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Articles 3091 - 3120 of 3153
Full-Text Articles in Business
Learning Orientation, Working Smart, And Effective Selling, Harish Sujan, Barton A. Weitz, Nirmalya Kumar
Learning Orientation, Working Smart, And Effective Selling, Harish Sujan, Barton A. Weitz, Nirmalya Kumar
Research Collection Lee Kong Chian School Of Business
Learning and performance goal orientations, two motivational orientations that guide salespeople's behavior, are related to working smart and hard. Working smart is defined as the engagement in activities that serve to develop knowledge of sales situations and utilize this knowledge in selling behavior. It is found that a learning goal orientation motivates working both smart and hard, whereas a performance goal orientation motivates only working hard. The goal orientations also are found to be alterable through supervisory feedback. Furthermore, self-efficacy, sales-people's confidence in their overall selling abilities, is found to moderate some of the relationships with the goal orientations.
Challenges And Opportunities Facing Brand Management: An Introduction To The Special Issue, Allan D. Shocker, Rajendra K. Srivastava, Robert W. Ruekert
Challenges And Opportunities Facing Brand Management: An Introduction To The Special Issue, Allan D. Shocker, Rajendra K. Srivastava, Robert W. Ruekert
Research Collection Lee Kong Chian School Of Business
We adopt a broad perspective. The issues affecting brand management go beyond those that can be dealt with by the set of articles constituting the special issue. A broad perspective enables us to sketch some directions for research. We discuss problems and opportunities posed by major market forces and their implications for product management. We adopt a "systems" view, which considers brand management as adaptive, responding not only to the actions of competitors, final and intermediate customers, and other stakeholders, but also to its own past actions and reputation. We distinguish brand managers from brand management and discuss some possibilities …
To Extend Or Not To Extend: Success Determinants Of Brand Line Extensions, Srinivas K. Reddy, Susan L. Holak, Subodh Bhat
To Extend Or Not To Extend: Success Determinants Of Brand Line Extensions, Srinivas K. Reddy, Susan L. Holak, Subodh Bhat
Research Collection Lee Kong Chian School Of Business
The authors study the determinants of line extension success using data on 75 line extensions of 34 cigarette brands over a 20-year period to investigate the relative effects of brand, extension, and firm characteristics on the incremental market share of brand line extensions. The econometric model also captures the extent of cannibalization of parent brand sales that may have occurred due to the line extension's introduction. The authors also explore the role of a brand's symbolic value as a factor in line extension success. Results indicate that parent brand strength and its symbolic value, early entry timing, a firm's size, …
An Examination Of The Antecedents Of Subjective Career Success Among A Managerial Sample In Singapore, Samuel Aryee, Yue Wah Chay, Hwee Hoon Tan
An Examination Of The Antecedents Of Subjective Career Success Among A Managerial Sample In Singapore, Samuel Aryee, Yue Wah Chay, Hwee Hoon Tan
Research Collection Lee Kong Chian School Of Business
Antecedents of subjective career success are examined using data obtained with a questionnaire instrument from managerial employees in Singapore. The choice of antecedents was informed by recent calls to place research on career issues in the context of an individual's life roles. Confirmatory factor analysis (LISREL VII) was used to examine the one-factor and three-factor models hypothesized to underlie the subjective career success data. The results revealed a 3-factor model to have adequate fit statistics - financial and hierarchical success, and career satisfaction. The antecedent sets of human capital, work values, family and structural or work variables accounted for over …
Challenges And Opportunities Facing Brand Management: An Introduction To The Special Issue, Allan Shocker, Rajendra Kumar Srivastava, Robert W. Ruekert
Challenges And Opportunities Facing Brand Management: An Introduction To The Special Issue, Allan Shocker, Rajendra Kumar Srivastava, Robert W. Ruekert
Research Collection Lee Kong Chian School Of Business
The article focuses on the state of brand management in the 1990s, including challenges and opportunities that brand managers face. It states that executives are challenged by daily crises that are a result of customer and competitive market activities, and also their need to strategically think about what function brand management serves. It examines the environmental pressures faced by brand managers as they work to create a competitive advantage as they adapt to and instigate change. It comments on the effect globalization has had on competition and the increased openness of markets. It examines the need for collaboration with competitors …
R&D-Marketing Integration Mechanisms, Communication Flows, And Innovation Success, Rudy K. Moenaert, William E. Souder, Arnoud De Meyer, Dirk Deschoolmeester
R&D-Marketing Integration Mechanisms, Communication Flows, And Innovation Success, Rudy K. Moenaert, William E. Souder, Arnoud De Meyer, Dirk Deschoolmeester
Research Collection Lee Kong Chian School Of Business
The authors report the results of their study of forty technologically innovative Belgian companies to examine the interaction between marketing and R&D. They studied one commercially successful and one commercially unsuccessful technological product innovation project in each participating company and collected data from one marketing and one R&D respondent per project. Communication flows between marketing and R&D are increased under conditions involving formalization of projects, decentralization, positive inter-functional climate, and role flexibility.
