Customer Information Sharing: Strategic Incentives and New Implications

We study oligopolistic firms' incentives to share customer information about past purchase history when firms are uncertain about whether a particular consumer considers the product offerings as complements or substitutes. We show that both the incentive to share customer information and its effects on consumers depend crucially on the relative magnitudes of the prices that would prevail in the complementary and substitute markets if consumers were fully segmented according to their preferences. This paper has important implications for merger analysis when the primary motive for merger is the acquisition of another firm's customer lists. Our analysis also suggests a new role of middlemen as information aggregators.     

Outsourcing customer support: The role of provider customer focus

An increasing number of firms are outsourcing customer support to external service providers. This creates a triadic setting in which an outsourcing provider serves end customers on behalf of its clients. While outsourcing presents an opportunity to serve customers, service providers differ in their motivation and ability to fulfill customer needs. Prior research suggests that firms with a strong customer focus have an intrinsic motivation to address customer needs. We suggest that in an outsourcing context, this intrinsic motivation does not suffice. Using a Motivation–Opportunity–Ability framework, we posit that the effect of a provider's customer focus will be moderated by a set of relational, firm, and customer characteristics that affect its ability to serve end customers. We test our conceptualization among 171 outsourcing clients from the Netherlands and then validate these results among 135 Indian outsourcing providers. The findings reveal that customer-focused providers achieve higher levels of customer need fulfillment but this effect is contingent on their ability to serve end customers. In particular, customer-focused providers more effectively fulfill customer needs when clients and providers share close relational ties, when clients also have a high level of customer focus, and when end customer needs exhibit a low degree of turbulence. In addition, we find that, in turbulent markets, equipment-related services offer greater opportunity for effective customer need fulfillment than other outsourced services.     

The MultiJurisdictional Disclosure System: Model for Future Cooperation?

This study investigates whether the MultiJurisdictional Disclosure System (MJDS) was successful in meeting its stated objectives, namely, facilitating cross-border offerings and reporting by Canadian firms. The MJDS is a bilateral agreement implemented in July 1991 between Canadian and US market regulators. It is hypothesized that facilitating crossborder offerings via the MJDS will lead to an increase in the number of US listings by Canadian firms and reduced costs of US listing for extant Canadian listers. Data evaluated include changes in US exchange listings from 1987 to 1995 and questionnaires to two subgroups of Canadian firms: (1) the population of Canadian firms listing their securities in US and Canadian markets and (2) a sample of Canadian firms listing only on Canadian exchanges. We conclude that for most Canadian firms, the MJDS provides no significant benefit. Further, few firms reported that the MJDS affected their decision to list in the United States. Our results suggest that the MJDS has not, overall, provided the benefits originally envisioned under it, and we question whether it is an appropriate model for future cooperation between national regulatory groups.     

实体企业金融化对技术创新的影响研究

以2007—2017年中国沪深A股非金融类上市企业为样本,本文研究金融化对企业总体技术创新、突破式创新以及渐进式创新的影响。结果表明,金融化会显著抑制企业不同类型技术创新,且对突破式创新的抑制作用较大。在此基础上,将经济不确定性纳入研究框架发现,经济不确定性增加不仅会扩大金融化对企业不同类型技术创新的抑制作用,且这一抑制作用因企业所有权和所属产业不同而有所差异。其中,对于低创新强度的国有企业和非高新技术企业,经济不确定性增加会扩大金融化对其渐进式创新的抑制作用;而对于高创新强度的非国有企业和高新技术企业,经济不确定性增加则会扩大金融化对其突破式创新的抑制作用。进一步分析不同期限的金融资产投资对企业不同类型技术创新的影响,发现长期金融化会显著抑制企业不同类型技术创新,而短期金融化的影响则不显著。     

The effects of retail channel integration through the use of information technologies on firm performance

The ability of information technologies (ITs) to integrate activities and offerings across multiple channels offers a promising opportunity for retail firms to enhance their relationship with their customers and firm performance. Consumers value the flexibility to learn about the available offerings, complete their orders and obtain customer service across different channels in a convenient and integrated manner. Therefore, the retail industry has begun to use IT extensively to automate and integrate business processes across their traditional and online channels. This study examines the impacts of the use of IT by retail firms in integrating channel activities for selling to customers. Our research model argues that retail channel integration through IT should enhance the efficiency and innovation of a retail firm. In turn, these improvements should enhance their overall performance. We also propose that the environmental dynamism would moderate the effects of improvements in efficiency and innovation on firm performance. We draw upon recent theories in organizational resource integration and organizational learning to develop our research model and hypotheses. Based on survey data from 125 multichannel retailers in Singapore, we find that retail channel integration through the use of IT allows firms to not only be efficient in delivering the current offerings, but also be innovative in creating future offerings. Further, we find that environmental dynamism does positively moderate the effects of innovation ability on performance. Our results provide managerial insights for firms involved in digital integration not only in the retail sector but also in other service industries. These findings could also serve as a foundation for further research on service operations management for firms with both physical and online operations.     

