The effect of communication medium on negotiation performance

Concepts of media efficiency and media richness are employed to describe the impact of communication media on two key aspects of negotiation behavior—reducing uncertainty about the task, and managing equivocality about negotiator's bargaining orientation. A controlled experiment was conducted to examine how the use of either audio or text forms of verbal communication, and the presence or absence of visual communication, impacts negotiation performance in a bilateral monopoly task. Each member of a pair of negotiators received private instructions either to maximize joint profit (a cooperative bargaining orientation) or to maximize individual profit (an individualistic bargaining orientation). Negotiation performance was measured via the total amount of relative cooperativeness of verbal communication and joint profit. In the audio mode as opposed to the text mode, the total amount of verbal communication and joint profit was increased. In the presence of visual communication the relative cooperativeness and joint profit of pairs of individualistic negotiators was less than that of cooperative negotiators. In the absence of visual communication the relative cooperativeness and joint profit of pairs of individualistic negotiators was no less than that of cooperative negotiators. In sum the findings suggest that uncertainty regarding the logical structure of the task was reduced primarily via verbal communciation, while equivocality regarding the bargaining orientation of the other negotiator was reduced primarily via visual communication. The implications for group decision and negotiation research and practice are explored.     

Perceived customer showrooming behavior and the effect on retail salesperson self-efficacy and performance

The increasing product commoditization and price transparency afforded by online retail channels have left many brick and mortar stores bearing the costs associated with being used as a physical showroom without reaping the rewards of the final sale. As customers continue to take advantage of retail stores to gather information and turn to competing channels for purchasing, the role of the retail salesperson has shifted and retailers have been left without a clear understanding of how to manage this change in the retailing landscape. In this research, we first define “showrooming” – and investigate individual (i.e., salesperson)-level experiential consequences of perceived showrooming. We find negative relationships between perceived showrooming and salesperson self-efficacy and salesperson performance, which are positively moderated by salesperson coping strategies and cross-selling strategies. Our findings suggest that the negative effects of showrooming can be combated though specific salesperson behaviors and strategies. Further, exploratory findings at the store level reaffirm a negative relationship between perceived showrooming behaviors and performance. Finally, we discuss the theoretical and practical implications of our findings and offer specific managerial actions to address showrooming.     

Revisiting the risk-taking effect of executive stock options on firm performance

While the relation between equity-based compensation and firm performance has been widely discussed, the findings on how executive stock options (ESOs) affect firm value are still inconclusive. This research examines the risk-taking effect of ESOs on firm performance by taking into consideration managers' personal risk aversion. A three-stage-least-squares approach is adopted to examine a simultaneous system of equations describing option compensation, risk-taking, and firm performance. Evidence confirms that ESOs increase managerial risk-taking, but such risk-taking is constrained by managers' personal risk aversion. In addition, evidence indicates that managerial risk-taking induced by ESOs would increase both long-term and near-term stock returns. The negative impact on near-term and the positive impact on long-term returns on investment imply that it takes time for accounting performance to reflect the risk-taking effect of ESOs. These results further indicate that managers focus their concerns more on stock risk and return rather than near-term accounting results.     

上市公司资本结构对公司业绩的影响——基于电子信息产业的数据分析

近年来许多学者对我国上市公司的资本结构与公司业绩间的关系进行了研究,得出正相关与负相关两种对立的结论。本文采用截面分析法,以我国上市公司中的电子信息行业为例,考察了资本结构对公司业绩的影响,得出了"资本结构对公司业绩的影响是正向的"结论,并对这个结论进行了思考和分析,提出了优化我国上市公司资本结构并提高公司业绩的政策建议。     

The effect of clusters on the survival and performance of new firms

This paper contributes to the literatures on entrepreneurship and economic geography by investigating the effects of clusters on the survival and performance of new entrepreneurial firms where clusters are defined as regional agglomerations of related industries. We analyze firm-level data for all 4,397 Swedish firms started in the telecom and consumer electronics, financial services, information technology, medical equipment, and pharmaceuticals and pharmaceutical sectors from 1993 to 2002. We find that that firms located in strong clusters create more jobs, higher tax payments, and higher wages to employees. These effects are consistent for absolute agglomeration measures (firm or employee counts), but weaker for relative agglomeration measures (location quotients). The strengths of the effects are found to vary depending on which geographical aggregation level is chosen for the agglomeration measure.     

The effect of language use on the financial performance of microfinance banks: Evidence from cross-border activities in 74 countries

This multi-year study examines the relationship between financial performance and language use, observing 405 partnerships between microfinance banks and their international financial partners in 74 countries. Drawing on language research in international business, we find that microfinance banks based in English-speaking, French-speaking, and Spanish-speaking countries have higher performance. Furthermore, the linguistic distance between the home country of a microfinance bank and the home country of its international partner(s) is negatively related to its financial performance. Our large-scale study confirms the effect of language use on organization-level financial performance and extends research on language in multinationals from intra-firm to inter-firm relationships.     

