A different toolbox for M&A due diligence in China

Prior to spending considerable resources on putting together a meaningful due diligence process, it is imperative for businesspersons to ask some major questions regarding the decision under consideration. What, explicitly, does the company hope to achieve with the transaction? What is the end game and what are the alternatives? Why is the deal better than a greenfield operation or some other business arrangement? If the transaction is to be a joint venture, will the company merely be paying tuition for a formidable competitor? In the West, the diligence team would typically sit in a war room and pore over piles of documents. This will simply not work in China, as much of the documented information is intended to mislead the tax collector or, in the case of a business, the acquirer. Any meaningful understanding of the target will come from re‐creating a representation of the business from scratch using process mapping and modeling techniques based on trusted information. This article is intended to help businesses entering China conduct accurate and meaningful due diligence as they enter a market fraught with pitfalls and cultural nuances with which Westerners may not be familiar. © 2010 Wiley Periodicals, Inc.     

A note on business replies to consumer letters of praise and complaint

Business firms require feedback from the marketplace to determine whether or not the needs of the firm's customers are being satisfied. When feedback takes the form of consumer letters, it seems obvious that it is simply good marketing practice to respond to letters of complaint and good consumer relations to respond to any letter from a consumer. With the dual objectives of providing introductory marketing students with a meaningful and participatory exercise in consumerism and of exploring an apparently virgin research area, a project was undertaken which generated 250 letters to business firms concerning their products and services. The analysis of the business firms' responses attempted to find out: What types of business firms replied? In what from did these firms reply? And, how did the “customers” react to their replies?     

Effect of Business Education on Women and Men Students’ Attitudes on Corporate Responsibility in Society

This article describes a survey among Finnish business students to find answers to the following questions: How do business students define a well-run company? What are their attitudes on the responsibilities of business in society? Do the attitudes of women students differ from those of men? What is the influence of business education on these attitudes? Our sample comprised 217 students pursuing a master’s degree in business studies at two Finnish universities. The results show that, as a whole, students valued the stakeholder model of the company more than the shareholder model. However, attitudes differed according to gender: women students were more in favor of the stakeholder model and placed more weight on corporate ethical, environmental, and societal responsibilities than their men counterparts – both at the beginning and at the end of their studies. Thus, no gender socialization effect of business school education could be observed in this sense. Business school education was found to shape women and men students’ attitudes in two ways. Firstly, valuation of the shareholder model increased and, secondly, the importance of equal-opportunity employment decreased in the course of education. This raises the question whether the educational context is creating an undesirable tendency among future business professionals. The results further suggest that the sociocultural context can make a difference in how corporate social responsibility is perceived. The article also discusses possible ways to influence the attitudes of business students.     

Company Legitimacy in the New Millennium

The relationship between business and society changes over time, and periodically there is a ‘legitimization crisis’. The paper will briefly explore some important questions about company legitimacy: why is company legitimacy important; why do legitimacy crises occur; and finally, are we in a crisis at the moment, and if so how can it be solved? The legal institutionalization of business firms prescribes narrow accountabilities and limited responsibilities: the challenge for business in the new millennium is to open these up and to broaden our understanding of the social significance of business activity without destroying its wealth creating processes. This will require a rethinking of the relationship to the shareholder and a new definition of the relationship with stakeholders.     

Regulatory competition between company laws in the European Union: The Überseering case

The strengthening of choice of law in the field of company law by the recent decision of the European Court of Justice in the Überseering case may lead in the near future to the mutual recognition of national business forms by the EU Member States. This will mean an increase in regulatory competition between company laws. But will this competition necessarily lead to an improvement in the quality of company laws, or could the opposite be the case? What would be the appropriate features of a regulatory framework that would guide a competitive race of company laws to the top and not to the bottom?     

Dealing with Organised Crime in a Foreign Country

“What is the worth of moral values that only inform easy decisions but are impotent in more difficult circumstances?” Yet should one not at times tailor one’s moral views to suit circumstances? Drawing on his personal business experience in Taiwan Peter Huang reflects on the ethical issues raised by trying to do business honestly in a climate of organised crime. Currently completing his MBA at London Business School, he is of Taiwanese origin and returned there from Canada to found his own design company.     

Strategic Outsourcing: Lessons from a Systems Integrator

This article explores the question of how outsourcing works in practice. 'Telequip', a telecoms equipment supplier, adopted a core competency strategy under which activities outside its 'core business' of order fulfilment were to be outsourced. Detailed research on three of the outsourcing decisions which flowed from this strategy, including attending meetings between Telequip and its suppliers, led the author to conclude that in practice it wasn't all as neat as that. He argues that Telequip used its core competency strategy to get rid of problem-ridden business activities and that outsourcing risks loss of key skills.     