Technology exploitation in the context of open innovation: Finding the right ‘job’ for your technology

In light of the recent economic crisis, many industrial firms attempt to capture additional value from their technologies by means of open innovation strategies. Besides acquiring external technology, many firms therefore increasingly try to license their own technology to other firms either exclusively or in addition to its application in their own products. This article shows that technology licensing offers important strategic benefits beyond generating licensing revenues, which underscore the need for an integrated management of technology licensing activities. Therefore, this article extends the concept of job-related markets that was recently developed in the managerial literature. A ‘job’ is the fundamental problem that a customer needs to resolve in a particular situation. Managers may transfer this job-related understanding to technology licensing activities because the right ‘job’ for a technology may be outside a firm’s boundaries, and it may help firms to identify additional licensing opportunities. On this basis, the article presents the concept of an integrated technology exploitation roadmap, which allows firms to use the job-related markets to integrate technology licensing in their strategic planning processes. An example of a machinery firm shows how this roadmap may contribute to strengthening a firm’s licensing business.     

Interplay between reputation and growth: the source,role and audience of reputation of rapid growth technology-based SMEs

Abstract

Drawing on resource-based view and signalling theory, this paper presents a comparative case of four (young vs. old; small vs. medium-sized) business-to-business firms to examine how (i.e. through which sources), why (i.e. for which managerial purposes) and for whom (i.e. for which audiences) do technology-based small and medium-sized enterprises build their reputation along the process of rapid growth? The results indicate that in the pre-growth stage product awards as well as technological and financial partners are important sources of reputation for demonstrating technological capabilities and firm sustainability to potential customers especially for young firms. Older firms, in turn, rely on technology partners and acquisitions in the rapid growth stage to convince existing customers that the firms’ can keep up with their customer’s changing needs. Moreover, the reputation gained from the first well-known customer and a focused clientele appear to be two critical antecedents of rapid growth whereas patents do not seem to have a significant reputational role in rapid growth. Our study informs the theory of reputation development of growing technology-based firms by abstracting a more nuanced understanding of stakeholder- and stage-contingent reputation that fosters rapid growth, and provides new insight into the literature on small firm growth.     

Shareholder Value Implications of Compliance with the German Corporate Governance Code

This study contributes to the ongoing discussion of the German Corporate Governance Code (GCGC) of the Regierungskommission Deutscher Corporate Governance Kodex (Government Commission), which should enhance the confidence of national and international investors. We apply the Feltham and Ohlson ( 1995 ) valuation model to a panel dataset of 421 German CDAX firms over the period 2002–2012 and find a positive effect of the level of compliance with the GCGC on the market value of firms. We conclude that the recommendations of the GCGC reflect corporate governance that satisfies investors' needs, as the capital markets perceive them. Our results are in favor of the efforts of the Government Commission, which have attracted criticism from both theorists and practitioners both in the past and at present. From the perspective of managerial and decision economics, the empirical results of this study suggest that executives should follow as many recommendations of the GCGC as possible. Copyright © 2015 John Wiley & Sons, Ltd.     

The prioritisation of service dimensions in logistics centres: a fuzzy quality function deployment methodology

This study takes a customer focus that prioritises the service-offering dimensions of logistics centres (LCs) by considering potential LC customer expectations. Applying a survey and a quality function deployment methodology to logistics service providers, the study explores, categorises and prioritises LC customer expectations and LC service characteristics. The results indicate that customer preferences mainly prioritise infrastructure, and warehouse and intermodal dimensions. However, when the cost dimension is included, higher utility values are delivered through soft service dimensions like value-added or standard services. LC investors or undertakers can use these results to guide their design of market offerings by using the same methodology to assess expectations in their target markets.     

Are government-linked IPOs underpriced? A three country privatization effort comparison

Underpricing in the case of the initial public offerings of private (non-government) firms has been well documented. However, there does not appear to be any systematic study of the price performance of “government-linked” companies or GLCs, which have been “privatized” through public offerings in the stock market. This study examines the hypothesis that the initial public offerings (IPOs) of such companies in the United Kingdom, Singapore, and Malaysia will not only be underpriced, but their degree of underpricing will be relatively greater when compared to firms with no governmental links. The results provide strong support for this hypothesis.     

Pricing strategy in the product and service market

Existing studies have mainly focused on pricing in either primary markets or aftermarkets. However, in practice, prices in primary markets and aftermarkets are closely correlated. This study examines the joint pricing strategy in both primary markets and aftermarkets based on customer utility and establishes a pricing model for profit-maximization firms. Our results show that overpricing in the aftermarket is caused by customer myopia, while the motivation of the firm to avoid customer myopia depends on its pricing strategy. A quantity–price contract in the aftermarket is designed to raise the firm’s profit.     

