Perceived industrial innovation advantage and export commitment

There are increasingly sales opportunities for capital equipment in developing countries. Concomitantly, concern is that capital intensive technologies are too widely employed. Yet there has been little reported empirical research on why LDC manufacturers choose specific equipment. Textile manufacturers accounting for a significant part of Peru's spinning and weaving capacities participated in this study by providing perceptions of two capital versus labor intensive technologies capable of producing identical output. Exporters and nonexporters scores, using a five-point scale, were compared by t tests on 19 equipment attributes selected from innovation diffusion studies. Factor analysis determined innovations underlying dimensions. Factor scores were regressed on export commitment proxies. Higher export dependence related to more concern with ease of altering output specifications and less concern with cost, thus supporting that dependence on foreign versus domestic markets will affect equipment decisions. The method of comparing product attribute perceptions provides a simple possibility for segmenting LDC capital equipment markets.     

DESIGNOR: A decision support procedure for industrial product design

This paper presents a model-based methodology called DESIGNOR to support design decisions for new industrial products. Models and measurements are developed to assess the relationship between product features and market potential. The methodology incorporates a measurement survey for model calibration and leads to empirical tradeoff curves between design dimensions. The approach handles discrete as well as continuous features and can be incorporated into a procedure aimed at finding a profit maximizing design. It can be used to support decisions concerning product design as well as for product line expansion. The approach provides a consistent way of evaluating market potential for new industrial products and presents important advantages over other product design methodologies.     

Product familiarity and information processing strategies: An exploratory investigation

A theoretical and empirical examination of the relationship between product class familiarity and usage of information processing strategies is presented. Four major dimensions of information processing strategies are identified and used to conceptualize the linkage between product class familiarity and usage of particular strategies. Research hypotheses are tested in an exploratory study using a laboratory choice situation. Implications of the study with respect to usage of specific strategies and for future research are discussed.     

Using simultaneous latent structure models to analyze group differences: Exploratory analysis of buying style items

This article shows how methods for simultaneous latent structure analysis can be used to test for intergroup differences in unobservable characteristics. In many respects these techniques are similar to those for simultaneous factor analysis. To show how these methods can be used, we analyze data obtained from the 1979 Study of Media and Markets collected by the Simmons Market Research Bureau. Five dichotomized items pertaining to buying style attitudes were chosen as “indicators” of a latent variable (or variables): brand loyalty, willingness to experiment, degree of conformity to buying style of others, persuadibility, and style consciousness. The sample was composed of full-time employed, married, white females in the middle social class categories recognized on the survey. Two groups were compared in terms of latent structure model parameters. The first group consisted of those who work “at a career” and the second consisted of those whose work was “just a job.” Using the methods advocated here there is no significant difference between these two groups once the “brand loyalty” item is excluded. The model-search procedure takes account of within-group contributions to lack of fit. Generalizations of this procedure may be useful in exploratory analysis using the simultaneous latent structure model.     

Speeding solar energy commercialization: A Delphi research of marketplace factors

A two-stage Delphi research study was undertaken to determine and measure the attitudes of the public regarding factors that may either inhibit or stimulate solar energy commercialization today and over the next 10 years. Some factors judged important were product cost, lack of product knowledge, lack of governmental support, and public concern over the energy crisis. The factors were determined by a group of energy conscious respondents who completed the Delphi research. They also indicated the likely and desirable actions to be taken by government and business. These included more funding of research and development, tax incentives, increased public education, and reduced prices. The Delphi research proved to be an effective method for investigating solar energy commercialization, as the attitudes expressed in the second survey converged with those identified during the first stage. Furthermore, governmental and business actions suggested in the study could help to initiate greater solar energy use and developmental efforts.     

Similarities between conflict and cooperation in the marketing channel

This article examines the relationship between two causes of conflict: domain dissensus and perceptual incongruity, and the levels of conflict and cooperation within a marketing channel dyad. Utilizing a national sample of food broker-food wholesaler dyads, four hypotheses were tested—two relating domain dissensus and two relating perceptual incongruity to conflict/cooperation. Results indicated no significant relationship between either perceptual incongruities or domain dissensus and the level of conflict found in the dyad, while a significant negative relationship was found between both perceptual incongruities and domain dissensus and the level of cooperation in the dyad.     

Longitudinal organizational research in field settings

Managers, theorists, and researchers are interested in studying organizational phenomena such as technological change, organizational development, and leadership effectiveness over a period of time. However, a review of the literature in the field of organizational behavior and management indicates that a limited number of empirically based studies rigorously investigate changes within organizations. This article looks at the salient characteristics and issues facing those engaged in longitudinal research. While much more theoretical and methodological work is needed to improve the rigor of this type of research, some researchers have forged ahead and have attempted to conduct longitudinal research in field settings. A select few of these studies are presented to illustrate what can be accomplished by longitudinal research and what needs to be improved in such research designs. In conclusion, the authors offer some suggestions that may serve to increase the number of longitudinal organizational research studies in the future.     

Issues in fitting theoretical and measurement models in marketing

This article reviews the applications of linear structural equation modeling in business. It further examines the extent to which measurement models are constructed to fit theory models. The consensus appears to be that modelers intuitively use congeneric models without considering the appropriateness of such use. The other measurement models, such as tau equivalent or parallel form models are used very little in the literature. In addition, there is no use of common factor measurement models. The article also examines the extent to which various indices of fit are used in modeling marketing phenomena. Although chi square tests of model fit are used most frequently, the study documents increasing use of yet other indices, which perhaps more accurately reflect the extent to which the model fits.     

