Does a long‐term orientation create value? Evidence from a regression discontinuity

Research summary : In this paper, we theorize and empirically investigate how a long‐term orientation impacts firm value. To study this relationship, we exploit exogenous changes in executives' long‐term incentives. Specifically, we examine shareholder proposals on long‐term executive compensation that pass or fail by a small margin of votes. The passage of such “close call” proposals is akin to a random assignment of long‐term incentives and hence provides a clean causal estimate. We find that the adoption of such proposals leads to (1) an increase in firm value and operating performance—suggesting that a long‐term orientation is beneficial to companies—and (2) an increase in firms' investments in long‐term strategies such as innovation and stakeholder relationships. Overall, our results are consistent with a “time‐based” agency conflict between shareholders and managers. Managerial summary : This paper shows that corporate short‐termism is hampering business success. We show clear, causal evidence that imposing long‐term incentives on executives—in the form of long‐term executive compensation—improves business performance. Long‐term executive compensation includes restricted stocks, restricted stock options, and long‐term incentive plans. Firms that adopted shareholder resolutions on long‐term compensation experienced a significant increase in their stock price. This stock price increase foreshadowed an increase in operating profits that materialized after two years. We unpack the reasons for these improvements in performance, and find that firms that adopted these shareholder resolutions made more investments in R&D and stakeholder engagement, especially pertaining to employees and the natural environment. Copyright © 2016 John Wiley & Sons, Ltd.     

Is direct seeded rice a boon for economic performance? Empirical evidence from India

The direct-seeded rice (DSR) establishment method can improve productivity and labor efficiency while taking into account the soil and hydrologic conditions of the field, the availability of appropriate land equipment, and irrigation-drainage systems. Using plot- and household-level data, we analyze the impacts of DSR adoption in two rice-growing states of India. We account for observed and unobserved heterogeneity using endogenous switching regression. We analyze the yield and costs effects of DSR adoption. Our study shows a small but significant effect of DSR adoption on yield and costs. We find increase in rice yields (by 3.74%) for DSR adopters; an increase in rice yields (by 6.79%) if the DSR method were adopted on puddled transplant rice (PTR) parcels. We find a 7.51% reduction in total costs for DSR adopters; a decrease in total costs (by 3.71%) if the DSR method was adopted on PTR parcels. DSR farmers can significantly reduce their fertilizer and land preparation costs. Hence, the decision to adopt DSR may help households with limited resources to reduce their cost of production without compromising the yield.     

How does customer orientation (in)congruence affect B2B electronic commerce platform firms' performance?

Business-to-business (B2B) electronic platforms have become important channels for transforming traditional modes of transaction. The success of these platforms relies heavily on the platform firms' customer orientation (CO) practices, which are designed to attract both sellers and buyers. This study draws on the cross network effect theory to explore whether and how a B2B e-commerce platform firm's (in)congruent CO strategic initiatives toward sellers or buyers affect the firm's performance. In addition, the moderating effects of seller-side and buyer-side demand uncertainty on the relationship between CO (in)congruence and platform firm performance are investigated. The analysis of data collected from 185 B2B electronic platform firms in China reveals that CO incongruence is more beneficial to firm performance than CO congruence. Furthermore, when seller-side demand uncertainty is high, an increase in seller-focused CO incongruence (i.e., higher seller orientation than buyer orientation) or buyer-focused CO incongruence (i.e., lower seller orientation than buyer orientation) improves or impedes a B2B e-commerce platform firm's performance, respectively. However, when buyer-side demand uncertainty is high, an increase in either type of CO incongruence does not improve firm performance. These findings contribute to the literature on and practices of B2B e-commerce and customer orientation.     

Does a green supply chain improve corporate reputation? Empirical evidence from European manufacturing sectors

Managing supplier relationships in an environmentally responsible way may prevent risk of adverse publicity and reputational damage to the buying firm. Drawing on the stakeholder approach and the environmental management capability framework, the purpose of this paper is to gain further knowledge regarding the impact of strategies oriented to green supply chain management on a firm's corporate reputation. We test a set of hypotheses in a panel data of European manufacturing companies for a period of ten years. Our findings provide strong support for the premise that supplier selection, monitoring and partnership termination based on environmental criteria positively influence corporate reputation. Additionally, evidence suggests that the implementation of those strategies in an integral way as well as progressing towards the adoption of green supply chain management benefit a firm's reputation. This study has implications for theory and practice.     

