factors determining the location decisions of spanish mnes an analysis based on the investment development path on the basis of theoretical assumptions approached via the investment development path idp this study examines the most important factors for and against the location decisions in foreign direct investment taken by multinational enterprises considering host countries at very different stages of economic development latin american and european union countries we carry out different kinds of analysis on a sample of 103 firms belonging to a medium sized country that has recently achieved the status of developed country the results reveal that the importance that home country firm managers give to diverse location factors depends to a certain extent on the stage that each group of host countries has reached in the idp in line with prior research we find that firm managers consider mainly the group of factors associated with strategic asset seeking when deciding to locate their investments in the group of more developed countries european union in contrast our results show that when these firm managers choose the group of less developed countries latin america social and cultural factors play a more determinant role thus suggesting the importance of historical and cultural ties between the home and host countries

a status based model of market competition this article explores the significance of status processes for generating and reproducing hierarchy among producers in a market it develops a conception of a market as a status order in which each

unforeseen contingencies and incomplete contracts we scrutinize the conceptual framework commonly used in the incomplete contract literature this literature usually assumes that contractual incompleteness is due to the transaction costs of describing or of even foreseeing the possible states of nature in advance we argue however that such transaction costs need not interfere with optimal contracting i e transaction costs need not be relevant provided that agents can probabilistically forecast their possible future payoffs even if other aspects of the state of the nature cannot be forecast in other words all that is required for optimality is that agents be able to perform dynamic programming an assumption always invoked by the incomplete contract literature the foregoing optimality result holds very generally provided that parties can commit themselves not to renegotiate moreover we point out that renegotiation may be hard to reconcile with a framework that otherwise presumes perfect rationality however even if renegotiation is allowed the result still remains valid provided that parties are risk averse

proprietary versus public domain licensing of software and research products abstract we study the production of knowledge when many researchers or inventors are involved in a setting where tensions can arise between individual public and private contributions we first show that without some kind of coordination production of the public knowledge good science or research software or database is sub optimal then we demonstrate that if lead researchers are able to establish a norm of contribution to the public good a better outcome can be achieved and we show that the general public license gpl used in the provision of open source software is one such mechanism our results are then applied to the specific setting where the knowledge being produced is software or a database that will be used by academic researchers and possibly by private firms using as an example a product familiar to economists econometric software we conclude by discussing some of the ways in which pricing can ameliorate the problem of providing these products to academic researchers

incomplete contracts and strategic ambiguity why are observed contracts so often incomplete in the sense that they leave contracting parties obligations vague or unspecified traditional answers to this question invoke transaction costs or bounded rationality in contrast the authors argue that such incompleteness is often an essential feature of a well designed contract specifically once some aspects of performance are unverifiable it is often optimal to leave other verifiable aspects of performance unspecified the authors explore the conditions under which this occurs and investigate the structure of optimal contracts when these conditions are satisfied copyright 1998 by american economic association

trust in buyer supplier relations the case of the turkish automotive industry while the topic of interorganisational trust is gaining attention in academic literature research on developing countries remains sparse with the premise that certain contextual elements may be more relevant for developing countries we expand on existing models by testing the effect of initial support use of just in time delivery and informal commitment to predict the trust that turkish automotive suppliers have towards their buyers the results support the predictions that soft technologies and informal commitment increase trust

attracting skeptical buyers negotiating for intellectual property rights expropriable disclosures of knowledge to prospective buyers may be necessary to facilitate the sale of intellectual property ip in principle confidentiality agreements can protect disclosures by granting the seller rights to sue for unauthorized use in practice sellers often waive confidentiality rights we provide an incomplete information explanation for the waiver of confidentiality rights that are valuable in complete information settings waiving sacrifices the protective value of confidentiality to gain greater buyer participation buyer skepticism which reduces participation arises endogenously from three elements asymmetric information regarding seller ip rent dissipation from competition for ip and ex post costs from expropriation lawsuits

