innovation behaviour and regional indigenous potential meyer krahmer f 1985 innovation behaviour and regional indigenous potential reg studies 19 523 534 this paper has been written in order to present empirical results about some hypotheses not yet very well clarified in innovation oriented regional research the first part relates to one of the assumptions underlying innovation oriented regional policy which is that innovating and non innovating firms have different characteristics with respect to employment product lines and markets in particular the contribution to regional growth made by innovating firms is said to be larger in the second part of the paper the results of a study are presented in which it was attempted to find out empirically the extent of regional differences in indigenous innovation potential in the federal republic of germany reference is made to the innovating firms their performance and behaviour and bottlenecks in innovation as in other recent studies it is confirmed that there exists also in rural regions a sizeab

new technology based firms and the creation of regional growth potential this paper focuses on the role of new technology based firms ntbfs as a vital determinant of regional growth potential the theoretical framework starts from the relation between innovation and economic development macro approach to show how ntbfs can contribute to the creation of a regional growth potential micro approach empirical data for belgium illustrate how ntbfs differ significantly from common starters on a number of fundamental characteristics such as educational level product market orientation socio economic networking delegation growth strategy and research and development taking these findings into account we concentrate on the region specific technology policies in belgium the case of the emerging biotechnology industry is used as an illustration

the price of beer this paper is an empirical exploration into factors which are responsible for differences in the inter state price of beer though primarily a statistical exercise the current work has implications for policy decisions in particular the role of taxes and regulatory constraints on the relationships between brewer wholesaler and retailer are highlighted using an as yet untapped data source regression analysis indicates that a substantial proportion of the variance in the inter state price of beer can be explained by demand pressure transportation costs and the price of substitutes as well as taxes and the presence of legally mandated exclusive territories governing the wholesale distribution of beer

optimal symmetric punishments in a bertrand differentiated products duopoly abstract this paper studies how product differentiation affects collusive pricing in a duopoly when products are horizontally differentiated and firms compete in prices in contrast to earlier work the punishment mechanism supporting collusion is assumed to be the optimal symmetric punishment proposed by abreu 1986 journal of economic theory 39 191 225 such punishments have previously been characterized only for cournot oligopolies and for bertrand oligopolies with capacity constraints the optimal symmetric punishment turns out to have a simple two phase structure after one period of an intense price war firms return to the collusive outcome if prices are restricted to be non negative and the discount factor is large the price war will be extended to more than one period the best collusive price is shown to be lower the more substitutable are products

the influence of location upon profitability and employment change in small companies this paper examines the hypothesis that firms located in large urban areas suffer from location diseconomies which significantly reduce their profitability and propensity to create employment this hypothesis is tested on a sample of companies located within a single region the north of england over the period 1974 81 the empirical results suggest that neither trading profits nor employment change are significantly influenced by location however the amount taken out of the business in the form of directors remuneration which on average swallowed up 61 5 per cent of trading profits is significantly negatively related to employment change this suggests that with respect to employment creation public policy should focus on influencing the size of directors remuneration rather than on directly increasing trading profits fiscal policies may not be effective in this context however with the result that significantly influencing the behaviour of small firm directors may be a policy role best fitte

technical performance and firm size analysis of patents and publications of u s firms this study focuses on the scientific output of firms of different sizes in different industries in the u s both patents and papers and publications are used as measures of technical output data from two samples of firms one consisting of 225 large firms annual sales at least 250 million and minimum annual r d budget of 1 million and the other consisting of 248 small and medium sized firms annual sales between 10 to 200 million and annual r d budget at least 10 thousand have been presented here the study shows that determinants of r d expenditure are different in firms of different sizes for the large firms r d expenditure depends on net income as well as its size measured in terms of annual sales for small size firms r d expenditure is closely related with sales rather than the net income for large firms r d expenditure is related to both sales and income the latter being more important than the former the two output measures patents and papers are correlated but the correlation is not a very strong one for small firms patent and papers are correlated significantly with both r d expenditure as well as annual sales the firm s growth is not linked with patents on the contrary there is a negative relationship between patent and r d growth and patent and income growth in the case of small firms papers are not linked with growth variables for small firms finally this study confirms the hypothesis that small firms are more productive in innovation than the large firms small firms are more efficient than their larger competitors in terms of patents and papers per million dollars of r d expenditure

science parks and the performance of new technology based firms a review of recent u k evidence and an agenda for future research science parks were established to stimulate the formation and development of new technology based firms ntbfs despite the potential importance of these institutions as a mechanism for generating technological spillovers and employment growth there has been little systematic analysis of their impact on ntbfs in this paper we review some recent evidence comparing the performance of firms located on and off u k science parks this preliminary evidence suggests that the returns to being located on a science park are negligible we conjecture that these results may be due to imprecise estimates of these returns and may also be masking important differences in the returns to different types of science parks in addition we outline an agenda for additional research on the effects of these institutions on ntbf performance

entrepreneurs perceived chances for success abstract entrepreneurs involved in planning or starting firms must engage in a continuing process of appraising prospects for success these assessments presumably bear upon the preparations they make as well as at some later point whether they decide to make major changes or even to discontinue the business in this study data from 2994 entrepreneurs who had recently become business owners were analyzed to determine their perceived changes of success although previous evidence on business survival led to the hypothesis that the entrepreneurs would only be cautiously optimistic this was not the case they perceived their prospects as very favorable with 81 seeing odds of 7 out of 10 or better and a remarkable 33 seeing odds of success of 10 out of 10 in considering the prospects for other businesses like their own they perceived odds which were significantly lower but still moderately favorable based upon previous research on factors associated with new business success it was hypothesized that those who were more likely to succeed based upon their personal backgrounds and the nature of their new firms would be more optimistic however this was not the case those who were poorly prepared were just as optimistic as those who were well prepared at this point shortly after having become business owners the assessment by entrepreneurs of their own likelihood of success was dramatically detached from past macro statistics from perceived prospects for peer businesses and from characteristics typically associated with higher performing new firms the psychological literature on post decisional bolstering suggests that decision makers in many settings tend to bolster or exaggerate the attractiveness of an option after it has been chosen this coupled with the tendency of entrepreneurs to believe that they can control their own destinies implies that the extreme optimism observed here is probably a typical occurrence for entrepreneurs the findings suggest that it is probably natural to experience feelings of entrepreneurial euphoria when first becoming a business owner with the available evidence it is difficult to judge whether this leads to inadequate preparations or an inability to diagnose problems and make adjustments after the business is started this extreme optimism probably does contribute to the heavy personal commitments observed here in which the median entrepreneur devoted more than 60 hours per week to the business the entrepreneur would seem well advised to form relationships with outsiders such as board members and professional advisors who can be objective and detached in diagnosing problems and assessing objectively the prospects for the business in its current form

resale price maintenance and collusion the article revisits the conventional wisdom according to which vertical restrictions on retail prices help upstream firms to collude we analyze the scope for collusion with and without resale price maintenance rpm when retailers observe local shocks on demand or retail costs in the absence of rpm retail prices react to retailers information and deviations from collusive behavior are thus difficult to detect by eliminating retail price flexibility rpm facilitates the detection of deviations but reduces profits and thus increases the short run gains from a deviation overall rpm can facilitate collusion and reduce total welfare when firms adopt it

the role of exclusive territories in producers competition reprinted in cartels stephen salant ed the international library of critical writings in economics edward elgar reference collections

