Customer-centric pricing: The surprising secret for profitability

Companies spend enormous amounts of energy and capital in creating value for customers, but less regard is given to actually capturing the value they have created. Segmentation based on buying behavior uncovers a tremendous differential in willingness to pay for subjective product attributes such as convenience, status, and quality. Purchase decisions are made through an assessment of a myriad of factors balancing perceptions of value components against price in a subtle, complex, and often sub-conscious decision matrix. Customer-centric pricing requires the simultaneous and continuous assessment of product attributes, customer perceptions, and the circumstances of time and place by listening to customers' actions. It is a means of assuring that companies assess the value they create for customers and extract that value from the marketplace.     

Effects of local fiscal policy on firm profitability

For decades, scholars and policy-makers have been interested in how fiscal policy influences entrepreneurship. Until now, research has focused on fiscal policy at the federal or regional level and used macro-economic outcome measures. Considerably less attention was given to how municipal governments can influence economic outcomes at the micro level. The present study examines the effect of municipal taxes, spending and tax compliance costs on firm profitability within the Flemish hospitality industry. This is an interesting research setting, since Flemish municipalities have far-ranging fiscal autonomy which has resulted in a proliferation of local taxes, many of which are specific to the hospitality industry. The findings reveal that local taxes have a negative impact on firm profitability, while aggregate public spending has a positive influence. The tax effect is economically relevant and exceeds the public spending impact. Finally, we find no impact of compliance costs from local taxes.     

Learning by doing,inventory and optimal pricing policy

The notion of the “learning effect” suggests that when a firm introduces a new product, the costs of production will decline as the accumulated output increases. In this paper we analyze this effect on price paths and production rates along time. The distinction between production level and sales level affects the behavior of the firm that can utilize the option of holding inventory. In this case we show that the optimal price increases, even though production costs decrease over time due to “learning by doing.”     

Firm-specific intangible assets and subsidiary profitability: The moderating role of distance,ownership strategy and subsidiary experience

How does distance attenuate the value of MNC parent intangible assets on affiliate profitability? Beyond the basic assumption of internalization theory about the positive relationship between parent intangibles and foreign affiliate performance, we test how this relationship, is contingent on ownership strategy, subsidiary experience, and is moderated by the distance between home and host economies, in terms of differences in technological capacity, intellectual property regimes, economic development, language and geography. Based on newly-available accounting data on intangible assets, we test hypotheses on a sample of over 2000 multinationals and 5000 of their overseas affiliates in 45 home and host economies.     

The influence of sale announcement on the optimal policy of an inventory system with perishable items

In this paper a single-period inventory system with a sale announcement for perishable items is investigated. In this problem setting, the perishable product has a deterministic expiry date and a demand with a probabilistic behavior during the period. When the expiry date of the product is approaching, a special sale announcement may alter the customers' behavior and escalate the demand rate preventing huge loss of the expired products. Two model is developed to obtain the optimal order quantity of the product and the optimal time for sale announcement. The first model considers a static price dependent behavior of customers independent from the product’s expiry date, while in the second one the product's demand rate after sale announcement is assumed as an increasing function of its remaining lifetime. Usefulness of the proposed models and the influence of sale announcement on total revenue is demonstrated using numerical examples. Finally, a comprehensive sensitivity analysis is conducted revealing the effect of different parameters of the models on the optimal policy.     

The role and relevance of refocused inventory: Supply chain management solutions

Practitioners and academics continue to note that there is no shortage of inventory in many, if not most, supply chains. Rather, the historical notion holds true: the right product is not in the right place at the right time to meet demand. In order to impact supply chain performance positively, it is necessary to re-address inventory's role and relevance with respect to the development, maintenance, and control of product flows. This paper suggests that examining such flows from a three-fold perspective can be beneficial to firms by providing a framework to assess efforts to achieve lowest total cost and expected customer service.     