the determinants of trust in supplier automaker relations in the us japan and korea a retrospective this retrospective on the dyer and chu 2000 article the determinants of trust in supplier automaker relationships in the us japan and korea attempts to accomplish a number of objectives first the paper examines the key findings and impact of the original paper and provides additional insights behind the original research notably we further clarify why interpersonal trust between organizational boundary spanners does not translate into inter organizational trust and why inter organizational trust is often based upon processes second the paper briefly discusses relevant research on inter firm trust since 2000 noting that research has shown the contingent value of trust and notably that it is more important when asset specificity and uncertainty are high third we discuss what has happened in the automotive industry over the past 15 years with regard to trust in supplier buyer relationships we show a correlation between automaker trustworthiness and automaker market share performance and suggest a causal link since some automakers e g hyundai kia have been increasing trust with suppliers and then improving market performance finally the retrospective discusses opportunities for future research on the topic of trust in inter organizational relationships

from the editors common method variance in international business research jibs receives many manuscripts that report findings from analyzing survey data based on same respondent replies this can be problematic since same respondent studies can suffer from common method variance cmv currently authors who submit manuscripts to jibs that appear to suffer from cmv are asked to perform validity checks and resubmit their manuscripts this letter from the editors is designed to outline the current state of best practice for handling cmv in international business research

incentive compatibility in signaling games with a continuum of types on donne deux resultats utiles pour demontrer l existence et pour caracteriser des equilibres de separation dans des jeux de signalement

asset specificity and foreign market entry mode choice of small and medium sized enterprises the moderating influence of knowledge safeguards and institutional safeguards according to transaction cost economics tce reasoning firms choose equity as opposed to non equity foreign market entry modes to safeguard specific assets the present paper contextualizes the well researched relationship between asset specificity and foreign market entry mode choice by introducing knowledge safeguards international experience host country networks and imitation and institutional safeguards property rights protection and cultural proximity as alternative mechanisms for securing a firm s specific assets testing our hypotheses on a sample of 206 small and medium sized enterprises we find that knowledge safeguards and institutional safeguards weaken the effect of asset specificity on the choice of equity foreign market entry modes contextualizing the relationship between asset specificity and foreign market entry mode choice helps to enhance our understanding of the scope conditions of tce based entry mode studies and beyond

outside in global demand heterogeneity and dynamic capabilities of multinational enterprises we conceptualize the dynamic capabilities of multinational enterprises mnes as learning and adaptation capabilities that address the pressure of global integration and local responsiveness complementing the extant literature on dynamic capabilities which is focused on the supply side our study draws attention to the demand side influences especially in terms of global demand heterogeneity we propose that global demand heterogeneity provides pressures and opportunities for mnes to learn and adapt and thus positively relates to the development of mne dynamic capabilities however external sources per se may be insufficient firm specific advantages particularly human capital at the managerial and employee levels facilitate the internalization of external knowledge and pressure into the development of dynamic capabilities an empirical study of chinese multinational service firms strongly supports these arguments

from the editors how to write articles that are relevant to practice although the journal of international business studies is not a practice oriented journal thinking deeper about the practical relevance of our articles can only help enrich them and help decision makers implement better decisions however while many academic articles in social sciences go to great lengths to explain their theoretical and empirical impact in many cases their explanation of practical relevance is a paragraph in the conclusion section with a few cursory ideas that appear to be an afterthought rather than an integral part of the article here we provide suggestions for crafting a practical implications section that is relevant for decision makers

the close but adversarial model of supplier relations in the u s auto industry while cooperative buyer supplier relations are an important source of sustainable competitive advantage noncooperative behavior persists widely this paper tests a model incorporating noncooperative behavior within a context of formal commitment using data from the u s auto industry this close but adversarial model appears to be reasonably well supported by the data suggesting that even within professed cooperative buyer supplier relationships adversarial behavior persists in contrast a small but significant minority of the relationships were found to be characterized by high levels of trust as well as informal commitment the results suggest specific strategies for developing cooperative supplier relations 1998 john wiley sons ltd

averting risk in the face of large losses bernoulli vs tversky and kahneman abstract prospect theory asserts that people display risk attraction in high probability losses but our subjects tend to avoid fair risks for large 30 to 90 high probability 80 real losses vindicating bernoulli s view that risk aversion is the dominant attitude

a note on countertrade contractual uncertainty and transaction governance in emerging economies this paper develops a conceptual framework for analyzing organizational responses to contractual uncertainty in the context of emerging economies elaborating on hennart s 1989 transaction cost rationale for countertrade we develop a typology of exchange and transaction governance pertinent to the study of emerging economies contract trust and hostage notwithstanding the traditional explanation based on foreign exchange shortage we argue that the persistence of international countertrade illustrates organizational remedies to institutional deficiency in transaction governance