firm profitability regional unemployment and human capital in wage determination this paper presents an analysis of wage formation in the norwegian private sector using data for individual workers matched with firm level information and regional unemployment a key issue is to test whether or not firm specific variables affect individual wages after controlling for individual specific factors and working conditions the results imply positive effects of firm specific profitability and firm size the elasticity of wages with respect to value added per worker and firm size is 5 and 3 3 respectively empirical evidence of a downward sloping regional wage curve is also reported while there is no support of the hypothesis of compensating wage differentials since data for three levels of aggregation are used the ols estimates of the standard errors are downward biased therefore results using a random effects model are also reported taking the multi level structure of the data into account

territorial restrictions in franchise contracts i introduction efficient contracts establish the incentives for contractual parties through the assignment of rights or authority over decisions as well as shares of profit this insight has been widely used to explain the nature of the firm 1 the role of rights assignment in explaining specific business contracts however is relatively unexplored here we analyze contractual rights within franchise systems focusing on the right to add new franchisees to an existing franchise area the choice in a franchise contract is simple either grant the franchisor the right to add new franchisees in the future or allow existing franchisees the right to block the addition of new outlets the literature on vertical restraints assumes that the restraints specified in contracts are enforced and never renegotiated with respect to territorial exclusivity in particular the literature mainly takes two perspectives territorial protection either prevents franchisor hold up behavior the appropriation of franchisee returns from the investment in establishing the local market or it corrects distortions arising from competition among franchisees 2 our model extends the hold up story by recognizing the dynamic nature of contractual relations between parties contracts are always open for renegotiation and the initial contracts are designed with this in mind the key effect in assigning the right to add additional franchisees is on the status quo point in bargaining subsequent to the initial contract the central point is simple the party with the authority to add franchisees can extract a larger portion of the wealth created by investment in the system incentives depend on the appropriated portion of the return to investment therefore the optimal contract assigns the right to the party whose input is more valuable to the system 3 the next section offers a simple model that develops this theme in a subsequent section we examine some facts about franchise systems in place and illustrate alternative assignments of authority ii the model we consider the simplest franchise contract a franchisor f offers to a franchisee g a contract giving the right to collect profits from the use of the franchisor s brand name in a retail territory we assume that the level of economic profits cannot be verified by a third party such as a court this rules out explicit sharing rules for profits between the two parties 4 these profits depend upon the efforts of both the franchisor and franchisee in developing the market the efforts are undertaken immediately after the contract is signed the franchisee s input represents for example local advertising selling effort or quality and the franchisor s input represents for example national advertising or the maintenance of the brand name the profits from the venture are uncertain and depend on the realization of a draw should the system prove sufficiently successful it may be profitable to add another retail outlet the evolution of contracts will respond to any opportunity for profit enhancement and any restrictions in the initial contract preventing this realization will be open for renegotiation the role for territorial constraints in particular may be illustrated within a simple formal model the effort levels of the franchisor and franchisee are denoted by e sub f and e sub g and are measured in dollars the profits earned from the brand name depend upon a stochastic variable e g demand uncertainty denoted by theta which is realized after the efforts are undertaken after the realization of theta there is an opportunity for the franchisor to sell a position in the territory to a second franchisee a product idea that enjoys success warrants an expanded retail network as the market is mature at this point no further investment is required the key element of the contract for our interest is the allocation of authority over the admission of additional retailers to the territory in question does the contract guarantee to the original franchisee exclusive authority to the use of the brand name in the territory

costs and benefits of inducing intrabrand competition the role of limited liability when is inducing intrabrand competition via nonexclusive distribution an optimal strategy to address this issue a static model is developed to examine two settings the manufacturer uses exclusive distributors in the first setting and nonexclusive distributors in the second the analysis indicates that the choice of distribution rests critically on whether the manufacturer can effectively extract surplus from the distributors due to a variety of institutional reasons the distributors liability is often limited in performing on behalf of the manufacturer such limited liability restricts how much of the distributors surplus can be extracted when the distributors surplus cannot be fully extracted the manufacturer may prefer nonexclusive distribution even when distributors can free ride on each other s efforts

a critical exploration of sponsorship infrastructure and new organizations this research focuses on the effects of public sponsorship and regional infrastructure on the emergence and survival of new organizations propositions are tested regarding the joint effects of sponsorship and infrastructure on industrial development in a randomly selected sample of fourteen regions the data include six measures of infrastructure sponsorship as measured by the total dollars spent for economic development and their individual and joint effects on the number of firms and employees in high technology industries for the years 1965 1970 1975 1980 and 1984 this preliminary analysis suggests that variation in the infrastructure and level of sponsorship within a region is related to the birth and survival of new organizations

the entrepreneur s search for capital abstract the popular media have been inundated with stories of the spectacular success of start up companies whose very existence let alone their meteoric growth would not have been possible without the infusion of venture capital by comparison there is a dearth of scientific research on the topic of venture capital in this article we take a systematic look at entrepreneurs in search of risk capital this inquiry is based upon five data bases including surveys of venture capitalists and entrepreneurs we have tracked 193 ventures which were denied venture capital surveyed 179 new high technology companies in northern california and reviewed the dun bradstreet credit reports of 145 new ventures in california in sic codes related to the high tech sector with follow up interviews of 86 of these 145 start ups

employment change in independent owner managed high technology firms in great britain there is a growing volume of literature that points to the potential for small technology based firms to achieve substantial employment growth as a direct consequence of such work this sector of any economy has attracted increasing attention from national and local governments concerned with finding ways of revitalising economically deprived localities and creating employment opportunities this paper provides up to date empirical evidence surrounding the ability of small high technology firms to create additional jobs in great britain in addition key founder and business characteristics are isolated which are significantly associated with employment change in growing high technology firms over the 1986 to 1992 period with respect to factors influencing these high levels of employment growth a high firm size in 1986 was found to act positively on employment growth as was a graduate level education for the key founder on the finance side firms which had access to and used a multiplicity of sources of start up finance tended to grow faster futher on the basis of our results we would suggest and recommend a government policy which at the firm level actively encourages high technology firm start ups who record higher rates of survival than firms in more conventional sectors as well as providing support for existing high technology firms who have already demonstrated the inclination and ability to grow in employment size

exclusive territories and manufacturers collusion this paper highlights the rationale for exclusive territories in a model of repeated interaction between competing supply chains we show that with observable contracts exclusive territories have two countervailing effects on manufacturers incentives to sustain tacit collusion first granting local monopolies to retailers softens competition in a one shot game hence punishment profits are larger thereby rendering deviation more profitable second exclusive territories stifle deviation profits because retailers of competing brands adjust their prices to the wholesale contract offered by a deviant manufacturer whereas intrabrand competition prevents such instantaneous reaction we show that the latter effect tends to dominate thereby making exclusive territories a more suitable organizational mode to cooperate these insights are robust to endogenous communication between manufacturers we also consider retailers service investments here a novel effect emerges that softens the procollusive value of exclusive territories retailers of a deviant manufacturer increase investments which renders deviation more profitable this paper was accepted by preyas desai marketing

policy review section in this policy review section gerry stoker of the institute of local government studies presents a critical review of the role of urban development corporations udcs in comparing the experience of the udcs consideration is given to the varying nature of the land and property market in each udc area to the relationship with local authorities and other local bodies and the regeneration strategies pursued by the udcs this is followed by an assessment of the impact of the udcs in economic social and political terms in the second article john britton of the university of toronto examines the theoretical case for interventionist public policies to assist the innovation process in small and medium sized enterprises these arguments are supported by a review of the experience of various national support programmes introduced in the uk in particular the manufacturing advisory service introduced in 1978 and the design advisory service launched in 1982

