Management of competition among sellers and its performance implications for business-to-business electronic platforms

2015 ◽  
Vol 6 (2) ◽  
pp. 199-222 ◽  
Author(s):  
Xiaoling Li ◽  
Xingyao Ren ◽  
Xu Zheng
Keyword(s):  
Longitudinal Research ◽  
Time Windows ◽  
Customer Relationship ◽  
Effective Control ◽  
Marketing Tactics ◽  
Long Term Effects ◽  
Content Type ◽  
Short And Long Term ◽  
Term Performance

Purpose – This paper aimed to analyze the short- and long-term effects of the breadth and depth of seller competition on the performance of platform companies, and investigated the underlying mechanisms of customers’ two-sided marketing tactics on the structure of the competition between sellers. Design/methodology/approach – A longitudinal research design was adopted by gathering daily market objective data on e-commerce platforms for 250 days, and the dynamic evolution effects was analyzed by using a vector autoregression model which compared the differences between the short- and long-term effectiveness of different customer relationship management (CRM) strategies. Findings – The breadth of competition amongst sellers improves the performance of platforms, whilst the depth of competition among sellers has a positive effect on the short-term performance. However, it has a negative effect on the long-term performance of their platforms. In both the short and long terms, advertising tactics that attract new buyers contribute more to increases in the breadth of seller competition than those that attract existing buyers do. Subsidies for new sellers decrease the depth of seller competition more than those for old sellers. Research limitations/implications – Further research could be undertaken to investigate the validity of marketing tactics other than advertising tactics, and thus expand the time windows of the available data. Practical implications – It is imperative for platform companies to implement effective control over seller competition to balance the interests of the sellers and of themselves. Originality/value – The dyadic paradigm of CRM research has been extended by considering the perspective of the electronic platform company, how the tactics of exploitation and exploration of two-sided customers impact upon seller competitive structures have been delved into and why new customers have a unique value to platform companies has been identified.

Help us to help you

2019 ◽  
Vol 35 (10) ◽  
pp. 29-30
Keyword(s):  
Asia Pacific ◽  
Asia Pacific Region ◽  
Content Type ◽  
Pertinent Information ◽  
Short And Long Term ◽  
Long Term Performance ◽  
Performance Gains ◽  
Term Performance ◽  
Practical Implications

Purpose This paper aims to review the latest management developments across the globe and pinpoint practical implications from cutting-edge research and case studies. Design This briefing is prepared by an independent writer who adds their own impartial comments and places the articles in context. Findings Hotels in the Asia-Pacific region have yet to fully utilize social media to promote their CSR initiatives. This means there is huge potential for improved stakeholder engagement, leading to short- and long-term performance gains. Originality The briefing saves busy executives, strategists and researchers hours of reading time by selecting only the very best, most pertinent information and presenting it in a condensed and easy-to-digest format.

scholarly journals Environmental and social sustainability priorities

2015 ◽  
Vol 35 (2) ◽  
pp. 216-245 ◽  
Author(s):  
Annachiara Longoni ◽  
Raffaella Cagliano
Keyword(s):  
Business Strategy ◽  
Social Sustainability ◽  
Operations Strategy ◽  
Manufacturing Strategy ◽  
Competitive Priorities ◽  
Content Type ◽  
Short And Long Term ◽  
Using Data ◽  
Term Performance

Purpose – Environmental and social sustainability are becoming key competitive priorities for companies, but the way in which they are integrated in operations strategies remains an open issue. The purpose of this paper is to determine whether established operations strategy configuration models (i.e. price-oriented, market-oriented and capability-oriented models) are modified to include environmental and social priorities and whether different operations strategy configuration models are equally successful in the short and long term. Design/methodology/approach – Analyses were performed using data from the International Manufacturing Strategy Survey (2009), including companies in the assembly industry in 21 different countries. According to previous studies, cluster analysis of competitive priorities and ANOVA analysis of the business strategy and short- and long-term performance were performed. Findings – The results show that traditional operations strategy configuration models are slightly modified. Market-oriented and capability-oriented operations strategies are complemented by environmental and social sustainability priorities. These operations strategies are adopted by companies with a differentiation and innovation business strategy. Moreover, capability-oriented companies, which are the most committed to environmental and social sustainability, perform better in both the short and long term. Practical implications – This research shows to companies that traditional operations strategies focusing on specific competitive priorities (e.g. low price) are being replaced by more holistic strategies that include sustainability priorities. However, environmental and social priorities contribute to competitive advantage when complementing capability-oriented operations strategies. Originality/value – This paper extends operations strategy configuration models highlighting how environmental and social sustainability priorities can be deployed together with traditional competitive operations priorities.