equity compensation and the sensitivity of research and development to financial market frictions abstract when financial market frictions exist executives may have to decide which investment activities to reduce when internal funds decrease expenditures on research and development r d may be particularly vulnerable because of the long term nature of innovative activity we find that equity compensation is associated with lower levels of firm r d expenditures rewarding executives to incur more risk has little effect on r d expenditures but rewarding executives for higher returns reduces r d expenditures and makes r d expenditures more sensitive to financial market frictions in contrast cash compensation reduces the sensitivity of r d expenditures to financial market frictions

relational knowledge transfers an expert must train a novice the novice initially has no cash so he can only pay the expert with the accumulated surplus from his production at any time the novice can leave the relationship with his acquired knowledge and produce on his own the sole reason he does not is the prospect of learning in future periods the pro t maximizing relationship is structured as an apprenticeship in which all production generated during training is used to compensate the expert knowledge transfer takes a simple form in the rst period the expert gifts the novice a positive level of knowledge which is independent of the players discount rate after that the novice s total value of knowledge grows at the players discount rate until all knowledge has been transferred the ine ciencies that arise from this contract are caused by the expert s arti cially slowing down the rate of knowledge transfer rather than by her reducing the total amount of knowledge eventually transferred we show that these ine ciencies are larger the more patient the players are finally we study the impact of knowledge externalities across players

extending the internationalization process model increases and decreases of mne commitment in emerging economies the internationalization process model suggests that firms internationalize by building positions in foreign markets and networks following iterative cycles of learning and changes in commitment however as subsidiaries evolve commitments may be decreased as well as increased a phenomenon that has rarely been studied moreover it remains an open question why strategic intentions at the outset of an investment project differ from the actual operations established we address these questions by extending the model and combining it with mintzberg and waters framework of strategy formation specifically we suggest that commitment decisions correspond to statements of intended strategy while network positions correspond to realized strategies the processes of learning opportunity creation and trust building triggered by commitment decisions are however moderated by institutional influences that lead to divergences between realized and intended strategies we test propositions derived from this framework on a survey data set of subsidiaries of multinational enterprises in hungary lithuania and poland and find that institutional voids and institutional uncertainty affect subsidiary strategy implementation but in opposing directions under high institutional uncertainty investors prefer low commitment but flexible modes that enable later commitment increases whereas institutional voids increase up front information search and adaptation costs that reduce the likelihood of early post entry adjustments our analysis reinforces the need for more differentiated theoretical analyses of how institutions affect business strategies over time

in country we trust national trust and the governance of international r d alliances drawing on a cognitive perspective of trust we propose that the trust towards an alliance partner s country which we call national trust will affect the governance structure used to organize the alliance between the partners we further argue that this effect of national trust is moderated by improved information on the partner firm using a sample of international alliances among firms based in western european countries we find support for the main effect of national trust on alliance governance decisions as well as partial support for an information based moderation

entrepreneurs and new ideas we study how early stage new ideas are turned into successful businesses even promising ideas can be unprofitable if they fail on one dimension such as technical feasibility correspondence to market demand legality or patentability to screen good ideas the entrepreneur needs to hire experts who evaluate the idea along their dimensions of expertise sharing the idea however creates the risk that the expert would steal it yet the idea thief cannot contact any other expert lest he should in turn steal the idea thus stealing leads to incomplete screening and is unattractive if the information of the other expert is critical and highly complementary in such cases the entrepreneur can form a partnership with the experts thus granting them the advantage of accessing each other s information yet very valuable ideas cannot be shared because it is too tempting to steal them

should good patents come in small packages a welfare analysis of intellectual property bundling abstract intellectual property owners often hold the rights to several patents each of which is essential to make or use a product we compare the welfare properties of package licenses under which a licensee pays the same fee regardless of the number of technologies licensed with component licenses under which each technology is licensed separately and there is no quantity discount a central finding is that a long term package license can induce incentives to invent around patents and invest in complementary assets that are closer to their socially optimal levels than are those induced by a long term component license we also identify settings in which a short term license is a partial substitute for a package license and a prohibition on package licensing induces parties to adopt contracts that result in less efficient complementary investment because of hold up