coordinating channels under price and nonprice competition this paper analyzes how manufacturers should coordinate distribution channels when retailers compete in price as well as important nonprice factors such as the provision of product information free repair faster check out or after sales service differentiation among retailers in price and nonprice service factors is a central feature of markets ranging from automobiles and appliances to gasoline and is especially observed in the coexistence of high service retailers and lower price discount retailers therefore how a manufacturer should manage retail differentiation is an important channel management question yet the approach in the existing literature has been to examine channel coordination under the standard symmetric contracting assumption that offering a uniform contract to all the retailers in a market will be sufficient for coordination i bring this assumption into question and ask when is it optimal for the manufacturer to use the channel contract to deliberately induce retail differentiation even if the retailers were ex ante identical in their cost and other characteristics the paper identifies the type of channel contracts that can endogenously induce symmetry as opposed to differentiation among retailers next the paper highlights a type of channel conflict that arises from the very nature of retail price service competition a manufacturer might find the retailers to be excessively biased towards price competition at the cost of service provision or vice versa the paper establishes when a manufacturer is likely to stimulate greater price as opposed to greater service competition among the retailers the framework that i develop to address these issues highlights the role of two basic types of consumer heterogeneity consumers are heterogeneous in their locations as in the spatial models of horizontal differentiation and in their willingness to pay for retail services as in the models of vertical differentiation the model also uses a natural relationship in retail markets between the travel time cost incurred by a consumer and her willingness to pay the more affluent consumers who have a higher willingness to pay for retail services also have a higher cost for their personal time given these market features the paper analyzes the problem faced by a manufacturer who sells to competing retailers the paper shows that the standard notion in the literature of offering similar contracts to all the retailers is sufficient only in markets with substantial locational differentiation relative to the differences in the willingness to pay effective channel management in these markets simply requires mechanisms that ensure that retailer interests are aligned so that they compete by offering a mix of price and service that is desirable from the manufacturer s point of view however in markets with small locational differentiation and substantial diversity in consumer willingness to pay the manufacturer s problem is not just to align retailer interests but to also use the channel contract to induce the correct level of retail differentiation this helps the manufacturer to better cater to the diversity in consumer willingness to pay and to prevent the cut throat competition that the retailers would otherwise have indulged in the manufacturer can achieve this through the use of menu based contracts menu based contracts induce differentiated retailer behavior despite the fact that the retailers are not forced into accepting different terms of trade this aspect can be useful in shielding manufacturers from litigation under the robinson patman act the paper also shows that for relatively high ticket items retailers tend to be excessively biased towards competing in the provision of retail services the correlation between consumer willingness to pay for service and travel costs implies that for high ticket products the competing retailers will focus on the more service sensitive customers at the cost of ignoring the price sensitive consumers in the market the manufacturer is therefore likely to encourage greater price competition among the retailers in contrast for low ticket items the manufacturer prefers to reduce price competition and encourage greater provision of services this provides an endogenous rationale for the use of price ceilings versus floors the basic model is also extended to consider the effect of upstream competition between manufacturers under upstream competition coordinating retail price and service decisions is not always optimal for an individual manufacturer this extension to manufacturer competition provides a basis for understanding the role of retail price service differentiation in the context of a channel duopoly it also shows that a mixed distribution channel a channel in which one manufacturer chooses to be coordinated while the other chooses to be noncoordinated can be an equilibrium in markets with weak brand loyalty

agency theory and franchising some empirical results this article provides an empirical assessment of various agency theoretic explanations for franchising including risk sharing one sided moral hazard and two sided moral hazard the empirical models use proxies for factors such as risk moral hazard and franchisors need for capital to explain both franchisors decisions about the terms of their contracts royalty rates and up front franchise fees and the extent to which they use franchising in this article i exploit several new sources of data on franchising to construct a cross section of 548 franchisors involved in various business activities in the united states in 1986 the data are most consistent with a model based on two sided moral hazard the empirical models are also more successful at explaining the extent to which franchisors choose to franchise stores than at explaining the terms of franchise contracts finally contrary to the predictions of several theoretical models i find that royalty rates and franchise fees are not negatively related

staying in business abstract the paper analyses factors which help a small entrepreneurial firm to stay in business the time scale for the analysis is three years 1985 1988 the main issue that the paper is concerned with is the role of market and financial variables primary source data are used an estimated probit model indicates that for this sample product range and gearing are the key maket and financial variables respectively the greater the product range and the lower the gearing ceteris paribus the better the chances of staying in business

strategic decentralization in channels the purpose of this paper is to understand the effect of strategic interaction on a manufacturer s channel structure decision in the model i analyze if there were no strategic interaction then the manufacturer would prefer vertical integration to decentralization with strategic interaction however decentralization can be a nash equilibrium strategy as mcguire and staein mcguire timothy richard staelin 1983a an industry equilibrium analysis of downstream vertical integration marketing sci 2spring 161 192 showed so the question arises what is it about strategic interaction that makes decentralization a nash equilibrium strategy the answer i give is that strategic interaction makes it possible for a manufacturer s retail demand curve to rise when he decentralizes i show that this raising of the demand curve on decentralization can happen only if one of the following mutually exclusive conditions is satisfied 1 the manufacturers products are demand substitutes at the retail level and strategic complements at the manufacturer or retailer levels 2 the manufacturer s products are demand complements at the retail level and strategic substitutes at the manufacturer or retailer levels strategic complementarity at the retailer manufacturer level means that if one retailer manufacturer raises his price then the other retailer manufacturer would raise his price as well strategic substitutability is just the opposite these results show that what is important for decentralization to occur is not how demand substitutable the two manufacturers products are as one might have thought from earlier works in the literature but rather the nature of coupling between demand dependence and strategic dependence

the relationship between firm growth size and age estimates for 100 manufacturing industries this study uses a sample of all firms operating in 100 manufacturing industries to examine some aspects of firm dynamics it finds that firm growth the variability of firm growth and the probability that a firm will fail decrease with firm age it also finds that firm growth decreases at a diminishing rate with firm size even after controlling for the exit of slow growing firms from the sample gibrat s law therefore fails although the severity of the failure decreases with firm size copyright 1987 by blackwell publishing ltd

bertrand vs cournot competition in distribution channels with upstream collusion abstract this paper applies repeated game theory to tacit collusion in dynamic distribution channels based on the grim trigger strategy we examine competitors choice of the strategic instruments in distribution channels comprised of two manufacturers distributing through two independent retailers respectively first the paper discusses the upstream manufacturers collusion incentives under different competition modes for downstream retailers and shows that the manufacturers collusion incentives critically depend on the retailers competition modes and the discount factor we then identify the endogenous competition modes in equilibrium we find that upstream collusion is easier to sustain under cournot competition than bertrand competition and it is least likely to be sustained under mixed bertrand cournot competition furthermore in equilibrium retailers can engage in bertrand cournot or mixed bertrand cournot competition depending on the discount factor and the degree of product differentiation this study provides the rationale behind the emergence of various modes of competition in practical dynamic distribution channels especially the recent mixed bertrand cournot competition mode finally the manufacturers collusion incentives and retailers competition modes jointly affect the manufacturers profitability and social welfare we also discuss how the manufacturers profitability and social welfare vary under different competition modes taking upstream collusion into consideration we find that upstream collusion increases decreases social welfare for complements substitutes

