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The main purpose of this research is to investigate the influence of promotional inputs presented to salespeople, such as continuing medical education (CME) sponsorship and drug samples, on adaptive selling and sales performance.

This study used a mixed-methods approach. First, depth interviews were done and this was followed by a survey on 247 pharmaceutical executives in India. Data analysis was done using AMOS, Process Macro and floodlight analysis.

Results showed that CME sponsorship and drug samples drove adaptive selling and sales performance positively. Additionally, results reveal that CME program sponsorship negatively moderated the adaptive selling–sales performance relationship; free drug samples too negatively moderated this relationship.

Firms may hire salespersons with high customer orientation and adaptive selling and train them hone these further. The present research also crucially suggests that pharma firms may allocate CME sponsorship and drug samples to salespeople low on adaptive selling.

This could be the first study, to the best of the authors’ knowledge, that uses promotional inputs (such as CME sponsorship and drug samples) as an antecedent to adaptive selling and sales performance. Moreover, this is the only research that has tested CME sponsorships and drug samples as moderators to customer orientation–adaptive selling and adaptive selling–sales performance.

The purpose of this paper is to discuss the perspective debates upon the real-time challenges for a three-staged Performance Improvement Continuing Medical Education (PI-CME) model, an innovative and potential approach for future CME, to inform providers to think, prepare and to act proactively.

In this discussion, the challenges associated for adopting the American Medical Association’s three-staged PI-CME model are reported.

Not many institutions in USA are using a three-staged performance improvement model and then customizing it to their own healthcare context for the specific targeted audience. They integrate traditional CME methods with performance and quality initiatives, and linking with CME credits.

Overall the US health system is interested in a structured PI-CME model with the potential to improve physicians practicing behaviors.

Knowing the dearth of evidence for applying this structured performance improvement methodology into the design of CME activities, and the lack of clarity on challenges inherent to the process that learners and providers encounter. This paper establishes all-important first step to render the set of challenges for a three-staged PI-CME model.

The purpose of this paper is to objectively assess the best type of continuing medical education (CME) activity that makes the most impact on the physicians’ behavior in changing their practices and to derive future needs for planning effective CME activities.

This paper presents a survey. A questionnaire was designed, pilot‐tested and administered in a CME session to all the health physicians of a private medical university in Sind province of Pakistan. The questionnaire incorporated seven core items that assessed the impact of different types of CME activities on the physicians. The respondents rated the impact of CME based on their competence, performance, patient care processes and management on a five‐point Likert scale. Respondents’ responses in terms of type, committed time, usefulness, sponsorships and settings were also analyzed.

A total of 194 health physicians completed the questionnaire (response rate=100 per cent); 56 per cent of the responses were from female physicians. A majority of the respondents in their replies ranked local large‐group lectures, symposiums and workshops higher than journal clubs, conferences and on‐line CMEs. More than half of the respondents rated the impact of CMEs on a five‐point Likert scale as good or very good. This was in relevance to increase in their competence, performance, patient care processes and change in management style.

The data generated through the survey are subject to desirability bias and may over‐represent the responses. The other limitation was the single university setting.

The methodology can thus be adaptable by CME planners within the region to assess the impact of the current CME activities in improving physicians’ competence and professionalism, and in designing effective academic activities for the future.

There is no other study that demonstrates the impact of the types of CME on physicians in the Pakistani medical profession and hence this paper is of high interest.

The purpose of this paper is to present findings from a large-scale survey of members of co-operative and mutual enterprises (CMEs) that examines the factors influencing members’ intentions to remain loyal to the enterprise and to provide word of mouth (WOM).

A model was suggested and tested to examine the interrelationships between constructs measuring emotional, functional and financial value, affective and continuance commitment, intention to remain loyal to a CME and WOM communication. A large sample was drawn from a range of co-operative and mutual enterprises, and the suggested model was estimated using a partial least squares approach.

Significant relationships were found between all constructs. However, emotional value and affective commitment were found to have particularly strong relationships. Emotional value had a strong influence on both affective and continuance commitment, while affective commitment had a strong influence on loyalty and WOM.

This paper provides empirical support for suggestions about the factors that influence member loyalty within CMEs and the relative importance of non-financial motivations. It also provides a strong foundation upon which directors and executive managers of CMEs can build more effective member marketing and communications strategies.

Discusses the importance of continuing medical education (CME) as a key means of improving the effectiveness of health care. Notes that CME must be integral to the health system and be centrally placed within that system if it is to have the required impact. CME methodology needs to be examined and to have the appropriate effect CME activities should be related to the problems experienced within the health system. Stresses that to date there is little hard evidence to show that CME equates with effective health care but that it is an act of faith to which sensible health managers and professionals have no hesitation in subscribing.

During the past 15 years, a body of research has explored the implementation of the marketing concept in terms of the integration of marketing functions under the control of a Chief Marketing Executive (CME), and the position of the CME within the organisation. Relatively little attention has been focused on the organisation of the marketing function within professional services industries. We report a cross‐sectional study examining the characteristics of the marketing function and responsibilities of the CME in a major New Zealand professional services sector, financial services. Our findings suggest a high level of formal organisation structure for marketing within the New Zealand financial services industry. However, while the CME continues to be central to the organisation of the marketing function, there remains considerable variation in the corporate positioning of the marketing function and responsibilities of the CME within this professional services industry.

The purpose of this paper is to examine empirically the basis risk and hedging efficiency of temperature‐indexed standardized weather derivatives in hedging weather risks in the US energy industry.