Does corporate social responsibility matter even in the B2B market?: Effect of B2B CSR on customer trust

This study attempts to understand how Corporate Social Responsibility (CSR) positively influences the quality of business relationship in the business-to-business market. The purpose of this article is to suggest the CSR model in the B2B context. First, this study discerns two dimensions of firms' CSR activities based on the previous studies in B2B area - Business CSR and Altruistic CSR. Furthermore, we tried to investigate the CSR activities affecting the result of the development of business relationships (economic and non-economic factors) and customer trust as a relationship performance in the B2B market. Managerial implications and limitation of the study were also discussed.     

Does having women on boards create value? The impact of societal perceptions and corporate governance in emerging markets

Many governments seek to impose gender equality on boards, but the consequences of doing so are not clear and could harm firms and economies. We shed light on this topic by conceptualizing the relationships as firm‐ and board‐specific and embedded within specific contexts. The theory is developed with reference to emerging markets, and tested on Malaysian firms. We find that female directors create value for some firms and decrease it for others. The impact varies across different performance indicators, firms' ownership, and boards' structure. The findings call for nuanced responses in relation to women's nominations from both governments and firms. Copyright © 2014 John Wiley & Sons, Ltd.     

Does IT alignment between supply chain partners enhance customer value creation? An empirical investigation

In today's hypercompetitive market, a firm's individual efforts, by themselves, are not sufficient to respond to marketplace changes in a timely and effective manner. Rather, the firm must rely on its intermediaries and bundle their respective resources to create responsiveness and added value to customers. In this investigation, the authors draw on the relationship marketing literature and the resource-based perspective to examine how firms can increase their customer value creation by exploring two specific driving forces, i.e., strategic importance of supply chain partners and interfirm integration, and relationship-enabled responsiveness as the dynamic capabilities derived from the driving forces. Using the developed scales for customer value creation, hypotheses are tested on data collected from 184 firms. Results suggest that strategic importance of supply chain partners motivates interfirm integration, i.e., strategic collaboration and information technology alignment, setting the stage for enhanced relationship-enabled responsiveness, and subsequently, customer value creation for the firm.     

What impacts customer experience for B2B enterprises on using AI-enabled chatbots? Insights from Big data analytics

Many B2B firms have widely accepted AI-based chatbots to provide human-like service interaction at different customer touchpoints in recent years. One of the objectives behind introducing this technology is to provide an enhanced, live channel Customer Experience (CX) all round the clock. Researchers have focused on delivering the CX by improvising the chatbot's internal algorithm, giving limited attention to CX theories from management literature, which leaves a gap. With the proposed paper, we have investigated the influencing factors of AI-based chatbots from the lens of CX theories for B2B firms. In this paper, a model for organizing CX has been proposed using the diffusion of innovation theory, trust commitment theory, information systems success model, and Hoffman & Novak's flow model for the computer-mediated environment and verified using the social media data. The methodology used for this study is the social media analytics-based content analysis method (sentiment analysis, hierarchical clustering, topic modeling) for data preparation, followed by lasso and ridge regression for model verification. The results suggest that CX in B2B enterprises using chatbots is influenced by these bots' overall system design, customers' ability to use technology, and customer trust towards brand and system.     

Does continuity matter? Developing a new long-term orientation structure in a cross-cultural context: A study on supply chain relationships

Long-term orientation (LTO) originates from traditional Chinese culture and is of great significance to the global issue of sustainable development. However, how LTO can manifest its Chinese culture essence at the individual level remains to be solved. This study proposes a new dimension – continuity – and establishes a new scale of three dimensions for LTO to validate its effect on trust and commitment in supply chain relationships. Results show that employees' continuity has a significant influence on supply chain partners' trust and commitment while tradition and planning do not. Theoretical contributions and managerial implications are discussed in the conclusion. This study demonstrates that Chinese Confucianism has made distinct contributions to universal values.     

Do private standards create exclusive supply chains? New evidence from the Peruvian asparagus export sector

Developing countries are increasingly exporting fresh horticultural products to high-income countries. These exports increasingly have to comply with stringent public and private standards, as well as other quality and safety issues. There is an ongoing debate on the effect of private standards on the inclusion of small-scale farmers in export supply chains. With this paper, we contribute to this debate by providing new evidence from the Peruvian asparagus export sector, and by addressing several important methodological shortcomings and gaps in the existing literature. We describe export dynamics using a unique firm level dataset on 567 asparagus export firms from 1993 to 2011 and the evolution of certification to private standards using own survey data from a stratified random sample of 87 export firms. We use an unbalanced panel of the surveyed companies on 19 years and several methods, including fixed effects and GMM estimators, to estimate the causal impact of certification to private standards on companies' sourcing strategy. We find that certification leads to vertical integration and significantly reduces the share of produce that is sourced from external producers, with a larger effect for small-scale producers. When distinguishing between production and processing standards, and between low-level and high-level standards, we find that especially high-level production standards have a negative impact on sourcing from (small-scale) producers.     