on growth drivers of high tech start ups exploring the role of founders human capital and venture capital abstract in this paper we jointly analyze the effects of the human capital of founders and access to venture capital vc financing on the growth of 439 italian new technology based firms ntbfs we rely on econometric models that control for survivorship bias and the endogeneity of vc financing as to non vc backed firms the competence based argument that the capabilities of ntbfs coincide with founders skills is confirmed nonetheless once a ntbf obtains vc this coincidence vanishes pointing to the coach function performed by vc investors conversely the view that sees the scout function as the main task performed by vc investors is not supported

new ventures and employment growth abstract the research studied the extent to which the employment size of a new firm is set the start how many subsequently grow and whether those that survive and grow have any identifiable characteristics answers to these questions would help to determine whether future assistance programs aimed at improving the performance of new firms should concentrate on the actual start up process or on the first few years of trading the study was pan of a series conducted in st joseph county indiana a county that had experienced the same economic decline as the rest of the midwest rust belt of the united states it formed part of a community effort named project future to develop a strategy for industrial regeneration the series first examined the characteristics of the new firm population during the years 1976 1982 birley 1985 1986 and two results emerged that were pertinent to this study first 92 of the firms that ceased trading in the first two years were the smaller ones employing less than 20 people second the entrepreneur in the county tended to use only the informal networks of family and friends when gathering the resources of the firm rather than the formal networks of accountants lawyers realtors and banks the question that remained therefore and which formed the basis of this article was the extent to which it was possible to identify and thus focus the strategy upon those firms or industrial sectors that exhibited growth characteristics three research questions were posed how many tended to grow during the first few formative years what was the rate of growth and on what dimensions did it occur and when did growth occur were there differences in the growth of firms of different ages the primary measure of growth used was that of employment for both the start of the firm and at the time the questionnaire was administered 1983 data were collected on the number of owners part time and full time and on the number of employees both part time and full time and on their level of skill financial data included sales level profits level and forecast sales trend indicators of possible change were either an altered legal structure or a move of premises control variables included incubator characteristics industry and supplier and customer geographic base the results of the study show that for the majority of the firms employment size was set at the start no aggregate growth occurred in either full time or part time jobs nor was there any apparent age effect during the six years studied firms that had increased the number of employees were of all ages those firms that grew sales during the early years did so by increasing the customer base and without generating further jobs analyzing growth by industry only one significant result emerged entrepreneurs from smaller companies tended to set up in competition with their incubator firm while those from larger firms tended to start firms with no apparent relationship to their previous employment the major inference from this study is that growth would appear not to be a primary objective of the entrepreneur further research to test these results is clearly necessary should they be replicated elsewhere however future strategies to improve the job generation capabilities of new firms would be most fruitful if directed at building a solid foundation for all firms rather than trying the impossible task of picking winners such assistance can only be provided at the time that the resources necessary for the successful launch of the firm premises equipment orders employees money are being assembled since almost all of these firms are local in nature strategies that devise specific schemes tailored to meet local needs and using local people are most appropriate by contrast the small number of high growth firms should be easily identifiable in the community and assisted individually

new firms and rural industrialization in east anglia gould a and keeble d 1984 new firms and rural industrialization in east anglia reg studies 18 189 201 the paper analyses key aspects of the formation of new independent manufacturing firms in east anglia between 1971 and 1981 special attention is paid to trends in formation rates over time to the spatial bias of new firm origins towards both rural areas and the cambridge region and to the location character and impact of high technology new firms original findings include the contention that spatial variations chiefly reflect variation in the occupational structure of the resident workforce together with industrial mix plant size and previous industrial immigration some implications for government policy to new firms are discussed

unemployment in britain male unemployment in britain has risen from around 2 per cent in the 1950s to around 17 per cent in 1985 see figure 1 the figures are for male unemployment because there is no consistent series for women 1 even more remarkably unemployment has fallen in only three years out of the last twenty 1973 1978 and 1979 to account for this we need a model that explains both changes in the natural or non accelerating inflation rate of unemployment nairu and deviations from it we use a three equation supply side model centred on the labour market this has two main features the first concerns the determination of employment in the short run the labour demand function that we use cuts through the fruitless debate now raging especially in europe as to whether current unemployment is classical or keynesian according to the classical view employment is too high because real wages are too high according to the keynesian view real wages are not binding and unemployment is high because the product market does not clear with prices too high relative to nominal demand the whole debate is set in the framework of perfect competition yet in perfect competition prices are set by impersonal forces and it is not clear what could possibly stop prices clearing the market it is much more reasonable to think of prices as being set by imperfectly competitive firms existing prices being the best they can think of given the demand they face in this context firms demand for labour will depend on both the real product wage and the level of real aggregate demand this is the demand function we estimate and it conforms both to common sense and to the data however this does not imply that employment can be made to grow without limit by pumping up real demand for in the medium term when price surprises are eliminated our model determines three variables employment real wages and real demand on the basis of three equations an employment equation a price equation and a wage equation thus in the medium term there is a natural level of employment and corresponding to this a natural level of real aggregate demand the second key feature of our model concerns the medium term determination of unemployment in the medium term the planned mark up of wages over prices in wage settlements must be consistent with the mark up of prices over wage costs in employers pricing behaviour for if wage setters try to set real product wages higher than is consistent with employers pricing behaviour this generates ever increasing inflation thus the key to understanding unemployment in the medium term is the behaviour of wage setters if events occur that push them towards too high real wages then unemployment has to rise to offset these influences we shall call these influences wage pressure variables or push factors and they are clearly crucial in understanding unemployment the variables here include the social security system employment protection

a signaling based theory of contractual commitment to relationships abstract in this paper i present signaling as an explanation for how and why parties commit to relationships when they initially contract about the terms of those relationships two forms of contractual commitment to a relationship are considered a promise to trade in the future contracted quantity and a promise not to trade with anyone else contracted exclusivity a party is said to commit more to a relationship if it commits initially to trade a higher quantity and or to a higher level of exclusivity i characterize equilibrium contracts and therefore commitment both the ability to signal information through an exclusivity commitment and whether the informed party commits more to the relationship when the relationship is more likely to succeed depend on the source of the asymmetry of information

wage formation in norwegian manufacturing an empirical application of a theoretical bargaining model abstract this paper is concerned with the modelling of quarterly wage inflation in norway we develop a bargaining model which we believe is a sound theoretical base for econometric work in this field among other things the model does not lend support to the practice of imposing phillips curve restrictions on the data without further test a parsimonious model is estimated and is made subject to misspecification tests there is no natural rate of unemployment or nairu in our model any constant unemployment rate is compatible with a constant rate of inflation and a real wage growth equal to the productivity growth however the level of the real wage path will be higher the lower is the rate of unemployment

do small innovating firms outperform non innovators the paper considers the relative performance along a number of parameters of a sample of 228 small manufacturing firms categorised by level of innovation whilst innovators appear no more likely to have experienced some form of sales or employment growth they are significantly more likely to have grown more in other words the innovators growth rate distributions are highly negatively skewed with regards to export intensities profitability and productivity levels the findings are less clear on the whole the results reported here are similar to those of other small firm studies yet vary markedly from large firm equivalents suggesting that the nature of the returns to innovation may be contingent at least in part upon firm size moreover the high levels of variation in firm performance should caution us against proffering innovative imperatives if we are to counsel firms to innovate at all costs we must be clear about and clearly demonstrate the nature of the returns they may reasonably expect and the processes through which these may be optimised

