Negotiating free trade

We develop a dynamic bargaining model in which a leading country endogenously decides whether to sequentially negotiate free trade agreements with subsets of countries or engage in simultaneous multilateral bargaining with all countries at once. We show how the structure of coalition externalities shapes the choice between sequential and multilateral bargaining, and we identify circumstances in which the grand coalition is the equilibrium outcome, leading to worldwide free trade. A model of international trade is then used to illustrate equilibrium outcomes and how they depend on the structure of trade and protection. Global free trade is not achieved when the political-economy motive for protection is sufficiently large. Furthermore, the model generates both “building bloc” and “stumbling bloc” effects of preferential trade agreements. In particular, we describe an equilibrium in which global free trade is attained only when preferential trade agreements are permitted to form (a building bloc effect), and an equilibrium in which global free trade is attained only when preferential trade agreements are forbidden (a stumbling bloc effect). The analysis identifies conditions under which each of these outcomes emerges.     

Franchisor strategy and firm performance: Making the most of strategic resource investments

A key decision for entrepreneurs in many retail and service firms is whether, and how much, to use franchising. If the decision is made to franchise, the actor may assume one of two “identities” or tactics: (1) the “chain builder,” who uses a blend of company and franchised outlets, and (2) the “turnkey,” who sells business opportunities but does not own any outlets. To benefit from their chosen strategy, franchisors must put resources in place to support it. We argue that franchisors use the chain building strategy to strike a balance between standardization and innovation by building resources that foster trust and encourage knowledge sharing with franchisees. In contrast, for turnkeys, a valuable set of operational routines is the critical strategic resource. To better appreciate how franchisors choose between the chain builder and turnkey strategies, we gathered survey information from 263 franchisors. Via this data, and as described herein, we learned that franchisors perform better when they invest in resources that best support their selected strategy.     

Cross-border relationships and performance: Revisiting a complex linkage — A commentary essay

Obadia and Vida (2010) extend a prominent theme in the export performance literature, by explicitly addressing “importer role performance.” The commentary essay here builds on a significant volume of work dealing with behavioral dimensions in cross-border exchange relationship management, and points at contributions and shortcomings of Obadia and Vida's paper in terms of advancing and upgrading discussions in this area. This commentary concludes that scholars need to concentrate their future research efforts in linking the relationship dimension and export performance on introducing more comprehensive sets of mediating and moderating effects. These sets of effects may include dimensions such as opportunism, foreign market knowledge and competence, conflict reduction, commitment enhancement, partner interaction, knowledge sharing and ICT.     

Bonus vetus OLS: A simple method for approximating international trade-cost effects using the gravity equation

Using a Taylor-series expansion, we solve for a simple reduced-form gravity equation revealing a transparent theoretical relationship among bilateral trade flows, incomes, and trade costs, based upon the model in Anderson and van Wincoop [Anderson, James E., and van Wincoop, Eric. “Gravity with Gravitas: A Solution to the Border Puzzle.” American Economic Review 93, no. 1 (March 2003): 170-192.]. Monte Carlo results support that virtually identical coefficient estimates are obtained easily by estimating the reduced-form gravity equation including theoretically-motivated exogenous multilateral resistance terms. We show our methodology generalizes to many settings and delineate the economic conditions under which our approach works well for computing comparative statics and under which it does not.     

Crowdfunding: Tapping the right crowd

With crowdfunding, an entrepreneur raises external financing from a large audience (the “crowd”), in which each individual provides a very small amount, instead of soliciting a small group of sophisticated investors. This article compares two forms of crowdfunding: entrepreneurs solicit individuals either to pre-order the product or to advance a fixed amount of money in exchange for a share of future profits (or equity). In either case, we assume that “crowdfunders” enjoy “community benefits” that increase their utility. Using a unified model, we show that the entrepreneur prefers pre-ordering if the initial capital requirement is relatively small compared with market size and prefers profit sharing otherwise. Our conclusions have implications for managerial decisions in the early development stage of firms, when the entrepreneur needs to build a community of individuals with whom he or she must interact. We also offer extensions on the impact of quality uncertainty and information asymmetry.     