The role of government affiliation in explaining firm innovativeness and profitability in emerging countries: Evidence from China

Drawing from institutional polycentrism, we advance understanding of how affiliation with different government levels influences innovativeness and profitability in emerging countries. Our framework suggests that as different government levels vary in their objectives and resources, they affect firm innovativeness vis-à-vis profitability in qualitatively different ways. The analysis of 18,430 Chinese firms shows that affiliation with higher-level governments enhances firms’ innovativeness, whereas affiliation with lower-level governments is effective for enhancing profitability. Our framework also clarifies how location-specific institutional substitution occurs, indicating that the usefulness of government affiliation for innovativeness depends on how effectively legal institutions protect intellectual property in each region.     

Sources of variation in firm profitability and growth

This article reports an analysis of the sources of variation in profitability and growth for manufacturing firms located in eleven European countries. A variance decomposition analysis determines the importance of the country, industry, corporate group and firm effects on profitability and growth. The analysis reveals evidence of differences between industries in the comparative advantage offered by different countries, reflecting a tendency for specialization and geographic concentration. However, as in several previous studies, the firm-level effects are the most important class of effect in explaining the variation in performance.     

The six pricing myths that kill profits

Pricing is the most important driver of profits. Pricing is also, surprisingly, the area most executives overlook when implementing initiatives to increase profits. There is a reason: Research presented in this article suggests that most executives implicitly hold on to a series of weakly held assumptions about pricing that ultimately are self-defeating. These pricing myths are that (1) costs are the basis for price setting, (2) small price changes have little impact on profits, (3) customers are highly price sensitive, (4) products are difficult to differentiate, (5) high market share leads to high profits, and (6) managing price means changing prices. This research shows how executives can overcome these misconceptions and thus implement sustainable profit improvements via pricing.     

Multinationality, product diversification, and profitability of emerging US small- and medium-sized enterprises

This paper examines empirically individual and joint effects of multinationality and product diversification on profit performance for a sample of emerging small- and medium-sized enterprises (SMEs). The results suggest a curvilinear relationship between them: that is, they are positively related up to a point, after which a further increase in multinationality and product diversification was associated with declining performance. This implies that firms should consider optimal levels of multinationality and product diversification when they expand product offerings and geographic markets. And the results also show that research and development (R&D) expenditure and debt level were contributing significantly to profit performance.     

Exploring the impact of online privacy disclosures on consumer trust

We explore the impact of privacy disclosures on online shoppers’ trust in an e-tailer through a two-phase study. In the first study, we use a between-subjects factorial design to test whether the presence of an online privacy policy influences consumer trust and find that consumers are likely to respond more favorably to a shopping site with a clearly stated privacy message than to one without it, especially when privacy risk is high. In our second experiment, we examine the effects of different forms of privacy disclosures. The results suggest that online shoppers find a short, straightforward privacy statement more comprehensible than a lengthy, legalistic one. However, how a privacy policy is presented (in terms of wording) does not affect a shopper's trust in the store to any significant degree.     

Firm entry and turnover: the nexus with profitability and growth

The paper presents a new sectoral taxonomy, which classifies industries according to the opportunity and cost of experimentation. Econometric tests show for a sample of 24 countries that in the 1990s ‘entrepreneurial’ industries with a mutable and growing firm population experienced the highest growth in terms of value added and employment, but also the lowest growth of labour productivity. ‘Entrepreneurial’ industries generally earned a better profit-ratio than ‘routinised’ industries with an inertial population. The results are consistent with entrepreneurial theories of market competition, which suggest that entry follows profit opportunities but does not deplete them.      

Trade credit and determinants of profitability in Europe. The case of the agri-food industry

The objective of this paper is to analyse the effect that trade credit has on the determinants of profitability during the crisis period in Europe. We use panel data for a total of 24,177 European agri-food companies from 2010 to 2014. Among our main contributions, we highlight that we isolate the sector effect and study the country effect by separating the different policies and customs with respect to the granting of trade credit. The results confirm, in general, that trade credit affects profitability depending on the country and the characteristics of size, specificity, market power or reputation.     