Some consequences of the early twentieth-century British divorce of ownership from control

Because ownership was already more divorced from control in the largest stock market of 1911 (London) than in the largest stock market of 1995 (New York), the consequences for the economy, for good or ill, could have been considerable. Using a large sample of quoted companies with capital of £1 million or more, this article shows that this separation did not generally operate against shareholders' interests, despite the very substantial potential for agency problems. More directors were apparently preferable to fewer over a considerable range, as far as their influence on company share price and return on equity was concerned: company directors were not simply ornamental. A greater number of shareholders was more in shareholders' interest than a smaller, despite the enhanced difficulties of coordinating shareholder ‘voice’. A larger share of votes controlled by the board combined with greater board share ownership was also on average consistent with a greater return on equity. Corporate governance thus appears to have been well adapted to the circumstances of the Edwardian company capital market. Hence the reduction in the cost of capital for such a large proportion of British business conferred a substantial advantage on the economy.     

Seek the Good Life, not Money: The Aristotelian Approach to Business Ethics

Nothing is more common in moral debates than to invoke the names of great thinkers from the past. Business ethics is no exception. Yet insofar as business ethicists have tended to simply mine abstract formulas from the past, they have missed out on the potential intellectual gains in meticulously exploring the philosophic tradition. This paper seeks to rectify this shortcoming by advocating a close reading of the so-called “great books,” beginning the process by focusing on Aristotle. The Nichomachean Ethics and The Politics points to Aristotle’s emphasis on tying business morality to a universal conception of the good life. This conception defines personal happiness to chiefly consist in practicing the virtues, a life in which both desire and the pursuit of wealth is kept under check. According to Aristotle, virtue reaches its height with the exercise of the intellectual virtues of prudence and wisdom – the first manifest in the leadership of organizations, and the second in the philosophic search for truth. From an Aristotelian point of view, therefore, the greatest ethical imperative for business is to give individuals opportunities to thoughtfully participate in the management of company affairs and to contemplate the ultimate meaning of things.     

Image risks of servitization in collaborative service deliveries

Although servitization is seen as a potential process for reputable goods manufacturers to expand their business, it also involves risks to company image. External partners, such as suppliers and third parties, have played an increasing role in manufacturing firms' service business, but their image effects are poorly understood. This paper discusses the image risks of servitization in manufacturing companies, particularly when they operate collaboratively with third parties. An embedded case study was conducted in two units of a case company in the engineering industry. The results revealed that a good company image plays a key role in customers' selection of service providers, but this image is strongly influenced by third-party performance during service delivery. As a key contribution, this study suggests that third-party image risks are strategic issues that can direct and guide the servitization process at the level of strategy, operations, and company identity.     

“What’s the Harm in Being Unethical? These Strangers are Rich Anyway!” Exploring Underlying Factors of Double Standards

Previous studies show evidence of double standards in terms of individuals being more tolerant of questionable consumer practices than of similar business practices. However, whether these double standards are necessarily due to the fact that one party is a business company while the other is a consumer was not addressed. The results of our two experimental studies, conducted among 277 (Study 1) and 264 (Study 2) participants from a Western European country by means of an anonymous self-administered online survey, demonstrate that the respondents were not only harsher in their judgments of unethical business (vs. consumer) behavior, but also harsher in their judgments of unethical behavior by prosperous (vs. non-prosperous) consumers and prosperous (vs. non-prosperous) business companies (Study 1). Further, they were also less tolerant of unethical behavior by consumers (vs. one’s best friend) and business companies with which they have a less than good (vs. a good) relationship (Study 2). These results indicate that double standards are due to differences in perceived wealth between subjects and in the individual’s relationship with subjects. These two factors imply that double standards are not strictly reserved to consumer–business relations, but might also be used in business–business and consumer–consumer relations. Further, these results indicate that companies need to be aware of the fact that good financial figures may backfire as they might lead individuals to be more critical of a company’s deceptive practices. Moreover, these findings point to the importance of businesses investing resources—and to keep investing resources—in developing a good relationship with stakeholders as these good relationships lead to stakeholders being less prone to make moral condemnations.     