Merger Control in the New Economy

This paper addresses the potential for conflict between antitrust authorities in the arena of merger control in the new economy. By new economy we mean two related developments. First, the internationalization of the economy, i.e. the ability to sell and produce products world-wide, and secondly, markets with certain characteristics such as network effects and other aspects of natural monopoly. We focus on three types of substantive issues in merger control – market definition, assessment of competitive effects, and the role of remedies. We argue that the scope for conflict varies significantly across these three arenas. In particular, conflict over market definition is less likely. By contrast, the assessment of competitive effects and the role of remedies are areas where conflict between antitrust authorities may be more likely in new economy-type markets.     

Information technology and innovation policy in the Bush era

The Bush Administration's technology policy includes a broad range of issues germane to the information technology sector of the economy, including eliminating the barriers to innovation, making the Internet a duty and tariff-free zone, and removing nontariff trade barriers. While the US Senate recently reverted to Democrat control, strong bipartisan support remains in Congress for much of the Bush agenda. Moreover, there is growing bipartisan congressional and industry support for “base-line” federal legislation to ensure the disclosure of Web site privacy policies and a choice of consumer “opt-in” or “opt-out”, with a strong likelihood of passage in the 107th Congress.     

Is foreign direct investment a channel of knowledge spillovers? Evidence from Japan's FDI in the United States

Recent empirical work has examined the extent to which international trade fosters international “spillovers” of technological information. FDI is an alternate, potentially equally important channel for the mediation of such knowledge spillovers. I introduce a framework for measuring international knowledge spillovers at the firm level, and I use this framework to directly test the hypothesis that FDI is a channel of knowledge spillovers for Japanese multinationals undertaking direct investments in the United States. Using an original firm-level panel data set on Japanese firms' FDI and innovative activity, I find evidence that FDI increases the flow of knowledge spillovers both from and to the investing Japanese firms.     

Perceived quality and image: When all is not “rosy”

The “meaning” of a brand resides in the minds of consumers, based on what they have learned, felt, seen, and heard over time. This study explores the relationship between quality and image with special attention on brands plagued with negative impressions, including instances where consumers' perceptions of a product's quality conflict with its perceived “image”. Data confirm that quality and image impact attitudes in a distinct manner, and overall, low brand image is more damaging than low quality. In addition, findings show that (1) hedonic attitudes towards brands are most driven by image, whereas utilitarian attitude formation/change processes are dominated by quality, (2) non-attribute brand beliefs are a stronger predictor of hedonic attitudes when quality or image is low versus high, while (3) attribute-based beliefs are strong predictors of utilitarian attitudes across image and quality levels.     

Valuation effects with transitory and trend productivity shocks

Changes in asset prices of a country's foreign assets and liabilities (“valuation effects”) are commonly thought of as stabilizing: they counteract current account movements and mitigate the impact of the current account on the country's net foreign asset (NFA) position. This paper shows that whether valuation effects are stabilizing or not depends critically on the nature of the underlying productivity shocks. In response to transitory shocks, valuation effects are stabilizing; but in response to trend shocks, such effects amplify the impact of the current account on NFA position. These contrasting effects arise because optimally smoothing consumers respond differently to a transitory shock than to a trend shock to income. This theoretical result finds empirical support with G7 countries' data, and is illustrated by the pattern of external imbalances between the U.S. and other G7 countries since the 1990s.     

The General Agreement on Trade in Services: Doomed to Fail? Does it Matter?