Mutual forbearance as an extension of oligopoly theory

This paper extends a simple duopoly model to include the cross-market effects of mutual forbearance behavior. The model yields more familiar duopoly results as special cases. A more general m-firm, n-market oligopoly model is also considered. The results suggest that cross-market mutual forbearance effects can be viewed from the same theoretical perspective as are conventional assumptions about conjectural variations within markets.     

Mapping market mobility: Psychographic profiles and media exposure

Are there households in trading areas that have unique mobility predispositions? Can mobility types be monitored? And does mobility type relate to the life style and consumption patterns of households? This study examines the mobility and life style characteristics of suburbanites in a medium-sized city in an effort to discover the answers to these and other questions.In particular, the article suggests that mobility relates to life style and media usage, which in turn largely determines the quality of consumer demand and the most efficient media to reach such a market. If the composition of mobility types within a shopping area is changing, retailers should monitor these changes so that they can better predict retail demand—both quality and quantity.A self-administered questionnaire was designed to measure (1) the mobility characteristics of consumers—including their local moves, long-distance moves, and their predisposition to move; (2) the life styles and socioeconomic characteristics of consumers; and (3) the median exposures of households. The instrument was administered by personal interviews with 322 suburban housewives within a medium-sized trading area. The usage sample included 304 cases.The data support the hypotheses of the study; mobility types emerged from the analysis and these had distinctive life styles and media habits. Periodic sampling of households is suggested as an approach to monitoring mobility composition within the trading area.     

Determining the cost of common equity capital: The direct method

One of the most critical aspects of the corporate capital budgeting process is the determination of a proper “hurdle rate” or “cut-off” rate to employ in the screening of proposed uses of funds. This hurdle rate is now commonly referred to in both industry and the literature of financial management as the cost of capital. General agreement on how to measure the equity component of the cost of capital (i.e., the cost of common equity) has not yet been achieved by either practitioners or theorists. A unique approach that shows considerable promise differs from the abstract mathematical techniques typically used. It involves quizzing directly a sample of the corporation's existing common stockholders as to their dividend and capital gain expectations. Proper interpretation of the responses can provide top corporate management with an estimate of the cost of equity capital, as represented by the returns (expected) by shareholders. Thus, top level management has more complete information from the firm's owners on the returns that are expected from the investment of retained earnings.     

Perceived situational effects on price sensitivity

In this article, the multidimensionality of price as perceived by members of a consumer panel is examined. Respondents are first classified as price-sensitive or non-price-sensitive with respect to a durable and a nondurable product. Several dimensions of price are then described within the framework of brand purchase decision situations, and consumer evaluations of the importance of each situational dimension are measured. Dimensions perceived as important by price-sensitive persons are different from those considered important by non-price-sensitive consumers. Variations exist in the importance of price dimensions based on type of product.     

Measuring managerial cognitive styles: On the logical validity of the Myers-Briggs Type Indicator

This study examined the validity of the sensing-intuition and thinking-feeling scales of the Myers-Briggs Type Indicator as a measure of cognitive styles (i.e., process). Using 20 full-time-employed graduate students in Business Administration as subjects, and simultaneous verbal protocols as a measure of process, only partial support for the scales was found. In particular, the sensing-intuition scale demonstrated greater convergence with processes hypothesized to be associated with it than did the thinking-feeling scale. Recommendations for improving the scales are made.     

Attitudes toward the corporation and the evaluation of social data

A scale is presented to measure attitudes about the social role of corporations, and to test for any association between attitudes and perceptions of the relevance of social data. Attitudes are found to be associated with perceptions of the relevance of social data. The relationship between attitudes and perceptions is also conditioned by the source of the social data.     

Corporate governance: Assessing corporate performance by boardroom attributes

The corporate boardroom, once an inner sanctum where the secret ritual of top-level policymaking takes place, is slowly opening its doors and letting in a bit of sunshine. As the investing public begins to peer into the corporate “kiva,” it will want to know more about board structure and performance. In anticipation, this study provides an assessment model to correlate 15 boardroom attributes, or directorate dimensions, with company performance. As a major conclusion, the study finds that as yet there is no substitute for technical experience and internal managerial expertise. Neither is there an optimal formula. No two firms have identical boardroom dimensions. As the newer dimensions begin to make contributions, this diversity will be even greater. This accentuates the need for more precise measurement of board structure and effectiveness.     

Financial profiles and the disclosure of expenditures for socially responsible purposes

Recently the relationship between “socially responsible” activities and the financial performance of corporations has received attention in the business literature. Most studies have focused on the market reaction of shareholders to the disclosure of both monetary and nonmonetary corporate contributions relating to pollution control, employee welfare, affirmative action, and other activities deemed to be in the public interest. Results of this research have been mixed, with some authors finding favorable market response to socially responsible actions, and others finding no difference between the market performance of more and less responsible firms. The purpose of this paper is to examine financial performance and socially responsible activities from a different perspective. Specifically, it examines the relationship between the disclosure of monetary expenditures for various social initiatives and composite financial accounting profiles of disclosing and nondisclosing firms. Using two-group discriminant analysis, the authors conclude that management tends to disclose monetary expenditures for these generally nonproductive purposes at times when the financial statements of the firm otherwise look favorable to shareholders. Such disclosure in a sample of Fortune 500 firms in 1976 and 1977 was clearly not unrelated to financial performance, and neither did it appear to occur in order to explain relatively poor financial statements.     

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.