Customer relationship management and company performance—the mediating role of new product performance

Customer Relationship Management (CRM) is widely accepted as an effective approach for collecting, analyzing, and translating valuable customer information into managerial action. However, the potential of CRM has been investigated only in the context of existing products. CRM’s potential to aid in future new product development (NPD) has been neglected. We develop a conceptual framework in which multiple facets of CRM are linked to new product and company performance. We test this model based on a cross-functional sample consisting of 115 R&D and 122 Marketing managers from firms spanning multiple industries. The results provide evidence that CRM has a positive effect on new product performance and further, that this effect is moderated by CRM reward systems but not CRM technology. We also show that new product performance mediates the relationship between CRM and company performance. These findings have important implications for research and practice in both the CRM and NPD areas.     

Sustainable marketing,equity, and economic growth: a resource-advantage,economic freedom approach

Sustainable marketing may be viewed as marketing that is within, and supportive of, sustainable economic development. Peattie (The Marketing Review 2(2):129–146, 2001) maintains that sustainable economic development poses major challenges for marketing. These challenges concern futurity, equity, and needs/wants. This article focuses on the equity and needs/wants challenges of sustainable development and argues that public policies and programs (of wealthy nations, poor countries, or bodies such as the United Nations) can improve economic equity by promoting the economic growth of poor countries. Furthermore, it argues that a major reason why past efforts to promote the economic growth of poor countries have so often failed is that such (allegedly) pro-growth policies have been guided by an impoverished theory of economic growth. Specifically, this article (1) discusses the implications of sustainable development for marketing, (2) shows seven ways that sustainable marketing and resource-advantage (R-A) theory intersect, (3) argues that the cause of sustainable marketing is furthered by promoting economic growth, (4) identifies the two major, radically different, theories of economic growth: neoclassical, static-equilibrium growth theory and dynamic competition growth theory, (5) shows how the two theories make four radically different, testable predictions, and (6) reviews the empirical evidence concerning the four predictions. The article concludes that the equity and needs/wants challenges of sustainable development and the cause of sustainable development more generally can be addressed by poor nations pursuing economic growth, which in turn implies that public policy should focus not on increasing investment, but on institutions that favor economic freedom and dynamic competition.     

The effectiveness of publicity versus advertising: a meta-analytic investigation of its moderators

This study provides an answer to the question whether and under which conditions publicity is more or less effective than advertising. Advertising refers to paid communication that identifies the message sponsor, whereas publicity is communication that secures editorial space in media for promotion purposes and does not have an identifiable sponsor. The primary advantage of advertising over publicity is the sponsor’s control over message content; its disadvantages are audience skepticism and lack of credibility. We investigate this trade-off between credibility effects and effects of recipients’ processing and evaluation of message content. Results of a meta-analytic structural equation model show that the positive credibility effect of publicity is on average about three times as strong as the information evaluation effect, supporting the overall superiority of publicity over advertising. This effect, however, is moderated by prior knowledge and only holds for products about which recipients lack prior knowledge. The effects change for known products when advertising becomes superior. The effectiveness of publicity depends on further moderating variables. In particular, academic studies tend to underestimate the true effects of publicity over advertising due to experimental manipulations. Campaigns that combine publicity and advertising weaken the effects of publicity, whereas advertorials (i.e., advertisements disguised as editorial material) are more effective, since they combine the advantages of both publicity and advertising. The results have theoretical and practical implications.     

Valuation Effects for Asset Sales

This study provides evidence that the outcome for shareholders resulting from asset sales is determined at the time of transaction by the value for the asset sold. Assets sold above market value are followed by positive and significant abnormal returns over the following three months; these returns are magnified in firms where the balance of power in corporate governance favors shareholders. Abnormal returns following undervalued asset sales are insignificant from zero, indicating value-preservation. Value-preservation when the assets are sold below market value becomes less likely as firms approach financial constraints. The reverse is true when assets are sold above market value. This evidence is documented for apartment REITs, which have a large number of comparable transactions available for estimating expected market values.     