internet start ups access to the bank loan market evidence from italy the analysis of the bank sector s ability to efficiently fuel the birth of new italian business ventures in internet related services is studied in particular through the specification and the estimate of a series of econometric models this paper aims at investigating which characteristics of a large sample of internet start ups and their relative founders facilitate access to the loan market more precisely the role played by founders human capital as a possible significant signal used by banks to evaluate investment projects is addressed estimation results suggest that highly qualified human resources possessed by internet founders do not represent an important driver for gaining access to bank credit and they do not affect the amount of the incurred debt

efficiency effects of exclusive territories evidence from the indiana beer market the welfare effects of vertically imposed exclusive territories and the appropriate antitrust policy toward them have long been debated this paper sheds light on the exclusive territory controversy by examing the effects of indiana s 1979 ban on the grant of exclusive territories to beer wholesalers using time series data for 1948 1990 we find the ban reduced beer consumption in indiana by 6 percent coupled with previous evidence that indiana s ban reduced price our results suggest that exclusive territories in the beer industry increase demand and enhance welfare by stimulating the provision of dealer services

do vertical mergers facilitate upstream collusion we investigate the impact of vertical mergers on upstream firms ability to collude when selling to downstream firms in a repeated game we show that vertical mergers give rise to an outlets effect the deviation profits of cheating unintegrated firms are reduced as these firms can no longer profitably sell to the downstream affiliates of their integrated rivals vertical mergers also result in an opposing punishment effect integrated firms typically make more profit in the punishment phase than unintegrated upstream firms the net result of these effects in an unintegrated industry is to facilitate upstream collusion we provide conditions under which further vertical integration also facilitates collusion

testing steady state implications for the nairu estimates of the nairu are usually derived either from a phillips curve or from a wage curve this paper investigates the correspondence between the operational nairu concepts and the steady state of a dynamic wage price model we derive the parameter restrictions that secure that correspondence the full set of restrictions can be tested by econometric analysis of the wage price system and this method is demonstrated for norwegian data a set of necessary conditions can be tested from estimated wage curves alone existing international evidence from empirical wage equations are reinterpreted in light of these conditions

vertical integration raising rivals costs and upstream collusion abstract this paper analyzes the impact vertical integration has on upstream collusion when the price of the input is linear as a first step the paper derives the collusive equilibrium that requires the lowest discount factor in the infinitely repeated game when one firm is vertically integrated it turns out this is the joint profit maximum of the colluding firms the discount factor needed to sustain this equilibrium is then shown to be unambiguously lower than the one needed for collusion in the separated industry while the previous literature has found it difficult to reconcile raising rivals costs strategies following a vertical merger with equilibrium behavior in the static game they are subgame perfect in the repeated game studied here

the role of legal status in influencing bank financing and new firm growth this paper examines the characteristics of new firm founders who use loans and overdrafts from the clearing banks to finance initially their business bank lending to new firms appears unrelated to the personal characteristics of founders but related to whether individuals provide personal savings and the legal status of the business this contrasts with the factors which influence the growth of new firms here the founder s age employment status and birthplace are associated with larger firms the only variable which appears to influence consistently both bank lending and the employment growth in firms is whether or not the business is a limited company

a wage bargaining model for denmark recent models of wage bargaining provide the background for formulating a wage employment model which is estimated for the manufacturing sector in denmark emphasis is laid on an interpretation of the empirical findings in a maroeconomic context the major results are that wage setting is not characterized by money illusion shorter working hours lead in the long run to full wage compensation and a fall in total number of hours worked and expansionary demand management policies induce wage increases which eventually eliminate the expansionary effects on activity

tacit collusion in differentiated cournot games abstract in a simple oligopoly with quantity setting firms we analyze the conditions under which more product differentiation makes tacit collusion easier it is found that the net effect can go either way

the wage curve convexity kinks and composition effects a detailed analysis is provided of the shape of the wage curve using annual time series for norwegian manufacturing the main results are summarized as follows unemployment affects wages significantly and we provide evidence in favour of a monotonically decreasing but highly non linear wage curve the long term unemployed exert less of a wage dampening effect than do recently laid off workers and real wage responsiveness to unemployment seems also to be stronger with higher inflation

entrepreneurial characteristics and the size of the new firm a model and an econometric test this paper examines entrepreneurial influences on the size of the new firm theory and previous empirical research indicate that the entrepreneurial attributes most likely to influence the characteristics and performance of new firms are motivation workskills and information the results of a regression analysis confirm these hypotheses when turnover and total assets are the dependent variables but are less conclusive when employment is the dependent variable possibly the most interesting finding is that the entrepreneurs who create the most jobs are those who are highly motivated have managerial skills and whose firms are in the manufacturing sector

direct marketing indirect profits a strategic analysis of dual channel supply chain design the advent of e commerce has prompted many manufacturers to redesign their traditional channel structures by engaging in direct sales the model conceptualizes the impact of customer acceptance of a direct channel the degree to which customers accept a direct channel as a substitute for shopping at a traditional store on supply chain design the customer acceptance of a direct channel can be strong enough that an indepent manufacturer would open a direct channel to compete with its own retailers here direct marketing is used for strategic channel control purposes even though it is inefficient on its own and surprisingly it can profit the manufacturer even when so direct sales occur specifically we construct a price setting game between a manufacturer and its independent retailer direct marketing which indirectly increases the flow of profits through the retail channel helps the manufacturer improve overall profitability by reducing the degree of inefficient price double marginalization while operated by the manufacturer to constrain the retailer s pricing behavior the direct channel may not always be detrimental to the retailer because it will be accompanied by a wholesale price reduction this combination of manufacturer pull and push can benefit the retailer in equilibrium finally we show that the mere threat of introducing the direct channel can increase the manufacturer s negotiated share of cooperative profits even if price efficiency is obtained by using other business practices

a taxonomy of new business ventures abstract in this study we develop and validate an empirically grounded taxonomy of new business ventures nbvs using qualitative and quantitative data generated from interviews of and questionnaire responses from 106 entrepreneurs the taxonomy describes eight different types gestalts of nbvs these eight types are profiled across four dimensions individual what kinds of background characteristics abilities skills and motivations do these entrepreneurs have organizational what kinds of competitive strategies and organization structures are used by nbvs environmental what kinds of competitive environments are nbvs created in process what kinds of activities are pursued and how much effort is devoted to the activities that entrepreneurs undertake to create their nbvs an nbv gestalt is an ideal type generated through cluster analysis it is a composite summary of the case descriptions of the nbvs that fell into each particular cluster although each nbv gestalt is a complex combination of many different characteristics a simplistic description of each nbv gestalt is outlined to provide an overall view of the taxonomy type 1 escaping to something new individuals who start these firms seek to escape from their previous jobs jobs that from their perspective offer few rewards in terms of salary challenging work and promotion opportunities the new venture is in a different industry and is a different type of work than the entrepreneur s previous job this firm enters an established highly competitive market and offers goods services similar to its competitors type 2 putting the deal together the concern of the entrepreneurs in this group is to assemble the different aspects of the business suppliers wholesale and retail channels customers into a deal in which each participant in the deal can be assured of winning contacts are a crucial factor type 3 roll over skills contacts before the start up the entrepreneur worked in a position using technical skills and expertise similar to those required in the new venture he or she spends little time selling marketing or advertising because customer contacts from a previous position are used this firm provides goods or services that are based on the owner s professional expertise and are usually generic services e g auditing advertising the firm competes by offering better service than competitors type 4 purchasing a firm since this is a purchase a great deal of time is spent acquiring capital for the acquisition the venture is viewed as a turn around situation from the previous owners upon acquisition a great amount of time is spent evaluating the firm s products and services the firm competes by adapting to the changing needs of customers type 5 leveraging expertise this entrepreneur is among the best in his or her technical field the firm starts with the help of partners the firm enters an established market and competes through flexibility in adapting to customer needs since the entrepreneur is keenly aware of changes in the environment a great deal of time is devoted to sales the environment is characterized by high technical change and complexity type 6 aggressive service the firm is a very aggressive service oriented firm usually a consulting firm in a very specialized area the environment requires that the entrepreneur have profes sional or technical expertise of some kind knowing the right people in this industry is very important for making sales or for gaining access to those who influence which firms have the opportunity to make sales type 7 pursuing the unique idea the firm is created because of a new idea for a product or service that is not being offered the products or services are not technically sophisticated or difficult to manufacture since this is the first firm in the marketplace to offer such products services there is some uncertainty as to whether customers can be found type 8 methodical organizing the methodical aspect of the start up is reflected in the entrepreneur s use of planning both in acquiring the skill venture the firm s products or services are similar to those of other firms but the firm has some new twist either a slightly different way to manufacture the product or provide the service or by selling to a slightly different customer the nbv taxonomy outlines a situation based framework that may be useful for helping potential entrepreneurs match their skills abilities and interests to possible new venture types

