Strategic step-by-step negotiation

We analyze a specific type of negotiation process where parties proceed in stages taking into consideration that negotiation may end prematurely with an inefficient agreement. Parties negotiate only one increasing pie, thereby avoiding inefficiencies which are typical for issue-by-issue negotiations. For ann-stage game, we prove the existence of a unique subgame-perfect equilibrium. We then show that step-by-step negotiation can only improve players' expected payoffs if negotiation in stages reduces the difference between their equilibrium offers. For this to occur, however, the risk of negotiation must be affected by the agenda of the bargaining problem.     

A Macroeconomic Model with Hysteresis in Foreign Trade

The continuous non‐linear macro‐hysteresis loop is approximated by a rhombus shaped path which therefore shows a closer affinity to the genuine concept of hysteresis than conventional techniques via difference equations. This linearized model is applied to implement foreign trade hysteresis in a standard macroeconomic simultaneous equation model demonstrating the persisting consequences of only temporary exogenous shocks on national income, interest rate and the determination of the exchange rate. Since hysteresis in foreign trade is analysed in a macroeconomic framework, the feedback of hysteresis caused by exchange rate variations on the exchange rate itself can be illustrated.     

Successfully selling accommodation packages at online auctions – The case of eBay Austria

In this era of e-commerce online auctions have emerged as a valuable distribution channel (36 and 52). Displaying low entry and exit barriers but also vast coverage rates, online auctions may effectively augment the distribution potential of hotel businesses. This paper identifies those factors that positively affect the final price level obtained in online auctions for hotel room vouchers. Based on data gathered at eBay comprising 53,406 auctions, linear structural equation modelling (SEM) was conducted to identify significant relationships between auction characteristics and the obtained final price for hotel room vouchers. By drawing on these results and through an example of the Austrian eBay platform, selling strategies for successfully listing accommodation packages at online auctions are proposed.     

Will the Real A. Smith Please Stand Up!

In both the public and the business world, in academe as well as in practice, the ideas of Adam Smith are regarded as the bedrock of modern economics. When present economic conditions and management practices are criticised, Adam Smith is referred to by defenders and detractors of the current status quo alike. Smith, it is believed, defined the essential terms of reference of these debates, such as the rational pursuit of self-interest on part of the individual and the resultant optimal allocation of goods in free markets thanks to the workings of an “invisible hand.” In this article, we question whether this standard view of Smith, the economist, is tenable. We provide an extensive review of the extant secondary literature from economists, business ethicists, and philosophers, comparing their assessments to crucial elements of Smith’s theoretical system. As a result, we show that Smith, far from being an advocate of a value-free or even value-averse conception of economic transactions, stood for a virtue-based and values-oriented model of business. Accordingly, we argue current management education and the pedagogy of business ethics ought to be changed, and certain strategic conclusions drawn for business practice.     

Logistics Innovation and Social Sustainability: How to Prevent an Artificial Divide in Human–Computer Interaction

Human–computer interaction (HCI) is a cornerstone for the success of technical innovation in the logistics and supply chain sector. As a major part of social sustainability, this interaction is changing as artificial intelligence applications (Internet of Things, autonomous transport, Physical Internet) are implemented, leading to larger machine autonomy, and hence the transition from a primary executive to a supervisory role of human operators. A fundamental question concerns the level of control transferred to machines, such as autonomous vehicles and automatic materials handling devices. Problems include a lack of human trust toward automatic decision making or an inclination to override the system in case automated decisions are misperceived. This paper outlines a theoretical framework, describing different levels of acceptance and trust as a key HCI element of technology innovation, and points to the possible danger of an artificial divide at both the individual and firm level. Based upon the findings of four benchmark cases, a classification of the roles of human employees in adopting innovations is developed. Measures at operational, tactical, and strategic level are discussed to improve HCI, more in particular the capacity of individuals and firms to apply state‐of‐the‐art techniques and to prevent an artificial divide, thereby increasing social sustainability.     

Corporate cash holdings: Evidence from Switzerland

This paper investigates the determinants of cash holdings for a comprehensive sample of Swiss non-financial firms between 1995 and 2004. The median Swiss firm holds almost twice as much cash and cash equivalents as the median US or UK firm. Our results indicate that asset tangibility and firm size are both negatively related to corporate cash holdings, and that there is a non-linear relationship between the leverage ratio and liquidity. Dividend payments and operating cash flows are positively related to cash reserves, but we cannot detect a significant relationship between growth opportunities and cash holdings. Most of these empirical findings, but not all of them, can be explained by the transaction costs motive and/or the precautionary motive. Analyzing the corporate governance structures of Swiss firms, we document a non-linear relationship between managerial ownership and cash holdings, indicating an incentive alignment effect and an opposing effect related to increasing risk aversion. Finally, our results suggest that firms in which the CEO simultaneously serves as the COB hold significantly more cash.

Optimal Monopolist Export Pricing with Dynamic Demand and Learning Curve Effects

This paper addresses incomplete exchange rate pass-through (ERPT) and pricing-to-market (PTM) by proposing an optimal control model of dynamic monopolistic pricing on a foreign market, which accounts for dynamic demand effects (such as diffusion or saturation) and learning curve effects. It is shown how the optimal dynamic export pricing results in partial or full ERPT in the long-term equilibrium. Moreover, transitional price dynamics are illustrated, which may explain dumping, i.e., temporary prices below unit costs, and (asymmetric) short-run overshooting dynamics of the optimal export price level as a reaction to exchange rate changes.