B2B-Inbound-Marketing — Aktive Interessenten als Kunden gewinnen

In einer B2B-Studie von Marketing Sherpa (2008) gaben 80 % der Entscheider an, dass sie ihre Lieferanten selbst gefunden haben. Nur 20 % wurden von den Anbietern angesprochen. Aktive Interessenten recherchieren geeignete L?sungen und nehmen den Kontakt mit dem Anbieter zunehmend selbst auf. Was k?nnen Anbieter tun, um w?hrend der Entscheidungsvorbereitung eines aktiven Interessenten aufzufallen und kontaktiert zu werden?     

Foreign Investment and Endogenous Protection with Protectionist Quid Pro Quo

The literature on quid pro quo foreign direct investment describes how unwarranted investment may be undertaken because of the endogeneity of trade policy. The quid pro quo is that foreign producers, who are exporters to the host economy, invest in return for a liberal trade policy. We describe converse circumstances. The nexus between foreign investment and endogeneity of trade policy is implicit (not explicit as in quid pro quo investment), and a government with socially correct objectives (perhaps imposed by international-agency conditionality) wishes (i) to privatize a domestic firm by sale to a foreign investor who can provide technology improvement for domestic production and (ii) to pursue a liberal trade policy. The government is electorally constrained by needs of political popularity. The outcome is that efficient private investments may not be undertaken—in contrast with the quid pro quo case where in efficient investments are undertaken. While our model is general, the conditions we describe appear to be in particular present in post-socialist economies. Our model offers a contributing explanation for the slow pace of progress in many such economies, which rely on foreign technological transfer to improve the technology and product quality of post-socialist industry, but fail to receive the requisite foreign investment despite governments' good intentions.     

The international finance corporation and its role in the development process

Measures of different kinds are needed to cope with the manifold tasks arising in international development finance, and a variety of instruments, models and concepts have been suggested in the international discussion. The International Finance Corporation (IFC), a subsidiary of the World Bank, plays a particular role in this connection: according to the objectives laid down in its Articles of Agreement it is to concern itself exclusively with private investments in productive enterprises in developing countries. The following article indicates the problems faced in the institutional promotion of private enterprises and explains why the operations of the IFC have so far yielded somewhat meagre results.     

Decision Strategy and Structure in Households: A “Groups” Perspective

From a practical perspective, (arguably) most consumer decisions are not made in isolation of the households in which consumers are inserted, yet we commonly treat them econometrically as if they were. The purpose of this workshop was to take some initial steps in defining needed research in household decision making that structurally accounts for goal sharing, utility interdependence, taste heterogeneity, choice set formation, power structures, group size and composition, and so forth. We also considered conditions under which aggregation of tastes, utility and choices might occur and make sense from both behavioral and modeling perspectives.     

Interpreting real exchange rate movements in transition countries

Real exchange rate movements in the transition economies during the initial transition period were unusually large by the standards of other economies and periods. Using cross-sectional evidence, this paper documents how real exchange rates were generally misaligned at the onset of the transition and how most of this misalignment was eliminated over a relatively short period. Turning to the time series dimension, the paper shows that estimates from a consensus-type single-equation model of the real exchange rate are well-behaved and provide a good fit for exchange rate movements in the early transition period. The results highlight the role of productivity-driven real exchange rate movements that can be interpreted as reflecting both the impact of the structural transformation process on productivity in the tradables sector per se and the effects of changes in tradables versus non-tradables productivity. Furthermore, the results show that the relationship between productivity and real exchange rates holds both when productivity is increasing and when it is falling.     

PORTFOLIO LIQUIDATION IN DARK POOLS IN CONTINUOUS TIME

We consider an illiquid financial market where a risk averse investor has to liquidate a portfolio within a finite time horizon [0, T] and can trade continuously at a traditional exchange (the “primary venue”) and in a dark pool. At the primary venue, trading yields a linear price impact. In the dark pool, no price impact costs arise but order execution is uncertain, modeled by a multidimensional Poisson process. We characterize the costs of trading by a linear‐quadratic functional which incorporates both the price impact costs of trading at the primary exchange and the market risk of the position. The solution of the cost minimization problem is characterized by a matrix differential equation with singular boundary condition; by means of stochastic control theory, we provide a verification argument. If a single‐asset position is to be liquidated, the investor slowly trades out of her position at the primary venue, with the remainder being placed in the dark pool at any point in time. For multi‐asset liquidations this is generally not the case; for example, it can be optimal to oversize orders in the dark pool in order to turn a poorly balanced portfolio into a portfolio bearing less risk.     

Factors Driving Quality Standard Compliance in the Polish Dairy Sector

We construct a model to identify determinants of the diffusion rate of quality standards in a food chain. We argue that adoption decisions in the food chain are determined by farmers’ and processors’ economic considerations. Factors such as pricing behaviour, compliance costs and market structure are identified and discussed in the paper. The findings are used to test an econometric model utilizing data on Polish milk processing firms gathered between 2000 and 2002. The results indicate that input and output prices have a significant influence on the diffusion rate of standards; the dominance of large-scale holdings in the relevant procurement market significantly increases diffusion as well. Compared to their competitors, small cooperatives were found to face more significant problems in procuring high quality raw materials.      

The Economic Contributions of James J. Heckman and Daniel L. McFadden

This paper analyzes the economic contributions of Daniel L. McFadden and James J. Heckman, who were awarded the Nobel Prize in economic science in 2000. McFadden's analytical work on discrete choices and related theory brings economic tools to bear on policy questions that previously had not been empirically investigated. The multinomial logit and similar models developed by McFadden enable researchers to empirically model factors that affect individual choices (e.g. of travel mode, occupation or employment, and residential location) with discrete outcomes. Heckman's research on selective samples demonstrates the difficulty of achieving generalizable results in analyses of choice-based behavior. In addition, his work on the evaluation of social programs has challenged conventional beliefs about the infallibility of experimental evaluation results and explored the limits and potential of non-experimental methodologies in a range of social science applications.