Within the risk minimization framework, using power load and temperature data, this research analyzes both linear and nonlinear hedging strategies using the two most popular types of standardized indexes – city indexes and regional indexes.

The results indicate that the city indexes and regional indexes are not consistently superior to each other and the regional indexes should be a good complement to the current exchange‐listed indexes. The results also document that the basis risk is sufficiently low for the diversified power producers serving the US Northeast or Mid‐Atlantic regions in both the summer and winter seasons and California in the summer season. However, the basis risk is very high for the diversified power producers serving California in hedging the weather risk in the winter season. More discrepancies are observed in the hedging efficiency among the power producers serving the Texas region.

This research provides important implications about the survivability and superiority of current and proposed standardized weather contracts and the design of effective standardized weather derivatives for the extant and potential weather markets.

The purpose of this paper is to develop a theoretical framework that addresses the question of how and why multinational corporations (MNCs) from developed economies engage in divergent patterns of institutional entrepreneurship (IE) in emerging markets.

The authors combine IB’s concept of institutional voids with comparative capitalism’s insights into the institutional embeddedness of firm capabilities and IE. This theoretical cross-fertilisation is instrumental in developing a refined understanding of institutional voids and how MNCs proactively engage with them.

The authors emphasise the notion of institutional voids as a relative concept and, thereby, move away from an ethnocentric view of emerging markets as “empty spaces” that are void of institutions. The authors’ framework proposes that MNCs from liberal and coordinated market economies experience institutional voids differently and engage in different patterns of IE.

The main limitation of this work is that the propositions are restricted to the country-of-origin effect and that the observations are based on anecdotal evidence only. Against these limitations the authors call for a more comprehensive research agenda in their conclusion.

The paper sensitises policymakers in emerging markets for the potentially different patterns of involvement of MNCs in their institutional environments. Specifically, the authors argue that MNCs may have a strong inclination to rebuild critical elements of their home country’s institutional setting in emerging markets. This touches upon questions of national sovereignty and highlights the need for emerging market policymakers to decide which kinds of institutional settings they would like or not like to see imported.

The paper provides a new and critical perspective of the mainstream IB concept of institutional voids. The authors’ key contribution is to highlight that the home country institutional context may substantially matter in how MNCs perceive and respond to institutional voids in emerging markets.

The aim of this research is to investigate and detect determinants of the training practice and conspicuous differences in the sample of nine Central and Eastern European (CEE) countries (Croatia, Estonia, Latvia, Lithuania, Hungary, Slovenia, Slovakia, Serbia and Romania). The study was conducted with three distinct objectives: the investigation of the training and development (T&D) practices in the CEE region, the investigation of the determinants of T&D practices in the CEE region and the measurement of the differences between the economies in the sample of CEE countries regarding their T&D practices.

The research is based on the Cranet research network results from 2015 to 2016. The data for the CEE countries were selected in order to investigate the determinants of T&D practice, and the differences between these economies. The nine CEE countries were divided into two groups, on the basis on the variety of capitalism (VoC approach), in order to investigate its effects on the T&D practices. T-test, chi-square test, Spearman correlation tests and hierarchical moderated regression model were used to test the proposed hypotheses.

There are statistically significant differences between the organizations from coordinated market economy (CME) countries and liberal market economy (LME) countries in the case of the percentage of GDP of the country spent on education, the percentage of annual payroll costs of the organizations spent on training, the percentage of annual staff turnover, the implementation of the systematic evaluation of training needs, the training effectiveness, the existence of T&D strategy and the primary responsibility for major policy decisions on T&D. The results of the regression model showed that the majority of national and organizational level factors have a statistically significant relationship with the percentage of the annual payroll costs of the organization spent on training. Variety of capitalism moderates the relationship between independent variables and the dependent variable, too.

In the presented model, the authors excluded from their investigation the effects of MNCs. It must further be stated that only the data from the latest Cranet research round were used, thus it was not possible to investigate the development of the training practice in CEE over a longer time period. These limitations could be used as possible directions for further research in the relevant area of HRM in the CEE region.

Since there is relatively little empirical research in the relation between capitalism type and T&D practice, especially in the region of CEE, the present paper lends new insight into this issue as well as into comparative HRM. It is hoped that this work can be taken as a starting point for further research.

Trading of KOSPI 200 futures on CME Globex platform, which was launched in November 2009, starts at 18:00 and closes at 05:00 in the next morning. This paper investigates the information transmission between daytime trading of KOSPI 200 futures on KRX and nighttime trading of KOSPI 200 futures on CME Globex by using GARCH (1, 1).

The main findings of this paper are summarized as followings; Firstly, the statistically significant spillover effect from open-to-close returns of KOSPI 200 Futures on Globex to the overnight returns of KOSPI 200 futures on KRX is found but not to the daytime returns. Moreover, I find the spillover effects from daytime returns of KOSPI 200 futures on KRX to close-to-open return and open-to-close return of KOSPI 200 Futures on Globex. Meanwhile, this information transmission between two markets of common underlying asset shows more strongly statistical significance during highly liquid period. Secondly, daytime traders of KOSPI 200 futures on KRX recognize the price of KOSPI 200 futures on CME Globex as more valuable information than volatility of US stock market. Overall empirical evidence suggests that KOSPI 200 futures on CME Globex has leading role in price discovery process of daytime trading of KOSPI 200 futures on KRX despite of immaturity and low liquidity.