relying on the information of interested parties we investigate the conventional wisdom that competition among interested parties attempting to influence a decisionmaker by providing verifiable information elicits all relevant information we find that if the decisionmaker is strategically sophisticated and well informed about the relevant variables and about the preferences of the interested party or parties competition may be unnecessary to achieve this result if the decisionmaker is unsophisticated or not well informed competition is not generally sufficient if the interested parties interests are sufficiently opposed however or if the decisionmaker is seeking to advance the parties welfare then competition can reduce or even eliminate the decisionmaker s need for prior knowledge about the relevant variables and for strategic sophistication in other settings only the combination of competition among information providers and a sophisticated skepticism is sufficient to allow effective decisionmaking

patents vs trade secrets knowledge licensing and spillover we develop a model of two stage cumulative research and development rd yet the contracting parties choose the closed sale whenever the interim knowledge is more valuable and leakage is sufficiently high if the extent of leakage is lower more rus choose open sales generating a nonmonotonic relationship between the strength of intellectual property rights and aggregate r d expenditures and the overall likelihood of development by either du jel d23 o32 o34

the influence of parent control structure on parent conflict in vietnamese international joint ventures an organizational justice based contingency approach there has been significant interest in understanding how the distribution of parental control over international joint ventures ijv influences ijv outcomes e g parent conflict survival performance yet the accumulation of research on the relationship between control structure and ijv outcomes has been somewhat inconclusive and even contradictory we contribute to this research stream by developing an organizational justice based contingency model relating parental control structure to parent conflict we suggest that the level of conflict between ijv parents will depend on the consistencies between the control structure and parents contribution of proprietary resources and between control structure and the parents abilities to effectively monitor operations our analysis of vietnamese joint ventures provides some support for our model and suggests that the relationship between parent control structure and ijv outcomes is perhaps more complex than previously thought

innovation and communication signalling with partial disclosure this paper introduces a model of feedback effect equilibrium i e equilibria in which an asymmetrically informed agent is motivated to communicate its privately known attribute but can do so only through channels or signals which convey directly useful information to competing agents this revelation to the competition serves to reduce the value of the private information held by the first agent models of this kind are of obvious relevance to realistic theories of product or financial market disclosure policies of firms patenting and a host of related behavioural and regulatory issues this model is developed in the context of a set of firms engaged in research and development rivalry in which the value of privately held and disclosed information arises from its implications for the likelihood and timing of productive innovation

trust across borders we make the case for fresh approaches to examine the role of trust in international collaborations based on the idea that not only do the levels of trust differ across international borders but also both the nature of trust and the institutional and cultural support for trust can vary across different national contexts collaboration partners from different countries are therefore likely to bring either symmetric or asymmetric conceptions of trust to the business relationship we develop a model and propositions linking symmetry and asymmetry in the institutional and cultural support for trust in international collaborations with the degree of partner interdependence and identify implications for governance and trust building investments we conclude with some suggestions for research that incorporates trust asymmetries between partners

strategic information revelation we analyze the problem in which agents have non public information and are to play an asymmetric information game the agents may reveal some or all of their information to other agents prior to playing this game revelation is via exogenously specified certifiable statements the equilibria resulting from various revelation strategies are used to determine equilibrium revelation of information sufficient conditions are provided for complete revelation of all private information a number of examples are provided illustrating when revelation will or will not occur in commonly analyzed games many economic problems are characterized by the presence of both strategic behaviour on the part of individuals and by asymmetric information models encompassing both of these characteristics have been used successfully to examine questions in many fields usually using the concept of bayesian nash equilibrium as the solution concept typically the agents information is given exogenously and is fixed throughout the analysis modelling the information structure as static is appropriate for some problems but not for all in particular situations that are inherently dynamic most economic encounters allow for some interchange between the agents before the outcome is settled irrevocably in such circumstances it is possible that at least one or more of the agents possessing non public information may be able to reveal part or all of his information to one or all of the other agents in the economy during the course of their contact to the extent that such a communication is believed by the other agents the priors of the other agents will change and we will have what is in essence a new asymmetric information game new in

