Corporate Public Issue Advertising

This article presents the results of a study of the attitudes of chief executives regarding issue advertising. The study used a set of four issue advertisements representing varying degrees of self-interest. The results indicate marked differences between business leaders in their perceptions of both the usefulness and favourability of different issue advertising messages.     

The ‘Triple-alliance’ perspective for new industry creation: Lessons from the flat panel industry in Taiwan

This paper describes how the development of the microelectronics industry in Taiwan has followed an evolutionary path that eventually led to the formation of the ‘Triple-alliance’. The ‘Triple-alliance’ model postulates that a nation's industrialization is fundamentally underpinned by the arrangement of three distinct institutions: state bureaucracy, domestic business groups and multinational corporations. The paper delineates the role of each participating institution in the context of Taiwan's microelectronics industry, and discusses the interaction between domestic and foreign institutions to demonstrate how the alliance facilitates the transfer and absorption of technology. Using the creation of the flat panel display industry in Taiwan as an example, the paper shows that understanding the interactions among these three institutions is essential for uncovering how technology-intensive industries are created in late-industrializing countries. The paper adopts an evolutionary approach in tracing how the web of linkages and alliances among these three institutions has led to the successful creation of Taiwan's technology-intensive flat panel display industry.     

Agricultural sector of Russia in face of globalization challenge

The paper analyzes the current problems of the Russian agrarian sector in the face of the increasing openness of the Russian economy and the continuing low competitiveness of domestic agricultural production.     

On the development strategy for the grain sector

This article attempts to outline a development strategy for the grain sector in agrarian economics under complicated conditions in the world economic relations and the processes of globalization and regional integration.     

Representing Heterogeneity in Consumer Response Models 1996 Choice Conference Participants

We define sources of heterogeneity in consumer utility functions relatedto individual differences in response tendencies, drivers of utility, formof the consumer utility function, perceptions of attributes, statedependencies, and stochasticity. A variety of alternative modelingapproaches are reviewed that accommodate subsets of these various sourcesincluding clusterwise regression, latent structure models, compounddistributions, random coefficients models, etc. We conclude by defining anumber of promising research areas in this field.     

Structural Applications of the Discrete Choice Model

A growing body of empirical literature uses structurally-derived economic models to study the nature of competition and to measure explicitly the economic impact of strategic policies. While several approaches have been proposed, the discrete choice demand system has experienced wide usage. The heterogeneous, or mixed, logit in particular has been widely applied due to its parsimonious structure and its ability to capture flexibly substitution patterns for a large number of differentiated products.We outline the derivation of the heterogeneous logit demand system. We then present a number of applications of such models to various data sources. Finally, we conclude with a discussion of directions for future research in this area.     

Customer relationship management in competitive environments: The positive implications of a short-term focus

Researchers and business thought leaders have emphasized that firms must think and act with a long-term horizon when managing customer relationships. We demonstrate that, in contrast to this widely held view, profits in competitive environments may be maximized when firms ignore the future and instead maximize period-by-period profits from customers. Intuitively, while a long-term focus yields more loyal customers, it greatly increases short-term price competition to gain and keep customers. Consequently, overall firm profits and customer lifetime value may be lower when firms directly maximize multi-period profits from customers. Specifically, we analyze a model with segment-level pricing where firms in a duopoly can choose between period-by-period and multi-period profit maximization and demonstrate that, in many cases, a symmetric focus on period-by-period profit maximization emerges as the Pareto-dominant Nash equilibrium. We extend the model in two directions. First, we demonstrate that this superiority of the short-term focus endures even when a revenue expansion effect applies—that is, when customer loyalty leads to enhanced revenues. Second, we examine the case where customers are strategic and incorporate the long-term implications of their choices into their decision-making. Here we demonstrate that it may pay for firms to be myopic even when customers are strategic. The focus on multi-period surplus makes customers less price sensitive to price variations at the early stage of the game. Consequently, the focus on maximizing period-by-period profits enables the firms to charge higher upfront prices and leverage this lower price sensitivity into higher profits. Overall, our results highlight the paradox that, when it comes to managing customer relationships in competitive environments, a short-term focus may constitute the optimal long-term strategy.