基于线性规划法的电子商务网站推广效果评估

电子商务网站推广效果评估有利于衡量各种推广方法的效率,评估方法因人而异。论文采集了大陆在香港和美国上市的电子商务公司的实际数据,运用线性回归分析法得出网站访问量与营业收入存在线性相关关系,确立网站访问量作为评估指标。设计电子商务网站推广效果评估模型,建立网站推广效率目标函数,运用线性规划法求解最优值,使推广达到最佳效果。实证表明,此方法可实现对电子商务网站推广效果的评估。     

The influence of people on the performance of IPO firms

Until the mid-1990s, the study of initial public offerings (IPOs) fell mainly under the purview of the finance literature. Within the last 10 years, however, management and entrepreneurship scholars have delved more into this subject area, as well. This article summarizes research examining IPO firms that has appeared in management and entrepreneurship journals, highlighting in particular the influence of individuals (namely executives and boards of directors) on IPO firm outcomes.     

Non-explicit FOREX intervention: The role of the Central Reserve Bank in a dollarized economy and its effects on expectations from the “peso problem” perspective: The case of Peru

We use the Markov-switching model based on Hamilton (1990) among others. The non-explicit intervention of the Central Reserve Bank changes the expectations of economic agents. This change in expectations clearly shows that the public is aware of non-explicit interventions in a dollarized economy and said interventions have been altering the expectations of economic agents in terms of the foreign exchange market. We conclude that market participants assume that the Central Reserve Bank is more efficient in reducing volatility in periods in which the domestic currency appreciates rather than depreciates. The results show that the Markov-switching model behaves more than satisfactorily in the sample period but less so in periods of extreme volatility such as the recent sub-prime crisis. Central Bank's forex interventions are policy instruments that can be followed and interpreted by the public.     

企业文化与企业绩效的关系研究——一致性和均衡性的观点

Building on the Competing Values Framework (CVF), we investigated the relationship between organizational culture and performance. The perspective of consistency and that of balance were applied to examine the relationship. We tested our hypotheses on a sample of 270 companies in China, which resulted in two major findings. First, the consistency between organizational culture and external environment was found positively associated with organizational performance. Consistency was operationalized as a match between an organization’s current culture and its preferred future culture. Second, balance of organizational culture was found positively correlate with organizational performance. A balanced culture was defined as one in which values of each of the CVF culture types are equally held. Translated and revised from Kexuexue yu kexue jishu guanli 科学学与科学技术맜理(Science of Science and Management of S. & T.), 2007, 28(8): 140–148     

迈入后配额时代第五年:对全球纺织服装贸易新格局与政策的思考

本文从宏观制度层面,对后配额时代5年来全球纺织服装贸易(T&C)的整体格局和相关贸易政策的影响,进行了全面而深入的分析。本文认为,2005年至今全球T&C贸易格局的整体走势包括:中国体现竞争优势,但不会处于垄断地位;买家整合采购渠道,服装出口将取决于纺织品生产能力;以及区域性T&C贸易主导地位逐步被削弱。本文同时认为,判断未来全球T&C贸易格局的进一步走向,应关注"中国+1"模式的发展以及一些主要T&C贸易政策对弱势发展中国家所产生的"意外"负面效应。本文的研究内容和结论,对于我国相关政府部门和企业把握全球T&C贸易发展的大方向,具有重要的参考和借鉴意义。     

Breakthrough innovation in international business: The impact of tech-innovation and market-innovation on performance

The literature suggests that the greater the perceived novelty of a firm’s products and markets, the greater the potential value to the user (Lepak et al., 2007). In this study we analyze the extent to which breakthrough innovation (both tech-innovation and market-innovation) has a positive impact on both economic and strategic export performance. Tech-innovation incorporates technological developments to improve customer benefits versus existing alternatives in the market. Our findings reveal that tech-innovation has a positive impact on the economic and strategic export performance of firms. This relationship becomes stronger when more human resources are available and the exporter becomes more oriented toward the importer. In less competitive markets, the positive relationship between tech-innovation and both types of export performance becomes even stronger.Market-innovation occurs when the product concept or benefits depart from serving existing or conventional markets. Market-innovation was found to be negatively associated with strategic export performance, as it requires major learning effort by importers. This suggests that to create value, exporters need to develop solutions jointly with importers. Overall, these findings suggest that value creation in terms of both tech-innovation and market-innovation needs to involve importers to achieve expectations, thereby leading to improvement in a firm’s short-term and long-term export performance.     

Disentangling the effect of services on B2B firm value: Trade-offs of sales,profits, and earnings volatility

In the face of declining business and growing pressures from low-cost competitors, many business-to-business (B2B) manufacturers have moved from their previously successful product-centric strategies to more service-oriented business models. Yet despite their substantial investments in services, firms fail to understand the performance ramifications of these offerings. With a longitudinal data set (2001–2016) of 227 B2B manufacturers listed in the S&P 1500 index, this study disentangles the simultaneous effects of financial-based mechanisms that link the service ratio (i.e., share of a firm's revenue generated from selling services) to firm value. The findings reveal significant trade-offs across these mechanisms. Although the service ratio monotonously boosts sales growth, it has U-shaped curvilinear relationships with profitability and earnings volatility. These effects also depend on industry- and firm-level factors. Industry maturity positively moderates the effects of the service ratio on sales growth and profitability. However, business scope has an adverse effect on the service ratio–profitability relationship. Finally, industry turbulence negatively moderates the effect of services on earnings volatility.     

