The performance implications of demand-side diversification: evidence from the US telecommunications sector, 1990–1996

This article contributes to the emerging demand-side perspective in strategy by explaining the demand-side sources of the systematic performance differences (a) between firms that diversify to offer complementary products and those who choose not to diversify, and (b) across and within diversifying firms over time. The US Telecommunications Services sector during 1990–1996 provides a dynamic research setting to test our hypotheses concerning the value-generating effect of shared demand-side strategic assets across the diversifying firms' home- and target-market. We find that the overall quality of demand-side strategic assets of local telephone companies who chose to diversify to offer complementary long-distance services (to their local telephony customers) is higher than those who chose not to diversify. We also find that the variation in market-shares of the diversified local telephone companies in their respective target market(s) for complementary long-distance services is positively influenced by the quality of demand-side strategic assets deployed in the target markets.     

企业多元化经营的深层动机分析

通过对进行多元经营背后的理由和想法的分析,可以看出企业多元化经营背后的深层动机。企业多元化经营背后的动机主要有:新机会的掌握、协同效应的追求、生命周期的交替、现金流量互补和风险分散、整体作战和多点竞争、垂直整合程度的变化等六个方面。     

信誉战略——企业在市场信誉机制不健全环境下的战略选择

基于信誉是企业竞争优势之源的观点,可以得出企业信誉战略是企业战略理论的演化的趋势。在市场信誉机制不健全环境下企业信誉成为稀缺资源。企业构筑信誉战略要有良好的内外环境作为支撑,依着企业信誉战略内涵和性质,构建起企业信誉战略体系框架。处理好企业所要处理的问题。     

An Empirical Evaluation of the Corporate Strategies of Nigerian Companies

ABSTRACT

As a result of substantial and contemporary changes in the Nigerian business environment, a study was designed to evaluate the corporate strategies used by Nigerian organizations to cope with these changes. Using the survey research methodology of questionnaire on a sample of 1280 corporate executives working in quoted companies in Lagos state of Nigeria, it was found that some aspects of operationalised grand corporate strategies were highly emphasized by Nigerian organizations, while some were not highly emphasized. For example, market penetration strategy was the most emphasized grand corporate strategy, while planned liquidation strategy was the least emphasized strategy. Also, the research revealed that local competition had the highest impact on corporate strategy, while foreign competition posed the least impact on the corporate strategies of Nigerian companies. Nigerian organizations were most effective in achieving profitability objective through their grand corporate strategies, while corporate social responsibility was the least achieved corporate objective via corporate strategies. These findings and their managerial implications were discussed along the salient issues of the research with respect to the research problem, research questions, relevant literature, managerial actions, and Other cognate issues.     

Corporate Social Performance as a Business Strategy

Having the ambition to contribute to the practical value of the theory on corporate social performance (CSP), this paper approaches the question whether CSP can contribute to the competitive advantage of firms. We adopted an explorative case-study methodology to explore the variety of positive and negative effects of CSP on the competitiveness of organizations. As this study aimed at identifying as great variety of these effects as possible, we selected a diversified group of respondents. Data was thus collected through embedded units of analysis in a petrochemical company, and triangulated with the opinions of experts on CSP. Overall, we found various positive and negative effects of CSP on the competitiveness of organizations. CSP is therefore not an innocent adventure for executives, but rather a strategy for achieving corporate objectives. If not carefully implemented, the CSP strategy may harm the competitive advantage of the firm, as our results have suggested.Paper presentated at the EBEN annual conference 2004, Enschede, The Netherlands June 24–26     

多元化究竟是“馅饼”还是“陷阱”?——基于产出效率视角的实证研究

多元化作为公司发展的一种战略举措,对公司绩效有重要影响。与现有研究不同,基于产出效率视角,以全要素生产率(TFP)作为公司绩效指标,采用平衡面板数据分析来考察具有更强经济动因下的中国上市公司多元化与公司绩效的关系。实证研究发现,上市公司多元化程度与产出效率显著负相关,这意味着盲目多元化对上市公司而言可能是一种"陷阱",从而为"多元化折价"的观点提供了新的诠释。因此,改善管理水平、提高生产效率可能是上市公司提升多元化绩效的重要途径。     

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.     

How does CRM technology transform into organizational performance? A mediating role of marketing capability

Customer relationship management (CRM) technology has attracted significant attention from researchers and practitioners as a facilitator of organizational performance. Even though companies have made tremendous investments in CRM technology, empirical research offers inconsistent support that CRM technology enhances organizational performance. Given this equivocal effect and the increasing need for the generalization of CRM implementation research outside western context, the authors, using data from Korean companies, address the process concerning how CRM technology translates into business outcomes. The results highlight that marketing capability mediates the association between CRM technology use and performance. Moreover, a customer-centric organizational culture and management system facilitate CRM technology use. This study serves not only to clarify the mechanism between CRM technology use and organizational performance, but also to generalize the CRM results in the Korean context.     

