Do strategic groups exist? an economic framework for analysis

This paper offers a framework and methodology for resolving the question regarding the existence of strategic groups. We say that a strategic group exists if characteristics of the group affect firm performance independently of firm-level and industry-level effects. We argue that group-level effects are a byproduct of strategic interactions among members, and develop an empirical testing model, based on the ‘New Economics of Industrial Organization,’ to distinguish true group effects from spurious effects. From this model, we derive a series of logically consistent propositions, suggesting that while strategic interactions are critical for a group-level effect on profits, mobility barriers are necessary to preserve both groups and their effects over time. A review of prior empirical studies of strategic groups suggests that the inconclusive nature of prior research has been due more to the lack of a theoretical foundation for empirical analysis than to the nonexistence of groups. To the extent that our methods have been employed, there is limited evidence that a rigorous search for strategic groups may prove fruitful. © 1998 John Wiley & Sons, Ltd.     

What determines the performance of strategic alliance managers? Two lens model studies

Given the increasingly frequent call—often from macro, strategy researchers—for more micro-level probes into the drivers of strategic alliance performance, this article has responded to such a call by leveraging the organizational behavior (OB) and human resource (HR) literature on competencies. Based on two studies drawing on the lens model (Brunswik, 1954), we take on an important but little explored question: “What determines the performance of strategic alliance managers?” In Study 1 (a laboratory study), double system policy capturing results show a positive relationship between alliance competencies and performance judgments. In Study 2 (a field study), we investigate the evaluative behavior of alliance supervisors. Hierarchical linear modeling (HLM) results suggest that some structural, functional, and social competencies are evaluated as more important than other competencies in determining alliance managers’ performance.     

Do firms sell forward for strategic reasons? An application to the wholesale market for natural gas

Cournot models of oligopolistic interaction in forward and spot markets have shown that firms may sell forward for risk-hedging reasons only, or for both risk-hedging and strategic considerations. Using data from the Dutch wholesale market for natural gas where we observe the number of players, spot and forward sales, churn rates and prices, this paper presents evidence that strategic reasons play an important role at explaining the observed firms’ hedging activity. Our test for strategic behavior is based on the theoretical relationship between the number of sellers and the incentives to sell forward: if risk-hedging is the only motive behind firms’ decision to sell forward, then hedging activity ought to decrease in the number of firms; otherwise, if strategic reasons are relevant, then firms incentives to sell forward should increase in the number of competitors.     

Transforming a Trade Union? An Assessment of the Introduction of an Organizing Initiative

In 1995 Unison implemented a National Recruitment Plan, and, in 1997, a National Organizing and Recruitment Strategy, with the objective of reversing the decline in union density in the public sector. This article traces the development of these initiatives and assesses their results. The article shows that there is limited involvement of lay representatives in the National Organizing and Recruitment Plan, but that there is a positive relationship between participation in union programmes intended to promote organizing and the performance of individual branches.     

An empirical study of manufacturing flexibility of exporting firms in China: How do strategic and organizational contexts matter?

Using evidence from exporting firms in China, this research aims to determine the conditions that foster manufacturing flexibility and the way in which firms support it. The contingency perspective and the competence and capability theory are utilized to develop a framework to enhance the knowledge of internal competence, external flexibility, and manufacturing performance, and the understanding of the moderating roles of strategic and organizational choice on the competence-flexibility and flexibility-performance relationships. Empirical evidence from a sample of 222 export product/market ventures confirmed the main effect that manufacturing, assembly outsourcing, and marketing competencies support a firm's manufacturing flexibility and in turn enhance manufacturing performance. Several notable moderating effects were also identified. Although a strategic emphasis on low-cost manufacturing and long-term contracting weakens a firm's transformation of core competencies into flexible capabilities, specific organizational choices regarding private ownership and direct exporting strengthen the conversion of manufacturing flexibility to superior manufacturing performance.     