inter organizational trust and the dynamics of distrust early research on inter organizational trust drew on theories about social ties among individuals for example duration of ties and amount of interaction yet these proved inadequate to explain the diverse arrangements arising in international business dyer and chu s award winning jibs paper demonstrated that trust was best predicted by organizational processes that developed positive expectations of predictability reliability and competence not only within national boundaries but also in cross national relationships this review of recent trust research building on dyer and chu draws attention to six themes 1 new conceptualizations that explore identity roles and rules as foundations of presumptive trust at the organizational level 2 dynamics of trust and distrust over time how violations of trust are interpreted and what affects ease of repair 3 pendulum swings in inter organizational relationships arising from plural governance and alternation between modes but also resulting in the continuous coexistence of positive and negative states 4 the impact of intra organizational conflict and inter organizational coalitions on the establishment and maintenance of trust 5 the relative impact of nation level vs organization level differences in culture as influences on trust and 6 whether intermediate modes of exchange in between transactional and relational modes are unstable transitional hybrids or embody complementarities that yield both value and stability

new frontiers in international strategy this paper studies a new frontier in the understanding of international strategy is to explore it we propose the analogy of the ecology of firms and places as a way to emphasize that the real problem is the colocation of different places with different types of firms locations are in fact the distinctive content of international business strategy we deal with this problem with four different perspectives first differences across countries must be addressed with integrative frameworks able to represent the multidimensionality of semiglobalization or intermediate states between total localization and total integration second differences in the development of intermediary markets in a particular place influence firm positioning and industry structure in that place but their impact also crosses different places and it is endogenous to the ecology of places and firms in a systemic integrative way that makes simplifications extremely risky in the design of competitive strategy in an international context third places firms and strategies form a complex ecology that can be studied with a framework focused in understanding the geography strategy link that incorporates different levels of analysis new economic actors and a set of primitives finally firms around the ecology of places face the challenge of developing strategies and business models to serve the majority of humanity today excluded from world trade it is a fundamentally different way to think about the ecology of places and firms overall we present an intriguing new frontier with the capacity to impact both research and practice in the field of international strategy based in understanding the interplay among firms and places

does social trust affect international contracting evidence from foreign bond covenants abstract building on rational choice institutionalism theory and williamson s j econ lit 38 3 595 613 2000 four level social analysis framework we investigate the influence of the informal institution of social trust on debt contract design in an international setting using a sample of non u s firms that issue bonds in the u s debt market we find that yankee bond creditors impose fewer covenants on bond issuers domiciled in countries with a high degree of social trust we further show that the inverse relationship between debt covenants and the informal institution of social trust is more pronounced for firms from countries with weak formal institutions as well as for firms with poor corporate governance and greater information opacity these findings are robust to endogeneity tests within country analysis various empirical models and measures of trust and alternative hypotheses we also show that while a lower level of informal social trust is associated with higher borrowing costs this relationship weakens when formal covenants are added to the debt contract i e a substitution effect our paper contributes to the international business literature by providing new insights into the role of informal institutions social trust in cross border debt contracting

the dynamics of the transfer and renewal of patents this article explores new data on the transfer and renewal of u s patents and interprets this new evidence using a model of patent transfers and renewal we find that the proportion of transferred patents is large and differs across technology fields and especially type of patentees we also find that the probability of a patent being traded depends on a number of factors the age of the patent the number of citations received by a given age the patent generality and whether the patent has been previously traded or not these findings are consistent with the predictions of a model of patent transfers and renewals

expo power utility a flexible form for absolute and relative risk aversion a new utility function which i call expo power is proposed that exhibits decreasing constant or increasing absolute risk aversion and decreasing or increasing relative risk aversion depending on parameter values numerical analysis suggests that the expo power function performs well in incorporating these risk preference structures and that arbitrary risk preference specifications may lead to biased risk response estimates

is the international business research agenda running out of steam this research note challenges international business researchers to think of their future work in terms of the past achievements of their discipline it identifies three key research areas corresponding to attempts to tackle crucial empirical questions the explanation of foreign direct investment the multinational firm and the globalization of business it ends by considering the future research agenda

trust between international joint venture partners effects of home countries trust is an important factor in interorganizational relations interorganizational trust in cross border relationships is likely to be influenced by the home countries of both partners using data on 165 international joint ventures ijvs we show that the perceived trustworthiness of an ijv partner is influenced by the general propensity to trust in the trustor s home country moreover the trustworthiness perceived by a focal parent firm is also affected by the home country of the other ijv partner this second effect is mitigated by experience between the partners

