Promise and peril in implementing pay‐for‐performance

Why would managers abandon pay‐for‐performance plans they initiated with great hopes? Why would employees celebrate this decision? This article explores why managers made their decisions in 12 of 13 pay‐for‐performance “experiments” at Hewlett‐Packard in the mid‐1990s. We find that managers thought the costs of these programs to be higher than the benefits. Alternative managerial practices such as effective leadership, clear objectives, coaching, or training were thought a better investment. Despite the undisputed instrumentality of pay‐for‐performance to motivate, little attention has been given to whether the benefits outweigh the costs or the “fit” of these programs with high‐commitment cultures like Hewlett‐Packard was at the time. © 2004 Wiley Periodicals, Inc.     

Economical evaluation of greenhouse layout design

This paper offers mutual exchange of knowledge and expertise between agriculture and production-economy by economical evaluation of greenhouses. Greenhouses are Hi-Tech horticulture farms, in which advanced technological infrastructure increase production efficiency by providing optimal growing conditions. However, this infrastructure involves high capital investments. There are other cost sources, of which labor is dominant, generally in horticulture and in greenhouses in particular. Efficient use of space and labor are often conflicting goals in greenhouse layout design. In this paper, these conflicts are presented and illustrated, and tools are developed to evaluate layout design by the resultant annual operational profit, thus enable comparison of alternative layouts. To increase accessibility, spreadsheet software is used for the calculations. Further, the spreadsheet is designed to support WHAT-IF analyses. The applicability of the proposed approach is demonstrated via numerical analyses of layout design of an actual greenhouse for pepper growing using the Holland method. Evidently, the layout design can have significant effect on the economical efficiency of the greenhouse—annual profit increases by, at least 12%, and up to 40%! The tradeoff between space utilization and resource utilization; e.g., labor, is common to all greenhouses, whether vegetables, flowers or other plants are grown in them and the tools presented herein can be easily modified to any desired case.     

Bringing Political Skill into Social Networks: Findings from a Field Study of Entrepreneurs

The authors integrate the entrepreneurship literature's sociological and behavioural perspectives and examine the processes through which entrepreneurs first build social networks and then use the network resources for enhancing venture performance. Field interviews of entrepreneurs during a six‐month period reveal that political skill is an important individual‐level factor that influences the construction and use of social networks. Theoretical and practical implications of the major findings are discussed.     

Beyond convenience: the future for independent food and grocery retailers in the UK

The UK's independent food and grocery retail sector's competitive advantage of 'convenience' has been eroded in recent years as major retailers increase opening hours and develop their own convenience trading formats. As a result, large numbers of independent retailers are closing. A UK-wide survey was undertaken to identify other sources of competitive advantages, and the changes needed to stop or reverse the decline in this sector. Exploratory semi-structured interviews led to the development of a questionnaire on six major issues affecting the sector. 'Snowball' sampling, using industry partners, provided 142 respondents. The provision of a 'social shopping experience' emerged as a key competitive advantage that could be developed. Improving vertical and horizontal trading alliances, and the wider use of information technology, provided other options.     

FOCUS: The New Germany A United Germany in the New Europe

Last October the German Ambassador to Britain delivered the annual Gresham Special Lecture in Gresham College in the City of London. The text of His Excellency's lecture is reproduced here with permission.     

Private Politics

This paper introduces the subject of private politics, presents a research agenda, and provides an example involving activists and a firm. Private politics addresses situations of conflict and their resolution without reliance on the law or government. It encompasses the political competition over entitlements in the status quo, the direct competition for support from the public, bargaining over the resolution of the conflict, and the maintenance of the agreed-to private ordering. The term private means that the parties do not rely on public order, i.e., lawmaking or the courts. The term politics refers to individual and collective action in situations in which people attempt to further their interests by imposing their will on others. Four models of private politics are discussed: (1) informational competition between an activist and a firm for support from the public, (2) decisions by citizen consumers regarding a boycott, (3) bargaining to resolve the boycott, and (4) the choice of an equilibrium private ordering to govern the ongoing conflicting interests of the activist and the firm.     

The incentive problem and the design of investment banking contracts

This paper summarizes the first-best contract between an issuer and an investment banker when there is no incentive problem and determines the optimal deviation from that contract when an incentive problem is present. Since the offer price is observable, the issuer can dictate the price he prefers. The issuer, however, is unable to observe the distribution effort, and thus an incentive problem arises. Under reasonable conditions the issuer will give the banker a commission function that is an increasing function of the net proceeds from the issue and involves a bonus when the issue is sold out at the offer price.