Why did we make that cheese? An empirically based framework for understanding what drives innovation activity

In the more recent product development literature the interplay between R&D skills and competencies and market skills and competencies is seen as a major determinant of successful innovation. The study reported in this article was done in order to cast more light on these two constructs in an industry with low R&D expenditures, but where product development is nevertheless considered to be strategically important. That industry is the food processing industry. The results of a series of case studies indicate that constructs other than R&D and market orientation may be more appropriate for understanding innovation and explaining innovation success in the case material. A new set of constructs focusing on what causes specific innovation activities to occur is proposed and a revised framework is developed.     

Is customer loyalty vulnerability-based? An empirical study of a Chinese capital-intensive manufacturing industry

Through cooperation, firms can work together to collectively enhance their performance by sharing resources so as to achieve complementary synergism; while assuring their own self interests by adapting some opportunistic tasks simultaneously to gain benefits. There are few studies on the key but hidden reality of relationship vulnerability — i.e., the dynamic process of both creating relationship value and making sacrifices. We aim to empirically investigate the dimensions of a vulnerability-based relationship (complementary synergism and opportunism) and its link with customer loyalty. A framework is proposed in order to give a new dynamic tool in understanding and implementing effective customer loyalty strategies. Our findings revealed that the level of a vulnerability-based relationship is reflected by the high levels of flexible customization, relationship-specific bonding, coercive integration, buyer idiosyncratic investment and a low level of self-interest seeking. A vulnerability-based relationship also has a positive impact on loyalty. Managerial implications of our study are described.     

Perfect timing? Dominant category,dominant design,and the window of opportunity for firm entry

The optimal time to enter emerging industries is a key concern in strategy, yet scholars struggle to create a theoretical foundation that can integrate conflicting empirical findings. We incorporate categorical dynamics to industry life cycle theory to enhance existing entry timing theories. We introduce the concept of a dominant category—the conceptual schema that most stakeholders adhere to when referring to products that address similar needs and compete for the same market space—linking it to the dominant technological design and entry‐timing advantages. In particular, we propose the existence of a window of opportunity for firm entry that starts with the emergence of the dominant category and ends with the emergence of the dominant design. © 2013 The Authors. Strategic Management Journal published by John Wiley & Sons Ltd.     

Is the Patent System an Even Playing Field? The Effect of Patent Attorney Firms

The patent system underpins the business model of some of the fastest-growing companies. Used appropriately, it should support frontier technologies and nurture new firms. Used perniciously, it can stifle innovation and protect established technological behemoths. We analyze patent examination decisions at the American, European, Japanese, Korean, and Chinese patent offices and find evidence that patent attorneys have a surprisingly significant role in the patent system. Our results suggest that some forces within the examination system maintain the uneven playing field by allocating monopoly rights to inventors with better access to influential attorneys, rather than leveling it by favoring inventors with better, nonobvious ideas. Attorney quality is most important, vis-à-vis invention quality, in less codified and more rapidly changing technology areas such as software and ICT.     

Is DNA fingerprinting the gold standard for estimation of adoption and impacts of improved lentil varieties?

In the early 1980s, disease susceptibility in short-season lentil landraces began to limit productivity in areas where relay cropping took place in Bangladesh. Since then, several improved high-yielding lentil varieties, which are resistant to rust and blight and suitable in the relay cropping system, have been released jointly by national and international research centers. This study used three methods, namely a panel of experts, a survey of 1000 households where the respondents named the variety they used, and DNA fingerprinting of seed samples collected from all lentil plots cultivated by survey households to estimate adoption. Double hurdle and instrumental variables regression methods were applied to the household survey and DNA fingerprinting data to identify determinants of adoption and measure their impacts. Of particular interest was whether estimates of adoption, determinants of adoption and impacts varied by method of variety identification. Results showed that the expert panel overestimated the adoption of more recent varieties while about 89% of the farmer-reported varieties were accurate, as verified by DNA fingerprinting. DNA fingerprinting appears to have little advantage for estimating the level of adoption in this case, where few varieties of lentils are found, local variety names do not exist, and most seed is obtained through a formal system. However, even under these conditions, determinants of adoption vary by identification method, and use of farmer-reported information on the variety can lead to erroneous conclusions about determinants of adoption. Because recent breeding efforts have focused on taste and cooking considerations, yield impacts were not significantly different from zero.     