what happens to gazelles the importance of dynamic management strategy the starting point of this study is gibrat s law which is contrasted with strategic management this logic is subsequently applied to a group of remarkably dynamic high growth firms gazelles strategic management theory emphasises the importance of firms adjusting strategies in response to changes in the external environment in our study it is used to explain several key empirical findings using a novel british data set containing information on more than 100 gazelles these findings help explain 1 why gibrat s law of random firm growth processes does not generally hold 2 which strategy and environmental variables have a predictable influence on firm performance and 3 why routine application of best practice strategies is unlikely to foster firm growth in a changing economic environment in so doing this paper contributes to the large body of literature on small firm growth

an industry equilibrium analysis of downstream vertical integration this paper investigates the effect of product substitutability on nash equilibrium distribution structures in a duopoly where each manufacturer distributes its goods through a single exclusive retailer which may be either a franchised outlet or a factory store static linear demand and cost functions are assumed and a number of rules about players expectations of competitors behavior are examined it is found that for most specifications product substitutability does influence the equilibrium distribution structure for low degrees of substitutability each manufacturer will distribute its product through a company store for more highly competitive goods manufacturers will be more likely to use a decentralized distribution system this article was originally published in marketing science volume 2 issue 2 pages 161 191 in 1983

collusion or competition interfirm relationships in the chinese auto industry the chinese passenger vehicle industry contains a large number of manufacturers some of them are members of big corporate groups centered around state owned enterprises these corporate relationships may facilitate collusion this paper applies the non nested hypothesis test methodology to data on passenger vehicles to identify whether price collusion exists within corporate groups or across groups our empirical results support the assumption of bertrand nash competition in the chinese passenger vehicle industry we find no evidence for within or cross group price collusion our policy experiments show that indigenous brands will gain market shares and profits if within group companies merge

characteristics distinguishing high growth ventures abstract the purpose of this study is to define characteristics that distinguish high growth from low growth companies in this examination particular emphasis is focused on characteristics that lend themselves to objective evalnation in previous studies great emphasis has been placed upon characteristics related to the personal capabilities of entrepreneurs although such characteristics are widely accepted as being of great importance they are subjective and evaluated only with great difficulty two pools of companies were examined in the course of this study each company responded to a comprehensive questionnaire and provided longitudinal data related to a wide variety of operating characteristics the first pool of companies the reynolds data base consisted of relatively young small companies the second pool price waterhouse clients included companies that were generally larger and more mature than those in the reynolds data base the distinction between the samples permitted us to consider how the set of growth characteristics varies at different stages in a company s development discriminant analysis of both samples yielded the following insights 1 in both pools it was important that management have substantial industry experience no other characteristic related to the experience or capability of the entrepreneur or entrepreneurial team was identified as distinguishing between high and low growth 2 an interesting strategic profile became apparent based upon the examination of the two groups in the reynolds sample the high growth companies were more focused than their low growth counterparts with more revenue being generated by a single product conversely in the price waterhouse sample the high growth companies displayed a greater propensity for market and product diversification than did the slow growth companies in that pool these results seem logical in that smaller companies have fewer resources and therefore may perform better by focusing their effort conversely more mature companies need to expand growth prospects and hedge against overreliance on any particular opportunity 3 growth companies in the reynolds data base ran leaner than the low growth companies in that sample with fewer managers slimmer payrolls as a percentage of sales and more productive uses of assets growth companies in the price waterhouse sample were more likely to have balanced management teams than the price waterhouse slow growers leanness was not a discriminating variable in this group as one might expect more mature companies would require a broader array of talents and would be better able to afford balanced teams 4 rapid market growth and the ability to develop close customer contacts were identified as discriminating characteristics in the price waterhouse sample neither were identified in the reynolds data base companies in the reynolds data base were not asked to report on market growth and were probably too young to have established much in the way of customer relationships these companies did however report a greater utilization of advanced technology

continued entrepreneurship ability need and opportunity as determinants of small firm growth the purpose of this research was to enhance our understanding of the growth or non growth of individual small businesses growth here being regarded as an indication of continued entrepreneurship taken together earlier studies have suggested a very large number of determinants of entrepreneurship and growth yet no very strong explanatory factors emerge it is argued here that all of the specific lowlevel explanatory variables that have previously been used can be regarded as aspects of either of three major determinants ability need and opportunity a model based on these three major factors is developed and the results of previous studies are reviewed in the light of this more abstract model in the model objective factors are separated from their subjective counterparts and it is suggested that subjective factors or reality as perceived influence growth motivation and direct behavior although objective factors only partly determine subjective perceptions they can have important direct effects on outcomes i e actual growth using survey data from more than 400 swedish small firms and applying partial least squares analysis which is a technique for analyzing structural relations among indirectly measured concepts the parameters of the model are empirically estimated the results largely lend support for the usefulness of the model more specifically the analyses suggest that 1 objective measures of ability need and opportunity can explain a substantial share of the variation in actual historical growth rates 2 objective and subjective measures of these three factors can explain a substantial share of the variation in growth motivation 3 in both cases need related issues appear more important than ability and opportunity which would mean that satiation is the major reason why small firms stop growing 4 subjective factors contain growth relevant information that is not captured by objective measures 5 direct effects of objective variables on actual growth can be traced 6 some relations are consistent whereas others seem to vary considerably across industries and 7 while the model largely gains support the analyses also suggest some additional relations that are theoretically reasonable and may deserve consideration in future studies finally it is argued that for the advancement of entrepreneurship research conceptual models at a higher level of abstraction like the one developed in this article are needed such models can add meaning to empirical facts and have the virtue of reducing complexity without assuming away too many potential contingencies it is also suggested that entrepreneurship is a matter of degree and can show itself in different ways such as start up growth innovation etc in practice the sole measure of entrepreneurship has often been a person s current status as being or not being the founder or owner manager of a small firm in future studies the use of a composite measure of the degree of entrepreneurship may prove more fruitful than the comparison of characteristics approach has been

opportunism in multilateral vertical contracting nondiscrimination exclusivity and uniformity comment an input supplier selling to competing downstream firms would benefit from publicly committing at the outset to all contracts efficient commitment however would require complete contracts the authors study instead bilateral contracting without commitment regarding others terms each firm then fears that the supplier might opportunistically renegotiate another s contract to increase bilateral profit at the firm s expense the authors show that nondiscrimination clauses generally cannot curb such third party opportunism even with symmetric firms to reassure firms crude forms of commitment may be adopted this could explain the pervasiveness of exclusivity arrangements and the striking uniformity and intertemporal rigidity of franchise contracts copyright 1994 by american economic association

