Suspicion: Its sources, means of control, and effect on interorganizational relationships

Suspicion in the interorganizational relationship literature has been associated with relationship decay but this literature fails to capture the value of suspicion in maintaining relationships. The authors offer an inventory of propositions, suggesting that the level of suspicion determines whether it has beneficial or harmful effects on channel relationships. Support for many of these propositions is based on a unique attribute of suspicion: Suspicion serves as an antidote to the fundamental attribution error, or the tendency to take behavior at face value without allowing for situational influences. Such an attribute suggests suspicion should have an important influence on interorganizational relationships. Specifically, the authors propose that suspicion can be beneficial at moderate levels, but harmful at very low or high levels. Of particular interest to practitioners, we propose some methods for controlling suspicion.     

A “matching auction” for targets with heterogeneous bidders

When potential bidders for a target firm are heterogeneous, standard auction methods for selling the firm are not optimal, as they treat the bidders symmetrically. In a two-bidder contest, one way to discriminate against the stronger bidder is to impose an order of moves. A simple “matching auction” can achieve this objective, in which the “strong” bidder is asked to make a first and final offer, and the other bidder is asked to match this bid. We consider two sources of bidder heterogeneity in a common-value setting: differences in initial toeholds, and asymmetric effects of the bidders' private signals on value. The matching auction results in a higher expected selling price than the standard auctions when the asymmetry is sufficiently large. Other properties of the matching auction are discussed.     

Market Based Management™*—A Key to Nucor's Success

Ken Iverson, CEO of Nucor Corporation, transformed Nucor from the virtually worthless corporate shell that it was when he took over as president in 1966 into a Fortune 500 giant with current shareholder value in excess of $5 billion. How did Iverson do it? What are the secrets to his outstanding success? This article argues that an important part of the answer is Market Based Management, a relatively new set of management values and practices that aims to bring the power of a free-market society inside companies. Stated in brief, Market Based Management attempts to replace the traditional “command-and-control” management approach with decentralized decision-making that is designed to make full use of employees' “specific knowledge.” Employees' expanded decision-making authority is reinforced by a powerful incentive compensation system that rewards them handsomely for achieving corporate goals. The result, according to the authors, is highly motivated employees who “take ownership” for their role in contributing to the success of the enterprise.     

Extending COLOSSUS to Cover Compensation for Future Economic Loss

COLOSSUS is a mainframe-based expert system jointly developed by Continuum Australia and GIO (General Insurance Organization) for the assessment of third-party claims. COLOSSUS has been in production for over two years and is accessible throughout all GIO regions in New South Wales, Australia. In this paper we describe the extension of COLOSSUS to cater for future economic loss to a claimant. Because of the diversity of knowledge sources in the insurance domain, we have adopted a highly interactive approach that requires successive user confirmations during a consultation. The practicality of our knowledge engineering approach is highlighted by examining several difficult issues. Design issues are also addressed with particular reference to clarity and ease of maintenance. An annotated report of a sample run is enclosed.     

On variable ordination of modified Cholesky decomposition for estimating time-varying covariance matrices

Estimating time-varying covariance matrices of the vector of interest is challenging both computationally and statistically due to a large number of constrained parameters. In this work, we consider an order-averaged Cholesky-log-GARCH (OA-CLGARCH) model for estimating time-varying covariance matrices through the orthogonal transformations of the vector based on the modified Cholesky decomposition. The proposed method is to transform the vector at each time as a linear transformation of uncorrelated latent variables and then to use simple univariate GARCH models to model them separately. But the modified Cholesky decomposition relies on a given order of variables, which is often not available, to sequentially orthogonalize the variables. The proposed method develops an order-averaged strategy for the Cholesky-GARCH method to alleviate the effect of order of variables. The merits of the proposed method are illustrated through simulations and real-data studies.     

Perceived travel risks: the traveller perspective and manageability

Although a large number of studies both in and out of the tourism literature have examined perceived risk, the risk categories utilized are often too broad and are not generated from the perspective of current and potential travellers. This deficiency in the travel research is addressed in this study by asking more than 2,000 respondents to identify their concerns when travelling. All respondent concerns were content analyzed to derive ten travel‐specific risks and the relationship of the identified risks with demographic characteristics of the respondents was examined. The identification of these potential and actual traveller‐driven travel‐risks allows tourism officials to better understand how to respond to alleviate traveller concerns and encourage travel. Copyright © 2008 John Wiley & Sons, Ltd.     

Increasing repurchase rates: A reappraisal of coupon effects

One criticism of the use of sales promotions, particularly couponing efforts, is that they may contribute to the deterioration of a brand's consumer franchise. A consumer may be less inclined to repurchase a couponed brand than a brand bought without a coupon. Cognitive evaluation theory is used as a means of further understanding this phenomenon, and a study is conducted to testspecific hypotheses derived from the application of this theory. As hypothesized, this study presents evidence that allowing coupon users to choose between two defferent deals on the same brand may increased the repurchase rates of the couponed brand. © 1994 John Wiley & Sons, Inc.     

IDENTIFYING, MEASURING, AND HEDGING CURRENCY RISK AT MERCK

The authors would like to thank Francis H. Spiegel, Jr., Senior Vice President and CFO of Merck & Co., Inc., and Professors Donald Lessard of M.I.T. and Darrell Duaffie of Stanford for their guidance throughout.     

Effects of shopping information on consumers’ responses to comparative price claims

This article describes three studies that examine the effects of shopping information on consumers’ responses to comparative price claims in retail advertisements. Results of the studies show that 1) the opportunity to shop across retail stores reduces the effect of comparative price claims on consumers’ estimates of lowest price for a particular item, but has less impact on their estimates of the store’s regular price; 2) access to advertising from competing retailers has the same pattern of effects; and 3) across exposure to a series of ad claims, these effects generalize from estimates of specific item prices to judgments of the store’s general pricing. For branded shopping goods, the results show that comparative price claims may prove counterproductive for retail advertisers by leading consumers to believe that the store’s regular prices are high without convincing them that its sale prices are low.