科技服务业新分类及发展形势分析

文章从当前我国社会发展需求角度，提出科技服务业新的分类思路，即将科技服务业分为服务于创新的研发服务业、服务于生产的工业设计创意服务业、服务于创业的创业服务业、服务于社会的信息咨询服务业四类，并分析了在新的分类体系下，当前科技服务业的发展形势。     

THE FUTURE OF MARKETS

In the 2009 Wincott Lecture, the author argues that in their approach to markets, economic researchers and policy-makers have focused too much on the role of prices as signals to guide resource allocation, at the expense of two possibly more important elements – markets as a process of discovery and markets as a mechanism for the diffusion of political and economic power. Government policies should support the market rather than particular industries, promote competition not concentration, and facilitate entry, not confer advantages on existing firms.     

Commercial banks’ expanding into securities underwriting: The equity market’s risk assessment

Government officials must decide if the payments system and deposit insurance funds would be endangered by allowing commercial banks to underwrite corporate securities. In this study the authors provide evidence on the issue by evaluating the perspectives of equity investors in investment banking concerns. Dealer exposures to capital markets (investment banking and market making) are not perceived to contribute to their marginal riskiness—either systematic or nonsystematic. However, investment exposures to capital markets (merchant banking and principal transactions) add to both systematic and nonsystematic risks of participating firms. Along with the accounting-based previous research, these findings suggest granting new securities powers that are solely dealer-based.     

The characteristics of technically orientated firms: Evidence from the unlisted securities market

The results of a survey of the research, design and development activity of firms listed on the UK Unlisted Securities Market are reported. The significance of different corporate objectives, types of market structure, forms of rivalry, different groups as project initiators, and techniques of project evaluation, is reported. Technically progressive firms could not be distinguished from less technically progressive firms using univariate tests. Multiple discriminant analyses indicated that technically progressive firms operate in markets where products characteristics and advertising are significant forms of rivalry, the growth rate of profits is more important as a corporate objective and the significance of interdepartmental committees as an initiating group is higher than for less technically progressive firms. The latter firms judged price competition and the objective of achieving a target level of units sold as more significant than the former group.     

Do board composition and investor type influence innovativeness in SMEs?

Companies need to adapt and evolve if they wish to survive. Future success lies in the ability to develop innovative solutions for customer??s problems and needs. This study aims to explore the influence of corporate governance and ownership structure on (product) innovativeness in a sample of 49 small and medium sized firms (SMEs) in the Belgian manufacturing industries. The main findings of the study are twofold. Firstly, a significant positive relationship between innovativeness and the size of a firm??s board has been found. Secondly, business-to-consumer markets tend to be more innovative than business-to-business markets. No significant relationship was found between the investor type and a firm??s innovativeness.     

Spoils from the Spoiled: Strategies for Entering Stigmatized Markets

Stigmatized markets are those where either the products/services, or the consumers, or both, have been collectively, negatively stereotyped and devalued by one or more stakeholder audiences in ways that discredit the overall market. Many stigmatized markets exist, and many flourish, yet little systematic attention has focused on entry into such markets. Our article addresses this gap by conceptualizing various strategies for entering stigmatized markets. We further present propositions regarding the market‐level factors that can influence which of these strategies firms will choose to employ. The contributions include: conceptually clarifying the nature of stigmatized markets; identifying additional types of entry strategies relevant for entering stigmatized markets; theorizing the conditions under which firms would choose one entry strategy over another; and opening up for consideration the effects that market entry may have on stigmatized actors in targeted markets.     

如何成功运用供应商管理用户库存

供应商管理存货（VMI）体现了供应链的集成化思想,成功的VMI会降低用户和供应商的成本。运用VMI需要首先对供应链中的存货进行基于活动的成本分析,这要求供应商和用户组建多功能小组事先对关键问题和有关细节进行商讨确定,在此基础上用户和供应商达初步的框架协议并定期对VMI的活动小结后改进框架协议。持续的改进和提高是VMI成功的关键。     

Is the Competitor of my Competitor also my Competitor?

This paper presents several results on multimarket competition. First, whenever a firm faces multimarket competitors that sell goods in markets to which the firm itself has no access, the firm gains a strong incentive to expand production in its own market(s). In the capacity choice model, such a firm builds larger than Cournot capacity and pushes its competitors towards other markets. Consumers always benefit from multimarket competition. In asymmetric market structures, some firms may also benefit from multimarket arrangements, but in symmetric ones, all firms are necessarily harmed by it. Second, the intensification of indirect competition is not necessarily bad for the firm. It may be the case that, the more competitors its competitors have, the higher the firm’s profit. Finally, this model also has a multiproduct interpretation which suggests that a merger of single‐product firms may be beneficial or harmful from a social welfare perspective, depending on whether the new entity will compete with several single‐product firms or another multiproduct one.