The Final Score

2020 ◽  
pp. 201-210
Author(s):  
Steven M. Ortiz
Keyword(s):  
Lived Experience ◽  
Longitudinal Research ◽  
Long Term Effects ◽  
Professional Athlete ◽  
The Past ◽  
Personal Empowerment ◽  
Final Score ◽  
Short And Long Term ◽  
Over Time

The conclusion provides some final observations about the longitudinal research itself and its short- and long-term effects on the women involved. It briefly touches on the few areas of the sport marriage that have seen improvement in the past few decades, discusses the conscious decisions the women make to continue normalizing the career-dominated marriage, and reports on how the marriages fared over time. It also describes the women’s personal empowerment as a result of their participation in the research. Finally, it summarizes the advice and suggested keys to a successful sport marriage that the wives in both studies offered, based on their lived experience. This overview essentially describes how and why the wife of a male professional athlete must adapt to realities if she wants her marriage to survive her husband’s career and retirement.

Trade-off between value creation and value appropriation?

2020 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Cleo Schmitt Silveira ◽  
Marta Olivia Rovedder de Oliveira ◽  
Rodrigo Heldt ◽  
Fernando Bins Luce
Keyword(s):  
Value Creation ◽  
Generalized Method Of Moments ◽  
Impulse Response Functions ◽  
Value Appropriation ◽  
Trade Off ◽  
Content Type ◽  
Short And Long Term ◽  
Long Term Performance ◽  
Term Performance

PurposeManagers face the challenge of balancing resources needed to support value creation and value appropriation. In this study the authors analyze the impacts of innovation investments (i.e. value creation: VC) on advertising expenditures (i.e. value appropriation: VA), and vice versa, and verify the effects of these options on short- and long-term performance.Design/methodology/approachThe effects of these two activities on short- and long-term performance were analyzed observing a panel of 4,090 companies of Standard and Poor's Compustat database from a 40-year period. The authors adopted the panel vector autoregressive (VAR) approach, using the generalized method of moments (GMM).FindingsAlthough there is a trade-off between the strategic emphases on creating and appropriating value, there is also a synergy between them. The results from the impulse response functions support the argument for a virtuous business circle: companies that choose to intensify their investments in R&D tend to increase advertising expenditures, and vice versa.Practical implicationsManagers, rather than having to deal with a trade-off between allocating resources either on VC or VA activities, can capitalize on synergetic benefits resulting from the interaction among them.Originality/valueThe relationship between the VC and VA activities transcends the trade-off imposed by resource restrictions, since the interaction between them creates additional benefits afforded by the synergy of these activities.

CSR portfolio characteristics and performance outcomes: examining the impacts of CSR portfolio diversity and dynamism

2021 ◽  
Vol ahead-of-print (ahead-of-print) ◽  
Author(s):  
Kyle Turner ◽  
Craig A. Turner ◽  
William H. Heise
Keyword(s):  
Firm Performance ◽  
Dynamic Range ◽  
Performance Outcomes ◽  
Short Term ◽  
Content Type ◽  
Short And Long Term ◽  
Long Term Performance ◽  
Term Performance ◽  
The Relationship

Purpose The purpose of this paper is to introduce and test a portfolio view of a firm’s corporate social responsibility (CSR) activities. Drawing from stakeholder theory and the dynamic capabilities literature, the authors introduce CSR portfolio diversity and dynamism as key portfolio characteristics that have differential impacts across short- and long-term performance contexts. Design/methodology/approach The study draws from the Kinder, Lydenberg and Domini database to examine CSR portfolio diversity and dynamism across seven dimensions of CSR activities. The authors test the direct and indirect relationships between CSR portfolio characteristics and both short- and long-term performance outcomes to assess the opportunities and challenges associated with managing a diverse and dynamic CSR portfolio. Findings The findings suggest that a diverse portfolio of CSR activities positively impacts long-term performance; however, CSR portfolio diversity yields negative performance outcomes in the short-term. The authors also find that CSR portfolio dynamism moderates the relationship between CSR level and firm performance, such that a dynamic portfolio of CSR positively moderates the relationship between a firm’s CSR level and long-term performance; however, it negatively moderates the relationship between CSR level and short-term performance. Originality/value This study integrates insights from the literature that examine the independent effects of individual CSR activities and the broader perspective that assesses the aggregated summation of CSR activities in relation to firm performance. By taking a portfolio perspective, the present study provides a unique integration of these two research streams to examine the performance implications of engaging in a diverse and dynamic range of CSR activities.