The Creation Of Wealth And Value - Yet Another Definition Of Entrepreneurship, Wee Liang Tan
The Creation Of Wealth And Value - Yet Another Definition Of Entrepreneurship, Wee Liang Tan
Research Collection Lee Kong Chian School Of Business
It seems strange that we should in this journal be defining entrepreneurship as if it were a philosophy in Raymond W Y Kao’s definitions that emblazons the inside cover of the journal. They are unlike other definitions of entrepreneurship that have focused either on the individual entrepreneur, his or her traits, or a process that ranges from the pre-launch to post-launch stages of a business venture. One might argue that it does not provide a working definition for research in view of its breadth. However, if one were to be open-minded, not dismiss the definitions and examine them, one discovers …
The Vehicle Quota System In Singapore: An Assessment, Winston T. H. Koh, David K. C. Lee
The Vehicle Quota System In Singapore: An Assessment, Winston T. H. Koh, David K. C. Lee
Research Collection Lee Kong Chian School Of Business
This paper reviews the developments since the vehicle quota system was introduced in Singapore in May 1990. We discuss the bidding strategies for the certificates of entitlement (COE) under both the transferable and nontransferable auctions, as well as the equity of the present system and the desirability of transferable COEs. We argue that the COE auction should be made discriminatory and propose an alternative system of COE auction that we feel is both equitable and at the same time politically acceptable. We also survey developments in market competition in the car industry.
An Innovation In Accounting Education: The Mba (Accountancy) In Singapore, Wee Liang Tan
An Innovation In Accounting Education: The Mba (Accountancy) In Singapore, Wee Liang Tan
Research Collection Lee Kong Chian School Of Business
An innovation in accounting education was initiated in Singapore on 1 July 1991 with the inauguration of the Master of Business Administration (Accountancy) programme by the School of Accountancy and Business of the Nanyang Technological University. The programme was launched to meet the need for good managers, of which there is a dearth in Singapore. This innovation deserves mention and consideration for it seeks to achieve three goals: to provide graduate business education, to provide accountancy education as a functional emphasis, and to satisfy the professional requirements stipulated by the accounting profession in Singapore. A brief account is given of …
An Eclectic Approach To Turning Points In Migration, Eng Fong Pang
An Eclectic Approach To Turning Points In Migration, Eng Fong Pang
Research Collection Lee Kong Chian School Of Business
The eclectic approach to migration transition presented in this article emphasizes that a country's net migration position evolves as it develops, but in ways that reflect its initial economic and sociocultural conditions and subsequent policies and economic progress. Not one but several turning points exist, influenced by economic factors such as level of development, wage differentials, and trade and investment ties, as well as social and institutional factors such as a nation's homogeneity and its migration policies. To exemplify, the migration experiences of various Asia-Pacific countries are compared.
Conducting Interorganizational Research Using Key Informants, Nirmalya Kumar, Louis W. Stern, James C. Anderson
Conducting Interorganizational Research Using Key Informants, Nirmalya Kumar, Louis W. Stern, James C. Anderson
Research Collection Lee Kong Chian School Of Business
In this article, we examine the use of the key informant methodology by researchers investigating interorganizational relationships. Authors have advocated the use of multiple informants to increase the reliability and validity of informant reports. However, interorganizational research still tends to rely on single informants. We investigated informant selection and obtaining perceptual agreement among multiple informants, two problems that may have inhibited widespread use of multiple informants. We suggest procedures for dealing with those problems and provide an illustrative application of our proposals.
