υποδεικτών του Γενικού Δείκτη Τιμών επηρεάζουν την πιθανότητα εμφάνισης ταυτόχρονων κοινών υπερβάσεων στις αποδόσεις (coexceedances) και άλλων υποδεικτών. / The aim of this thesis is to study the rapid dissemination Negative Financial Events (financial contagion) as presented in the literature as well as the causes, ways and methods of diffusion measurement. As far as the applied part of the existing literature is concerned, it is examined the part which concerns the examination of the Rapid Diffusion of Negative Financial Events (financial contagion) with limited dependent variable models. There is extensive analysis of the multinomial logit model. As part of this work it is presented an empirical application of such a model with data from the Greek stock market in order to indicate whether the low returns of certain subindices of the General Price Index affect the likelihood of simultaneous joint excesses in returns (coexceedances) of other subindices .

Made available in DSpace on 2016-03-15T19:30:40Z (GMT). No. of bitstreams: 1 Joao Francisco Morozini.pdf: 739724 bytes, checksum: ef453f4c172739b8e64d4eb3d89a31f9 (MD5) Previous issue date: 2010-11-08 / Fundo Mackenzie de Pesquisa / From the perspective of the firm, divestitures are alternative ways to contract limits, as well as acquisitions, alliances, joint ventures and organic growth are ways to expand them. Although researchers have given considerable attention to the economic motivations that lead to acquisitions, which really takes into account when making decision on the purchase or not (Timing of acquisitions,) is still relatively little studied. Several investigations have dealt with national and international M & A from the perspective of performance analysis and value creation and growth of the firm. Research focuses on issues related to the organic growth strategy, highlighting those reflected in the experiences of Siemens, UPS, The Home Depot, and SYSCO. From this, the objective of this thesis is to highlight the factors that influence the choice of form of investment in the growth of Brazilian industry, namely investment in organic growth or inorganic growth. To answer the research problem proposed in this thesis was used as a research method: the aims, the developed method was descriptive and explanatory, the procedures, the research was documentary, and how to address the problem, was quantitative. The research problem to be answered in this thesis is: There are factors considered crucial to choose between investment in organic growth and inorganic growth in investment as an alternative to business expansion? The survey consists of 93 publicly traded Brazilian companies, analyzed in the period 1995 to 2008, with secondary data obtained from Economática. To test the eight hypotheses of this study used two econometric models of regression: The first panel Binomial Data with static and unbalanced, with cutting data transverse with fixed effect models, random and Pooled. The second was the Multinomial Logit. The tests from this model revealed that the statistically significant exogenous variables that were presented in the order: Fol_Fin (financial slack) and Log_Ven (logarithm of sales) at the 5% significance and positive sign of the coefficient Binomial Panel Data; Log_Ven (logarithm of sales), Fol_Fin (financial slack), with positive sign of the coefficient and the 5% level of significance and Gr_Rent (level of profitability) with negative sign of the coefficient at the 5% significance level. These results in general contribute to elucidate the question as originally proposed, providing empirical evidence of the relationship of some factors that may be decisive for the choice of form of investment in organic growth or inorganic. Therefore, we conclude that there really are factors that determine what decision or direction on how to invest in growth in Brazilian industry. / Da perspectiva da firma, desinvestimentos são maneiras alternativas para contrair limites,assim como aquisições, alianças, joint ventures e crescimento orgânico são maneiras para expandi-las. Embora pesquisadores tenham dado considerável atenção para as motivações econômicas que levam às aquisições, o que realmente se leva em conta no momento da decisão sobre fazer ou não a aquisição (Timing of acquisitions,) ainda é relativamente pouco estudado. Várias pesquisas nacionais e internacionais têm tratado de Fusões e Aquisições sob a perspectiva de análise de desempenho e criação de valor e do crescimento da firma. Pesquisas concentram-se em questões relacionadas com a estratégia para o crescimento orgânico, ressaltando aquelas refletidas nas experiências da Siemens, UPS, The Home Depot, e SYSCO. A partir disso, o objetivo desta tese é evidenciar os fatores que influenciam na escolha da forma de investimento no crescimento das indústrias brasileiras,ou seja, investimento em crescimento orgânico ou em crescimento inorgânico. Para responder o problema de pesquisa proposto nesta tese utilizou-se como método de pesquisa:quanto aos objetivos, o método desenvolvido foi o descritivo e o explicativo; quanto aos procedimentos, a pesquisa foi documental; e quanto à