Value creation in the relationship life cycle: A quasi-longitudinal analysis

Among the growing literature on value creation in collaborative buyer-seller relationships, most researchers examine relationship value at a single point in time. In the present research, we explore whether different stages of the relationship life cycle moderate the relative importance of value-creating dimensions. To shed light on the dynamic nature of value in B2B relationships, we present the results of a survey among purchasing managers using a quasi-longitudinal research design. Our findings confirm the moderating role of the relationship life cycle in value creation. More precisely, our results indicate that a key supplier's potential for value creation in customer's operations increases in relative importance as relationships move through the life cycle. In turn, supplier's capabilities to create superior value at the level of the customer's sourcing process display a decreasing role over the life cycle of a business relationship. No significant link was found in the present study between value creation through a supplier's core offering and different stages of a buyer-seller relationship.     

Lutz M. Hagen,Technische Universität Dresden

Ohne Zusammenfassung     

Corporate Governance and Expected Stock Returns: Evidence from Germany

Recent empirical work shows evidence for higher valuation of firms in countries with a better legal environment. We investigate whether differences in the quality of firm‐level corporate governance also help to explain firm performance in a cross‐section of companies within a single jurisdiction. Constructing a broad corporate governance rating (CGR) for German public firms, we document a positive relationship between governance practices and firm valuation. There is also evidence that expected stock returns are negatively correlated with firm‐level corporate governance, if dividend yields are used as proxies for the cost of capital. An investment strategy that bought high‐CGR firms and shorted low‐CGR firms earned abnormal returns of around 12% on an annual basis during the sample period.     

Energy for the future

The Eleventh World Energy Conference 1980 was held in Munich from the 8th to the 12th of September. “Looking ahead to 2020”—the title of the energy survey published for this conference—indicates that the long-term trend was in the centre of interest. Oil is a finite resource and has to be substituted in the long run. It is the period in between which causes much concern because during this time we cannot do without oil. It is against this background that we have asked Senator Wolfgang Oehme, chairman of the board of Esso A.G., to present to us his views on this critical period of time.     

Matthias Karmasin an die Universität Klagenfurt berufen

Ohne Zusammenfassung     

Effort maximization in asymmetric contest games with heterogeneous contestants

Contest rules are set up by administrators who frequently have discretionary power in specifying the details of these rules, i.e., they can bias the contest rules toward specific contestants in order to further their prime objective. We derive the optimal bias of the contest rule for a contest administrator, who is interested in maximizing the total efforts expended in the contest. The solution is obtained in closed form for a widely used class of n-person contest games. Setting the optimal bias has important implications: (i) there is never exclusion of strong players, instead there is (endogenously induced) inclusion of weak contestants; (ii) the contest administrator will optimally level the playing field by encouraging weak contestants, but he will not equalize the contestants’ chances unless they are identical; and (iii) at least three contestants will be active in equilibrium of the optimal contest, irrespective of heterogeneity.     

Labour‐market institutions and their impact on trade partners: A quantitative analysis

Recent theoretical literature studies how labour market reforms in one country can affect labour market outcomes in other countries, thereby rationalizing widely held policy beliefs and empirical evidence. But what is the quantitative relevance of such spillover effects? This paper combines two recent workhorse models: the canonical search‐and‐matching framework and the heterogeneous firms international trade model. Qualitatively, the framework confirms that labour market reforms in one country benefit its trading partners, replicating the stylized facts. However, when wages are bargained flexibly, the model quantitatively underestimates the correlation of structural unemployment rates across countries. Introducing some degree of real wage rigidity remedies this problem.     

Advancing into the 21st Century: Visions and Challenges Facing the Downunder Economy

Long-term visions serve to focus on essentials for sustained economic and social welfare. We now have to face up to the challenge of globalisation (growing international capital mobility), at a time when we are undoing our historic, self-imposed protectionism. This also creates new opportunities, in particular in the dynamic Asia-Pacific economies.
There still is a 'window of opportunity' before an aging population will become a dominant problem. In the next 25 years, business will have to cope with high real interest rates and major uncertainties that now surround environmental policies.
If we are to take on these challenges in constructive and beneficial ways, we have to develop an institutional order that enables the utilisation of knowledge by enterprising people. This requires a simple, transparent and reliable legal and regulatory framework, which supports competitive market processes, and the defence of openness to international trade and capital flows against particular interest groups.
It seems plausible that the Downunder economy can grow over the next 25 years at about 3.5 per cent per capita if the right institutional conditions are created. If we fail to do so, a growing share of the capital, the skills and the enterprise made Down-under will move to offshore locations which encourage a better use of knowledge and capital by enterprising people. This would deprive many of economic opportunity. The central challenge therefore is to develop a system of government and labour relations which makes the Downunder economy internationally attractive.