Share-Price-Changes-Volume Relation On The Singapore Equity Market, David K. C. Lee, Mohamed Ariff
Share-Price-Changes-Volume Relation On The Singapore Equity Market, David K. C. Lee, Mohamed Ariff
Research Collection Lee Kong Chian School Of Business
A critical review of the literature on security-price-changes-volume research suggests that the published studies in the United States and one each in Hong Kong and Japan have largely ignored the impacts on the results from autocorrelation, non-normality of distributions, heteroscedasticity and non-linear functional forms. Therefore, the reported findings are not robust. In testing for this relation from a small sample of continuously traded shares in the Singapore share market, we find that consistent results may not be obtained because of violations of basic test conditions. A task that remains is an application of alternative test models with data transformation using …
Is A Bond Rating Downgrade Bad News, Good News, Or No News For Stockholders?, Choo Yong, Jeremy Goh, Louis H. Ederington
Is A Bond Rating Downgrade Bad News, Good News, Or No News For Stockholders?, Choo Yong, Jeremy Goh, Louis H. Ederington
Research Collection Lee Kong Chian School Of Business
We examine the reaction of common stock returns to bond rating changes. While recent studies find a significant negative stock response to downgrades, we argue that this reaction should not be expected for all downgrades because: (1) some rating changes are anticipated by market participants and (2) downgrades because of an anticipated move to transfer wealth from bondholders to stockholders should be good news for stockholders. We find that downgrades associated with deteriorating financial prospects convey new negative information to the capital market, but that downgrades due to changes in firms' leverage do not.
Auctions For Transferable Objects: Theory And Evidence From The Vehicle Quota System In Singapore, David K. C. Lee, Winston T. H. Koh
Auctions For Transferable Objects: Theory And Evidence From The Vehicle Quota System In Singapore, David K. C. Lee, Winston T. H. Koh
Research Collection Lee Kong Chian School Of Business
This paper studies the hypothesis that auctions with resale markets result in higher prices. The vehicle quota system introduced in Singapore in May 1990 provides the setting. The Certificates of Entitlement (COEs) necessary to purchase new cars were initially transferable for all quota categories. After October 1991, COEs for four major categories became non-transferable. Our results indicate that while the conversion to non-transferability eliminated speculation, it has also intensified competition among car distributors. Auctions for non-transferable COEs in fact led to higher COE prices in three of the four categories.
Internationalisation Of R&D Improves A Firm's Technical Learning, Arnoud De Meyer
Internationalisation Of R&D Improves A Firm's Technical Learning, Arnoud De Meyer
Research Collection Lee Kong Chian School Of Business
Companies have been reluctant to internationalize the R&D function. The reasons for keeping R&D geographically centralized are mostly related to preserving optimal communication patterns. But market forces, and the diffusion of the sources of technological know-how, oblige many companies to decentralize and internationalize their R&D laboratories. How does one manage this international network of laboratories? The author takes the position that companies internationalize R&D to improve the process of technical learning. If this is the case, the management of the laboratory network has to stimulate this technical learning. On the basis of 14 case studies, five areas warrant attention: creating …
Rhetorical Vision Of Men And Women Managers In Singapore, Jean S. K. Lee, Hwee Hoon Tan
Rhetorical Vision Of Men And Women Managers In Singapore, Jean S. K. Lee, Hwee Hoon Tan
Research Collection Lee Kong Chian School Of Business
Findings from a content analysis of newspaper articles are reported to uncover the rhetorical visions of men and women managers portrayed by the media in Singapore and to unfold the inherent conflicting forces that women managers face. The vision of women managers that was portrayed by the press emphasized the dilemmas and role conflicts that the women managers face, whereas the vision emphasized for the men managers was their managerial abilities. The study also uncovered that the success of the women managers relied on a support system that consisted of a male mentor, a supportive husband, and a mother or …
Managing Across Borders: An Empirical Assessment Of The Bartett And Ghoshal (1989) Organizational Typology, Siew Meng Leong, Chin Tiong Tan
Managing Across Borders: An Empirical Assessment Of The Bartett And Ghoshal (1989) Organizational Typology, Siew Meng Leong, Chin Tiong Tan
Research Collection Lee Kong Chian School Of Business
An empirical test of the Bartlett and Ghoshal (1989) organizational typology is presented. One hundred thirty-one senior executives of corporations with worldwide operations classified their operations, using the Bartlett and Ghoshal typology, as being one of the following: 1. a multinational corporation, 2. a global corporation, 3. an international corporation, or 4. a transnational corporation. The executives also evaluated their organizations' configuration of assets and capabilities, role of overseas operations, and development and diffusion of knowledge. Transnational corporations, those characterized as seeking to be globally competitive through multinational flexibility and worldwide learning capability, were least frequently reported by the respondents. …
Assessing Reseller Performance From The Perspective Of The Supplier, Nirmalya Kumar, Louis W. Stern, Ravi S. Achrol
Assessing Reseller Performance From The Perspective Of The Supplier, Nirmalya Kumar, Louis W. Stern, Ravi S. Achrol
Research Collection Lee Kong Chian School Of Business
The objective of the authors' study was to develop a reliable and valid scale to assess reseller performance from the perspective of the supplier. To specify the domain of reseller performance, four different conceptualizations of organizational effectiveness were explored, leading to the identification of eight facets of reseller performance. Using data collected on the resellers of two different suppliers, the authors investigated the reliability and validity of three different types of scales-facet, composite, and global. Results indicate that two composite scales, a 5-item global scale, and seven 3-item facet scales have acceptable levels of reliability, construct validity, and generalizability.