Knobe, Side Effects, and the Morally Good Business

This paper focuses on Joshua Knobe’s experiments which show that people attribute blame and intentionality to the chairman of a company that knowingly causes harmful side effects, but do not attribute praise and intentionality to the chairman of a company that knowingly causes helpful side effects. Knobe’s explanation of this data is that people determine intentionality based on the moral consideration of whether the side effect is good or bad. This observation and explanation has come to be known as the “Knobe Effect.” One implication from the Knobe Effect is that it seems profit-driven businesses can only intentionally cause harmful and never good side effects. This paper examines the Knobe Effect, and argues for a way that business persons can understand it and avoid its implications. The argument has three parts. The first point is that business persons who care only about profits are blameworthy and rightly should not get credit for good side effects. Second, when a morally praiseworthy person who cares about values other than profits causes side effects, her actions are intentional and praiseworthy. Therefore, profit-driven business persons can be praised for intentionally producing good side effects if they consider other moral values as moral agents should. Finally, morally praiseworthy business persons need only to be Minimally Good Samaritans and not totally altruistic. When a business person strives for profits, adheres to other morally important values, and produces morally good side effects, then we should say that she intentionally caused those effects and is praiseworthy.     

基于战略协同的子公司战略研究方法

处于子公司地位的企业如何制定战略是战略研究中经常遇到的问题。结合一个集团公司内部子公司战略制定的实例,提出了一套基于母子公司战略协同的子公司战略制定的思路与方法,并给出了一种功能与业务组合的关系矩阵作为确定子公司业务组合的方法,把子公司的功能划分为两个方面。通过明确子公司应具备的功能,确定其相应的业务组合。     

Party time: recreation rituals in the world of B2B

Abstract

We examine the role of business parties in business markets: why do B2B companies spend such large amounts of money to sponsor events meant for public consumption, such as sporting events, when most of their activity involves selling to other organisations? Drawing from extensive qualitative fieldwork in the world of tennis tournaments, we detail the specific universe of parties that happen backstage, between companies sponsoring these events. This context helps illuminate the critical role of business parties in business networks. Far from being mere recreation at the company’s expense, business parties are important opportunities for executives to develop and manage their relationships. We show that a business party functions as a particular kind of ritual by creating a distinct universe with its own language, gestures, and other modes of interaction.

Summary statement of contribution Our theoretical contribution to the literature on relationship marketing is to detail the unifying function of business parties in local business markets, where relationships with a variety of organisations are key to a company’s success. Our methodological contribution is to illustrate the relevance of anthropological approaches and concepts, such as rituals, to the world of B2B.     

FOCUS: The Social Role of Business Tomorrow's Company— Inclusively Ethical?

Britain's Royal Society of Arts has recently produced a report on the conditions of future successful business in Britain, entitled Tomorrow's Company, in which the idea of the “inclusive company” is seen to be central to such success. How, and to what extent, does business ethics figure in this prospect for the future? The author is Vice-Chairman of the Institute of Management and former Chair of its Professional Practice Committee.     

Transfer of management knowhow to developing countries: An empirical investigation

This article examines the transfer of management knowhow to developing countries through managers who undertake a graduate program in business at an advanced country. Based upon a study of 67 Turkish managers, all of whom received a master's degree in business in the United States, the article addresses three issues: What are the differences in the local applicability of various management skills (including marketing) which were acquired in an advanced country? What company and individual manager characteristics are associated with the local application of these management skills? What principal factors impede the transfer of management knowhow to an indigeneous organization?     

Q＆A as for Foreign Business Practice in China

A Taiwanese, who plans to establish a wholly foreign-owned company in Chengdu （as the only the shareholder, he plans to invest 0.8 million）, engaging in the pastry, Chinese and western fast food, coffee and other drink.     

FOCUS: Moral Responsibilities to Competitors

Are there any moral restraints on how a company should behave towards its competitors, or is all fair in love, war - and business? Dr Higginson is Director of the Ridley Hall Foundation, Cambridge CB3 9HG. The Foundation is concerned with the application of Christian faith and values in business, and conducts research, seminars, publications and speaking engagements to that end. This paper was first presented at a Seminar on Teaching Business Ethics held at London Business School on Friday, 10 March, 1995.     

Making profits and sweet music

This paper seeks to provide a practical theoretical setting for ethics in business. The perspective is that of the strategic practitioner rather than the moral philosopher. It seeks to take account of the currently dominant business influences of rapid technological development and globalisation and the resultant new form of stakeholder organisation.
From this perspective it is clear that being perceived as trustworthy is seen as vital to long term business success. There are various corporate actions that are taken to ensure that organisations are perceived in this way and this paper reports those which were identified during interviews with executives in leading UK companies.
The research found little support for corporate philanthropy involving firms investing in 'good works' unrelated to their business activities. The main focus was on setting standards of behaviour and achieving a high degree of openness and transparency between stakeholders made subject to independent audit and report. These practical initiatives do not rest on any knowledge and understanding of moral philosophy.     

双汇劫：五百亿的隧道视野

已经做到行业第一名的企业，为何仍然在同一个平面做量的增加？为何第一名的企业尚不能脱离生存的恐惧，转而在商业的意义和目的上体现更深层次的追求？后者是领先型企业不断从竞争的质的层次拉开与模仿者距离的最好方法。