measuring performance of international joint ventures international joint ventures ijvs are increasing in frequency and strategic importance however efforts to identify variables associated with ijv performance have been constrained by disagreements regarding the comparability and reliability of alternative performance measures and methods this study tests several hypotheses regarding the reliability and comparability of a range of objective and subjective measures of ijv performance as well as evaluating the relative utility of different data collection approaches

r d rivalry with licensing or imitation the authors study the rivalry between two firms to develop an innovation in a dynamic setting that allows for post development dissemination of the innovation such as licensing or imitation this dissemination may cause the noninnovating firm to benefit from the discovery when this occurs conventional results in the economics of r d no longer need apply they find that industry leaders will tend to develop minor innovations but will develop major innovations only if imitation is difficult copyright 1987 by american economic association

what makes and what does not make a real option a study of equity shares in international joint ventures this paper examines the boundaries of real options logic with an application to joint ventures jvs we distinguish between forms of uncertainty that are resolved endogenously and those that are resolved exogenously and theorize that only exogenous uncertainty will have the impact predicted by real options theory on a foreign investor s choice of how large an equity share to take in a jv we theorize that macroeconomic and institutional variables generate exogenous uncertainty whereas by contrast cultural distance and choices pertaining to corporate scope and product or process development activities involve endogenous sources of uncertainty that investors can both assess and act upon without having to wait and see using a sample of 6472 sino foreign jvs we find support for our predictions we discuss and implement proper methods to test for the existence of null effects as is relevant to establish the boundaries of a theory such as real options theory we draw implications for research and practice on jvs specifically equity share decisions which deserve more attention and real options including suitable uses and desirable extensions of the concept

mapping world cultures cluster formation sources and implications this paper extends and builds on ronen and shenkar s synthesized cultural clustering of countries based on similarity and dissimilarity in work related attitudes the new map uses an updated dataset and expands coverage to world areas that were non accessible at the time cluster boundaries are drawn empirically rather than intuitively and the plot obtained is triple nested indicating three levels of similarity across given country pairs also delineated are cluster adjacency and cluster cohesiveness which vary from the highly cohesive arab and anglo clusters to the least cohesive confucian and far eastern clusters exploring predictors of cluster formation we draw on the ecocultural perspective and other inputs and examine the combined role of language religion and geography in generating cluster formation we find that these forces play a prominent yet complex role for instance the religion and language brought by the spanish fail to create a singular cohesive latin american cluster akin to the anglo cluster the role of economic variables is similarly considered finally comparing the current map with that of 1985 we find strong support for the divergence vs convergence argument implications for international business are delineated

how broad should the scope of patent protection be i explore the trade off between a patent s length that is its lifetime and its width that is its scope of coverage a wider patent generally reduces the distortion of consumers choices between the patented brand of the product and unpatented lower priced varieties sold by competitors but also permits higher prices which increase relative to profits the deadweight losses from consumers switching consumption out of the product class i show under what conditions infinitely lived but very narrowly focused patents are the socially efficient way to reward innovation and under what conditions very short lived but very broad patents are optimal

contractual implications of international trade in tacit knowledge this article searches for evidence on the additional difficulty the parties have in contracting for the transfer of know how relative to the transfer of patented technology a sample of contracts for the acquisition of technology spanish firms in 1991 is analysed to find a positive relationship between contract duration and the likelihood of transferring know how in unaffiliated transfers it is also found that technical assistance is bundled together with the transfer of know how suggesting that the parties try to mitigate opportunistic behaviour on the licensor s side

strategic alliance based sourcing and market performance evidence from foreign firms operating in china although foreign multinational firms from the triad regions increasingly use mainland china as both a sourcing and a marketing location no study has directly examined the sourcing strategy performance linkage using resource complementarity and resource dependence theory we extend the sourcing literature and apply these perspectives to an important transitional economy china these two theoretical perspectives suggest that product and uncertainty factors moderate the relationship between strategic alliance based sourcing sa sourcing of major components and market performance we find that at low levels of product innovativeness and technological uncertainty the use of sa sourcing is positively related to market performance however the effects of product differentiation and demand uncertainty on the sourcing performance relationship are insignificant journal of international business studies 2005 36 187 208 doi 10 1057 palgrave jibs 8400120