Xinyong Or How To Trust Trust? Chinese Non-Contractual Business Relations And Social Structure :The Singapore Case, Thomas Menkhoff
Xinyong Or How To Trust Trust? Chinese Non-Contractual Business Relations And Social Structure :The Singapore Case, Thomas Menkhoff
Research Collection Lee Kong Chian School Of Business
One key for an understanding of Chinese economic behaviour in Singapore, Hong Kong or Malaysia is tmst - a term which has not been thoroughly dealt with in contemporary studies. With reference to the Chinese business community in Chinese-dominated Singapore and sociological concepts of trust, the article aims at analyzing the different levels of meaning of the trust mechanism (Chinese: xinyong) which is seen as essential lubricant in Chinese personalistic and non-contractual business relations. But trust in itself is no guarantee of cooperative behaviour. To enable interpersonal trust as precommitment and basis of local or international trading networks and commercial …
Event-Study Methodology Under Conditions Of Event-Induced Variance, Ekkehart Boehmer, Jim Masumeci, Annette B. Poulsen
Event-Study Methodology Under Conditions Of Event-Induced Variance, Ekkehart Boehmer, Jim Masumeci, Annette B. Poulsen
Research Collection Lee Kong Chian School Of Business
Many authors have identified the hazards of ignoring event-induced variance in event studies. To determine the practical extent of the problem, we simulate an event with stochastic effects. We find that when an event causes even minor increases in variance, the most commonly-used methods reject the null hypothesis of zero average abnormal return too frequently when it is true, although they are reasonably powerful when it is false. We demonstrate that a simple adjustment to the cross-sectional techniques produces appropriate rejection rates when the null is true and equally powerful tests when it is false.
The Manufacturing Contribution To Innovation, Arnoud De Meyer
The Manufacturing Contribution To Innovation, Arnoud De Meyer
Research Collection Lee Kong Chian School Of Business
The description of the contribution of manufacturing to the innovation process is often limited to the task of providing the necessary information to enable the development function to create a design which is easy to manufacture, and to be instrumental in the fast ramp-up of the production process. Though these are important tasks, it is argued in this paper that there is a third aspect of manufacturing’s contribution to innovation, namely the creation of a manufacturing system which is favorable to product innovation. This goes far beyond the design of an appropriate production process, but requires the creation of a …
Individual Differences In Response To Consumer Promotions, Gwen Ortmeyer, James M. Lattin, David B. Montgomery
Individual Differences In Response To Consumer Promotions, Gwen Ortmeyer, James M. Lattin, David B. Montgomery
Research Collection Lee Kong Chian School Of Business
This research hypothesizes important individual differences in response to promotions and tests for them using a cross-sectional multinomial logit choice model. Our hypotheses suggest interactions between individual brand preference and the effects of current promotion and past promotional purchase. To test for these interactions, we introduce a new method of measuring brand preference from past purchase data. The new method seeks to incorporate competitive purchase conditions as modifiers to observed brand purchase behavior in estimating consumer brand preference. We account for heterogeneity in the cross-sectional model by using two measures of loyalty: one to capture differences across individuals and one …
Interpreting And Responding To Strategic Issues: The Impact Of National Culture, Susan C. Schneider, Arnoud De Meyer
Interpreting And Responding To Strategic Issues: The Impact Of National Culture, Susan C. Schneider, Arnoud De Meyer
Research Collection Lee Kong Chian School Of Business
Perceptions of environmental uncertainty and organizational control influence strategic behavior. As national culture influences these perceptions we expect to find cultural differences in interpretation and response to strategic issues. Given a case describing an issue concerning deregulation of the U.S. banking industry, managers completed questionnaires rating interpretations and responses to that issue. National culture was found to influence interpretation and responses. In particular, Latin European managers when compared with other managers were more likely to interpret the issue as a crisis and as a threat. Latin Europeans were also more likely to recommend proactive behavior. This study indicates that different …
Technology Exports From A Small, Very Open Nic: The Case Of Singapore, Eng Fong Pang, Hal Hill
Technology Exports From A Small, Very Open Nic: The Case Of Singapore, Eng Fong Pang, Hal Hill
Research Collection Lee Kong Chian School Of Business
This paper examines the nature, composition and determinants of Singapore's early stage technology exports. The pattern of these exports reflects the quite unique mix of policy and institutional features in Singapore's environment - remarkably high growth, very open economy, rapid structural change, particularly intense economic relations with neighboring Southeast Asian nations, and a pervasive and paternalistic state role. The bases of Singapore's comparative advantage in these service exports are identified, and some general implications from its experience are analyzed.
