Honesty in negotiation

It is often suggested that deceptive behaviour in negotiation is ethical. A number of academic writers have put that view, and several have even suggested that a contrary approach is naÝve. Writers argue either that deceptive behaviour is generally expected or else that such behaviour is necessary to enable us to guard ourselves against exploitation. But in fact participants in the negotiating process differ in what they expect, and we can be careful without being deceptive. That is how we ought to proceed, if we want to treat others as responsible decision-makers. Our obligations in business negotiation are the same as elsewhere. Business is not a distinct game with defined rules, like poker. Neither 'business' nor 'negotiation' are by their nature set apart from other situations. The behaviour which is appropriate in negotiation depends on the circumstances. As in other situations, we have an obligation to pay attention to others to ascertain their actual expectations and intentions, and then act accordingly.     

Single versus multiple channel strategies: typologies and drivers

Companies across every industry are increasingly relying on multiple channels to make their services available to consumers. Despite the popularity of multiple channel strategies, little is known about these distribution structures. In fact, the determinants of multiple channel strategies have remained virtually unexplored. The purpose of this article is to look at various approaches to classifying single versus multiple channel strategies, to look at some of the drivers of multichannel usage and to propose a new classification of single/multiple channels. Using data from the retail financial services sector, the article demonstrates that research into the drivers of multi-channels is sensitive to the classification used.     

Dominion or Republic? Migrants to North America from the United Kingdom, 1870–1910

Late nineteenth–century Canada attracted a large number of immigrants from the UK, despite far lower average income per head there than in the US. While urban labour markets in the northern US were much larger than those in Canada, differences in outcomes between UK immigrants in Canadian and in northern US cities were small. Average annual real earnings by occupation group were only 10 to 15 per cent lower in Canadian cities. Individual–level census data indicate that the occupational distribution of UK immigrants in Canada was quite similar to that of their peers in the US.     

Switching to the policy mode: Incentives by the OECD jobs study to change our mindset

I would like to thank Simon Kuipers and Joan Muysken for their critical comments on an earlier draft of the article.     

Old Wine in a New Bottle: Growth Convergence Dynamics in the EU

In this paper, we explore convergence of real per capita output across the European Union (EU) countries, as well as the transitional behavior of possible underlying factors that are responsible for any convergence or divergence pattern. The new panel convergence methodology developed by Phillips and Sul (2007) is employed in a production function growth accounting approach and data from the Total Economy Database and the Total Economy Growth Accounting Database. The empirical findings suggest that the EU countries form two distinct convergent clubs, exhibiting considerable heterogeneity in the underlying growth factors. These findings should help policy makers in designing appropriate growth-oriented programs as well as in setting priorities in their implementation.     

Is There a Third Way for Industrial Relations?

There has been little systematic analysis of what the ‘Third Way’ means in the sphere of industrial relations. This paper examines the record of the New Labour government in order to evaluate the distinctiveness, innovation and coherence of its industrial relations policy. It argues that many of the limitations of this policy result from the institutional context within which it was introduced. In comparative perspective, Third Way industrial relations can be thought of as a policy adaptation specific to centre–left governments in weakly co‐ordinated liberal market economies.     

Estimating corporate bankruptcy forecasting models by maximizing discriminatory power

Review of Quantitative Finance and Accounting - In this paper, we estimate coefficients of bankruptcy forecasting models, such as logistic and neural network models, by maximizing their...     

The dilemma of implementing controls: The case of managerial accounting

Managerial accounting contains a technical theory of control. Whenever this technical theory of control is correctly implemented to deal with issues that are embarrassing or threatening, the players activate their personal-human theory of control in order to remain “in control”. The correct implementation of the personal-human theory of control necessary inhibits the effective implementation of the technical theory and vice versa.     

Brand Valuation: A Model and Empirical Study of Organisational Implications

This paper presents a model concerned with the organisational and behavioural implications associated with accounting for brand values. A series of propositional statements concerning the internal implications of brand value accounting are formulated and the relative strength of each proposition is analysed using data collected via a mailed survey. In interviews conducted with senior management in strongly-branded companies it was found that beneficial managerial implications are expected to result from a brand valuation. Interviewees saw these implications as primarily strategically, rather than operationally, orientated. This view was provided with some support by the survey data. Evidence is also provided that marketing directors perceive greater benefits arising from brand valuation than do finance directors.     

Deducing a state-of-the-art presentation of the Eclectic Paradigm from four decades of development: a systematic literature review

Management Review Quarterly - For over four decades the Eclectic Paradigm has experienced a myriad of interdisciplinary advancements and evolved into an ever-broader and complex accumulation of...