R&D subsidiary isolation in knowledge-intensive industries: evidence from Austria

We investigate R&D subsidiary isolation within Multinational Corporations (MNCs) competing in knowledge-intensive industries. For such MNCs, accessing knowledge and nurturing the innovative potential of R&D subsidiaries is vital for on-going competitiveness. This, according to conventional thinking, requires integration of the subsidiary within the host country as well as internally within the MNC. Recent studies have shown, however, that overseas subsidiaries can become isolated (i.e., losing requisite integration), even in high-technology sectors. We tackle this issue by focusing on organizational factors at corporate and subsidiary levels that have the potential to explain subsidiary isolation. We analyze a sample of 45 foreign-owned Austrian subsidiaries undertaking R&D in knowledge-intensive industries using a combination of questionnaire and secondary data. The results suggest that parent and subsidiary experience, the degree of early-stage research conducted by the subsidiary and the use of training and rotation practices by the subsidiary, all act to counter isolation. Interestingly, we find that proximity between parent and R&D subsidiary does not play a significant role in predicting isolation. We also show how these factors influence communication frequency between the R&D subsidiary and various actors within the internal and the external networks in different ways.     

SOCO's impact on individual sales performance: The integration of selling skills as a missing link

Conventional wisdom suggests that a customer orientation is a vital cornerstone upon which the success of salespeople is predicated in terms of serving their customers and prospects. However, at a pragmatic level, not all salespeople practice a customer-oriented philosophy in their day-to-day selling. In fact, decades of sales research provide largely inconclusive results with respect to individual salespersons' customer orientation and performance outcomes. We argue that for customer orientation to be a predictor of sales performance, specific selling skills must be present. Furthermore, we empirically demonstrate that without these requisite selling skills, salespeople are better off utilizing a sales orientation approach, as opposed to a customer orientation approach. More provocatively, this research shows that a “missing link” in the long standing body of research on the SOCO (sales orientation/customer orientation) perspective is that specific selling skills can impact sales performance directly as well as moderate the impact that both a “sales orientation” and a “customer orientation” ultimately have on sales performance.     

Military coups and the consequences of durable de facto power: the case of Pakistan

We analyze the role of the military as an independent interest group within the State, based on the two-player theoretical framework of Acemoglu and Robinson (Economic origins of dictatorship and democracy. Cambridge University Press, Cambridge 2006); we innovate by introducing the military as a third player, a specialist in violence. In particular, we study the conditions under which a democratic regime can prevent a transition to an authoritarian regime via a military coup, when a coup requires the support of both the military and the elite sections of the civilian population. We carry out an historical case study of Pakistan to motivate and illustrate our argument, and show that Pakistan’s three coups since independence are associated with parameter shifts in our model.     

Commodifying the Commodifiers: The Impact of Procurement on Management Knowledge

Current conceptualizations of the commodification of management knowledge prioritize the agency of knowledge producers, such as consultancies, but downplay the role of other actors such as intermediaries. Using a qualitative multi‐method study of the role of procurement in sourcing consultancy knowledge, we demonstrate how intermediaries also commodify management knowledge, thereby limiting the exchange value of that knowledge. Through our analysis we develop a more sophisticated model of the processes and consequences of knowledge commodification. This model clarifies and extends prior research by highlighting the role of commensuration, comparison and valuation, as well as the related tactics that consultants and client managers use to resist procurement's attempts to commodify management knowledge.     

New public management and organisational commitment in the public sector: testing a mediation model

This paper focuses on the attitudes of learning professionals towards New Public Management (NPM). In a survey of the UK further education sector (n = 433), NPM beliefs were found to be positively associated with both affective and normative organisational commitment. However, as expected, NPM beliefs were not found to be related to continuance organisational commitment. The results also show that although perceived organisational support mediates the relationship between NPM beliefs and affective organisational comment, it is only a partial mediator of the relationship between NPM beliefs and normative organisational commitment. The theoretical and practical implications of these findings, and potential directions for future research, are discussed.     

Investment in Eastern Europe: The role of multilateral organisations

Director and Chief Economist, Central and Eastern Europe, Asia and Latin America, European Investment Bank.     

Inflation adjustment in the open economy: an I(2) analysis of UK prices

This paper estimates a cointegrated vector autoregressive (VAR) model for UK data on consumer prices, unit labour costs, import prices and real consumption growth. The estimated VAR indicates that the nominal variables are characterised by I(2) trends, and that a linear combination of these processes cointegrate to I(1). This supports an analysis in which I(1) and I(2) restrictions are imposed. A key finding is that an increase in real import prices reduces productivity adjusted real wages, such that the change in domestic inflation is moderated. This may explain why the depreciation of sterling in 1992 left inflation unchanged.

Preference-directed regulation when ethical environmental policy choices are formed with limited information

Preference-directed regulation (PDR) can supplement traditional environmental policies through frequent regulatory revision (Livermore, Va Environ Law J 25:311–386, 2007). Using original survey data, PDR is operationalized via counterfactual simulations within a limited information discrete choice model. Augmenting individual opinions about one of the three policies at driving environmental outcomes, stakeholders can induce preference switching in favor of or in detriment to a specific policy. The three policies are summarized as: (1) ban; (2) tax; and (3) label. The resulting substitution patterns demonstrate that the extent of preference switching between policies depends on the relative change in individual opinions about a policy. Furthermore, different forms of PDR may be more effective at inducing preference switching in favor of or in detriment to a specific policy.