Resilience toward supply disruptions: A stochastic inventory control model with partial backordering under the base stock policy

This paper examines supply-side disruptions using an inventory management framework to gain insights into the economic performance of buyers who use two conventional costing strategies – end-of-cycle and continuous. The proposed model assumes that a single supplier faces full disruptions with a probability, and therefore, fails to procure all the items ordered. Accordingly, the buyer experiences unmet demand, which is assumed to be partially backordered. To make proper replenishment decisions, two base stock (S,T) periodic review optimization models are developed. The objective functions minimize the expected long-run total costs (i.e., ordering, holding, and shortage). After proving their convexity and obtaining the optimal decisions, computational experiments were carried out to investigate the impacts of the change in parameters. The results highlight the importance of selecting a suitable ratio for backorders during supply disruptions, as it leads to lower costs and reduces the inventory obsolescence and overstocking risks. Moreover, the managerial insights derived from this study aid retailers to make better replenishment decisions (in terms of level and frequency) and to be more resilient in times of disruptions. Retailers can benefit from the provided solution algorithm as a computational application.     

The international transmission of oil-price effects and OPEC's pricing policy

Analyses of oil-price effects generally maintain the assumption that oil importers can be treated as small economies, which allows oil-price changes to be treated as exogenously set by OPEC. Analyses of oil-price determination rely on the assumption that the demand for oil is a stable function, which implies that real income of oil importers is unaffected by oil-price changes. Our analysis treats oil prices and economic activity as jointly determined. The effects of exogenous oil-price changes are studied in a simple theoretical world model. Hotelling's analysis is generalized to allow for both oil-price feedback effects and stabilization policies.     

The impact of monetary and tax policy on income inequality in Japan

This paper assesses the effects of the most recent monetary policy behaviour of the Bank of Japan (in particular, zero interest rate policy and negative interest rate policy) and Japanese tax policy on income inequality in this country during the period of 2002Q1 to 2017Q3. The vector error correction model (VECM) that develops in this research shows that increase in money stock (m1) through Quantitative Easing (QE) and Quantitative and Qualitative Easing (QQE) policies of the BOJ significantly increases the income inequality. On the contrary, Japanese tax policy was effective in reducing the income inequality. Variance decomposition results show that increasing of income inequality by monetary policy is larger when comparing to decreasing effects of tax policy on income inequality. Cointegration and VECM results show that monetary policy has both short-run and long-run impacts but for tax policy paper could not find any significant short-run impact on income inequality. In addition, paper found that technological progress only in long-run can reduce the income inequality by increasing the marginal productivity of labour with positive impacts on employment and wages.     

国债规模:在财政与金融之间寻求平衡

本文从财政政策和货币政策协调配合角度,探讨了国债在金融体系中的特殊地位和作用,着重分析了国债市场作为核心金融市场在提供市场流动性方面的不可替代的作用.本文的政策含义就是,为了给我国的金融市场运行创造一个良好的基础,我们的国债政策应当超越单纯财政的财政眼光.     

客户集中度、存货周转对电子元件企业绩效的影响实证研究

选取2013—2017年电子元件企业上市公司的面板数据,使用Eviews10软件选用OLS方法研究客户集中度、存货周转对电子元件企业绩效的影响。实证研究发现,客户集中度的提升,不利于电子元件企业绩效的提升;存货周转的加快,有利于企业绩效的提升。研究结果对于电子元件企业的科学管理、创新发展具有一定的指导作用。     

Level and growth policy rules and actual Fed policy since 1979

The good macroeconomic performance of the US economy since the early 1980s has sparked interest in determining how the Fed has conducted the monetary policy. One widely shared view is that actual policy has broadly been consistent empirically with Taylor-type policy rules in which the funds rate responds to actual or expected inflation and the level of the output gap. In particular, as shown in Mehra (2001), a policy rule in which the funds rate responds to expected inflation, the bond rate, and the level of the output gap predicts actual policy well. It is shown here that the growth version of this rule in which the funds rate responds to the growth rate of the output gap instead of its level predicts actual policy almost as well. Hence, uncertainty that exists in measuring the current level of the output gap may not have mattered much in the conduct of policy, in contrast to the view focused on level policy rules.     

基于利益相关者视角对会计政策选择倾向的解读

企业是利益相关者构成的关系契约,利益相关者的价值最大化是会计政策选择的目标,不同的利益相关者对会计政策选择倾向是不同的,存在着相互制约,相互影响的关系。应从加强法制体系建设入手,完善会计准则及其制定权,全面规范会计政策的选择。