Kola real's low‐cost international expansion strategy

This case provides an interesting and relevant scenario of a family‐owned firm entering the low end of the cola market in Peru and expanding into other Latin American countries. For a family business owner, or for an entrepreneur looking for business pathways in Latin America, this look into Ajegroup's strategic planning to take advantage of expansion opportunities in the region can serve as either a cautionary tale, or an avenue toward future growth. The case is accompanied by comments from practitioner experts. © 2008 Wiley Periodicals, Inc.     

Stakeholding: Confusion or Utopia? Mapping the Conceptual Terrain

The paper has three main objectives. The first aim is to examine and clarify the burgeoning stakeholder literature that currently seeks to inform management practice, corporate governance and public policy with particular emphasis on the UK. We do this by continuing the process of clarification started by Donaldson and Preston (1995), focusing mainly on the political and practitioner literature generated within the UK. We begin this task by setting out a critique of stakeholding and develop this by using four key themes of enquiry. First, we examine stakeholding’s conceptual confusion; second, we outline and develop criticism of its underlying pluralist assumptions; third, we consider the problems of implementation; and finally, we assess some of the key arguments concerning its potential impact on business performance and competitiveness. The second aim is to develop and examine the central criticisms of stakeholding from both the neo‐liberal and Marxist/radical perspectives. By so doing we identify the key theoretical and practical issues which stakeholder proponents must address if they are to convince sceptics of the model’s validity. The third aim is to develop a conceptual framework capable of illustrating the different stakeholder perspectives and assumptions on which they are based. This consists of five continuums: the first locates authors on a left–right political continuum; the second distinguishes between those authors who use stakeholding primarily for analysis and those who use it to formulate and prescribe specific courses of action; the third differentiates between intrinsic (good in itself) and instrumental (means to an end) motives; the fourth identifies the various levels of proposed intervention; and the fifth illustrates the different degrees of enforcement advocated. We believe that this framework provides a clear illustration of our arguments and serves as a useful instrument for clarifying the stakeholder concept. In addition, it is used to position or map the work of key authors within the stakeholder debate and we believe it may provide a more coherent basis for future research and debate.     

State-conditional Fertilizer Yield Response on Western Kenyan Farms

Fertilizer interventions have attained prominence in rural poverty reduction programs in Africa. Using data from maize plots operated by small farmers in western Kenya, we find a von Liebig-type relationship between soil organic matter (SOM) and maize yield response to nitrogen application. Low SOM commonly limits the yield response to mineral fertilizer application. Although fertilizer is, on average, profitable in our sample, on roughly one-third of the plots degraded soils limit the marginal productivity of fertilizer such that it becomes unprofitable at prevailing prices. Moreover, because poorer farmers most commonly cultivate soils deficient in SOM, fertilizer interventions might be less pro-poor than is widely assumed and may instead reinforce  ex ante  income inequality.     

Stabilisation, Policy Targets and Unemployment in Imperfectly Competitive Economies

This paper argues that the rate of equilibrium unemployment depends on the objectives of the Central Bank. In a model where the Central Bank uses monetary policy to stabilise the economy, we show that unemployment and inflation will be lower with an inflation target than with targets for output, money or nominal GDP. The intuition for this is that the elasticities of demand in both the product and the labour markets are greater when there is an inflation target; we show that this leads to a lower mark-up of price over marginal cost and makes wages more sensitive to unemployment.     

Customer-directed selling behaviors and performance: a comparison of existing perspectives

Sales researchers have spent decades developing and empirically testing various scales that reflect distinct theoretical perspectives of salesperson behavior and job functioning. Despite extensive research in this area, little comparative work has been done to assess the relative effectiveness of these different scales in explaining salesperson performance or to explicate whether or not they are best considered in isolation or as working together—even potentially interacting—to influence sales success. We examine four established scales related to customer-directed salesperson job functioning, and look at how well they relate to both self-reported and objective job performance measures. Our analyses are based on responses from 524 salespeople drawn from three different firms. The results show that two scales (ADAPTS, Selling Skills) outperform the others. Furthermore, we find an important interaction between ADAPTS and Selling Skills that helps to predict superior objective performance.     

Measures of international competitiveness: A critical survey∗ †

An examination of the extant literature on competitiveness reveals a wide variety of notions and extreme difficulties of measurement and application.

Single measures of competitiveness do not capture all the elements of the concept. Useful measures have to specify the level of analysis (national, industry, firm or product) and encompass competitive performance, its sustainability through the generation of competitive potential and the management of the competitive process. The interrelationship between these three key elements are also important in a dynamic context.

The effectiveness of management is essential to this analysis and the concept of industrial effectiveness at the management level enables a link to be established between the concept of competitiveness and an empirical investigation of decision making. A framework is derived which is of general use and specific measures are proposed to fill the “empty boxes” suggested.     

Nearly compact and continuous normal form games: characterizations and equilibrium existence

Normal form games are nearly compact and continuous (NCC) if they can be understood as games played on strategy spaces that are dense subsets of the strategy spaces of larger compact games with jointly continuous payoffs. There are intrinsic algebraic, measure theoretic, functional analysis, and finite approximability characterizations of NCC games. NCC games have finitely additive equilibria, and all their finitely additive equilibria are equivalent to countably additive equilibria on metric compactifications. The equilibrium set of an NCC game depends upper hemicontinuously on the specification of the game and contains only the limits of approximate equilibria of approximate games.     

Cross-national differences in cognitive style: implications for management

An important obstacle to productive working relationships between managers from different countries may be cross-cultural variations in cognitive style. This study examined the traditional dichotomy between the 'intuitive' East and the rational or 'analytic' West. A total of 394 managers from six nations and 360 management students from five nations completed the Cognitive Style Index, a self-report measure of the intuitive-analytic dimension. Reliability coefficients suggested that the properties of the instrument are broadly consistent across cultures. Comparison of mean scores showed that the most intuitive groups were located in the Anglo, North European and European Latin slices of Hickson and Pugh's 'culture cake', and the most analytic were in the Developing Countries and Arab categories. On the basis of these findings, it is argued that it may be more fruitful to classify nations in terms of their stage of industrial development rather than the hemisphere in which they are located. Ways of overcoming difficulties in encounters between managers from different cultures may include training in how to identify, respond to and change cognitive styles, and the selection of individuals or management teams whose styles are compatible with those of their foreign counterparts.     

Dominance solvability of dynamic bargaining games

We formulate and study a general finite-horizon bargaining game with simultaneous moves and a disagreement outcome that need not be the worst possible result for the agents. Conditions are identified under which the game is dominance solvable in the sense that iterative deletion of weakly dominated strategies selects a unique outcome. Our analysis uses a backward induction procedure to pinpoint the latest moment at which a coalition can be found with both an incentive and the authority to force one of the available alternatives. Iterative dominance then implies that the alternative characterized in this way will be agreed upon at the outset—or, if a suitable coalition is never found, that no agreement will be reached.     

The impact of aid on growth revisited: Do donor motives matter?

The typical identification strategy in aid effectiveness studies assumes that donor motives do not influence the impact of aid on growth. We call this homogeneity assumption into question, constructing a model in which donor motives matter and testing the assumption empirically.