An investigation of the promotion effects of uncertain level discount: evidence from China

2019 ◽  
Vol 31 (4) ◽  
pp. 957-979 ◽  
Author(s):  
Hongying Tan ◽  
Umair Akram ◽  
Yujia Sui
Keyword(s):  
Perceived Quality ◽  
Product Knowledge ◽  
Long Term Effects ◽  
Information Process ◽  
Content Type ◽  
Influencing Mechanism ◽  
Short And Long Term ◽  
New Perspective ◽  
The Impact

Purpose Uncertain level discount (ULD) is a type of promotion combining regular discount (RD) with uncertainty. The purpose of this paper is to explore the impact of ULD on consumers’ perceived quality compared with RD and to identify the relevant influencing mechanism and boundary for the effectiveness of ULD. Design/methodology/approach Three online experiments were conducted with 445 participants from China. First, experiment 1 compares the attractiveness of ULD and RD. Second, experiment 2 evaluates the impacts of ULD and RD on consumers’ perceived quality and clarifies the mechanism in this process. Finally, experiment 3 examines the moderating effect of product knowledge. Findings ULD has the same level of attractiveness as RD with equivalent expected discount value for consumers. Besides, consumers in ULD give higher ratings to product quality compared with those in RD, and the lower diagnosticity of price cues in ULD underlies the differential effects of ULD vs RD. Furthermore, product knowledge moderates the relationship between the two promotions and perceived quality. Practical implications The findings provide valuable guidance for managers to conduct promotional campaigns. ULD is an effective promotion to attract consumers to purchase with keeping consumers’ perceived quality high, and such effectiveness will rise for products that consumers are unfamiliar with. Managers can make rational use of ULD to achieve positive promotion results in both the short and long term. Originality/value Few studies pay attention to the long-term effects of the uncertain promotion. This research profoundly investigates the impact of ULD on perceived quality, which complements existing studies from a more integrated perspective that combines short- and long-term effects. Also, this research identifies the mechanism based on the cue diagnosticity theory and puts forward a new explanation for positive uncertainty in uncertain promotions. Finally, this research applies the impact of product knowledge on information process strategies into the uncertain promotion, which clarifies the utility boundary of ULD from a new perspective and offers a more comprehensive understanding for this promotion.

Intangible-intensive profile of a company: the key to outperforming

2015 ◽  
Vol 16 (4) ◽  
pp. 721-741 ◽  
Author(s):  
Elena Shakina ◽  
Angel Barajas
Keyword(s):  
Knowledge Management ◽  
Decision Makers ◽  
Content Type ◽  
Short And Long Term ◽  
Long Term Performance ◽  
Managerial Capabilities ◽  
Term Performance ◽  
A Company ◽  
Clear Predominance

Purpose – The purpose of this paper is to reveal and empirically validate a new typology of company strategic profiles regarding intangible resources. Design/methodology/approach – The study is carried out in three steps. The first stage comes to identify the coordinates of intangibles in which strategic profiles are found. The second stage enables a clusterization of more than 1,600 European companies observed during seven years in the coordinates of intangibles. The last step introduces comparative analysis of these clusters in terms of their performance. Findings – As a result of empirical analysis three strategic profiles regarding intangibles are discovered. Two of these profiles are called intangible-intensive as they demonstrate clear predominance of a particular set of intangibles. The innovative profile is associated with intensive investment in innovation and networking capabilities. The conservative profile puts emphasis on managerial capabilities and development of business process. The non-intangible-intensive profile, that has been called moderate, evenly allocates resources among intangibles keeping them on a low level relative to the intangible-intensive profiles. Practical implications – This research is useful for practitioners in strategic and knowledge management. It provides insight into common features of company strategies for intangibles as well their impact on short- and long-term performance. Originality/value – This work contributes to the field of strategic knowledge management by demonstrating a new relevant typology in company behavior regarding intangibles. Moreover, it equips decision makers in companies with a tool to design strategic vision in intangibles.

Saskatchewan Highways and Transportation Reduced Tire Pressure Initiative

1997 ◽  
Vol 1589 (1) ◽  
pp. 1-8 ◽  
Author(s):  
Thomas L. Davies ◽  
Tami F. Wall ◽  
Allan Carpentier
Keyword(s):  
High Speed ◽  
Membrane Surface ◽  
Vehicle Stability ◽  
Road Maintenance ◽  
Long Term Effects ◽  
Tire Pressure ◽  
Reduced Pressure ◽  
Maintenance Costs ◽  
Short And Long Term

After examination of the research carried out by other agencies, Saskatchewan Highways and Transportation (SHT) embarked on an initiative to adapt low tire pressure technologies to the province's needs and environment. The focus of the initiative was to explore several technical questions from SHT's perspective: (a) Can low tire pressures be used to increase truck weights from secondary to primary without increasing road maintenance costs on thin membrane surface roads? (b) What are the short- and long-term effects of tire heating under high-speed/high-deflection constant reduced pressure (CRP) operations in a Saskatchewan environment? (c) What effects do lower tire pressures have on vehicle stability at highway speeds? To date, significant opportunities have been noted on local hauls (less than 30 min loaded at highway speeds) for CRP operation and long primary highway hauls that begin or end in relatively short secondary highway sections that limit vehicle weight allowed for the whole trip for central tire inflation technology. The background and environment for the initiative and the investigations and demonstrations envisioned and undertaken are briefly outlined.

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