I thought it was over,but now it is back: customer reactions to <Emphasis Type="Italic">ex post</Emphasis> time extensions of sales promotions

In many industries, it is common practice to extend sales promotions ex post. That is, firms belatedly extend the initial deadline of a promotion shortly before or directly after the previously announced deadline, with the expectation of increased sales. Four experimental studies indicate both positive and negative effects of these ex post extensions. First, customers perceive an ex post extended promotional offer as less attractive, such that their repurchase intentions diminish. This negative effect arises consistently across different boundary conditions, such as different customer and product types. Second, the positive effect of ex post extensions stems from the possibility that the consumer can still use the promotional offer, so it emerges only for potential customers and existing customers of frequently bought products. Companies can mitigate the dark side of ex post extensions proactively, by designing the extensions to last for only a short time or offering an explanation for the extension that highlights the popularity of the initial promotion.     

How (Not) to Foster Innovations in Public Infrastructure Projects*

The government wants an infrastructure‐based public service to be provided. First, the infrastructure has to be built; subsequently, it has to be operated. Should the government bundle the building and operating tasks in a public–private partnership? Or should it choose traditional procurement (i.e., delegate the tasks to different firms)? Each task entails unobservable investments to come up with innovations. It turns out that, depending on the nature of the innovations, bundling can either stimulate or discourage investments. Moreover, we find that if renegotiation cannot be prevented, public–private partnerships might lead the government to deliberately opt for technologically inferior projects.     

Family logics and environmental sustainability: A study of the New Zealand wine industry

The majority of small- and medium-sized enterprises (SMEs) in the wine industry are family owned and operated providing a unique organisational structure to study environmental sustainability engagement. However, researchers at the intersection of environmental sustainability (ES) and family businesses tend to oversimplify family businesses as homogeneous regarding ES. Therefore, the broader goal of this paper is to investigate the antecedents of heterogeneities among family firms related to ES. The paper aims to understand how family firms portray different aspects of family influence (family goals, family values, culture and ethics, and the imprints of the founders and the next generation) in their ES disclosures. Family logics are used as a theoretical lens to analyse family influence. A qualitative content analysis of 72 corporate websites of family firms operating in the New Zealand wine industry was conducted. Antecedents of heterogeneities were revealed with a discussion of three typologies of family firms: family first, business first and upstarts.     

The effects of risk preferences in mixed-strategy equilibria of games

We consider the effects of risk preferences in mixed-strategy equilibria of 2×2 games, provided such equilibria exist. We identify sufficient conditions under which the expected payoff in the mixed equilibrium increases or decreases with the degree of risk aversion. We find that (at least moderate degrees of) risk aversion will frequently be beneficial in mixed equilibria.     

Wages in the East German Transition Process: Facts and Explanations

We analyze wage developments in the East German transition process both at the macro- and at the microeconomic level. At the macroeconomic level, we draw special attention to the important distinction between product and consumption wages, describe the development of various wage measures, labor productivity and unit labor costs in East Germany in relation to West Germany, and relate these developments to the system of collective wage bargaining. At the microeconomic level, we describe changes in the distribution of hourly wages between 1990 and 1997 and analyze the economic factors determining these changes by way of empirical wage functions estimated on the basis of the Socio-Economic Panel for East Germany. The paper also draws some conclusions on the likely future course of the East–West German wage convergence process.     

A contextual understanding of projects—The importance of space and time

This article analyzes the managing of high-tech projects in complex and dynamic settings. Building on recent developments in organization theory and knowledge management, we focus on the importance of understanding the ways in which project-centered activities are shaped in time and space, both in the organization itself and in a wider context embracing customers, consultants and suppliers. A longitudinal case study including semi-structured interviews, observations and secondary data will substantiate our findings. The study offers both theoretical and practical insights suggesting that projects are exposed to a varying degree of complexity and dynamics, calling for different managerial approaches. The analysis shows that boundary spanning has many dimensions that have to be considered in the management of projects in space and time. The article concludes by suggesting seven analytical categories for analyzing and understanding projects in their spatial and temporal contexts.     

The ‘Whys’ and ‘Hows’ of ethical investment: Understanding an early-stage market through an explorative approach

Over the last decade, markets for investments have changed in Europe. Consumers have become more aware of ethical standards and violations of social values and norms. While in some countries, such as the United States, this change took place decades ago, the market for ethical investment in Europe is still at an early stage. The present study investigates the underlying motives for ethical assets of consumers in early-stage markets. Using seven interviews with financial experts and five focus groups with ethical and conventional investors, we examine how investors view ethical investment, how ethical investors are described in terms of socio-demographics and personality characteristics, and which attitudinal factors are related to ethical investment behaviour. Interviews and focus groups are recorded and qualitatively analysed according to grounded theory. Ethical investment is found to be characterised through negative and positive ethical criteria. Our findings demonstrate how essential it is for ethical investors to lead a certain lifestyle driven by particular ecological and social values. Attitude theory serves to explain ethical investment behaviour. Conclusions for the marketing of ethical investment funds and for future research are drawn.     

The Influence of Constraints and Self-Efficacies on Participation in Regular Active Recreation

This study examined the ways in which perceived constraints and self-efficacies associated with participation in active recreation influenced Hong Kong and Australian university students' interest, intention, and participation in regular active recreation. The study indicated that perceived constraints have weak negative effects whereas self-efficacies have stronger positive effects on students' interest, intention, and participation in regular active recreation. Time efficacy, persistence efficacy, and activity efficacy emerged as important indirect motivators of active recreation engagement. The influences of constraints and self-efficacies on active recreation participation mainly occurred indirectly through adjustments in participation interest and intention.