Little progress has been made to date in using the GATS framework to lock-in already implemented unilateral reforms, let alone in inducing new liberalization. The same is true for rule-making efforts. A number of potential explanations for the lack of traction are identified and assessed. These include limited feasibility of using the reciprocity mechanism to mobilize domestic export interests; less need for reciprocity to achieve global welfare improvements in policy; weaknesses in domestic regulatory capacity; and uncertainty/asymmetries regarding the magnitude and distribution of costs and benefits of policy reforms. All these factors play a role in reducing the scope for the GATS to be an effective instrument to help governments overcome domestic and international policy externalities. Changes in negotiating modalities and focus could help strengthen the relevance of the GATS as an instrument of multilateral cooperation.     

Aggregated or disaggregated information first?

Proliferation of reporting tools—such as “Online Analytical Processing” (OLAP)—and current practices of viewing information in a sequence from aggregated-to-disaggregated information are encouraged in the attention economy characterized by scarcity of human attention. The aggregated-to-disaggregated sequence in viewing information preserves scarce attentional resources by directing human attention. In a quasi-experimental setting, two sequences in viewing product profitability information—aggregated-to-disaggregated versus disaggregated-to-aggregated sequence—are contrasted. Results of 92 participating advanced accounting students reveal that consistent with conventional wisdom, the aggregated-to-disaggregated sequence directs human attention. On the other hand, the disaggregated-to-aggregated sequence facilitates knowledge application and discovery of previously undiscerned information that alters conventional understanding. Such findings shed light on the implications of directing human attention to preserve scarce attentional resources.     

Impact of positioning strategies on service firm performance

This research examines the application of positioning strategies of retail service firms in Texas. Four in-depth qualitative case studies and covert observation methods provide candid subterranean insight into retail positioning in a dynamic marketplace. “Branding”, “service”, “value for money” and, to a lesser extent, “reliability” and “attractiveness” positioning strategies emerge as the most dominant positioning strategies, although emphasis placed on each varies from firm to firm. Furthermore, all of the firms achieve acceptable sales and favorable consumer perceptions when employing these positioning strategies. Desired profits, return on investment (ROI), and market share are associated with these positioning strategies although not as “sales” and favorable “consumers' perceptions”. The results further show that the pursuit of multiple positioning strategies relates to multiple performance indicators. The paper concludes by providing normative suggestions and discussing theoretical and managerial implications.     

Coupons in context: discounting prices or decreasing profits?

A coupon is a commonly used sales promotion device offering the user a discount on the purchase of a product. Consumer coupon offerings are also becoming increasingly diverse: from “% off” and “$ off” to “Buy one, Get one free” (BOGO) offers and co-promotions (Buy X, Deal on Y). This paper reports the results of three experiments that examine whether the economic value of a coupon is a source of information to infer the price of the product/service, and the quality of the product/service, which inference can undercut the economic value, with resulting consequences for deal evaluations and purchase intentions. The framework predicts, and empirical results show, that increasing the value of the coupon does not always improve deal evaluations or purchase intentions. This could imply lower profits for the company. The presence of past price information about the brand, information about prices of other brands offered by the company, and information about competitors’ prices moderate the impact of coupon value on brand-related inferences. When such alternate sources of information are present and are diagnostic of the price of the promoted product, consumers are less likely to infer price and quality from the value of the coupon and higher coupon values are more likely to increase deal evaluations and purchase intentions. Implications for managers designing and communicating promotions are offered.     

Willingness-to-engage in technology transfer in industry-university collaborations

Formal collaboration between universities and industries is a recent phenomenon. Currently the role of an industry-university collaboration (IUC) is to close the gap between industry and academia. This study aims to analyze the willingness to engage in technology transfer (TT) in IUCs from the three vantage points of the technology transferor (university), the technology transferee (industry), and the TT intermediary institute. This study mainly observes the pairwise relationships between influencing variables and sub-variables and willingness to participate in TT in an IUC. From the vantage point of universities, this study shows that the “transferor's incentive” and “capability of transferor” variables positively influence willingness to participate in TT in an IUC. From the vantage point of industry, the results indicate that “capability of transferee” and “incentive for establishing technological resources” have major influences on willingness to participate in TT in an IUC. From the vantage point of TT intermediary institutes, the results show that “intermediary's fundamental resources” and “intermediary's transferring process” have a positive impact on willingness to participate in TT in an IUC.     

