Reciprocal value sharing in manufacturer-retailer relationships: the case of new product introductions

Prior literature examined reciprocity in the context of value creation. However, research has yet to examine whether reciprocity exists in value sharing. To address this gap, the authors examine retailer’s reciprocal value sharing with its manufacturer in relation to new product introductions. The authors test, via a survey of retail managers, whether reciprocal value sharing is influenced by an interaction of manufacturer’s prior new product success with innovativeness of a manufacturer’s products and the frequency of new product introduction. The results indicate that a retailer’s reciprocal value sharing is greater when the manufacturer historically launched successful new products, and that this effect is decreased with the innovativeness of a manufacturer’s products but increased with the frequency of new product introduction.     

How do investment patterns of independent and captive private equity funds differ? Evidence from Germany

Empirical literature emphasizes a positive contribution of private equity investors, which results from their combined provision of capital, monitoring, and management support. The aim of this study is to show that these previous results, which are based mostly on the analysis of US independent closed-end private equity funds, cannot be generalized since the private equity industry should not be treated as homogenous. We argue that it is necessary to distinguish between different types of private equity providers because their differing governance structures, strategic goals and experiences have a decisive influence on their value adding activities. The results of this study—which uses a data set of 179 German private equity-backed companies—are consistent with the conjecture that independent and corporate private equity providers tend to have a more pronounced role in corporate governance and monitoring of the companies they finance, than bank-dependent and governmental funds which often serve only as bridge investors.      

Who chooses whom? Syndication,skills and reputation

We develop a model focusing on the dynamic aspect of syndication, namely, the know-how transfer between syndication partners and their ability to learn. The core of the analysis checks whether reputational concerns outweigh the temptation to renege on a given contract. Throughout the paper, we investigate two key topics. The first consists of the conditions under which investors syndicate their deals. The second focuses on who chooses whom. Sometimes, the syndication is impeded because the financier believes that his partner has strong incentives to either renege on a contract (hold-up problem) or to shirk (moral hazard problem).     

Understanding the strategies of late-movers in International Manufacturing

This paper analyzes the internationalization of new multinationals from emerging countries. It also focuses on Production's role in firm internationalization, a subject seldom addressed because the discipline of International Manufacturing is still embryonic, while International Business tends to overlook production. The authors integrate International Business and International Manufacturing concepts and frameworks in order to analyze new multinationals from emerging countries, using the empirical evidence of a survey plus case studies of Brazilian multinationals for understanding late-movers’ strategies and competences, with emphasis on production.     

Managing human reources for learning and innovation: a comparative study of Brazilian,Japanese and Korean firms

In this paper we develop a comparative study of the processes of organizational change which leading-edge technology firms are experiencing, particularly in terms of human resources management, which favour the learning and development process of employees and of organizations themselves. It focuses on the telecommunication industry in three countries: Japan, Korea and Brazil where qualitative research was conducted in eleven companies. The outcomes of the field research reveal innovative policies and practices in human resouces management, even though these are specific to each country. The specificities are mainly justified by the stage of development of each industry in the scenary of global competition. Nevertheless, all companies considered already show the traces that are required to consider them as learning organizations.     

Complementarities of human capital and information technology: small businesses,emerging economy context and the strategic role of firm resources

How information technology (IT) may complement other key firm resources such as human capital is a question that has drawn increasing attention from scholars and practitioners. Answers to this question are crucial for small businesses in today’s environment. These businesses face a growing demand for IT usage at the same time that they typically can count only on limited resources. This has become a common situation that is particularly critical for small businesses operating in developing countries with emerging economies. We develop propositions and test them with a dataset of service small businesses in an emerging economy. We find that the use of IT services is positively related to firm productivity and that this relationship is positively moderated by entrepreneurs’ management education. Our findings indicate that firm productivity is associated with a combination of human and technology resources.     

In search of competence: aligning strategy and competences in the telecommunications industry

Competence management and management by competences are new concerns among academics and professionals. In this paper we argue that the most appropriate way to advance in the construction of a new managerial approach is by relating competence to the strategy of the organization. To make that operational we develop an analytical framework. Since competence has slightly different meanings in the North American and European literature, we first proceed to a revision of conceptual approaches. The analytical framework was empirically tested in a field survey conducted among companies in the Brazilian telecommunications industry.     

Alternative Negotiating Conditions and the Choice of Negotiation Tactics: A Cross-cultural Comparison

The growth in international trade in recent years necessitates a better understanding of customs and expectations in cross-cultural negotiations. While several researchers have sought to examine and detail the similarities and differences between select countries, their data have generally been obtained under neutral or unspecified negotiating conditions. However, issue importance, opponent (prowess, ethical reputation), and context (location, confederate awareness, urgency) can play a significant role in the use of negotiating tactics. This paper describes a study comparing the perceptions of one hundred and forty-two current and future business professionals from two emerging trade partners, Brazil and the United States, regarding the appropriateness and likely use of five categories of negotiation tactics under seven challenging or unfavorable negotiating conditions commonly faced by negotiators. The results indicate an overall conditional effect for both attitudes (perceived appropriateness) and intentions (likelihood of use). In addition, while no significant difference in perceived appropriateness was found due to country, there were differences in likely use due to country for six conditions-behaviors.     

Local enablers of business models: The experience of Brazilian multinationals acquiring in North America

Despite the rapid growth of South–North investments, the literature is still incipient to look into the broad range of issues associated with them. This article focuses on reverse takeovers and discusses the reasons why emerging-country firms, Brazilian multinationals in particular, are able to profitably acquire firms in developed countries, chiefly in the United States. The research addresses two specific subjects in international business literature: country-choice and entry-mode. The analytical approach assumes that reverse takeovers are part of the dynamic reconfiguration of global production systems which, in turn, are influenced by shifting conditions in countries' business environments. Changes in business environments impact local firms' business models and their positioning in global production networks and international markets as well. Reverse takeovers are facilitated when both the simultaneous evolution of the developed country multinational and the emerging country multinational business models establish a common ground for the transaction. Through the analysis of Brazilian multinationals' acquisitions in North America, relevant insights pertaining to the realms of firm-specific advantages, country-choice and entry mode in reverse takeovers are unveiled.