Can upgrading information infrastructure improve the innovation ability of companies? Empirical evidence from China

The development of information technology has become a new driving force for companies' innovation. Upgrading the information infrastructure lays a foundation for companies to use information technology to innovate; therefore, this study examines the impact of information infrastructure upgrading on companies' innovation ability and the intermediate mechanism. Using a sample of China's listed companies of A-share from 2011 to 2018, this study used the staggered difference-in-difference method to investigate the impact of information infrastructure upgrading on innovation input, innovation output and quality. The results show that upgrading information infrastructure has a ‘double-edged sword’ effect on the innovation ability of companies. Companies' innovation input and output significantly increase, but innovation quality decreases. Additionally, further analysis indicates that financial constraints and managerial myopia are intermediary mechanisms for this effect. Our research results provide theoretical and empirical evidence for companies to enhance their innovation ability.     

How can business buyers attract sellers' resources?: Empirical evidence for preferred customer treatment from suppliers

This paper describes a study that investigates what makes a buyer attractive to a seller in a business-to-business buyer–seller relationship and encourages the seller to commit to and invest resources preferentially in the relationship. The study helps answer the question, “What is it that the buyer needs to do to create this attractiveness?” The perspective is somewhat unusual in the marketing literature for two reasons. Firstly, because it investigates how the supplier perspective of customer financial attractiveness affects the attitudes and actions of the supplier towards the buyer, rather than taking the buyer's perspective across the relationship. Secondly, the study has relationship attractiveness in terms of financial performance as an antecedent of its relationship constructs, whereas most relationship studies investigate performance as an outcome. The paper develops a model that proposes the seller's perception of customer financial attractiveness, seller satisfaction, and seller commitment as drivers of the seller's preferred customer treatment by allocation of resources to the relationship. The bases for the study's model are the resource-based view of the firm, the industrial marketing and purchasing (IMP) models, and related resource-focused theoretical streams. The study finds support for the model in the analysis of survey data.     

How do political,individual and contextual factors affect school milk demand? Empirical evidence from primary schools in Germany

Despite the subsidies provided for school milk within the European School Milk Scheme, consumption has declined steadily in Germany. Thus, a federal research project was established to analyze factors that influence the demand for school milk. The results should form a basis to improve future school milk policy. To identify the factors affecting the decisions by individual pupils to order school milk and to quantify the impact of each factor, politically induced factors, individual and context factors were considered. Price effects and the associated policy issues were derived via a price experiment in selected German primary schools, while information on weekly orders for school milk was collected at the individual level. Detailed information on the eating habits, preferences and tastes, attitudes, socio-economic circumstances and characteristics of the persons involved was obtained by administering various surveys. The respondents examined in the study included pupils, the pupils’ parents, class teachers, school milk managers (primarily janitors) and school principals.To properly account for the hierarchical structure of the dataset (pupils within classes and schools along the different price steps of the experiment), a logistic multilevel analysis was applied based on 7336 pupils from 101 schools. The free-of-charge distribution of school milk had a high positive impact in the demand decision, confirming the importance of the policy setting (e.g., availability of subsidies). Although the price had an expected negative effect, its impact is limited. In addition to socio-economic factors (e.g., age, gender, immigration background and income of households), the behavior and attitudes of pupils and parents, as well as the context or environment surrounding the school milk offering (e.g., number of school milk products, whether teachers drink milk with the pupils during the break) had an impact.     

What drives customer Re-engagement? The foundational role of the sales-service interplay in episodic value co-creation

As existing business-to-business value co-creation (VCC) contracts approach their planned expiration, customers evaluate incumbent suppliers when forming their decisions to re-engage or defect. During this late stage of VCC, supplier sales and service personnel perform unique activities to support one another and foster VCC re-engagement. To investigate this sales-service interplay, the authors employ an exploratory inquiry consisting of 115 depth interviews across 63 customer accounts. Interviews were conducted with customers following the decision to re-engage or defect from an incumbent supplier. Findings suggest that sales' efforts to renew the VCC contract depend on tactical insights provided by service. Through their involvement with customers, service holds a tactical perspective that can extract micro-level customer insights. Findings also suggest that service's ability to influence supplier-specific knowledge stores within the customer organization depends on macro-level strategic customer directives that may be shared by sales. Further, service's activation of such knowledge stores moderates the relationship between sales' RFP response and the customer's VCC re-engagement decision. The results have implications for the industrial sales and service fields, since the integration of the sales and service teams is critical for garnering intrafirm knowledge flows that drive recurrent VCC within collaborative customer-supplier relationships.     