Paternalism in the marketplace: Should a salesman be his buyer's keeper?

The marketplace has become increasingly sophisticated. Products and services are more complex resulting in greater customer reliance on salespersons for guidance. The salesperson's role presumes superior knowledge with respect to the buyer because he is consulted as an expert on the quality and uses of his product. Thus, it is important that a tacit professional ethic for sales be established to protect customers from possible exploitation. The purpose of this article is to propose a realistic professional ethic for sales — limited paternalism. Limited paternalism implies that a salesman should be his buyer's keeper in the sense that he should serve the interests of his customers by identifying their needs, while disclosing all relevant information about products or services in order to facilitate mutual exchange to mutual advantage.James M. Ebejer, after studying psychology and philosophy as an undergraduate, received his M.B.A. from Oakland University in 1986. Mr. Ebejer has recently begun a sales career in the ROLM Systems Marketing Division of IBM.Michael Morden received his Ph.D. from Columbia University and is serving as a Visiting Assistant Professor at Oakland University where his courses include Medical Ethics and Business Ethics.     

Globalization and domestic conflict

When a resource like oil is domestically contested, trade patters and welfare can be very different than when property rights are costlessly enforced. Whereas (small-country) importers of the contested resource gain unambiguously relative to autarky, exporters of the contested resource lose under free trade, unless the world price of the resource is sufficiently high. Regardless of what price obtains in world markets, countries tend to over-export the contested resource compared to the absence of conflict. For a wide range of prices, higher international prices of the contested resource reduce welfare, an instance of the “natural resource curse.”     

Examining the role of CSR skepticism using fuzzy-set qualitative comparative analysis

This study shows the value of a set-theoretic comparative technique—namely, fuzzy-set qualitative comparative analysis—as a means to supplement other traditional techniques, such as regression analysis and structural equation modeling. The study illustrates the technique by using the empirical dataset in Skarmeas and Leonidou's (2013) study on consumer skepticism about corporate social responsibility (CSR). The investigation provides more nuanced coverage of the role of CSR skepticism than the conventional “net effect” symmetrical explanation and illustrates that CSR skepticism and its impact are contingent on combinations of complex antecedent conditions and several alternative paths. Specifically, the study expands on Skarmeas and Leonidou's findings by showing that the degree of CSR skepticism depends on the combination of “ingredients” in the CSR-induced consumer attribution causal “recipes.” The study also shows that the deleterious influence of CSR skepticism on consumer-related outcomes, such as retailer equity, resilience to negative information about the retailer, and word of mouth, is conditional and depends on the combination of antecedent conditions that occur in the causal statements.     

The current and future sales impact of a retail frequency reward program

This research presents an empirical study of the impact of a retail frequency reward program on store sales. We examine both the “points pressure,” or short-term impact, and the “rewarded behavior,” or long-term impact. The points-pressure impact is due to forward-looking customers increasing their purchase levels in order to earn the reward. The rewarded-behavior impact is evidenced as purchases above baseline levels after an individual has received a reward and could result from either behavioral learning reinforcement or positive affect resulting from the reward. We investigate a turkey reward program that awarded free turkeys to shoppers who accumulated the required sales levels during an 8-week period. We find both a points-pressure and rewarded-behavior impact. These effects are statistically significant and managerially relevant in that the program is apparently profitable. The points-pressure impact is especially strong among customers who do not place value on frequent shopper programs that in general deliver immediate price discounts. The key implications are that frequency reward programs of the form, “buy x, then receive xx” can be profitable, are segmentation strategies, and can complement a store's overall frequent shopper program.