Sales to centre stage! Determinants of the division in strategic sales decisions within the MNE

Extant international business (IB) literature on Headquarter (HQ)-subsidiary relationships has established that where decision-making occurs, it influences a firm’s performance. Existing studies propose that the degree of autonomy in decision-making at subsidiary level is not the same for all value chain activities, paying more attention to upstream activities. This paper contributes by exploring decision-making autonomy in downstream strategic sales activities. Sales has rarely been centre stage in IB investigations and we therefore lack thorough understanding of its role and importance within the MNE decision-making processes. Conducting a mixed methods exploratory study in the fast-moving consumer goods sector in Germany, we test for antecedents and outcomes of subsidiaries’ strategic sales decision-making autonomy. Results confirm external and internal embeddedness as antecedents, and the dominant role played by the local context, but provide insights into potential risks of internal embeddedness. Results challenge existing theory inasmuch as subsidiary importance is not a significant driver. A critical implication of this finding is that, compared to upstream activities, the HQ may not have the option of mandating a subsidiary to transfer sales strategy skills and knowledge across the network. Our results show that, in an era of globalisation of sales, and internationalisation of retailers, HQ managers must pay heed to directly interacting with subsidiaries and to sharing strategic sales decision-making across the network to consolidate the MNE’s global sales strategy.     

Non-performing loans and the cost of deleveraging: The Italian experience

The massive stock of Non-Performing Loans (NPLs) in Europe has forced regulatory and supervisory authorities to promote debate on their management and timely disposal. Simultaneously, the transition to IFRS 9 created the need for higher provisioning and for weighting sale scenarios in the assessment of NPLs. This study, using a scenario analysis based on the Italian experience of the NPL resolution process, focuses on the cost of deleveraging by comparing the alternative strategies of direct sale and securitization. The study highlights the impact of the assumptions derived from the portfolio assessment and the additional cost arising from the uncertainties surrounding the appropriate recovery procedure. It demonstrates that securitization minimises this cost, while estimating the benefit derived from the support of State-backed guarantees. These findings provide useful insights for policy makers, suggesting the promotion of further measures that aim to reduce the transfer of value from banks to third parties.     

Non-discriminatory donation relief and strategic commitment under political competition

Tax relief for private donations towards the provision of collective goods can protect minorities from majority-driven outcomes in which tax revenues are exclusively used to finance the provision of public goods that are only valued by the majority. In this paper we show that non-discriminatory tax relief for private donations can arise in political equilibrium as a strategic commitment device aimed at creating and supporting political alliances that would not otherwise be able to coalesce.     

Rogues and Deviants: a game-theoretic perspective on opportunism in strategic alliances

ABSTRACT

This research examines how relational factors, such as monitoring, relative alliance identity (RAI), and trust, influence opportunism and, consequently, alliance performance. The authors suggest that the strategic alliances literature would benefit from recognising that opportunism does not always originate from the firm (rogue opportunism), but can also originate from individual employees (deviant opportunism). Hypotheses are tested in a multi-method approach within a business simulation and a cross-sectional sample of alliance executives. The results demonstrate a U-shaped relationship between trust and opportunism; however, monitoring moderates the relationship such that at high levels of trust, opportunism is practically non-existent. Further, results indicate that employees’ identification with the alliance impedes opportunism. Additionally, both types of opportunistic behaviours negatively impact the performance of partner firms and alliances.     

