The Deal Structuring Stage of the Venture Capitalist Decision‐Making Process: Exploring Confidence and Control*

This exploratory study examines the deal structuring stage of the venture capitalist decision‐making process. Here, the primary issues of concern are investor confidence and potential control of a venture in relation to the level of financing the investor provides and the structure with which the funding is delivered. Confidence comes in support of the entrepreneur, the venture itself, or a combination of the two, prior to capital transfer, but after the initial “invest or not invest” decision has already occurred. Findings support a multicriteria perspective of the pre‐investment decision‐making process and a distinct difference between entrepreneur confidence and venture confidence in the deal structuring stage.     

Toward a Model of Word-of-Mouth in the Health Care Sector

An important source of health information is word of mouth (WOM). Nevertheless, a model describing WOM in the health care sector does not exist. The aim of this paper is to contribute to research by providing concrete suggestions for a model of word of mouth in the health care sector. A conceptual framework comprising the theory of cognitive dissonance, the theory of the strength of weak ties, and the theory of perceived risk are used as a theoretical anchor. In order to gain a more precise knowledge of WOM in the health care sector, a literature review of leading health care journals is conducted. The findings are summarized in the form of a model proposal describing the creation, spread, and impact of WOM in the health care sector. As the model summarizes the current WOM literature, it seems to be a good starting point for further research by scholars. The paper also helps practitioners to better understand WOM and integrate the WOM aspects described into their daily work.     

An Investigation of Decision‐Making Styles of Consumers in China

This study investigates Chinese consumers' decision‐making styles. The Consumer Style Inventory (CSI) is administered to 387 adult consumers in China. Both an exploratory factor analysis and a confirmatory factor analysis are adopted to validate the CSI inventory. This results in an eighteen‐item and seven‐factor solution. Findings indicate that five decision‐making styles are valid and reliable in Chinese culture: perfectionistic, novelty‐fashion conscious, recreational, price conscious, and confused by overchoice. Cluster analysis is employed to identify prominent market segments. Based on the findings, three segments are formed: trendy and perfectionistic consumer, traditional and pragmatic consumer, as well as confused by overchoice consumer. Marketing and management implications are discussed.     

Entrepreneurial Orientation and International Performance: The Moderating Effect of Decision‐Making Rationality

This research examines how entrepreneurial orientation (EO) influences international performance (IP) of the firm taking into account the moderating effect of decision‐making rationality (DR) on the EO–IP association. Such an investigation is significant because it considers the interplay of strategic decision‐making processes supported by the bounded rationality concept in the entrepreneurship field. Drawing from a study on activities of 216 firms in the United States and United Kingdom, the evidence suggests that DR positively moderates the EO–IP association. The findings suggest that managers can improve IP by combining EO with rational (analytical) processes in their strategic decisions.     

Revisiting Perceived Risk in the Context of Online Shopping: An Alternative Perspective of Decision‐Making Styles

This study attempts to elaborate the consequences of perceived risk by taking the moderating effects of decision‐making style (i.e., involvement vs. heuristics) into account in the context of online shopping. The integrated model is tested repeatedly in diverse purchasing situations with different Web presentation styles and product categories. The findings indicate that perceived risk toward the Web site/product influences purchasing intention through cognition‐ and affect‐based attitudes. Moreover, the moderating effects of decision‐making style on the relationship between perceived risk and its consequences are conditional. Since perceived risk appears very crucial for promoting online shopping, the results of this study may provide an influential reference for academicians and practitioners when considering the role of perceived risk in Web site marketing. © 2012 Wiley Periodicals, Inc.     

Trading Off Fish Health and Safety: Female Decision‐Making Processes toward the Risk of Methylmercury in Fish

This study takes a qualitative, point‐in‐time look at 26 females’ decision‐making processes toward trading off the risks of mercury and the health benefits of a seafood diet. The data revealed five different decision‐making processes, with 17 of the 26 participants indicating their fish consumption patterns did not change. Of the nine who changed their fish consumption in some way, six specifically reduced the amount of tuna they ate. Similarly, participants who were most at risk—women of childbearing age and those with young children—expressed fish consumption changes more frequently than others, especially in the amount of tuna they consumed.     

Decision Making by Low‐Literacy Consumers in the Presence of Point‐of‐Purchase Information

Low‐literacy consumers face disadvantages when making product choices. This article presents the results of two studies designed to explore differences in decision‐making behavior across consumer literacy levels, focusing on consumers’ ability to evaluate information in print ads and product packaging. The authors demonstrate that the presence of a visual decision aid at the point of purchase can improve choice for low‐literacy consumers.     