Does ICT create a new driving force for manufacturing?—Evidence from Chinese manufacturing firms

The Internet has changed the global economic landscape. In particular, the fast-changing Information and Communication Technology (ICT) has directly led to a far-reaching impact on the production and operation of firms. Many previous studies have discussed the relationship of ICT and the total factor productivity (TFP) of firms, but failed to reach a consistent conclusion. This paper, based on the data of Chinese listed manufacturing firms from 2010 to 2019, explores the impact of ICT on manufacturing firms' TFP and its mechanism, and concludes that ICT have positive correlation with the TFP of manufacturing firms. According to the estimated results of this paper, TFP will increase by about 1.8 % for every 1 % of additional ICT investment. Through channel analysis, this paper finds that the positive effect can be achieved through the following four channels: cutting information search costs, enhancing information processing capabilities, reducing internal capital misallocation, and promoting R&D efficiency. This paper is a supplement to research on firm TFP, provides new micro-evidence for exploring the relationship between ICT and TFP of manufacturing firms, and brings important implications for understanding the role of ICT in firm production activities.     

Does brand partnership create a happy marriage? The role of brand value on brand alliance outcomes of partners

In this paper, we investigate an under-researched issue by examining the financial performances of both partner firms in a brand alliance. We find that a participating firm's brand value and other brand characteristics are associated with not only its own financial performance but also its partner's financial gains from the collaboration. Our results show that the participating firm gains higher stock returns when its partner's brand value is higher. However, brand value differential reduces the positive effect of brand value on the partner firm's financial performance. In addition, the primary partner's brand alliance experience helps increase the positive effect of primary partner's brand value on the stock returns of the secondary partner. The secondary partner's brand exploitation attenuates the positive effect of secondary partner's brand value on the stock returns of the primary brand firm.     

Is this company a lead customer? Estimating stages of B2B buying journey

By advancement in digital marketing, business-to-business (B2B) buyers carry out over half of the buying process through digital touchpoints before they establish any significant contact with the B2B seller. Knowing the buying stage of a potential buyer can bring a substantial advantage to the B2B seller given the complexity of the transaction and the associated value. In this paper, the authors propose a machine learning approach to infer the stages of the B2B buying journey by observing the online browsing behavior of buyer companies. It is shown that observing the buyer's online behavior effectively allows us to estimate the buying stages with high accuracy by utilizing the hidden Markov models. Managers in B2B seller companies may use these techniques for adjusting their marketing efforts to improve the fit with the information demands of the B2B buyer prospects along with their buying journey, and thus, improve the hit rate of marketing and sales activities.     

Why is the food traceability system unsuccessful in Taiwan? Empirical evidence from a national survey of fruit and vegetable farmers

Food traceability systems allow the consumers or administrative authorities to trace the origins or ingredients of food products. Given the expressed concerns for food safety, the promotion of food traceability systems has occurred in many countries. Although a considerable body of literature has examined the consumer responses in regard to food traceability, relatively little is known about the producers’ adoption behaviors. To fill this knowledge gap, this paper investigates Taiwanese farmers’ participation decision in relation to the Taiwan Agriculture and Food Traceability (TAFT) program; special attention is paid to understanding the roles of the farmers’ program awareness and pesticide residue testing adoption in regard to TAFT participation. Using a national representative sample of the fruit and vegetable farmers in Taiwan, the results indicate that program awareness and pesticide residue testing adoption are the significant determinants of TAFT participation. An awareness of the government’s promotion of the TAFT program and adoption of pesticide residue testing has significantly reduced TAFT non-participation by 28.2% and 21.9% points, respectively.     

What is the magnitude of fixed–mobile call substitution? Empirical evidence from 16 European countries

This paper investigates the degree of fixed–mobile call substitution (FMCS) within different European countries. We use quarterly data from 2004 to mid-2010 on 16 mainly Western European countries. By applying dynamic panel data techniques, we are able to estimate short- and long-run elasticities of the telecommunication usage prices on the fixed-line call demand. The own-price and cross-price elasticities found give strong empirical evidence for substitutional effects towards mobile services. In particular, the estimated cross-price elasticities of the mobile price on the fixed-line call demand are relatively large compared to other studies.