The impact of climatic change on agricultural production: Is it different for Africa?

This paper examines the impact of climatic change on the level of total agricultural production of Sub-Saharan Africa (SSA) and non-Sub-Sahara Africa (NSSA) developing countries. In doing so it uses a new cross-country panel climatic dataset in an agricultural production framework. The results show that climate, measured as changes in country-wide rainfall and temperature, has been a major determinant of agricultural production in SSA. In contrast, NSSA countries appear not to be affected by climate in the same manner. Simulations using the estimates suggest that the detrimental changes in climate since the 1960s can account for a substantial portion of the gap in agricultural production between SSA and the rest of the developing world.     

Incentives for cattle producers to adopt an E. Coli vaccine: An application of best–worst scaling

E. coli O157:H7 is an important source of foodborne disease. The E. coli pathogen occurs naturally within the rumen of livestock (including cattle) and does not affect the health of the cattle, however, can be a source of cross-contamination during food processing or environmental contamination of drinking and irrigation water supplies. A vaccine to reduce the risk of cattle shedding E. coli is licensed for use in Canada and the US, however, adoption of the vaccine by cattle producers has been extremely low. Using data from a survey of cow–calf producers in western Canada, the influence of a set of thirteen incentives to encourage adoption of the vaccine is examined using Best–Worst Scaling. Incentives include policy interventions, market/supply chain incentives, production protocol incentives, and producer reputation incentives. Heterogeneity in producer responses to the incentives is evident and is further explored with a Latent Class Cluster analysis. Results suggest that a ‘one size fits all’ policy to encourage adoption of an E. coli vaccine by cattle producers may be challenging.     

What Is Best for Workers? The Implications of Workplace and Human Resource Management Practices Revisited

Drawing on a 2003–2004 random household telephone survey of 750 Canadian workers, I explore the implications of work and human resource (HR) practices for six aspects of the quality of working life. I find “traditional” HR practices, associated with the bureaucratic model predominant after World War II and with union representation, to have strong positive implications for workers. Participative workplace practices also have strong positive implications, although these are largely limited to information sharing in the union sector. The actual organization of work (e.g., teams), contingent pay, and “new” HR practices, associated with the “new” HRM of the 1980s, all make little difference. Comparison of these findings with those from a comparable 1998 survey of 508 Canadian workers and a parallel 2003 survey of 450 English workers suggest, however, that the implications of work and HR practices may be historically and institutionally contingent and thus should be interpreted using a historical/institutional perspective.     

Is all communication created equal?: an investigation into the effects of communication mode on perceived information quality

Enhancing communication between functions is crucial to successful product development and management. Previous work in the product innovation management literature has made two implicit assumptions. First, that increasing the frequency of information dissemination from one function to the other always improves the perceived quality of the information received. The second assumption is that all types of interfunctional communication carry equal weight in the decision‐making process of the target of that communication. The current study develops a typology of communication modes, which suggests a rationale for why these assumptions may not be true. The empirical findings of the study, based on a survey of 504 nonmarketing managers indicate that the relationship between total communication frequency and perceived information quality (PIQ) is nonlinear. Specifically, the study finds that marketing managers can either communicate too little or too much with nonmarketing managers. If they interact too infrequently, they run the risk of not understanding the way to most effectively communicate market information. If they communicate too much, they may overload the manager with too much information and erode the overall quality of the information sent. In addition, some modes of communication are more effective in improving perceptions of the quality of market information. For instance, regular e‐mail sent by marketing managers seems to have no effect on perceived information quality. On the other hand, e‐mail sent with supporting documentation can have a strong positive effect on perceived information quality. Impromptu phone calls by marketing have less positive effects than scheduled phone calls. Interestingly, too much of the wrong types of communication actually seem to reduce perceptions of perceived information quality, and consequently the likelihood that market information will be used. The study also suggests that certain kinds of communication are better for manufacturing managers and others more effective in sharing information with R&D managers. For instance, disseminating information through written reports seems to reduce perceived information quality. This is particularly true for R&D managers. On the other hand too many meetings can reduce perceptions of PIQ, particularly on the part of manufacturing managers. Implications for theory and practice are discussed.     

