“Theory will take you only so far” (Nolan, 2023): In search of greater insight through quantitative,observation-based research

Theories developed for understanding the general management or economic phenomena are increasingly ineffective for explaining logistics/SCM-specific phenomena, despite the best efforts of LSCM researchers to utilize them for those purposes. Unfortunately, the hierarchies and infrastructure in place to ensure LSCM research is theoretically grounded and conducted with scholarly rigor have not advanced to a point where the use of alternative methods to explore such questions is common. The key objective of this paper is to guide where empirical LSCM research could evolve if it took its relationship with theory a step further. Our thesis is that inductive research using empirical data can yield additional insightful answers to relevant questions. We hope that discussion of these topics from a 2024 perspective can spur more research that uses empirical analysis as a starting point to create new theory in LSCM and, importantly, to persuade members working in our field to respect and accept rigorous empirical research conducted outside the traditional deductive, logical positivist paradigm.     

The Role of Systematic International Market Selection on Small Firms' Export Performance

This article hypothesizes that, on average, small and medium-sized enterprises (SMEs) that use a systematic methodology in selecting foreign target markets (what we call systematic market selection) perform better than SMEs using an ad hoc international market selection methodology. Using a sample of Greek exporting firms, we found that systematic international market selection is a significant determinant of export performance, even when controlling for decision-maker and firm-specific characteristics previous studies found to be related to export success. Implications for managers, trade promotion agencies, and future research are discussed.     

The behavioral responses to perceived scarcity – the case of fast fashion

The literature on scarcity has generally examined consumers’ attitudes towards scarce products and suggested that scarcity messages have a positive effect on the evaluation of and attitude toward the scarce object. However, literature has largely failed to explain consumers’ feelings or reactions to human-controlled scarce environments. This study examines how deliberate product scarcity influences the consumers’ behavioral responses, and provides an understanding of consumers’ reactions to conditions of scarcity that are strategically created by marketers. The context of this study is fast fashion retailers, as they are known to create extreme human-induced scarcity. We conducted 21 face-to-face interviews with fast fashion store managers, consumers, and an industry expert. Further, observational research was also conducted to observe the consumer buying behavior across 10 different fast fashion stores. The objectives were to (1) help the interviewees think about the various strategies adopted to induce scarcity within the stores (from retailer’s perspective), (2) understanding of scarcity in these stores (from consumer’s perspective), and (3) consumers’ responses to such deliberate manipulations. All the interviewees agreed that fast fashion stores were successful in creating perceived scarcity which reflected both limited merchandise supply as well as deliberate manipulation of merchandise availability by the retailer. The findings also suggest that consumers in these perceived scarcity conditions exhibit buying behavior like urgency to buy, which further leads to deviant and competitive behaviors like in-store hoarding and in-store hiding. Though perceived scarcity, urgency to buy, and in-store hoarding was consistent across the interviews with store managers and consumers, surprisingly, the phenomenon of in-store hiding behavior did not emerge from any of the interviews conducted with store managers, but was a consistent theme across most consumer interviews.     

Why do many consumers prefer to pay now when they could pay later?

Payment timing is conceptualized as a payment characteristic useful in explaining motivations to prefer payment types. Cash, debit cards, and online banking represent consumers' preferences to pay now, while credit cards and loans represent the inclination to pay later. Based on a grounded theory study, a payment-timing model is developed to theorize consumers' choices of payment types with differences in payment timing. The model presents four motivations for payment-timing preferences: (1) the extent of rewards salience, (2) the perception of financial stress, (3) adopting heuristics for money management, and (4) the influence of perceived financial ability. Consumers choose payment-timing options that best suit their financial strategy to manage payments in pursuit of their consumption objectives.     

Short-term policy in open semi-industrialized economies: The narrow limits of the possible

This paper develops a model to analyze short-term policy alternatives in semi-industrialized countries. The major points raised are the following: (i) There are two sectors, producing traded and non-traded goods. The latter is characterized by a fairly low elasticity of substitution and a high relative labor share. If the elasticity of substitution in the traded goods sector has an econometrically reasonable value, then short-run improvements in both the labor share and real income may well call for revaluation of the exchange rate and an increase in home good's price (prices of both goods being measured in wage units). (ii) If excess supply functions have Walrasian stability, such price changes will lead to deterioration in the balance of payments: On the other hand, devaluation-induced improvement in the balance of payments (with constant government expenditure) can lead to an improvement in real income, but reduces the labor share. (iii) If the economy is formally unstable, due to capitalists and laborers concentrating their expenditure demands respectively on the goods intensive in factor payments to themselves, then balance of payments improvement in a comparative static analysis may entail reductions in both real income and the labor share. (iv) If the additional realistic assumption is made that elasticities of excess supply functions for the two goods with respect to the interest rate are quite low, then in general improvement of all three targets (real income, balance of payments, and income distribution) will be unattainable. If in addition the government cannot finance expenditure changes by anything but money supply changes, then in general only one target variable can be attained. (v) Numerical sensitivity analysis based on Chilean data indicates that these (and other) rather pessimistic results hold for fairly wide ranges of ‘plausible’ parameter values, as long as the model's short-run Keynesian assumptions are maintained.     