entrepreneurial women and men two different species the ability of the self employed to create additional job opportunities is a fundamental concern given the huge increases in public resources targeted at new venture creation in the u k and other countries since 1979 this study initially concentrates on identifying differences in the personal and demographic characteristics of women and men in four potential labour market states namely unemployment waged employment single self employment and job creating self employment it then goes on to consider labour market transitions over a four year period between 1991 and 1995 the key findings are firstly that women entrepreneurs are better educated than their male counterparts and secondly that flows into self employment were considerably higher for men than women furthermore proportionately three times as many male self employed in 1991 had gone on to become job creating self employed by 1995

strategies of high performing new and small firms a reexamination of the niche concept abstract entrepreneurs seeking to position new or small firms in industries populated by well established competitors are frequently advised to seek the protection of a market niche there shielded by market characteristics which render the niche uninteresting to larger rivals small firms are urged to compete at the fringe of the market this article challenges this conventional wisdom citing industry and firm characteristics which under certain conditions create opportunities for successful direct competition by some small or new firms against much larger and established competitors however the authors caution that the conditions which created the opportunity may erode in time rendering the successful challenger vulnerable either to retaliation by the larger firm or challenge from subsequent entrants examples of successful direct confrontation by relatively small competitors are drawn from mature low tech industries a rapidly growing high tech industry and the service sector

information sharing in credit markets we present a model with adverse selection where information sharing between lenders arises endogenously lenders incentives to share information about borrowers are positively related to the mobility and heterogeneity of borrowers to the size of the credit market and to advances in information technology such incentives are instead reduced by the fear of competition from potential entrants in addition information sharing increases the volume of lending when adverse selection is so severe that safe borrowers drop out of the market these predictions are supported by international and historical evidence in the context of the consumer credit market a large body of literature on credit markets has shown that asymmetric information may prevent the efficient allocation of lending leading to credit rationing e g jaffee and russell 1976 stiglitz and weiss 1981 or to a wedge between lending and borrowing rates e g king 1986 in this literature informational asymmetries are taken to be exogenous lenders fail to observe some relevant characteristic or action of potential borrowers and have no way of learning about it in some countries however lenders can improve their knowledge about new customers by exchanging information with other lenders through information brokers generally known as credit bureaus the latter collect file and distribute the information voluntarily supplied by their members and operate on the principle of reciprocity lenders who do not provide data are denied access to the bureau s files in other countries instead these institutions do not exist the literature offers no guide to identify the factors that lead to endogenous communication between lenders this paper is an attempt to fill the gap information sharing is important for a number of reasons it may increase the degree of competitiveness within credit markets vives 1990 improve

self employment wealth and job creation the roles of gender non pecuniary motivation and entrepreneurial ability this paper uses national child development study data for a large cohort of british individuals to explore the influence of education inheritance and other background characteristics on the propensity to become self employed and also on subsequent success as measured by job and wealth creation for the first time we study the effects of our regressor variables on our success measures via disaggregation of our sample by gender and in this way reveal striking differences between the determinants of male and female entrepreneurial performance

wages and the length of the working day an empirical test based on norwegian quarterly manufacturing data a simple framework is specified which is suitable for testing the relationship between the length of the working day and wages per hour the relationship is tested on norwegian manufacturing data using both dynamic modeling and cointegration techniques both methods provide empirical support for a hypothesis of long run independence of real wages and hours conditional on constant productivity and unemployment the results from dynamic modeling confirm that there are significant short run effects of changes in normal hours corresponding to the income compensation schemes usually introduced along with reduction in the length of the working day

new technology based firms in innovation networks symplectic and generative impacts abstract the traditional body of research on new technology based firms reflects the linear sequential view of the technological innovation process the modern innovation theory views the innovation process as a complex interative process that is essentially systemic in character the systemic view of the technological innovation process largely remains to be implemented in research on new technology based firms the present study represents an attempt to bridge this gap by applying a systemic approach to research on new technology based firms the empirical part of the present study develops and empirically tests a model that classifies new technology based firms into science based firms and engineering based firms the two categories are defined in terms of the functional relationship between the new technology based firm and the articulation process of basic technologies in the model new technology based firms are analyzed in terms of the systemic knowledge conversion process to which they are attached the model receives support in three empirical databases compiled among new technology based firms in finland the united kingdom and silicon valley the analysis of the silicon valley database is the first ever systematic survey of the spin off firms of stanford university

an economic theory of vertical restraints vertical restraints imposed by manufacturers on the prices locations and sales of retail firms represent a puzzling departure from the simple price mediated exchange of conventional markets in this article we analyze the theoretical basis for these restraints in a setting where retailers inform consumers and are imperfectly competitive and where a manufacturer has some monopoly power we identify three potential externalities affecting retailers decisions these externalities lead to the failure of simple uniform price contracts to coordinate the incentives of retailers with the objective of maximizing combined manufacturer and retailer profits we identify the packages of vertical restraints that are minimally sufficient under various conditions to neutralize the externalities and to achieve the joint profit maximum

liberalizing a distribution system the european car market we quantify the competitive effects of liberalizing the selective and exclusive distribution system in the european car market based on a model of oligopoly pricing with differentiated products we consider two possible competitive effects from liberalization i the creation of international intrabrand competition cross border trade which will result in a reduction of international price discrimination and ii a possible cumulative effect arising from a strengthening of national intrabrand competition which would result in reduced double marginalization we find that the reduction in international price discrimination mainly redistributes consumer gains across countries it has a positive but modest effect on total welfare if liberalization also has the cumulative effect of reducing double marginalization the welfare effects are much higher finally we find that the effects of liberalization on the manufacturers profits are either small or positive this finding implies that international price discrimination and softening competition through a double marginalization mechanism should not be interpreted as main profit motives for the previous distribution system but only as unintended side effects hence the industry rationale for maintaining the previous distribution system should be sought in other areas jel f15 l42

an anatomy of cartel contracts we study cartel contracts using data on 18 contract clauses of 109 legal finnish manufacturing cartels one third of the clauses relate to raising profits the others deal with instability through incentive compatibility cartel organization or external threats cartels use three main approaches to raise profits price market allocation and specialization these appear to be substitutes choosing one has implications on how cartels deal with instability simplifying we find that large cartels agree on prices cartels in homogenous goods industries allocate markets and small cartels avoid competition through specialization

the governance of exclusive territories when dealers can bootleg a transaction cost approach is used to investigate a manufacturer s policy towards exclusive territory dealers who bootleg sell across their assigned territories we show that optimal enforcement policies will generally tolerate some level of bootlegging this tolerance is a natural consequence of the transaction cost principle that institutional arrangements are not fully enforceable and that self enforcing implicit agreements will require some degree of tolerance the actual degree of tolerance is determined by a the importance of reseller services b the reduction in margin realized from surreptitious sales and c the resellers beliefs about the manufacturer s long run commitment to the channel we also show that deploying exclusive territories is beneficial to the manufacturer because it safeguards reseller services and permits resellers to capitalize on their superior local information however the latter effect is contingent on being able to convince resellers of the manufacturer s long r