Transformation of the Information Technology Function in Organizations: A Case Study in the Manufacturing Sector

The main goal of this study is to better understand the nature of transformations of the Information Technology (IT) function in organizations. A conceptual framework combining a typology of the IT function and key elements of the theory of punctuated equilibrium was developed and applied in a case study of a manufacturing company. Our results suggest that IT functions are transformed in response to various pressures that push it toward change. However, these pressures need to be channelled through a catalyst consisting of three independent elements: (a) the vision of the enterprise concerning the potential value of IT tools, (b) the degree of Chief Information Officer's participation in strategic decision making, and (c) the level of IT knowledge among members of the executive team. Finally, our results challenge the notion that all IT functions tend towards the same optimal profile over time. Copyright © 2011 ASAC. Published by John Wiley & Sons, Ltd.     

Migrants’ Remittances and Financial Development: Macro‐ and Micro‐Level Evidence of a Perverse Relationship

Financial development is commonly identified as an important condition for fostering investment and economic growth. It is also believed that migrants’ remittances stimulate financial development in the receiving economy, contributing indirectly to economic growth. We explore the relationship between remittances and financial development using macro‐ and micro‐level data. From cross‐country panel data, we find evidence of a negative relationship between remittances and financial deepening in developing countries. Using household survey data from a study of migrants’ remittances in two CIS countries, Azerbaijan and Kyrgyzstan, we also investigate the relationship between remittances, financial intermediation and ‘financial literacy’ among remittance‐receiving households. While we find some evidence of a positive, albeit weak, relationship for Kyrgyzstan, in Azerbaijan, the relatively more financially developed economy, we uncover a strong perverse relationship. Remittances appear to deter bank intermediation and use of formal banking services. Possible reasons are explored and areas for further investigation identified.     

Understanding and breaking the rules of business: Toward a systematic four-step process

Knowing the rules of a business is a prerequisite of being successful. On the other hand, carefully and selectively breaking the rules of management is often the way to exceed the low margins of intensively competitive arenas, especially at a time when technological innovation is limited and industries are tending to consolidate. Drawing on their own practical know-how and intensive research into future business models, the authors of this article call for more dialectic in management thinking. Their “rule-breaking strategy creator” process is a combination of tested consulting and venture capital tools, and provides an entirely new approach to systematic rule-breaking and, thus, competitive advantages.     

Risk Minimization with Incomplete Information in a Model for High‐Frequency Data

We study risk‐minimizing hedging‐strategies for derivatives in a model where the asset price follows a marked point process with stochastic jump‐intensity, which depends on some unobservable state‐variable process. This model reflects stylized facts that are typical for high frequency data. We assume that agents in our model are restricted to observing past asset prices. This poses some problems for the computation of risk‐minimizing hedging strategies as the current value of the state variable is unobservable for our agents. We overcome this difficulty by a two‐step procedure, which is based on a projection result of Schweizer and show that in our context the computation of risk‐minimizing strategies leads to a filtering problem that has received some attention in the nonlinear filtering literature.     

The Role of Geographic Location in the Acquisition Strategies of High‐Technology Firms: Evidence from Computer Networking Equipment Industry

The present study focuses on the acquisition strategies of Cisco Systems, a comprehensible representative of high‐technology firms. This investigation has depicted a dynamic picture of acquisition behavior when the geographic location of targets varies. Analysis has revealed that high‐technology firms are more likely to acquire co‐located start‐ups. Our findings suggest that high‐technology firms are more likely to acquire targets who have received an earlier equity investment and whose technologies have been standardized. We have also found partial evidence that supports the argument that high‐technology firms pursue cluster‐based acquisitions. Analysis suggests that access to patents does not matter for start‐up companies located in industry clusters while their counterparts outside these clusters need patents to become acquisition targets. © 2013 Wiley Periodicals, Inc.     

Exploring the Role of a Country's Institutional Environment in Internationalization: Strategic Responses of SMEs in Russia

Based on the suggested five-pillar institutional framework, the study empirically investigates the impact of the institutional environment on internationalization aspirations of small and medium enterprises (SMEs) in emerging economies and maps their strategic responses against imposed institutional pressures. The data collected across five forest cluster SMEs in Saint Petersburg and Moscow are analyzed. Political instability, corruption, bounded cognition, over-patriotism, and high power distance act as the main constraints, while demands for new knowledge and funding are identified as the main drivers for internationalization. The classified institutional challenges are mapped against the possible strategic responses of the SMEs, such as acquiescence, compromise, avoidance, defiance, and manipulation.     

