Building customer loyalty in retailing: not all levers are created equal

This research examines the determinants in building and maintaining customer loyalty in grocery retailing. The first part introduces a distinction between traditional, ‘mass’ levers such as range and price, and relational, ‘targeted’ levers based on individual customer information. The second part focuses on the role ofthese two sets of levers for differentiation, that is, to what extent they are perceived by customers as distinctive to a retailer. For the first time, parallel analysis of retailers and consumers is used to obtain a dual perspective on loyalty drivers. Most supermarket chains in Italy today are found to invest marketing resources in the ‘mass’ levers of range and price. They are also starting to use other levers for differentiation, although effectiveness of their attempts varies a great deal and the perception of diversity by customers varies a lot from one banner to another. We also find that relational levers cannot be separated from traditional levers to sustain loyalty, but they clearly play a secondary role. Investment in targeted marketing is no substitute for that in traditional mass loyalty tools such as range and price.     

Family firms and internationalization: An exploratory study on high-tech entrepreneurial ventures

This paper empirically explores a highly relevant, although poorly investigated topic: internationalization of family firms that operate in high-tech industries. Specifically, we compare internationalization of family and nonfamily entrepreneurial ventures in these industries. Relying on prior studies on internationalization of family firms, we speculate on how the specificities of high-tech industries shape the advantages and disadvantages of family entrepreneurial ventures in pursuing internationalization as compared with their nonfamily peers. In the empirical part of the paper, through a rigorous quantitative analysis of unique data from 264 Italian high-tech entrepreneurial ventures, we explore whether in high-tech industries family entrepreneurial ventures are more (or less) likely to pursue internationalization than their nonfamily counterparts. Surprisingly enough, our econometric estimates indicate that, in high-tech industries, family entrepreneurial ventures exhibit a higher internationalization propensity than their nonfamily peers.     

Cultural distance and the choice between wholly owned subsidiaries and joint ventures

Most empirical research on the choice between joint ventures and wholly owned subsidiaries analyzes the role of cultural distance in an isolated way. This study explores the potential influence of some factors related to the diversity among countries that are traditionally associated with cultural distance but not explicitly included in measurements of cultural distance. Different approaches to and measurements of cultural distance are used in this analysis. This study examines the potential existence of a moderating or intensifying effect of third variables on the role played by cultural distance. The results confirm the contingent role of host country risk on the choice between equity joint ventures and wholly owned subsidiaries.     

NOTES FOR CONTRIBUTORS

Abstract

This paper reconstructs the academic figure of Sraffa at the University of Cambridge as it emerges from his papers, his correspondence with the economists with whom he had special relations, and the official documents of the University, in particular in connection with his role in the Faculty of Economics and Politics, to which he belonged from 1927 to 1965. It presents a detailed examination of the various posts held by Sraffa at the University as Lecturer, Assistant Director of Research, Member of the Degree Committee, Examiner, Member of the Faculty Board, as co-founder of The Department of Applied Economics, Elector to the Chairs of Political Economy, Industrial Relations and Economics, Member of King's College and finally as Fellow of Trinity College. Moreover, the relationship with his fellow economists in Cambridge, in particular Keynes, Kahn, Kaldor and Joan Robinson is also examined and assessed.

The broad conclusion of the paper is that Sraffa's relationship with Cambridge University was complex, contradictory and intense, and should be seen within the broader context of the ambiguous relations Sraffa had with academia in general.     

Organisational learning capability,product innovation performance and export intensity

The hypothesis that managerial characteristics which facilitate the organisational learning process can provide firms with a basis for competitive advantage has received a great deal of attention. While there is evidence that organisational learning affects export intensity, we argue that intermediate variables, such as innovation, should be used in order to evaluate its impact in organisations. This study shows that firms with a higher organisational learning capability tend to be more innovative, and for this reason, they are more likely to export a higher share of their production. From a longitudinal perspective, we use structural equation modeling on a database from Italian and Spanish ceramic tile producers, worldwide leaders in terms of technology. The database combines primary and secondary data. The results support our theoretical conjectures. Findings improve our understanding of the antecedents of export intensity and are related to previous research.     

Off- and on-farm labour participation in Italian farm households

Most farms are family business, both in developed and developing countries. Labour allocation choices of farm household members are therefore relevant both for production choices in the farm and for rural labour markets. In particular, off-farm work and combination of on- and off-farm work (pluriactivity) are viewed as an efficient allocation of household labour resources. Moreover, labour choice of the children of the farm household is relevant for farm succession. In this article, we extend previous literature by estimating in an unified framework labour participation choices both for on- and off-farm work for operators, spouses and their eldest children in working age, using a five equation multivariate probit.     

Private certification schemes as consumer protection: a viable supplement to regulation in Europe?

In the European single market, most product certification schemes are privately organized. This paper considers the goals and pitfalls of private certification as a form of market‐based and multi‐stakeholder consumer protection that relies on the transparency of information and the possibility of consumers choosing accordingly with their preferences.     

On the Influence of Interpersonal Relations on Business Practices in Latin America: A Comparison with the Chinese Guanxi and the Arab Wasta

The connection between interpersonal relationships and business practices is currently an object of study in the field of international business. The authors have identified a significant body of research literature characterizing this phenomenon in China, where it is denominated as guanxi, as well as a recent interest of the academy in studying the Arab wasta (i.e., clout or influence). The authors argue that a similar phenomenon occurs in Latin America and identify patterns similar to those of guanxi and wasta in a cultural artifact called compadrazgo. The article offers insight for managers and individuals interested in doing business in Latin America. © 2015 Wiley Periodicals, Inc.     

The Importance of Proximity for the Start‐Ups' Knowledge Acquisition and Exploitation

This paper intends to verify the impact of geographical proximity on the processes of knowledge acquisition and exploitation by high‐tech start‐ups considering at the same time the role of both the social and cognitive dimensions of proximity. Our basic assumption is that proximity means a lot more than just geography. The findings from this research broaden our understanding of how start‐ups located inside an industrial cluster acquire knowledge from their customers and exploit it in an innovative way, underscoring the need to reconsider assumptions regarding the importance of geographical proximity between business partners during knowledge management.     

Is the Average Investor Smarter than the Average Euro?

In this study, we collect a unique data set of Spanish domestic equity funds for the period 1999–2006 to test the existence of the well-known “smart money” effect. Our focus is to test whether superior performance follows fund flows, demonstrating investor skills, and whether the results are robust for aggregate portfolio analysis and for individual fund analysis. Empirical evidence shows that investor abilities reported by aggregate portfolio analysis are not very evident from a fund-level perspective. This study provides two major contributions to the literature: the separate consideration of purchases and redemptions, and the proposal of a “smart investor” effect which considers investor movements instead of traditional money flows. Results show that investors’ selling decisions are less smart than their buying decisions and that investors, as individuals, are not significantly smarter than money.