implementable mechanisms to coordinate horizontal alliances unprecedented changes in the economics of interaction mainly as a result of advances in information and telecommunication technologies such as the internet are causing a shift toward more networked forms of organizations such as horizontal alliances that is alliances among firms in similar businesses that have positive externalities between them because the success of such horizontal alliances depends crucially on aligning individual alliance member incentives with those of the alliance as a whole it is important to find coordination mechanisms that achieve this alignment and are simple to implement in this paper we examine two simple coordination mechanisms for a horizontal alliance characterized by the following features i firms in the alliance can exert effort only in their local markets to increase customer demand for the alliance ii customers are mobile and a customer living in a given alliance member s local area may have a need to buy from some other alliance member and iii the coordination rules followed by the alliance determine which firms from a large pool of potential member firms join the alliance and how much effort each firm joining the alliance exerts in its local market in this horizontal alliance setup we consider the use of two coordination mechanisms i a linear transfer of fees between members if demand from one member s local customer is served by another member and ii ownership of an equal share of the alliance profits generated from a royalty on each member s sales we derive conditions on the distribution of demand externalities among alliance members to determine when each coordination mechanism should be used separately and when the mechanisms should be used together

consumer benefiting exclusive territories i investigate the effect of exclusive territories which are typical vertical controls imposed by upstream firms using shipping spatial models i consider an industry that consists of many independent local markets an upstream monopolist restricts competition between downstream firms using exclusive territories i find that exclusive territories reduce the prices of final products in all local markets in quantity setting competition in price setting competition they raise prices in half the local markets reduce them in other markets and also reduce the total consumer surplus jel classification l42 r32 a propos de territoires exclusifs qui profitent aux consommateurs l auteur analyse les effets de la regle des territoires exclusifs qui est souvent imposee comme controle vertical par les entreprises en amont a l aide de modeles spatiaux de livraison on considere le cas d une industrie composee de plusieurs marches locaux independants un monopoleur en amont reduit la concurrence entre entreprises en aval en imposant la regle des territoires exclusifs on decouvre que cette regle reduit les prix du produit final dans tous les marches locaux s il y a concurrence par les quantites s il y a concurrence par les prix la regle accroit les prix dans la moitie des marches locaux les reduit dans les autres et reduit aussi le surplus au consommateur

innovation networking and proximity lessons from small high technology firms in the uk the article explores how the innovative performance of small high tech firms relates to their external networking activities and whether geographical proximity in their network relations matters data from a small sample of electronics firms and software developers in south east england are used to construct indicators of innovativeness which are correlated with variables capturing intensity of external interactions and proximity benefits the regional science base is found to have played a key role in nurturing new high tech ventures but science parks had not contributed to this interaction with parties with complementary capabilities such as suppliers and service providers is also associated with high innovative performance however the findings do not support the current policy fashion of encouraging regional networks revolving around firms in similar business activities and close customer relations

the determination of contract wages in west germany the determination of contract wages in west germany is studied within a bargaining framework taking into account some institutional features of the bargaining system as well as the influence of economic forecasts and wage concepts cointegration regressions suggest that in the long run nominal contract wages are linked to prices productivity each with a unit elasticity and unemployment in addition to these factors expectational errors concerning the inflation rate during the contract period and changes in the tax wedge affect real wage growth in the short run but these effects seem to be temporary rather than permanent

the evolution of new technology ventures over 20 years patterns of failure merger and survival abstract relatively few studies of entrepreneurs have examined the evolution of business ventures over a long period of time this paper summarizes the fate of 250 technology based companies founded in northern california during the 1960s the three outcomes studied are failure merger and continued operation in addition interviews with a dozen founders of firms that survived the entire 20 year period shed light on the founders own interpretations of why they succeeded by 1988 50 of the firms in the sample had failed 32 had merged or been acquired and 18 had survived as independent businesses there was a steady and occasionally sharp erosion in the number of survivors throughout the period a striking finding was that fully 78 of the surviving firms in 1988 still had one or more of the original founders in place among the factors predicting failure were product market problems such as product timing difficulties problems of product design or inappropriate distribution channels financial difficulties such as initial undercapitalization or problems with the venture capital relationship and managerial key employee problems such as imbalance in the management team or succumbing to the trappings of success the firms in the data base which were subsequently merged or acquired exhibited a number of macro and micro characteristics from a macro point of view the merger acquisition rates seem to have been lower than the national rate in the late 1960s higher in the later 1970s and similar in the 1980s from a micro point of view discernible patterns existed among acquired firms such as size and year since founding interviews with surviving founders suggested that relations between founders banking and credit problems attempted takeovers and international expansion were among the key crises that had to be overcome by the surviving firms of particular interest was the diversity of motives for founding the business reported by the survivors in addition to the desire to achieve wealth or to be independent we heard mentioned loyalty to a product or technology which would otherwise disappear and commitment to satisfying a customer group also noted were founders who indicated that their career as an entrepreneur came about primarily by accident five themes emerging from the interviews were characterized by the surviving founders as business lessons learned 1 know yourself 2 love your product 3 honor your customer 4 treat your people well and 5 keep your integrity the interviews in conjunction with the data on surviving firms are useful in expanding our understanding of the type of person that starts a business and why some start ups succeed over the long term particularly noteworthy is the number affirms who survived without ever growing larger theories of long term entrepreneurial success may need to take risk aversion into account

distribution channel strategies in a mixed market abstract this paper studies equilibrium channel strategies in a mixed market with a public firm and a private firm the public firm is concerned with social welfare while the private firm aims to maximize its own profit each firm decides whether to adopt an integrated or a decentralized channel we examine two standard market competition modes bertrand and cournot within each competition mode we consider two typical vertical contracts wholesale price and two part tariff contracts our results suggest that equilibrium channel structures depend on the market competition mode the vertical contract form and the level of product substitutability specifically the channel strategy of the private firm depends mainly on the vertical contract form under a two part tariff contract the private firm always chooses decentralization under a wholesale price contract the private firm chooses integration for most scenarios except for highly substitutable products under bertrand competition i e under very intense competition the channel strategy of the public firm depends mainly on the competition mode under bertrand competition the public firm always chooses decentralization under cournot competition the public firm always chooses the opposite of the private firm s strategy

competition and cooperation in marketing channel choice theory and application this paper discusses the problem of choosing a vertical marketing channel in a product differentiated duopolistic market firms choose product price and the form of the marketing channel to maximize profits it is shown that integration of the marketing function results in greater price competition and lower prices than does the use of independent marketing middlemen the profitability of reducing price competition by using such middlemen is investigated two hypotheses that integration is negatively associated with the products substitutability and that symmetric channel structures are stable are tested in a preliminary way and supported with survey data from the international semiconductor industry

an empirical analysis of territorial encroachment within franchised and company owned branded chains franchisees within large branded chains loudly complain of a form of channel conflict known as encroachment or impact encroachment occurs when franchisors add new units of their brand proximately to their franchisees existing units franchisees claim that their revenues have substantially decreased as a result of encroaching same brand entry the topic of encroachment has not only dominated franchisee association agendas and trade journal headlines but has also become a hot topic for politicians and policymakers yet until now evidence of encroachment has been strictly anecdotal this paper provides the first systematic evidence of encroachment using revenue data from the texas lodging industry in the 1990s i find that when franchisors approve new same brand units in the vicinity of incumbent units these new units cannibalize the incumbents revenues in contrast to the result for franchisors the addition of a new unit by company owned brands in the vicinity of same brand units is associated with an increase in the incumbents revenues this contrast suggests that encroaching behavior is caused by incentives that result from the governance form of franchising and is not simply an outcome that accompanies all expansion this finding informs theory on governance forms and exclusive territories implications for practitioners and policy are also discussed