Classification of ownership patterns in Korean conglomerates

This study classifies the ownership structure of conglomerates considering the conglomerates' choices of pyramidal vs. horizontal structures and the magnitude of equity held by the controlling shareholders, namely the owner family. It proposes four patterns of ownership structure: (1) horizontal ownership with a high family stake, (2) horizontal ownership with a low family stake, (3) pyramidal ownership with a high family stake, and (4) pyramidal ownership with low family stake. Further, an attempt has been made to identify the series of economic variables contributing to the varying patterns of ownership structure in the 30 largest Korean conglomerates.     

Verlust der Zahnprothese – wer zahlt?

Haftung für Patienteneigentum - Im Krankenhaus oder Pflegeheim ist es unver meidbar, dass auch einmal pers?nliche Gegenst?nde von Patienten verloren gehen. Doch wer haftet eigentlich für verschwundene Zahnprothesen, Brillen und Co.?     

A Model for Partnering with Not-for-Profits to Develop Socially Responsible Businesses in a Global Environment

Responsible risk management is central to banking ethics. With the 1999 publication of the Basel Committee’s proposal, Basel II, for a New Capital Accord to replace the 1988 agreement, Basel I, an attempt has been made to address the problem of correlating banks’ risk management with their capital requirements. The Basel II framework, finalised in June 2004, is designed to improve risk management by using models based on past performance to help set the amount of capital banks are required to hold by regulators, with the purpose of improving the efficiency of capital allocation. The objectives of this study are to investigate how banks generally, but particularly those located in China, could improve their risk management systems and what the implications of these new regulations are for them. Three relevant propositions were formulated, namely, Basel II will improve risk management; Basel II will improve capital allocation efficiency; and compliance with advanced risk management systems is biased in favour of the large banks. Evidence was assembled with which to evaluate these three propositions by gathering relevant primary data by means of a representative survey of Chinese banking executives involved in risk management. The findings strongly support the first two of the above propositions and partly support the third proposition.     

Measuring Lifetime Redistribution in Dutch Occupational Pensions

Summary  This paper assesses how the Dutch system of occupational pensions redistributes between and within generations. The approach in this paper deviates from the usual approach by incorporating the full life cycle in the measurements, rather than only the annual effects. In order to quantify redistribution, we use the level of educational attainment, gender and age to classify the pension fund population. For all groups distinguished, we measure in present value terms the average net benefit from participating in occupational pensions. The results indicate a sizable redistribution from males to females and from low educated to higher educated workers. On a lifetime basis, the impact of intergenerational transfers is modest. I am grateful to the two anonymous referees, Ed Westerhout, Casper van Ewijk, Lex Meijdam, Yvonne Adema and Peter Kooiman for their helpful comments on earlier drafts of this paper, and to Andre Nibbelink for his valuable computational assistance.     

Bringing Unemployed Back to Work: Effective Active Labor Market Policies

We present a theoretical analysis of different types of active labor market policies in the context of a search-matching model. We find that labor market training is effective in bringing down unemployment while public employment services and subsidized jobs are not effective at all. This theoretical finding is confirmed in an explorative empirical analysis using data from 20 OECD countries.     

The Forgotten Risk: Financial Incentives

Summary  The number of risks that are taken into account by risk managers has grown over the years, but they still have a blind spot for the danger that remuneration schemes and financial incentives can lead to more risk taking. Such an effect constitutes a regime change, making standard statistical analyses of previous data obsolete. Common remuneration contracts for hedge fund managers and bank traders provoke risk taking and lead to volatile results. The incentive structure of rating agencies sheds doubts on the quality of their judgment. Risk managers should address the behavioral effects of incentive schemes, both inside and outside their firm. Incentive schemes should be corrected in such a way that only long-term results pay off. CEO, ABN-AMRO Bank and former Minister of Finance. These comments were prepared for the occasion of the Jelle Zijlstra Lecture by Martin Hellwig at the VU University, Amsterdam, May 27, 2008, when Gerrit Zalm was CFO of DSB Bank.