Dual boundary spanning: Toward a typology of outside‐in open innovation in the Canadian context

The extant literature runs short in understanding openness of innovation regarding and the different pathways along which internal and external knowledge resources can be combined. This study proposes a unique typology for outside‐in innovations based on two distinct ways of boundary spanning: whether an innovation idea is created internally or externally and whether an innovation process relies on external knowledge resources. This yields four possible types of innovation, which represent the nuanced variation of outside‐in innovations. Using historical data from Canada for 1945–1980, this study unveils different implications of these innovation types for different levels of innovation novelty. Copyright © 2016 ASAC. Published by John Wiley & Sons, Ltd.     

Testing the Market Integration Process in the European Car Sector: Evidence from Pricing‐to‐market Behaviour

In this study, we investigate the process of the European car market integration by analysing the evolution of cross‐country differences in the degree of pricing‐to‐market behaviour of United Kingdom exporters. We estimate these country differences by exploiting statistical information for pre‐tax retail prices and for export unit values. Conclusions from both independent data sets are, in general, quite consistent. Results support the claim that, in the period before the Block Exemption Regulation (1400/2002) came fully into force, international price discrimination was an important source of car price dispersion within the euro area. For a more recent period, we found that estimated deviations in pricing‐to‐market behaviour across destinations have become lower. This convergence suggests that car market integration was progressively improved at the end of the last decade.     

Trade Union Responses to Outsourcing in a Neo-Liberal Environment: A Case Study Analysis of the Australian Public Sector

Australia has witnessed a rapid growth in outsourcing over the past decade with the public sector being the clear leader in these initiatives. Explanations of the rise of outsourcing tend to emphasize economic and human resources management factors and neglect the political dimension. In particular, unions and collective labour relations have been a target of a neo-liberal reform agenda pursued by both Labour and conservative governments, which has included outsourcing as a means of individualizing the employment relationship and reducing union influence. This can be seen clearly from the experience of the state of Victoria both in its reform of local government and its electricity generation industry where a carefully implemented programme of downsizing and outsourcing played upon existing divisions in the workforce. In both cases a pragmatic, survival oriented response from the major unions was elicited.     

Revisiting the Purpose of Selling: Toward a Model of Responsible Selling

Selling as a profession and sales management as an organizational function have undergone major changes that were driven by the evolutionary journey of the marketing discipline. The extant value cocreation paradigm is recrafting the purpose of selling. This paper explores the conceptual development of a selling paradigm that is more responsible to its customers. Specifically, in Business-to-Business (B2B) context, the cost of any selling behavior that compromises customer interest could be of disastrous proportions. Building on the theoretical foundations of self-regulation and job demands-resources theory, this paper develops a conceptual model of responsible selling by integrating self-leadership literature with the emerging paradigm of value-based selling. The conceptual model outlines several research propositions for empirical validation and discusses its potential implications for sales managers and sales organizations.     

On the Differential Behaviour of National and Multinational Firms: A Within‐ and Across‐sectors Approach

This paper looks for different patterns of behaviour of national firms and multinational enterprises (MNEs). Its main contribution is the use of a computable general equilibrium perspective to analyse firms’ performance. The model is calibrated for the case of the Czech Republic, which has been a very attractive foreign direct investment location in the last three decades. We replicate the arrival of MNEs to different sectors of this country in turn and analyse the responses of both types of firms across the 20 different sectors in which the Czech economy has been split. Our results grasp the short‐run impact. The higher labour intensity of national firms leads them to different patterns of production and labour demand, compared with MNEs operating within the same sector. The demand side of the model (particularly, exports and private consumption) drives the evolution of production and labour demand across sectors. Regarding prices, we also find a differential pattern between both types of firms within and across sectors. Our analysis offers detailed evidence on how the impact of MNEs will differ depending on the sector to which they arrive. Finally, the aggregate results suggest that a completely different microeconomic panorama may underlie rather similar macroeconomic outcomes.     

The Role of Firms in Resilient Systems: A Multi‐Level Framework

In this paper, we articulate a multi‐level resilience‐based framework explaining how firms facilitate stronger system‐level resilience. The framework stresses the importance of firm interdependence, describing how pooled versus sequential/reciprocal patterns of interdependence influence the resilience antecedents of diversity, slack, and redundancy. We argue that the inter‐firm practices of self‐governance and supply chain collaboration function to maintain resilience antecedents at more moderate and effective levels. This work builds on prior resilience research that has remained focused on either firm or system levels of analysis by stressing the value of firm interdependence as an important contingency for effective system resilience. Copyright © 2018 ASAC. Published by John Wiley & Sons, Ltd.