The interrelationship between price and output decisions and investment decisions: Microfoundations and aggregate implications

This paper develops a model of firm behavior in which both price and output decisions and investment decisions are made. The model permits an analysis of the dynamics of inventory and capital accumulation on price and output behavior. There are two main results: (1) Short-run price and output levels will differ from long-run levels as desired stocks of inventory and capital diverge from actual levels. (2) The size of the elasticities of price and output to changes in demand and cost variables depends on the speed with which gaps between desired and actual stocks are closed through investment.     

Effective selling approaches to buyers' objections

Approaches for responding to an industrial buyer's indecision and price objections were uncovered. When an industrial buyer refuses to make a purchase decision or objects to price, an effective salesperson will seek understanding of the buyer's indecision, consciously look for common underlying objections, address the buyer's specific concern, and establish a decision deadline for the buyer.     

Short Sale Constraints and Single Stock Futures Introductions

This paper exploits the unique experimental setting created by nearly 1,300 new single stock futures listings on the OneChicago exchange between 2003 and 2009. I investigate the impact of derivatives introductions on the tightness of short sale constraints facing their underlying assets. After controlling explicitly for supply and demand conditions in the stock lending market, this experiment reveals a precipitous decline in active utilization rates and loan fees in the lending market, after the futures introductions. The paper provides strong evidence that supports the view that derivatives represent a viable alternate synthetic short selling venue relaxing short sale constraints facing their underlying assets.     

Earnings management, lawsuits, and stock-for-stock acquirers’ market performance

There is a positive association between stock-for-stock acquirers’ pre-merger abnormal accruals and post-merger announcement lawsuits. The market only partially anticipates the effects of post-merger announcement lawsuits at the merger announcement and the post-merger announcement long-term market underperformance is largely limited to litigated acquisitions. Overall, the evidence suggests that it is important that investors not only undo the direct stock price effects of earnings management but also factor the contingent legal costs associated with earnings management.     

Types of technological scanning in manufacturing SMEs: an empirical analysis of patterns and determinants

As the component of environmental scanning that is concerned with science and technology, products, production processes, hardware and information systems, the concept of technological scanning, especially in small business, has received little empirical attention in the past. This paper aims to better define the different technological scanning practices of small and mediumsized enterprises (SMEs) and identify the main factors that determine these differences. This is done without relation to organizational effectiveness as technological scanning is but one of many potential influences on business performance. Using data obtained from a mail survey on the scanning practices of 324 SMEs, the study hopes to increase our understanding of how various entrepreneurs confront various environments in practice. The research model used is based on the notion that, to define different technological scanning practices in small business, four aspects must be considered: strategic orientation (objectives pursued); types of information sought (on technologies and their costs, human resources necessary, etc.); sources used (customers, fairs, specialized publications, suppliers, research centres, etc.); and scanning management practices (methods used, staff involved, level of formalization, and integration of activities). These aspects are contingent upon four factors: the managers' profile; their perception of the environment; their firm's characteristics; and their information network. A cluster analysis reveals that the sampled firms can be grouped into four separate categories, according to the intensity of their technological scanning activities and the type of strategy used. In the first category, where scanning is most developed, the SMEs emphasize cost reduction and control, followed by improvements in competitiveness; they seek mainly financial and human resource information, and use their own internal resources to obtain it. A second category, where scanning is least developed, puts the emphasis on increasing production capacity and flexibility; these SMEs seek very diverse information from many sources. Of the two intermediate groups, one aims to diversify and increase the quality of products and services; marketing information is obtained through customers, suppliers and subcontractors. The other, whose scanning is better organized, favours increasing production capacity through innovation and market information with the help of governmental and financial institutions. This research concludes that there is no ‘one best way’ to environmental scanning in manufacturing SMEs, and that it all depends upon the organization, its objectives and its environmental pressures.     

Correlated risks,bivariate utility and optimal choices

In this paper, we consider a decision-maker facing a financial risk flanked by a non-financial background risk such as health or environmental risk. A decision has to be made about the amount of an investment (in the financial dimension) resulting in a future benefit either in the same dimension (savings) or in the other dimension (environmental quality or health improvement). In this framework, we study the impact of the correlation between the two risks on optimal choices. In the saving problem, we find conditions ensuring that positive correlation between the two risks implies that the optimal amount of savings increases. These conditions involve specific requirements on the direct and cross derivatives of the two-argument utility function. Similarly, we find a different and specific set of conditions ensuring that the same conclusion on optimal investment for health (environmental) improvement is reached. The two sets of conditions determined support the conclusion that the signs of the derivatives of the two-argument utility function should alternate.     

Is the US Dollar a Suitable Anchor for the Newly Proposed GCC Currency?

Responses of inflation and non‐oil output growth from the Gulf Cooperation Council (GCC) countries to monetary policy shocks from the United States (US) were estimated to determine whether there is evidence to support the US dollar as the anchor for the proposed unified currency. A structural vector autoregression identified with short‐run restrictions was employed for each country with Fed funds rate as the US monetary policy instrument, non‐oil output growth and inflation. The main results suggest that for inflation, the GCC countries show synchronised responses to monetary policy shocks from the US which are similar to inflation in the US, and for non‐oil output growth, there is no clear indication that US monetary policy can be as effective for the GCC countries as it is domestically. Consequently, importing US monetary policy via a dollar peg may guarantee only stable inflation for the GCC countries – not necessarily stable non‐oil output growth. If the non‐oil output response is made conscientiously – and there are concerns over the dollar’s ability to perform its role as a store of value – a basket peg with both the US dollar and the euro may be a sound alternative as confirmed by the variance decomposition analysis of our augmented SVAR with a proxy for the European short‐term interest rate.     

Guanxi and professional conduct in China: a management development perspective

This paper explores guanxi within the context of 'ethical' behaviour. It was found that guanxi exerted a strong influence on our sample, with the exception of the necessity to lend money. As well, there appeared to be a significant minority of respondents who would behave unethically to preserve group solidarity. It was suggested that a modified version of the Belcourt et al . 's management development model would be a useful tool in the development of modified coaching processes for use in authoritarian cultures.