财政压力、地方政府行为与环境污染

地方政府是生态环境治理的关键主体，财政压力以地方政府行为作为传导变量，对环境污染及其治理效果有深刻影响。实证检验地方政府行为的促污和治污效应对财政压力冲击的响应。结果表明：激励生产型地方政府行为促进污染增加，在财政压力下促进污染增加效应的激化，即压力越大越污染。环境治理型地方政府行为中的环境保护支出对污染治理有效，财政压力对其治污效应有提升作用；排污费征收不治污、反促污，财政高压使其促污效应强化。在财政增支减收、压力不断攀升的背景下，可从治理体制性财政压力诱因、强化对地方政府行为监督和约束以及优化治理工具提升环境治理绩效等方面来平抑财政压力通过地方政府行为引发的环境污染加剧。     

国际视域下德国科学计量学影响力研究

2019年普赖斯奖获得者是德国科学计量学家LutzBornmann，至此在30位普赖斯奖获得者中，德国共有两位学者获此殊荣，反映了德国科学计量学研究在国际上的重要地位。因此，有必要对德国科学计量学发展及国际影响力进行研究。以Scientometrics期刊数据以及施引文献作为数据来源，通过使用词频分析、战略坐标图、文献计量分析、Python爬虫方法、引文分析展现德国科学计量学在国际舞台上的战略地位。结果发现，第一阶段德国科学计量学发展处于较为领先的地位，但第二阶段稍逊于第一阶段。德国在科学计量学领域的发展有较为明显的领头羊效应，即第一、第二阶段都有一家机构、一名学者一枝独秀，引领德国乃至世界科学计量学发展。     

Selling to strategic customers with cost uncertainty

Production cost can be influenced by previous sales in an uncertain way. In reality, production cost may decrease in the number of initial buyers due to the learning effect, or increase in the number of initial buyers due to the quality-improving pressure from negative comments of unhappy users. Taking this uncertainty into account, this paper studies the optimal intertemporal pricing strategies of a firm when selling to strategic customers in two periods where production cost in the second period randomly changes with the number of buyers in the first period. Our results suggest how firms should adjust their optimal pricing strategies under different market circumstances.     

共享经济下企业战略导向的创新文化诉求与建构

基于共享经济、企业战略导向与文化的互动关系，揭示创新文化对共享经济下企业战略导向的推动作用。从现有创新要素，即创新基因、创新人才与创新环境、创新科技与创新资源出发，探讨共享经济下企业战略导向对创新文化的需求。通过剖析我国保守性的农耕文化和自给自足的小农意识，反思传统文化的制约作用。最后，结合文化进化论，深入研究观念文化、制度文化和器物文化，进而建构创新文化以推动共享经济下企业战略导向的有效实施，促进国家和企业在观念变革、制度建设、技术创新等方面采取措施，从而实现共享经济及企业持续、健康发展。     

The impact of hotel CSR for strategic philanthropy on booking behavior and hotel performance during the COVID-19 pandemic

During the novel coronavirus (COVID-19) pandemic, some hotels have engaged in corporate social responsibility (CSR) activities to help overcome the crisis. Given that most existing research examines the impact of hotel CSR on a single stakeholder, how hotel CSR activities in a crisis are perceived by multiple stakeholders is unknown. Drawing on the concept of strategic philanthropy, this study examines the impact of hotel CSR activities during the pandemic, such as providing accommodations to healthcare workers, on hotel firms' market value and prospective hotel customers’ booking behavior. Adopting mixed-methods approach, this study finds negative impacts of hotel CSR for strategic philanthropy on firm market value and customer booking behavior. The study result indicates that the value of hotel CSR depends on the nature and environmental contexts of CSR. Specific theoretical and practical implications are provided.     

Notes and debate paper: Should merchandising and sourcing be worlds apart? The opportunity for more integrated strategic sourcing research

Whereas retailers are some of the biggest buyers that have some of the highest percentages of external spend as a share of revenue, they are not typically included in strategic sourcing research. Strategic sourcing research originated with a focus on supplies for manufacturing. But the strategic sourcing of merchandise by retailers is not as commonly studied. Merchandise sourcing is often approached very differently from manufacturing sourcing and often different teams of buyers with different roles and responsibilities are involved. Leveraging author industry experience and interviews with strategic sourcing executives in manufacturing and merchandise sourcing this notes and debate paper compares strategic sourcing across these domains and identifies fruitful research opportunities for developing a more comprehensive supply chain approach to strategic sourcing research.