Is an integrated farm more resilient against climate change? A micro-econometric analysis of portfolio diversification in African agriculture

This paper examines whether an integrated farm that owns both crops and livestock is more resilient under global warming than a specialized farm in crops. Using around 9000 farm surveys across Africa, we explore how farmers choose one of the farm types and how the net revenue of each type varies across the range of climate in Africa. The results indicate that an integrated farm increases in number while a specialized farm decreases across Africa under climate predictions for 2060. The relative profitability of each system against each other also changes. An integrated farm becomes relatively more profitable over specialized farms half a century from now. The impacts of climate change on integrated farms range from 9% loss to 27% gain depending on climate scenarios. Behavioral models can capture portfolio diversification benefits that agro-economic models cannot measure.     

Is advertising an underappreciated driver of sales growth in B2B markets? Theoretical perspectives and empirical evidence

While firms in consumer markets spend hundreds of billions of dollars on advertising each year, firms in business markets are comparably hesitant to adopt advertising as a means to drive business and generate sales growth. Instead, a widespread belief is that sales success in business markets results from a quality focus and sales force support. Challenging these beliefs, this study proposes that B2B advertising can have effects that are meaningful and unmatched by effects resulting from a quality focus and sales force spending. Furthermore, we hypothesize that B2B advertising can help unlock dormant potentials in the established success drivers. We test the proposed effects empirically, drawing on more than 12,000 observations of the advertising expenses, quality focus, sales force spending, and sales growth of more than 2000 U.S.-based B2B firms between 1990 and 2015. This research provides novel insights for researchers and managers concerning the benefits of B2B advertising spending and the interplay between different success drivers in generating sales growth in business markets.     

How strong is the business-to-business brand in the workforce? An empirically-tested model of ‘internal brand equity’ in a business-to-business setting

In the business-to-business sector, the brand-owner's employees are increasingly playing a key role in the representation of individual and corporate brands at the interface with actual and potential customers. Consequently, ‘internal branding’ has recently emerged as an important issue in industrial markets. This article proposes and empirically validates a theoretically structured framework for the measurement of a new construct, internal brand equity, and identifies its determinants and consequences. The findings offer evidence for the powerful impact of a brand-oriented corporate culture on internal brand equity, and demonstrate its relationship to external brand equity. Conclusions are drawn for management practice and future research.     

Who's going to provide the funding for high tech start‐ups? A model for the analysis of determinants with a fuzzy approach

The aim of this paper is to understand which factors influence the financial structure of Italian young, high‐tech, innovative firms, and to attempt to formulate a predictive model to determine the ideal financial strategy for a given entrepreneurial project. Venture capital is the most relevant form of financing for high‐technology start‐ups in the United States and is frequently cited as crucial in the technological leadership of the US economy. However, banks are also moving toward establishing a role in capital provision, making innovative offers to meet the financial needs of start‐ups, especially in bank‐centric countries such as Italy. Is it possible to build a robust and ordered set of determinants of the financial strategy of new technology‐based firms? Is it possible to gather them in a model that allows a rigorous analysis? Is it possible to summarize the analysis in a synthetic value of orientation to one or other form of financing? Through a systematic review of the literature and comparison between investors, we have taken the first step toward answering these questions. This work develops a methodology to solve the problem and builds a provisional fuzzy‐set based tool to permit the rationalization of the relevant information and effectively support the reduction of qualitative evaluation of complex phenomena into simple and measurable dimensions. The structure of the model is hierarchical but simple. We consider, as the first level of main determinants (sub‐dimensions), the figure of the entrepreneur, the nature of the project, the financial scenario, and the market characteristics. For each of these, we provide deep insights about their relation with finance. We have verified the value of this approach in the context of ten business cases, by matching the financial strategies undertaken by entrepreneurs and the obtainable conclusions with the fuzzy tool. However, the definition of a robust, predictive model requires more consistent empirical validation, which we intend to develop from this work.