Customer Profitability Analysis Reports for Resource Allocation: The Role of Complex Marketing Environments

Most decision making research in management accounting remains focused on cost information in a production context. Little is known on the relevance of customer profifitability analysis (CuPA) reports, which more accurately reflect revenue and marketing support variations acrosscustomers, for marketing decisions. This study uses an experimental design to examine the impact of such reports on resource allocation decisions (that affect the firm's profits) in marketing environments varying in complexity. The main result of the experiment suggests that the value of CuPA reports depends on the complexity of the marketing setting. Only in a highly complex marketing setting do they enhance resource allocation decisions and resultant firm profitability. Conversely, in the simple marketing environment, decision makers can combine their traditional volume-based cost data with other available types of feedback to perform as well as under a more accurate CuPA report. These findings on complexity contrast with those of a prior study in a production context ( Gupta and King, 1997 ). It is argued that improvements in the current research design, in the form of regularly updated profitability reports and concerning accuracy, increase the relevance of CuPA reports in a complex marketing setting.     

A Termination Rule for Pension Guarantee Funds

A termination rule based on a critical funding ratio is proposed for a pension guarantee fund (PGF) that considers closing an underfunded pension plan. This ratio is determined by solving an expected utility maximization problem on behalf of plan beneficiaries subject to two constraints designed to preserve the PGF's viability. The first is an upper bound on the PGF's annual intervention probability; the second, a restriction on the expected shortfall of an underfunded pension plan that is not closed. Both too low and too high critical funding ratios hurt beneficiaries’ interests, depending on their degree of risk aversion.     

Exploring business process modelling paradigms and design-time to run-time transitions

The business process management literature describes a multitude of approaches (e.g. imperative, declarative or event-driven) that each result in a different mix of process flexibility, compliance, effectiveness and efficiency. Although the use of a single approach over the process lifecycle is often assumed, transitions between approaches at different phases in the process lifecycle may also be considered. This article explores several business process strategies by analysing the approaches at different phases in the process lifecycle as well as the various transitions.     

Architectural Redesign, Interpersonal Communication, and Learning in R&D

An effective R&D organization needs information from a complex web of sources, including customers, suppliers, sales and marketing, and company management. Within the R&D organization, information must flow into and among numerous teams. This network of interpersonal communications can go a long way toward determining the success of a company's innovation efforts. In an exploratory study of a Belgian company operating in the telecommunications industry, Rudy K. Moenaert and Filip Caeldries examine the effects of interpersonal communication on market and technological learning in R&D. Trying to improve the flow of information into and within its R&D organization, this company designed its new R&D facility with an eye toward improving both market and technological learning throughout the organization. By locating R&D personnel in closer proximity to one another, management hoped to provide them with improved access to market and technological information, and thus increase their innovativeness. Contrary to expectations, placing R&D professionals in closer proximity to one another did not increase technological learning in this organization. In fact, technological learning actually decreased slightly during the period studied, though the change is not statistically significant. On the other hand, market learning and product innovativeness improved significantly during the period studied. For an R&D professional in this company, members of other R&D teams seem to be more important as sources of market information than as sources of technological information. Surprisingly, the relocation of R&D personnel also did not increase the amount of communication that takes place, either within a project team, between members of different teams, or between R&D professionals and the management steering committee. However, the architectural redesign does appear to have improved the quality of communication. R&D team leaders report that since the relocation, the information flowing into R&D has been more customer focused. This is attributed to the company's ongoing efforts to provide the tools and structures necessary for supporting the objectives of the architectural redesign. For example, implementation of quality function deployment (QFD) has helped innovation team members to focus more clearly on relevant information. The success of the architectural design required approaching this effort as a complex, ongoing process, rather than a quick-fix solution.     

Import Diversion under European Antidumping Policy

This paper studies empirically the effects of European antidumping cases on trade diversion from importers named in an antidumping investigation, to countries not named in the investigation. For this purpose we use a unique data set at the 8-digit product level. The amount of import diversion can be regarded as an indication of the effectiveness of antidumping policy. We find that trade diversion in the European Union caused by antidumping actions—in contrast to the United States—is limited, suggesting that the European Union's antidumping policy is more effective in keeping imports out. This result holds even after controlling for selection bias in the antidumping investigation procedure. A number of explanations for this difference in trade diversion as a result of antidumping policy between the European Union and United States are formulated.     

Trading horizons and the value of money

This paper shows that fiat money can be feasible and essential even if the trading horizon is finite and deterministic. The result hinges on two features of our model. First, individual actions can affect the future availability of productive resources. So, agents may be willing to sell for money, even if on that date they have no reason to accept it. This makes monetary trade feasible in all preceding dates. Second, agents are anonymous and direct their search for partners. So, gift-giving arrangements may be prevented because agents can misrepresent their consumption needs. This makes money essential in exploiting any gains from specialization and trade.