Customer Profitability Analysis Reports for Resource Allocation: The Role of Complex Marketing Environments

Most decision making research in management accounting remains focused on cost information in a production context. Little is known on the relevance of customer profifitability analysis (CuPA) reports, which more accurately reflect revenue and marketing support variations acrosscustomers, for marketing decisions. This study uses an experimental design to examine the impact of such reports on resource allocation decisions (that affect the firm's profits) in marketing environments varying in complexity. The main result of the experiment suggests that the value of CuPA reports depends on the complexity of the marketing setting. Only in a highly complex marketing setting do they enhance resource allocation decisions and resultant firm profitability. Conversely, in the simple marketing environment, decision makers can combine their traditional volume-based cost data with other available types of feedback to perform as well as under a more accurate CuPA report. These findings on complexity contrast with those of a prior study in a production context ( Gupta and King, 1997 ). It is argued that improvements in the current research design, in the form of regularly updated profitability reports and concerning accuracy, increase the relevance of CuPA reports in a complex marketing setting.     

A simple search model of money with heterogeneous agents and partial acceptability

Summary. Simple search models have equilibria where some agents accept money and others do not. We argue such equilibria should not be taken seriously. This is unfortunate if one wants a model with partial acceptability. We introduce heterogeneous agents and show partial acceptability arises naturally and robustly. There can be multiple equilibria with different degrees of acceptability. Given the type of heterogeneity we allow, the model is simple: equilibria reduce to fixed points in [0,1]. We show that with other forms of heterogeneity equilibria are fixed points in set space, and there is no method to reduce this to a problem in R¹.Received: 4 September 2002, Revised: 23 September 2002JEL Classification Numbers: C78, E40.A. Shevchenko, R. Wright: We thank seminar participants at the Federal Reserve Bank of Cleveland, Indiana University, Purdue University, University of Toronto, the 2002 Midwest Macroeconomics Conference at Vanderbilt University, and the 2001 Conference on Economic Dynamics at the University of Essex. The National Science Foundation and the Federal Reserve Bank of Cleveland provided financial support. Braz Ministerio de Camargo and Gabriel Camera provided some helpful suggestions. Correspondence to: R. Wright     

Family Firms

We present a model of succession in a firm owned and managed by its founder. The founder decides between hiring a professional manager or leaving management to his heir, as well as on what fraction of the company to float on the stock exchange. We assume that a professional is a better manager than the heir, and describe how the founder's decision is shaped by the legal environment. This theory of separation of ownership from management includes the Anglo‐Saxon and the Continental European patterns of corporate governance as special cases, and generates additional empirical predictions consistent with cross‐country evidence.     

Exclusivity and Control

We model competition between content distributors (platforms) for content providers, and show that whether or not content is exclusive or “multihomes” depends crucially on whether or not content providers maintain control over their own pricing to consumers: if content providers sell their content outright and relinquish control, they will tend to be exclusive; on the other hand, if content providers maintain control and only “affiliate” with platforms, then multihoming is sustainable in equilibrium. We show that the outcome under affiliation depends on the tradeoff between platform rent extraction (which increases in exclusivity) and content rent extraction (which increases in multihoming), and demonstrate that the propensity for exclusivity can be increasing, decreasing, or even nonmonotonic in content quality. Finally, if a content provider internalizes the effect of its own price on platform demand, we prove that a platform that already has exclusive access to content may prefer to relinquish control over content pricing to the content provider in order to reduce price competition at the platform level.     

Architectural Redesign, Interpersonal Communication, and Learning in R&D

An effective R&D organization needs information from a complex web of sources, including customers, suppliers, sales and marketing, and company management. Within the R&D organization, information must flow into and among numerous teams. This network of interpersonal communications can go a long way toward determining the success of a company's innovation efforts. In an exploratory study of a Belgian company operating in the telecommunications industry, Rudy K. Moenaert and Filip Caeldries examine the effects of interpersonal communication on market and technological learning in R&D. Trying to improve the flow of information into and within its R&D organization, this company designed its new R&D facility with an eye toward improving both market and technological learning throughout the organization. By locating R&D personnel in closer proximity to one another, management hoped to provide them with improved access to market and technological information, and thus increase their innovativeness. Contrary to expectations, placing R&D professionals in closer proximity to one another did not increase technological learning in this organization. In fact, technological learning actually decreased slightly during the period studied, though the change is not statistically significant. On the other hand, market learning and product innovativeness improved significantly during the period studied. For an R&D professional in this company, members of other R&D teams seem to be more important as sources of market information than as sources of technological information. Surprisingly, the relocation of R&D personnel also did not increase the amount of communication that takes place, either within a project team, between members of different teams, or between R&D professionals and the management steering committee. However, the architectural redesign does appear to have improved the quality of communication. R&D team leaders report that since the relocation, the information flowing into R&D has been more customer focused. This is attributed to the company's ongoing efforts to provide the tools and structures necessary for supporting the objectives of the architectural redesign. For example, implementation of quality function deployment (QFD) has helped innovation team members to focus more clearly on relevant information. The success of the architectural design required approaching this effort as a complex, ongoing process, rather than a quick-fix solution.     

Social protection and regional convergence in a European Monetary Union

This paper addresses convergence in social protection and GDP in a European Economic and Monetary Union. We evaluate the impact of recently proposed EC social minimum requirements on regional convergence within the EC. Subsequently, we analyze a system of differentiated social norms as a means of raising social protection in countries with lower social standards.     

Finding a Civilisational Idea: “West,” Eurasia,” and “Euro-East” in Russia's Foreign Policy

Civilisations are imagined, ratherm than real, and nations undergoing identity crises typically represent themselves through multiple civilisational visions. Scholars of geopolitics can hardly understand foreign policy without analysing those visions and social contexts, in which they rise and fall. This article selects for analysis three distinct civilisational ideas of Russia – “West,” “Eurasia” and “Euro-East” – associated with Boris Yeltsin, Yevgeni Primakov and Vladimir Putin, respectively. Russia's foreign policy is best understood as reflecting those civilisational ideas rather than merely material power conditions.     

Trading horizons and the value of money

This paper shows that fiat money can be feasible and essential even if the trading horizon is finite and deterministic. The result hinges on two features of our model. First, individual actions can affect the future availability of productive resources. So, agents may be willing to sell for money, even if on that date they have no reason to accept it. This makes monetary trade feasible in all preceding dates. Second, agents are anonymous and direct their search for partners. So, gift-giving arrangements may be prevented because agents can misrepresent their consumption needs. This makes money essential in exploiting any gains from specialization and trade.     

Reciprocity,Multiplexity, and Exchange: Measures

We introduce measures and statistical tests for multiplexity and exchange that are modeled on similar ideas developed for reciprocity quite early in the history of social network research. As properties of a multi-relation network, multiplexity, and exchange have almost as ancient a history as reciprocity, but have not been as intensively investigated from a methodological perspective. Multiplexity refers to the extent to which two ties, for example, advice and friendship, coincide over population; that is, do respondents name the same people as friends as the persons they nominate as individuals from who they seek advice. Exchange refers to the extent to which a tie of one type directed from person i to person j is returned by a tie of another type from j to i. We conceive of the current paper as the first part of a two-part paper, wherein the second part explores specific theoretical models for multiplexity and exchange.