The effect of product diversification strategies on the relationship between international diversification and firm performance

Previous studies have provided mixed evidence on the interaction effect of product and international diversification on firm performance. This study extends this stream of research by investigating the differential impacts of product diversification strategies on the relationship between international diversification and firm performance. We find that while related product diversification positively influences the performance of multinational firms, unrelated product diversification negatively moderates the international diversification–performance relationship. The evidence is robust for different models of international diversification and firm performance, and holds for firms in both the service and manufacturing industries. Our findings highlight the importance of distinguishing different product diversification strategies, and provide a potential explanation for prior mixed evidence.     

The impact of internal,external, and competitor factors on marketing strategy performance

ABSTRACT

Strategy formulation is commonly understood as the match between a firm’s internal resources and skills and its external environment. Marketing strategy performance is the function of a dynamic, interactive process incorporating internal firm resources, external environmental factors, and competitive actions. The study aims to assess the impact of competitor actions on marketing strategy performance. We develop a model that accommodates the effects of 29 variables (comprising internal marketing strategy variables, external environmental factors and competitors’ marketing mix variables) on business performance. We empirically test the model using simultaneous equation modelling of time-series data on UK car manufacturers collected from publically available resources and annual reports. The results show that external factors, in particular competitors’ marketing mix elements, have a greater influence on a company’s business performance than internal (marketing and non-marketing) strategy variables. Implications for marketing theory and management are discussed.     

我国低碳高新技术产业R&D绩效评价探究

选取能够反应RD绩效的指标,构建了低碳高新技术产业的RD绩效评价指标体系,运用DEA模型对低碳高新技术产业中5个细分产业进行了绩效评价和研究,得出了各个行业的纯技术效率和规模效率,进而得出结论:我国低碳高新技术产业的RD绩效总体良好,但各产业之间的RD绩效存在着较大的差异。针对上述情况,提出提高低碳高新技术产业RD能力,促进我国高新技术产业快速发展的政策建议。     

中国保税港区发展及其绩效评价

保税港区是我国在对外开放新进程中的一种海关特殊监管模式,是自由港的雏形。在分析我国保税港区设立的背景及其发展的基础上,重点运用实证方法分析保税港区作为开放区域对区域经济的作用,得出设立和发展中国保税港区的重大意义,并提出今后发展建设中国保税港区的政策建议。     

中国演出产品定价机制及完善对策探究

在文化消费多样化和移动互联网技术兴起的发展趋势下,中国演艺市场面临着高成本、低回报的经营困境,作为新兴产业的演艺行业,不管是运行秩序还是行业规则方面,都有需要完善的地方。以演出产品定价为主要研究视角,提出了演出产品定价存在机制不完善、价格水平整体偏高、炒票现象严重等问题,并从建立演出产品价格管理体系、实行差异化定价策略、科学管理演艺市场3个方面提出了建议。笔者将鲍莫尔的病态成本理论作为演艺产品差异化定价的理论依据,菲利普·莱斯利的百老汇价格歧视作为将科学管理手段应用于演出产品价格管理的例证,对演艺产品定价机制及完善对策进行了初步探究。     

The contrasting interaction effects of improvisational behavior with entrepreneurial self-efficacy on new venture performance and entrepreneur work satisfaction

Although improvisation is often considered to be an elemental component of entrepreneurship, little work has been done to evaluate factors that influence the relationship of entrepreneur improvisational behavior with important outcome variables. In an attempt to partly fill this gap, the current study examines the moderating effect of entrepreneurial self-efficacy on the relationship of founders' improvisational behavior with both the performance of their startups and their individual level of work satisfaction using a national (United States) random sample of 159 entrepreneurs. In alignment with our predictions, improvisational behavior was found to have a positive relationship with new venture performance (i.e., sales growth) when exhibited by founders who were high in entrepreneurial self-efficacy, whereas improvisational behavior was found to have a negative relationship with new venture performance when exhibited by founders who were low in entrepreneurial self-efficacy. Contrary to our expectations, entrepreneurial self-efficacy was found to have a negative moderating effect on the relationship between entrepreneur improvisational behavior and work satisfaction.     

How personal and organizational drivers impact on SME international performance: The mediating role of organizational innovation

This article develops and tests a conceptual model to identify the impact of internal drivers (personal and organizational) on the international performance of small and medium-sized enterprises (SMEs). Drawing on the resource-based view of the firm and its capability extensions, it is argued that the effect of drivers is mediated by organizational innovation. To test the proposed theoretical model, we collected data from 120 exporting SMEs in Portugal. Results show that the indirect mediating effect of innovation is particularly relevant with regard to the organizational driver-performance link. Insights contribute to research on the importance of innovation for capability and resource deployment during internationalization.