abordagem do problema, foi quantitativa. O problema de pesquisa a ser respondido nesta tese é: Existem fatores considerados determinantes para escolher entre investimento em crescimento orgânico e investimento em crescimento inorgânico como alternativa de expansão das empresas? A população da pesquisa é composta 93 indústrias brasileiras de capital aberto, analisadas no período de 1995 a 2008, com dados secundários, obtidos no Economática. Para testar as oito hipóteses deste estudo utilizaram-se dois modelos econométricos de regressão: O primeiro com Painel Binomial de Dados estático e não balanceado, com dados de corte transversal,com os modelos de efeito fixo, aleatório e Pooled. O segundo foi o Logit Multinomial. Os testes a partir deste modelo revelaram que estatisticamente as variáveis exógenas que apresentaram significância foram pela ordem: Fol_Fin (folga financeira) e Log_Ven (logarítimo das vendas) ao nível de 5% de significância, e sinal do coeficiente positivo no Painel Binomial de Dados; Log_Ven (logarítimo das vendas), Fol_Fin (folga financeira), com sinal do coeficiente positivo e ao nível de 5% de significância e Gr_Rent (grau de rentabilidade) com sinal do coeficiente negativo ao nível de 5% de significância. Os resultados desta pesquisa em termos gerais contribuem para elucidar a questão proposta inicialmente, oferecendo evidências empíricas da relação de alguns fatores que podem ser determinantes para a escolha da forma de investimento em crescimento orgânico ou inorgânico. Portanto, conclui-se que realmente existem fatores que determinam ou direcionam qual decisão sobre a forma de investimento em crescimento nas indústrias brasileiras.

L‟objectif de toute analyse économique sur l‟offre de travail, est en général, de mieux cerner les problématiques liées à l‟emploi permettant de décliner des politiques en direction du marché du travail. Cette thèse n‟échappe pas à cet objectif bien qu‟elle soit orientée vers les femmes. A partir des analyses développées dans cette thèse, nous avons apporté un nouvel éclairage sur les facteurs déterminants qui poussent ou empêchent la femme sénégalaise à intégrer le marché du travail. Les approches théoriques développées, nous ont conduit à considérer la nature des relations conjugales, les différentes perceptions du travail et des obligations familiales correspondants à différents types de comportements féminins d‟offre de travail. Le comportement d‟offre de travail de la femme sénégalaise est ainsi influencé par des caractéristiques individuelles telles que l‟âge, le niveau d‟éducation, et des caractéristiques familiales courantes telles que la présence d‟enfant(s) de moins de 5ans dans le ménage, la présence d‟un conjoint (statut matrimonial), le revenu du conjoint, la taille du ménage, le statut monétaire matérialisé par la pauvreté, le versement de transferts à des descendants ou ascendants.Par le biais de la modélisation logistique dichotomique et multinomiale, nous avons montré que le niveau d‟éducation est positivement corrélé à la participation des femmes sur le marché du travail et constitue de surcroît, un ticket d‟entrée dans le secteur public. Contrairement au statut matrimonial (être mariée), la présence d‟enfants de moins de 5 ans et le revenu du conjoint ne semblent pas être un obstacle à l‟intégration des femmes sur le marché du travail, mais cette présence d‟enfant semble orienter les sénégalaises vers le secteur informel au détriment des autres secteurs (public et privé formel). Ce qui est souvent motivé par les conditions de travail plus flexibles dans ce secteur permettant aux femmes de concilier activités économiques et obligations familiales. Par ailleurs, les femmes appartenant aux ménages pauvres semblent être plus disposer à offrir du travail que celles appartenant aux ménages non pauvres, mais elles ont moins de chances d‟être dans le secteur public, le secteur privé formel et dans une moindre mesure dans les ambassades et ONG que dans l‟informel par rapport à celles qui ne sont pas pauvres. / The objective of any economic analysis of the elabor supply is generally to better understand issues related to employment allowing formulating policies towards the labor market. This thesis is not an exception to this objective although it focuses exclusively on women. From the analysis of the present thesis, we have shed new light on the main factors driving or inhibiting the senegalese woman to enter the labor market. The theoretical approaches developed have led us to consider the nature of marital relationships, the different perceptions of work and family obligations corresponding to different types of female behavior of labor supply. Through a dicotomous and multinomial logit model, we have shown that the behavior of labor supply of senegalese women is influenced by individual characteristics such as the age and education level, and standard family characteristics such as the presence of under 5 years old child/children in the household, the presence of a spouce (marital status), the income of the spouse, the householf size, the monetary status indicated by the poverty, the remittances to descendants or ascendants.