公司治理结构的多变性

公司治理结构是由某一特定具体公司治理系统的要素--物质资本所有者与人力资本所有者竞争协同谈判的结果,它受市场环境影响,随着企业发展阶段不同而动态演进。模式本身不是一成不变的,它必然呈现多样性,因此立法及实践中应为公司治理结构的多元化提供必要的空间。     

企业经营战略选择的影响因素及模式

以内部专业化、外部专业化、内部相关多元化、外部相关多元化、内部非相关多元化和外部非相关多元化六种战略类型为例,探讨经营战略选择的影响因素及模式。结论是企业的战略目标、竞争环境、战略资产和合作机会影响经营战略的决策,并决定其决策模式。     

企业剩余资源与多元化扩张战略

企业资源剩余在企业中是普遍存在的 ,但并不是所有的剩余资源都可以用于企业的多元化扩张。许多企业多元化失败的原因之一在于将不具有竞争优势的剩余资源用于扩张战略上。以海尔为案例就如何识别企业剩余资源和利用剩余资源进行多元化扩张作了理论上的探讨。     

基于核心能力的公司重构

通过对公司重构的全球化趋势分析,并结合我国公司重构存在的问题与认识误区,提出了基于核心能力的公司重构,并重点对其含义、作用,特别是对基于核心能力的公司重构过程与内容进行了论述。     

企业社会责任行为与企业竞争优势:转化效应与逻辑——来自中国100强社会责任上市公司经验证据的分析

本文从竞争优势构成的多层次性入手,剖析企业社会责任与竞争优势之间的契合点和转化机理;选取2009-2015年中国不同性质的社会责任前100强上市公司作为研究对象,引入CSR行为理论探究不同CSR行为在竞争优势不同层面的转化效应。从总体上看,CSR活动对企业竞争优势有显著提升效应,在资源能力与企业价值层面转化效应较好,但企业绩效层面转化效应不显著;不同CSR行为向竞争优势转化的效应不同,而且企业规模越大,转化效应越显著,这一结论 (发现),基于竞争优势来源构成的不同层次,对CSR-CFP关系之谜给出一种合理解释。     

试论企业价值观与企业形象塑造

在竞争日益激烈的市场经济条件下 ,企业形象塑造已成为众多企业制胜的法宝 ;而作为企业形象塑造核心的企业价值观 ,直接影响着企业形象的精神层、制度层和物质层等各个层面的形象塑造效果。因此 ,为了迎接WTO的各种挑战 ,中国的企业形象塑造 ,应在树立体现时代特色的科学的现代企业价值观的基础上 ,适时导入CI战略 ,打造“MADEINCHINA”的中国名牌。     

从比较优势走向竞争优势：中国对外贸易战略转变的依据和路径

古典经济学家提出并经完善的比较优势原理是中国参与国际分工和交换的基本依据。改革开放以来的中国对外贸易的实践证明,中国就是依据比较优势原理选择了具有比较优势的产业参与国际分工和交换。然而,竞争优势更能体现一个产业在国际市场上的竞争力,比较优势只是形成竞争优势的基础,竞争优势理论在当今国际贸易中具有更现实的指导意义。中固要在比较优势基础上提升产业的竞争力,将比较优势转变为竞争优势。     

企业竞争优势持久性的理论分析

本文认为,企业的竞争优势通常来源于成本优势、差别化优势、集中一点优势、关联与整合优势、技术优势等。成本优势主要源于规模经济、生产能力利用模式及学习模式,其持久性在于竞争者难以复制或模仿;差别化优势的持久性在于企业拥有的核心技能(如技术领先、组织机构优势、质量优势、销售领先等)的可否替代性及其程度,不可替代的核心技能才不容易被复制,多样的差别化优势才更持久;集中一点优势主要来源于成本集中和差别集中,其持久性在于目标市场足够大,可以赢利,具有很好的成长潜力,公司拥有有效服务目标市场的资源和能力及借此建立起来的商誉;关联与整合优势在企业之间形成一种链式结构,有利于减少成本,扩大市场份额,形成规模经济,提高抗风险能力;技术优势的持久性取决于技术模仿的难度、技术持续开发和创新能力、技术专利等。同时,竞争战略的持续性和稳定性、部分战略的随机调整能力、竞争战略向竞争优势的转化能力等,也对企业竞争优势的持久性产生影响。