Transfer of management knowhow to developing countries: An empirical investigation

This article examines the transfer of management knowhow to developing countries through managers who undertake a graduate program in business at an advanced country. Based upon a study of 67 Turkish managers, all of whom received a master's degree in business in the United States, the article addresses three issues: What are the differences in the local applicability of various management skills (including marketing) which were acquired in an advanced country? What company and individual manager characteristics are associated with the local application of these management skills? What principal factors impede the transfer of management knowhow to an indigeneous organization?     

Model of management learning styles as a predictor of export behavior and performance

This paper reports the findings of a preliminary investigation of the relationships between the export performance and behavior of firms and the search for market information by the principal international marketing executives of these firms. The first part of the study deals with acquiring objective market information, and the second part is concerned with the acquisition of experiential market knowledge. While the findings of the experiential portion are inconclusive, the use of learning theory in this aspect of the work provides direction for future research in this area.     

Union steward locus of control,job, union involvement,and grievance behavior

Discretionary behaviors of union stewards are described. The use (or otherwise) of these behaviors may be a critical index of the number of grievances filed in an organization. Utilization of proactive grievance filing behaviors is systematically associated with steward job involvement, union involvement, and locus of control orientations. This hypothesis received empirical support in this research. Implications for organizational theorists and practitioners alike are discussed.     

Market mechanics: A study to measure the effect of marketing instruments on the market position of fast-moving consumer goods

The objective of the research was to establish the various effects of the marketing instruments on the market shares of fast-moving consumer goods. The marketing instruments analyzed were price level, price changes, promotion, advertising, and media mix. Within the analysis the integrated effect of the distribution pattern had to be taken into account. The analysis of 186 brands and the data gathered over 7 three-month periods was taken from two models loosely based on Koyck. The results can be used to estimate the effectiveness of the marketing tools under scrutiny and their declining marginal revenue in the German market. A number of different efficiency ratings can be detected between the separate product categories under analysis. For marketing managers there are three particularly interesting points: (1) Brands with a low price index have only relatively small market advantages in comparison with expensive brands; (2) but price changes lead to very strong movements in the market shares; (3) in the case of brands with a small share of the advertising spent, both print and TV advertising have a similar effectiveness. With a larger share of advertising, the TV effectiveness declines because of saturation effects.     

Managerial bias in anticipated images of competing shopping areas

Several dimensions of consumer retail patronage decisions that affect the firm's marketing program are investigated. In particular, the focus of the research extends previous research in the area to investigate the images held by consumers of shopping malls rather than individual stores. Second, the ability of store managers to accurately predict the image held by consumers both of their own shopping area and of a competitor's shopping area is investigated. This is designed to evaluate the ability of managers to predict consumer perceptions irrespective of their own beliefs. Finally, differences in the perceptions of two potential market segments are compared. Manager ability to differentiate between segments is noted. The implications for marketing programming decisions and the contribution the research makes to the body of literature on image measurement are discussed.     

Three conjoint segmentation approaches to the evaluation of advertising theme creation

Advertising professionals have been challenged for decades by the problem of choosing the most appropriate advertising theme or product claims. Although many studies have been conducted in the areas of message recall and viewer response rates, very little guidance has been provided in this elusive area. Some methodological insights are provided here describing three segmentation procedures, using conjoint analysis in advertising theme creation.     

Repetition and attitudinal discrepancy effects on the affective response to television advertising

Significant, favorable attitudinal response toward both the brand and ad were observed at the first exposure in a laboratory experiment on the effects of repeated exposure to television advertisements. At higher levels of repetition, lower, although still positive, ratings were obtained. Response was significantly mediated by prior brand attitude. Mean differences in attitude toward the brand and ad were only partially accounted for by changes in brand perception.     

Dividend decisions and the structure of the life insurance industry

The behavior of life insurance company dividend decision-making is modeled for both stock and mutual companies. Insurer payout behavior, regardless of organizational form, follows a “savings” pattern which buffers the dividend stream from short-run variability. Thus total payouts to policyholders and/or stockholders reflect long-term results rather than annual experience. Variables important in explaining annual changes in dividend levels are related to the organizational structure of the insurer. Whereas mutual companies primarily relate the change in payout to volume, stock companies' payout differentials are primarily a function of earnings. The study also examines the relative importance of policy reserves, contingency reserves, and surplus in dividend decisions.     

