Dirk Zupancic, Sonja Neckermann and Alexander Schagen
The purpose of this teaching case study is to analyze, conceptualize and redesign sales approaches with the example of a German wire company selling in the US market.
Abstract
Purpose
The purpose of this teaching case study is to analyze, conceptualize and redesign sales approaches with the example of a German wire company selling in the US market.
Design/methodology/approach
This is a case‐based research paper that describes in detail successful sales channel redesign in a business‐to‐business context.
Findings
The case study shows the significant advantages of systematic research and optimization of sales channels. The potentials of the wire group in the USA were not utilized because only rough estimates of the US market existed. The new concept bears many advantages: important customers and important regions are covered by their own salesforce.
Research limitations/implications
There is a scarcity of published work in the case‐based research area. This work provides an understanding of sales channel redesign for business and industrial markets in the USA.
Practical implications
The findings of the case have tangible implications for those business companies whose sales channels operate in huge markets with limited resources.
Originality/value
The case adds value in sales channel management and supports companies in systematic sales channel redesign in business and industrial markets. Students will benefit from the systematic development of practical solutions in sales management.
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Finland's performance in PISA has created considerable interest in the country's education system, to ascertain what has made Finland so successful in the survey. In reference to…
Abstract
Finland's performance in PISA has created considerable interest in the country's education system, to ascertain what has made Finland so successful in the survey. In reference to the phenomenon, this chapter discusses cross-national attraction, policy borrowing, the effect of Finland in PISA, and its influence on education policy. This chapter explores at length the theoretical background of cross-national attraction and policy borrowing, also investigating cases that have already occurred. It discusses Finland's role as the new object of cross-national attraction and eventual policy borrowing. The chapter incorporates research into the reasons for Finland's success in PISA, the possibilities of policy transfer from Finland, and delves into the likelihood of policy implications as a result of Finland in PISA. This cross-national attraction denotes the first stage in policy borrowing; however, comparative educationalists, for years, have warned about the uncritical transfer of education policy. Research in Finland has revealed many reasons for the country's PISA success stem from contextual factors: those related to historical, cultural, societal, and political features of Finland. Therefore, policy borrowing from Finland needs to heed warnings of past comparativists. The new phenomenon of Finland in PISA has generated much curiosity from those in education, educational policy, and politics. Policymakers are keen to incorporate Finland's educational features into their education systems. PISA and Finland's performance in the survey influence educational policy. This illustrates the importance the warnings of past and present comparative educationalists in order to prevent uncritical policy borrowing.
This chapter is an exploratory piece to comprehend how national policies react to regional policy solutions designed to cope with the HIV/AIDS epidemic. It uses data from the…
Abstract
This chapter is an exploratory piece to comprehend how national policies react to regional policy solutions designed to cope with the HIV/AIDS epidemic. It uses data from the national strategic plans for HIV/AIDS from 13 of 15 Caribbean Community (CARICOM) members to illustrate how they interpret the regional response to the pandemic. In drawing upon the existing literature on transfer, it focuses on what I term cooperative policy transfer – explore how policy concepts flow back and forth between the national and regional levels through cohesive harmonization – to understand how new policy trends emerge. A cross-sectional analysis based on a content analysis reveals the emergence of three new policy trends distinct to the region that guide HIV/AIDS education: (i) creating a multisectoral approach; (ii) setting international targets; and (iii) establishing regional benchmarks. These new trends are identified as what I call the rise of new mutualism in education. The chapter concludes that the national and regional policy responses to HIV/AIDS in CARICOM countries, centered on new mutualism, became a rallying cry based on the belief that the Caribbean Single Market and Economy (CSME) can only function if CARICOM countries combine their resources to reverse the effect of HIV/AIDS on national educational systems.
This chapter discusses the influence of international educational studies on knowledge in a general sense. In a theoretical framework, a split between realistic and constructivist…
Abstract
This chapter discusses the influence of international educational studies on knowledge in a general sense. In a theoretical framework, a split between realistic and constructivist theories of knowledge with special regards to global and local knowledge is discussed.
Since Slovenia is a country that is included in a number of different international comparative educational studies and assessments, even more so, it has been participating in these studies continually for the last two decades, the focus is on Slovenian educational policymaking (PM). The chapter for the first time analyzes the impacts on national PM of different international studies and predicts the future Slovenian participation in these studies; therefore, the chapter could be interesting for national and international audiences involved in comparative education research. For the estimation of existing impacts on national PM, semi-structured interviews were used. The findings suggest that international results represent an argumentation for some directly and indirectly curricular and syllabus changes over the years. Furthermore, some of the argumentations for changing the national educational system regarding the international findings are still more declarative; irrespective of experts and policymakers estimations of how great impacts these studies have in Slovenia. Future research on the topic for Slovenian PM in education will need more secondary analysis of collected data from both national and international assessments.
The purpose of this paper is to assess the level of financial literacy and impact on youth entrepreneurship in South Africa.
Abstract
Purpose
The purpose of this paper is to assess the level of financial literacy and impact on youth entrepreneurship in South Africa.
Design/methodology/approach
The paper used both desk research and questionnaire complemented by interview to assess the level of financial literacy among youth entrepreneurs in the Vhembe District of the Limpopo Province, South Africa.
Findings
The paper reveals that financial literacy among youth entrepreneurs in the Vhembe District appears to be above average and contributes meaningfully to their entrepreneurship skills.
Research limitations/implications
Further research is needed to verify in specific and practical terms, the level and impact of financial literacy on youth entrepreneurs in the Vhembe District.
Practical implications
Education and training at both high school and tertiary levels with emphasis on financial literacy and entrepreneurial skills may have significant implications for small‐, micro‐, and medium‐sized enterprise development and growth for the youth entrepreneur in general in South Africa.
Originality/value
The paper is the first to examine the level of financial literacy among youth entrepreneurs in the Vhembe District. The paper therefore sets an important benchmark for further research in this area.
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Heike Bockius and Nadine Gatzert
The purpose of this article is to investigate the impact of counterparty risk on the basis risk of industry loss warranties as well as on reinsurance with and without collateral…
Abstract
Purpose
The purpose of this article is to investigate the impact of counterparty risk on the basis risk of industry loss warranties as well as on reinsurance with and without collateral under different dependence structures. The authors additionally compare the solvency and Sharpe ratio for different premium loadings and contract parameters.
Design/methodology/approach
The authors propose a model framework extension to account for the counterparty risk of risk transfer arrangements. Copulas are used to also take into account non-linear dependencies between risk factors, and Monte Carlo simulation is employed to derive numerical results and to conduct sensitivity analyses.
Findings
The authors show that the impact of counterparty risk is particularly pronounced for higher degrees of dependencies and tail dependent losses, i.e. in cases of basis risk levels that appear low if counterparty risk is not considered. With respect to counterparty risk management, the authors find that already partial collateralization limits counterparty and basis risk to more acceptable levels.
Practical implications
The study results are particularly relevant to practitioners, as insurers may not only underestimate the “true” basis risk of index-linked instruments, but also the effect of counterparty risk of reinsurance contracts along with the consequences for solvency and profitability.
Originality/value
The authors extend existing literature by allowing for the (partial) default of industry loss warranties and reinsurance under different dependence structures. Furthermore, the authors include profitability in addition to risk considerations. The interaction effects between counterparty risk and the basis risk of index-based alternative risk transfer instruments are largely unstudied, despite their considerable relevance in practice.