Designing channel incentives to overcome reseller rejection

As more and more products are distributed through independent channel resellers, suppliers find it increasingly difficult to craft highly motivational incentive packages. Instead, many suppliers' product lines are neglected by resellers in deference to more compatible incentive offers. This paper studies the many aspects of incentive rejection and incentive compatibility and prescribes a four-step, theory-based process to help suppliers craft attractive incentive programs. The process involves identifying resellers' performance needs, recognizing how each need suggests a different basis for incentive rejection, and designing an incentive package such that the incentives support specific reseller needs. Also, unique channel conditions are considered.

Replication research's disturbing trend

Researchers express concern over a paucity of replications. In line with this, editorial policies of some leading marketing journals now encourage more replications. This article reports on an extension of a 1994 study to see whether these efforts have had an effect on the number of replication studies published in leading marketing journals. Results show that the replication rate has fallen to 1.2%, a decrease in the rate by half. As things now stand, practitioners should be skeptical about using the results published in marketing journals as hardly any of them have been successfully replicated, teachers should ignore the findings until they receive support via replications and researchers should put little stock in the outcomes of one-shot studies.

Disturbing visual working memory:electrophysiological evidence for a role of the prefrontal cortex in recovery from interference

Single cell recordings in monkeys support the notion that the lateral prefrontal cortex (PFC) controls reactivation of visual working memory representations when rehearsal is disrupted. In contrast, recent fMRI findings yielded a double dissociation for PFC and the medial temporal lobe (MTL) in a letter working memory task. PFC was engaged in interference protection during reactivation while MTL was prominently involved in the retrieval of the letter representations. We present event-related potential data (ERP) that support PFC involvement in the top-down control of reactivation during a visual working memory task with endogenously triggered recovery after visual interference. A differentiating view is proposed for the role of PFC in working memory with respect to endogenous/exogenous control and to stimulus type. General implications for binding and retention mechanisms are discussed.

Impact of band rejection in multichannel broadband subcarrier multiplexing

This paper explores experimentally the impairments in performance that are generated when multiple single-sideband (SSB) subcarrier multiplexing (SCM) signals are closely allocated in frequency to establish a spectrally efficient wavelength division multiplexing (WDM) link. The performance of cost-effective SSB WDM/ SCM implementations, without optical filters in the transmitter, presents a strong dependency on the imperfect sideband suppression ratio that can be directly achieved with the electro-optical modulator. A direct detected broadband multichannel SCM link composed of a state-of-the-art optical IQ modulator and five quadrature phase-shift keyed (QPSK) subcarriers per optical channel is presented, showing that a suppression ratio of 20 dB obtained directly with the modulator produced a penalty of 2 dB in overall performance, due to interference between adjacent optical channels.