Reliability and cross-validity of trade-off analysis in an industrial setting

More than 200 applications of trade-off analysis now have been completed. A review of the literature uncovers only four sources that evaluate the reliability or validity, or both, of trade-off analysis using the concept evaluation approach. Detailed evaluations of trade-off analysis based on trade-off grid data are unavailable. This paper reports reliability and cross-validity experience using this approach.     

Demographics,job satisfaction,and propensity to leave of industrial salesmen

An extremely important and expensive promotional tool used by industrial marketers is personal selling. One of the major costs of personal selling is the cost associated with sales personnel turnover. Past studies in the sales management area have focused on the effect of organizational and psychological factors on the satisfaction of salespeople and their propensity to leave their organizations. However, no study has examined the interrelationships among salespeople's demographic variables, job satisfaction, and propensity to leave, even though such relationships have been studied for nonselling occupations. An empirical study done to at least partly fill this research void is described. The results provide new insights for researchers and practitioners with an interest in the sales management area.     

Voting patterns of big eight representatives in setting accounting and auditing standards

The “Big Eight” accounting firms are alleged to dominate the setting of accounting and auditing standards. This paper identifies the recent criticisms and reviews the standard setting procedures of the APB, FASB, and the ASB. The results of five empirical studies designed to investigate the alleged domination issue are summarized. The conclusion drawn is that there is no empirical evidence to indicate that the Big Eight collectively govern the accounting and auditing standard-setting process.     

Comparative dynamics in a life cycle theory of the firm

Important insights and contributions to the corporate financial manager's decision problem have been provided by the balanced-growth financial modeling literature, e.g., see [4, 5, 8, 10, 11, 13, 15]. In the spirit of this research, the objective of this paper is twofold. First, a normative model of the dynamic financial planning process in a deterministic environment is constructed wherein the traditional, steady-state assumptions are relaxed. In contrast to prior models, the firm is allowed to pay a liquidating dividend and faces a time-dependent investment rate of return, interest rate, and equity discount rate. Necessary and sufficient conditions for the levered firm's optimal investment-financing-dividend policy decisions which maximize the wealth of its investors are developed, and a solution synthesis technique is employed to catalogue the different decisions at each time instant in terms of three earnings-growth stages over the firm's life cycle. Over this life cycle, the firm experiences high, low, and negative growth stages, with the latter stage distinguished by a liquidating dividend payout and retirement of debt outstanding. Secondly, the life cycle depiction further permits an analysis of the effects, in terms of both direction and magnitude, on the optimal duration of the firm's different growth stages and optimal growth rates due to changes in the firm's return on investment, debt-equity ratio, borrowing rate, equity discount rate, depreciation rate, and flotation costs via a comparative dynamics and simulation framework. Changes in the return on investment are found to have the most influence on the duration of the firm's growth periods and their respective earnings growth rates, while changes in the mix of financing and depreciation rate tend to have the least effect. Furthermore, the magnitudinal impact of marginal changes in any of the above firm variables is greatest at low levels of debt-to-equity and growth-in-earnings and quickly dissipates as the degree of leverage increases.     

Valuation and firm investment and financing policies with personal tax biases

In this paper we examine firm financial policies in the presence of personal tax biases (e.g., favoring capital gains relative to interest and dividends). A form of the value additivity principle (VAP) for the tax bias case is established and applied to the firm's merger, investment, financial structure, and dividend decisions. As with the neutral tax VAP, the revised VAP requires transaction costless capital markets but does not require capital market completeness or competitiveness. Share value maximization is found not to be the proper goal for a firm that seeks to maximize the shareholders' current expected utility; however, it is found that share value maximization is generally a good approximate objective. Firm investment policy with financial structure irrelevance (owing to offsetting personal and corporate taxes) is examined assuming that the revised VAP holds.     

Perceived buyer satisfaction and selling pressure versus pricing policy: A comparative study of retailers in ten developing countries

Observation of retail practices in ten developing countries in Asia, Africa, and South America explored the relationship between perceived buyer satisfaction and selling pressure as they relate to pricing policy. The study found that price bargaining appears more prevalent in Asia than in South America, and buyer satisfaction was lower for retailers that bargain than for retailers using a fixed-price policy. Selling pressure was higher among retailers that bargain than retailers using a one-price-for-all policy. There were, however, several interesting intercountry differences.     

Electric utility returns and the market model

Use of estimates of the single factor market model has been criticized on a number of fronts including the allegedly poor empirical “fit” of the characterization for regulated firms. Countervailing evidence is presented here that indicates the market model is a better characterization of electric utilities than of unregulated companies