Managing Expert Systems: A Framework And Case Study, Rob R. Weitz, Arnoud De Meyer
Managing Expert Systems: A Framework And Case Study, Rob R. Weitz, Arnoud De Meyer
Research Collection Lee Kong Chian School Of Business
This paper addresses the problem of managing the development and implementation of a large expert system in an organization. A traditional systems analysis and design methodology is used as a framework to highlight similarities and differences in managing large scale traditional computer based projects and large expert systems. As a non-technical, prescriptive guide, this article focusses on defining at each stage in the project, the tasks to be accomplished, resources required, impact on the organization, likely benefits and potential problems. The case of a large expert system implemented by a multinational corporation across several European sites is used to clarify …
How To Arrive At Computer Integrated Manufacturing: A 3-Year Survey, Arnoud De Meyer
How To Arrive At Computer Integrated Manufacturing: A 3-Year Survey, Arnoud De Meyer
Research Collection Lee Kong Chian School Of Business
The large majority of modern production companies have at their disposal a multitude of computer systems. The immediate challenge for these companies consists of integrating these computer systems and databases. How will one arrive at this integration? On the basis of a questionnaire administered in 1985, 1986 and 1987 among a group of large European manufacturers, one comes to the conclusion that this integration is one of the immediate priorities for this group of companies. They do not intend to implement turnkey systems. but instead will integrate the different databases and computer systems gradually. One can see emerging islands of …
Taxonomic Mental Models In Competitor Definition, Joseph F. Porac, Howard Thomas
Taxonomic Mental Models In Competitor Definition, Joseph F. Porac, Howard Thomas
Research Collection Lee Kong Chian School Of Business
In this article, a cognitive approach to the problem of competitor definition is outlined, which begins with a discussion of the information-processing demands implied by current models of competitive strategy. How decision makers simplify the competitive environment by using a mental model of competitive groups is then discussed. Finally, the implications of a cognitive approach for the classifying organizations and organizational adaptation are commented on.
Lasting Improvements In Manufacturing Performance: In Search Of A New Theory, Kasra Ferdows, Arnoud De Meyer
Lasting Improvements In Manufacturing Performance: In Search Of A New Theory, Kasra Ferdows, Arnoud De Meyer
Research Collection Lee Kong Chian School Of Business
Is there a way to avoid trading off one capability for another in manufacturing? The prevailing wisdom says no. But some manufacturers seem to have been able to defy that: compared to their competitors, they have better quality, are more dependable, respond faster to changing market conditions, and in spite of all that, achieve lower costs. How can this be explained? Our aim here is to provide an explanation. We contend that the nature of the trade-offs among manufacturing capabilities is more complex than has been assumed. Depending on the approach taken for developing each capability, the nature of the …
Determination Of Adopter Categories By Using Innovation Diffusion Models, Vijay Mahajan, Eitan Muller, Rajendra Kumar Srivastava
Determination Of Adopter Categories By Using Innovation Diffusion Models, Vijay Mahajan, Eitan Muller, Rajendra Kumar Srivastava
Research Collection Lee Kong Chian School Of Business
Using the analytical logic underlying the classical adopter categorization approach proposed by Rogers, the authors suggest that adopter categories for a product innovation can also be developed by using their well-established diffusion models such as the Bass model. With data on 11 consumer durable products, they compare adopter categories generated by the classical approach and the Bass diffusion model, respectively. An application examining the diffusion of personal computers is documented to illustrate the usefulness of the adopter categorization based on the Bass diffusion model in studying differences among adopter categories.
Determinants Of Adopter Categories Using Innovation Diffusion Models, Vijay Mahajan, Eitan Muller, Rajendra Kumar Srivastava
Determinants Of Adopter Categories Using Innovation Diffusion Models, Vijay Mahajan, Eitan Muller, Rajendra Kumar Srivastava
Research Collection Lee Kong Chian School Of Business
Using the analytical logic underlying the classical adopter categorization approach proposed by Rogers, the authors suggest that adopter categories for a product innovation can also be developed by using other well-established diffusion models such as the Bass model. With data on 11 consumer durable products, they compare adopter categories generated by the classical approach and the Bass diffusion model, respectively. An application examining the diffusion of personal computers is documented to illustrate the usefulness of the adopter categorization based on the Bass diffusion model in studying differences among adopter categories.