The goal of this study was to develop Multinomial Logit models for the mode choice behavior of immigrants, with key focuses on neighborhood effects and behavioral assimilation. The first aspect shows the relationship between social network ties and immigrants’ chosen mode of transportation, while the second aspect explores the gradual changes toward alternative mode usage with regard to immigrants’ migrating period in the United States (US). Mode choice models were developed for work, shopping, social, recreational, and other trip purposes to evaluate the impacts of various land use patterns, neighborhood typology, socioeconomic-demographic and immigrant related attributes on individuals’ travel behavior. Estimated coefficients of mode choice determinants were compared between each alternative mode (i.e., high-occupancy vehicle, public transit, and non-motorized transport) with single-occupant vehicles. The model results revealed the significant influence of neighborhood and land use variables on the usage of alternative modes among immigrants. Incorporating these indicators into the demand forecasting process will provide a better understanding of the diverse travel patterns for the unique composition of population groups in Florida.

This thesis studies the mixed data types kernel estimation framework for the models of discrete dependent variables, which are known as kernel discrete conditional functions. The conventional parametric multinomial logit MNL model is compared with the mixed data types kernel conditional density estimator in Chapter (2). A new kernel estimator for discrete time single state hazard models is developed in Chapter (3), and named as the discrete time “external kernel hazard” estimator. The discrete time (mixed) proportional hazard estimators are then compared with the discrete time external kernel hazard estimator empirically in Chapter (4). The work in Chapter (2) attempts to estimate a labour force participation decision model using a cross-section data from the UK labour force survey in 2007. The work in Chapter (4) estimates a hazard rate for job-vacancies in weeks, using data from Lancashire Careers Service (LCS) between the period from March 1988 to June 1992. The evidences from the vast literature regarding female labour force participation and the job-market random matching theory are used to examine the empirical results of the estimators. The parametric estimator are tighten by the restrictive assumption regarding the link function of the discrete dependent variable and the dummy variables of the discrete covariates. Adding interaction terms improves the performance of the parametric models but encounters other risks like generating multicollinearity problem, increasing the singularity of the data matrix and complicates the computation of the ML function. On the other hand, the mixed data types kernel estimation framework shows an outstanding performance compared with the conventional parametric estimation methods. The kernel functions that are used for the discrete variables, including the dependent variable, in the mixed data types estimation framework, have substantially improved the performance of the kernel estimators. The kernel framework uses very few assumptions about the functional form of the variables in the model, and relay on the right choice of the kernel functions in the estimator. The outcomes of the kernel conditional density shows that female education level and fertility have high impact on females propensity to work and be in the labour force. The kernel conditional density estimator captures more heterogeneity among the females in the sample than the MNL model due to the restrictive parametric assumptions in the later. The (mixed) proportional hazard framework, on the other hand, missed to capture the effect of the job-market tightness in the job-vacancies hazard rate and produce inconsistent results when the assumptions regarding the distribution of the unobserved heterogeneity are changed. The external kernel hazard estimator overcomes those problems and produce results that consistent with the job market random matching theory. The results in this thesis are useful for nonparametric estimation research in econometrics and in labour economics research.