Information Sharing,Price Negotiation and Management Buy-outs of Private Family-owned Firms

Perspectives relating to agency theory, information asymmetries and game theory were utilized to explore two outcomes associated with the management buy-out (MBO) or management buy-in (MBI) of former private firms: whether information was shared equally between vendors (i.e., family firm owners) and purchasers (i.e., MBO/I management teams) and whether a mutually agreed price was achieved. With reference to the themes of company ownership structure, governance structure and company objectives several hypotheses were derived. Survey evidence was gathered from the managers of 114 former private family-owned firms located across Europe that recently reported an MBO/I. Multiple logistic regression analysis detected that respondents in founded (first generation) family firms and those reporting a high focus on the strategic importance of the market value increment were more likely to report that ‘information was shared equally between vendors and purchasers’. Respondents reporting no suitable family successor had been identified, a high focus on the strategic importance of the market value increment, and the involvement of venture capitalists in succession planning were more likely to report that a mutually agreed sale price had been achieved. Implications for practitioners and researchers are discussed.      

The Impact of Perceived Organizational Support on Self-Directed Learning in Sales Training

Perceived organizational support has a positive influence on the willingness of salespeople to use self-directed learning (SDL) projects. These SDL projects can be tailored to fit a salesperson's distinct learning needs, to increase performance, and to achieve the overarching goals of collaborative members of a marketing channel. Hence, it is beneficial for channel members to create a supportive learning culture that promotes the use of SDL projects by salespeople. Salespeople within the insurance industry play an essential role inside their marketing channel. Data collected from 392 insurance salespeople in over 170 firms is used to empirically test how perceived organizational support influences the use of two types of SDL projects. Salespeople encouraged to use elective SDL projects reported higher levels of performance than those required to use compulsory SDL projects.     

Seeing the market: performative sensemaking and the case of advertising agencies and their clients

ABSTRACT

How do market intermediaries help other market actors see the market and their opportunities for action within it? This article introduces a theoretical framework of performative sensemaking to explore this question using the case of advertising agencies and their clients. Drawing on 12 months of participant observation and 81 interviews conducted across four general market American advertising agencies, the article illustrates how advertising practitioners provide their clients with visions of what the market is and what opportunities for action lie within it, developing advertising campaigns to match that vision. These performed accounts of the market are dynamically negotiated and socially embedded, reflecting the identities of the clients, their target audiences, and the intermediaries themselves. Because intermediaries dramaturgically perform these interpretations of the market for their client in micro-level interactions, they must also deal with contestation and negotiation over their visions of the market.     

The Fiscal Framework in a Currency Union: Lessons from a Comparison between the Euro Area and the Eastern Caribbean Currency Union

This paper draws out lessons from the euro area (EA) that are transferable to the Eastern Caribbean Currency Union (ECCU) and other Caribbean economies with fixed exchange rates. Based on observations from both the EA and the ECCU, we present a new policy framework which is capable of imposing fiscal discipline, with the aim of avoiding the risk of unsustainable fiscal policies reappearing and of preventing monetary policy from being undermined by undisciplined national governments. In the ECCU case, we find that fiscal deficits are more a result of financial and trade imbalances than fiscal indiscipline per se. Consequently, constraints on overall debt, public and private, rather than direct limits on endogenous public deficits, appear to be the appropriate response.     

Smiles over Frowns: When Curved Lines Influence Product Preference

The present research examined the possibility that subtle face‐like features (a smile‐ or a frown‐like line) on a product can influence evaluations of and preferences for that product. The same within‐participants experiment was conducted twice, once in the United Kingdom and once in Colombia: participants viewed four variants (concave [smile‐like] line, convex [frown‐like] line, straight line, line absent) of three different products (tea, shampoo, juice) and both evaluated the products on visual analogue scales and completed a forced choice decision task. The results revealed a general tendency across scales, products, and countries for the participants to rate products more positively and to choose products more frequently when they displayed a concave line relative to a convex line; comparisons with the straight line and absent line conditions suggested that the effects were present for both concave and convex lines, but were stronger in the concave instance. These findings provide both a deeper theoretical understanding of the influence of subtle cues on evaluation and decision making, and concrete, practical information for both product designers and marketers.     

Gender,Risk, and Venture Creation Intentions

This paper is concerned with whether women are less likely to express business start‐up intentions because of a less favorable attitude to risk. Previous research suggests that attitude to risk differs significantly between genders, but has not addressed the question of whether this contributes to lower levels of female interest in venture creation. This paper describes a conceptual basis for this question, and investigates it using a survey of business start‐up intention from across a sample of European universities. A large proportion of the difference in average levels of intention between genders appears to be associated with attitude to risk.     

Water and wastewater treatment worldwide: the industry and the market for equipment and chemicals

Water is and will continue to be the key natural resource of the twenty-first century in all nations, large and small. While the agricultural sector is the largest user of water, its use for human consumption and in industrial processes is truly vital. A wide variety of equipment and chemicals are involved in cleansing water and wastewater; the global market is estimated at $84 billion in 2017 and at $123 billion in 2022. This study analyzes the specific categories of equipment and chemicals, the nature of end-use markets, and the creative business strategies involved. Comments on competition and marketing practices as well as two brief case studies provide further insights on this important industrial sector     

Islamic business scorecard and the screening of Islamic businesses in a cross‐country setting

Screening of shari'ah compliant firms is incomplete without the inclusion of ethical and social responsibilities. The existing “activity screen” does not directly capture the ethical and social footprints of firms. The purpose of this study is to create and test an Islamic business scorecard that combines activity, ethical, and social responsibilities that Islamic businesses must comply with. This new Islamic business scorecard replaces the existing activity screens and is added to the financial screens to create an integrated business screening mechanism to identify shari'ah compliant firms. This study utilizes data from a sample of 410 shari'ah compliant companies listed with stock exchanges in Malaysia, Pakistan, and Bangladesh. Out of the five newly developed constructs of the Islamic business scorecard, the results indicate Islamic firms are less committed to social responsibilities and tend to push forward economic responsibilities that focus on profitability and growth. Of the three countries, this study reports Malaysian firms have the highest compliance scores, while Bangladesh displays characteristics of the “next‐big shari'ah destination”. Financial screens are more important than the Islamic business scorecard for firms in the construction, industrial, technology, and trading/services sectors. Because of its connection with the economic, ethical, and social dimensions, the scorecard helps to identify the true nature of shari'ah compliance as a useful decision tool for investors and policymakers.     

Backward SDEs for control with partial information

This paper considers a non‐Markov control problem arising in a financial market where asset returns depend on hidden factors. The problem is non‐Markov because nonlinear filtering is required to make inference on these factors, and hence the associated dynamic program effectively takes the filtering distribution as one of its state variables. This is of significant difficulty because the filtering distribution is a stochastic probability measure of infinite dimension, and therefore the dynamic program has a state that cannot be differentiated in the traditional sense. This lack of differentiability means that the problem cannot be solved using a Hamilton–Jacobi–Bellman equation. This paper will show how the problem can be analyzed and solved using backward stochastic differential equations, with a key tool being the problem's dual formulation.     

Barriers to Social Enterprise Growth

This study investigates barriers to social enterprise growth. The research employs qualitative case study data gathered from young social enterprises to examine the interplay between social enterprise and individual, organizational and institutional barriers to growth. We find that social enterprise barriers to growth are based on values differences, business models, and institutional norms. We theorize three strategic responses to overcome barriers to growth: values‐based decision‐making, leveraging social mission, and anchoring.