The customer-centered innovation map

We all know that people "hire" products and services to get a job done. Surgeons hire scalpels to dissect soft tissue. Janitors hire soap dispensers and paper towels to remove grime from their hands. To find ways to innovate, it's critical to deconstruct the job the customer is trying to get done from beginning to end, to gain a complete view of all the points at which a customer might desire more help from a product or service. A methodology called job mapping helps companies analyze the biggest drawbacks of the products and services customers currently use and discover opportunities for innovation. It involves breaking down the task the customer wants to accomplish into the eight universal steps of a job: (1) defining the objectives, (2) locating the necessary inputs, (3) preparing the physical environment, (4) confirming that everything is ready, (5) executing the task, (6) monitoring its progress, (7) making modifications as necessary, and (8) concluding the job. Job mapping differs substantively from process mapping in that the goal is to identify what customers are trying to get done at every step, not what they are doing currently. For example, when an anesthesiologist checks a monitor during a surgical procedure, the action taken is just a means to the end. Detecting a change in patient vital signs is the job the doctor is trying to get done. Within each of the discrete steps lie multiple opportunities for making the job simpler, easier, or faster. By mapping out every step of the job and locating those opportunities, companies can discover new ways to differentiate their offerings.     

Do option markets substitute for stock markets? Evidence from trading on anticipated tender offer announcements

Using a sample of cash tender offers occurring between 1993 and 2002, we find evidence that the options market has become the preferred venue for traders attempting to profit on anticipated announcements. Options offer advantages relative to stocks. Traders gain leverage by trading in options and multiple options contracts on an individual stock. The results of our study indicate that a substitution effect does exist. Abnormal volume in the option market replaces abnormal volume in the stock market prior to cash tender offer announcements, and this abnormal option volume precedes abnormal stock volume for targets with or without traded options.     

Ethnic Consumer Reaction to Targeted Marketing: A Theory of Intercultural Accommodation

Abstract

Marketers are increasingly recognizing the growing power of ethnic groups, and are responding with targeted marketing efforts. Targeted communications often draw on various references to the ethnic culture in an attempt to enhance communication with and gain the approval of the intended audience. However, research on how such accommodation efforts may be received is lacking. Drawing on a variety of disciplines, the authors develop a theory of intercultural accommodation to fill that gap. The proposed model views the consumer as having both affective and attributional responses to a targeted communication. The consequences of the response are proposed to influence the consumer's evaluation, comprehension, and recall of the message, and to influence behavioral intentions toward the communicator.     

Got slogan? Guidelines for creating effective slogans

Slogans are a key element of a brand's identity, and contribute to a brand's equity. In today's marketplace, almost all brands employ slogans; they enhance a brand's image, aid in its recognition and recall, and help create brand differentiation in consumers' minds. While there is general consensus on the importance of the device itself, little agreement exists as to what constitutes a successful slogan. As such, although marketing managers use slogans extensively, they are often at a loss when it comes to creating them. In turn, this leads to ineffective use of slogans and, ultimately, the possibility of a surprisingly poor linkage between a brand and its slogan, even among the most well-known brands. To explore this phenomenon, we surveyed articles from a variety of academic streams related to slogans, and also looked at industry publications for relevant case studies. Based on our investigation, we propose in this article a series of guidelines for the strategy behind slogans, and on creation and utilization of effective slogans. In particular, our findings should be of use to business practitioners.     

Do ADRs enhance portfolio performance for a domestic portfolio? Evidence from the 1990s

American depository receipts (ADRs) represent an increasingly popular and convenient mechanism for international investing. We analyze ADRs traded throughout the 1990s and find that these securities offer a diversification and portfolio performance benefit when combined with a domestic portfolio (proxied by the S&P 500). While we find that emerging market ADRs are effective instruments for reducing portfolio risk, they do not improve portfolio performance as measured by the Sharpe ratio. Developed market ADRs do improve portfolio performance as measured by the Sharpe ratio. The asset allocation which maximizes the Sharpe ratio is 84 percent domestic stocks, 16 percent developed ADRs, and 0 percent emerging ADRs. Further, due to problems in defining an appropriate market index for ADRs, the Sharpe ratio is viewed to be the preferred performance measure. Other measures such as Jensen’s alpha and the Treynor measure are susceptible to being “gamed” to distort portfolio performance.