Foreign entrant survival and foreign market share: Canadian companies' experience in united states medical sector markets

We show that successful foreign market entry is related to the extent of foreign presence in an industry at the time of entry. Survival of 31 Canadian-based businesses that entered 24 U.S. medical sector markets between 1968 and 1989 tended to be somewhat longer in product markets in which foreign-based businesses held a moderate market share when the Canadian businesses entered than in low and high foreign share product markets. The result controls several other industry and business-level factors, including industry concentration, entry year, corporate size, related diversification, entry mode, and service sector status.     

Profitability and market share: A reflection on the functional relationship

The paper analyzes the functional relationship between profitability and market share for type of businesses in the PIMS data base. Although a linear relationship has been imposed in other studies, our result shows that empirically it seems a poor representation of the data. In addition, three observations seem to be most evident. First, small-share businesses were not per se less successful than larger business units. In the service market and the market for raw or semi-finished materials small-share businesses were just as profitable or even more profitable than larger business units. Second, some businesses were ‘stuck in the middle’, which was most evident in the service market but also in the retail and wholesale markets. Third, very large-share businesses were often less profitable. A critical market share was identified as between 65 and 70 percent. Beyond that level the ROI decreased.     

Professional associations and their members: A study of the market for professional services when ability and size are independent

The members of a professional group are organized in an association which influences ability requirements and size in order to keep either the price, its own revenues or the members' incomes as high as possible. Ability is, contrary to earlier approaches, treated as a matter of education rather than selection. The members are free to set quantity and/or price in order to maximize income. The association incentive to influence size and ability is shown to depend on how demand elasticity changes with these variables. New types of misallocations such as ‘exclusive incompetence’ may emerge.     

Dispersion of influence between Marketing and Sales: Its effects on superior customer value and market performance

In this study the authors investigate how dispersion of influence between Marketing and Sales (DIMS) affects the creation of superior customer value and the firm's market performance. Hypotheses are tested on a sample of 326 strategic business units using structural equation modelling analysis. Three main results emerge which contribute to the understanding of the consequences of DIMS within companies. First, DIMS increases interaction and collaboration between Marketing and Sales, without blurring their respective goals, roles and responsibilities. Second, DIMS contributes to the diffusion of a customer oriented-culture across the organization. Third, the findings of this study clarify how and why DIMS affects organizational performance by showing simultaneously that superior customer value mediates the effects of DIMS on market performance, and that Marketing–Sales interface and customer-oriented culture mediate the effects of DIMS on superior customer value. The authors discuss the study's theoretical contributions and offer directions for future research. Overall, this study provides a new and broader perspective to managers responsible for the allocation of decision making influence between Marketing and Sales over a range of market-related issues.     

Academic brands and their impact on scientific endeavour: The case of business market research and researchers

This paper examines the significance of the rapid development of so-called “academic brands” in Marketing for the process of academic research and for the work and the careers of researchers: It focuses on the specific case of business market research and researchers. The paper starts by exploring the ideas behind the development of Consumer Culture Theory (CCT) and its impact on the academic community: CCT appears as an emblematic case of branding of an academic community. The paper then discusses the rapid emergence of the Service-Dominant Logic (SDL) as a case of branding which has a direct impact on business market research. The paper then relates the emergence of these two “brands” to developments in business market research and more specifically to the development of IMP as a brand. Finally, the paper draws some conclusions about the role of academic branding and its impact on scientific endeavour with emphasis on the future of business marketing research and researchers.     

The characteristics of videos on demand for television programs and the determinants of their viewing patterns: Evidence from the Korean IPTV market

Korea's video-on-demand (VOD) market is led by pay TV service providers, especially internet protocol television (IPTV) service providers, and VODs for television programs (TV-VOD) represent the largest share of VOD in the country. TV-VOD is therefore of strategic importance to providers in terms of their current sales share and future growth. Focusing on the time-shift characteristics of TV-VOD and the serial complementarity of television programs, this study examines how various factors such as the characteristics of paid vs. free VOD services, and the average and variance of broadcast ratings affect VOD viewing patterns. An empirical analysis was conducted using data for TV-VODs of all television programs broadcast by major Korean broadcasters in 2015. The key findings are as follows: (1) There is an inverted-U shape relationship between broadcast ratings and TV-VOD views. This implies that there exists a positive window effect between the original broadcast and TV-VOD, with an exceptional substitution effect in segments with very high ratings. (2) Even if the average ratings are similar, there are more VOD views for programs that have a large fluctuation in ratings between episodes, mainly due to serial complementarity. (3) In terms of the distribution of VOD views over time, the initial concentration is higher in paid VOD packages and dramas, which implies that immediate decay appears for TV-VOD content because of subscriber preferences for novelty and the serial nature of drama shows. The study concludes with various implications for VOD service providers and policy makers.