the structure of licensing contracts industrial organization theory has explored several issues related to licensing but empirical analyses are extremely rare we amass a new and detailed dataset on licensing contracts and use it to present some simple facts concerning licensing behavior our analysis reveals robust cross industries differences in several contractual features such as exclusivity cross licensing ex ante versus ex post technology transfers and licensing to related versus unrelated parties we offer an interpretation of these facts based on cross industry variation in the strength of intellectual property rights

bargaining and sharing innovative knowledge we consider the problem of bargaining over the disclosure of interimresearch knowledge between two participants in an r d race for an ultimate patentable invention licence fee schedules that are functions of the amount of knowledge disclosed by the leading to the laggingagent are examined for their abilities to attain efficient outcomes andvarying shares of the surplus arising from disclosure in hersequential offers bargaining games the uninformed buyer is able to elicitfull disclosures without sharing the incremental surplus with any type ofthe licensor and thus do as well as a perfectly informed and discriminatingknowledge licensee

trust and performance in cross border marketing partnerships a behavioral approach existing research on international partnerships focuses primarily on the ex ante structuring of interorganizational relationships this study departs from this research by taking a behavioral approach to understand the ex post maintenance of cross border marketing partnerships a conceptual model is developed by identifying the antecedents of trust and performance in such partnerships the model is empirically tested on a sample of u s firms having distributor and licensing relationships with firms from asia europe and central south america findings support the importance of bilateral relational norms and informal monitoring mechanism in building interorganizational trust and improving market performance of international partnerships

waiting to imitate on the dynamic pricing of knowledge we study the problem of an inventor who brings to the market an innovation that can be legally imitated imitators may enter the market by imitating the innovation at a cost or by buying from the inventor the knowledge necessary to reproduce and use the invention the possibility of contracting dramatically affects the need for patent protection our results show that i imitators wait to enter the market and the inventor becomes a temporary monopolist ii the inventor sells knowledge through contracts that allow resale by the imitators and iii under certain conditions the inventor s payoff increases with the number of imitators

determinants of trust in supplier relations evidence from the automotive industry in japan and the united states abstract this study examines the determinants of inter organizational trust by using survey data from over 1000 suppliers in the automotive industry drawing on transaction cost economics game theory and sociological exchange theory we define trust and derive a model of its determinants regression analysis results indicate that determinants of trust are different from determinants of opportunism us japanese differences are found in three respects i the way trust is conceptualised by suppliers is more complex in japan than in the us ii the level of trust is higher in japan than in the us and iii the factors facilitating trust and those attenuating opportunism differ in the us and japan

interfirm diversity organizational learning and longevity in global strategic alliances organizational theorists have correctly argued that the emergence and maintenance of robust cooperation between global strategic alliance partners is related to the diversity in the partners characteristics yet previous research has failed to systematically delineate the important dimensions of interfirm diversity and integrate the dimensions into a unified framework of analysis this paper develops a multilevel typology of interfirm diversity and focuses on organizational learning and adaptation as critical processes that dynamically moderate diversity s impact on alliance longevity and effectiveness

investing to cooperate theory and experiment we study theoretically and in a lab experiment investment decisions in environments where property rights are absent in our setting a player chooses an investment level before interacting repeatedly with a given set of agents the investment stochastically affects the payoffs of the game in every subsequent period we show that more volatile returns make investment more difficult in the absence of legal protection and might force the investor to invest more to guarantee cooperation experimental results are broadly consistent with the theoretical findings

mentoring across global boundaries an empirical examination of home and host country mentors on expatriate career outcomes there has long been an interest in the effects of mentors on protege career outcomes and with scholars now beginning to examine mentoring across national boundaries using survey information as well as company records for 299 expatriates 163 men 136 women in 10 countries we examined the impact of home and host country mentors upon expatriate effectiveness we found that having a host country mentor had a significant positive effect on the expatriate s organizational knowledge organizational knowledge sharing job performance promotability and perceptions of teamwork having a home country mentor had a significant positive effect only on organizational knowledge job performance and promotability surprisingly our results revealed that having a home country mentor had a significant but negative effect on the expatriate s organization identification and job satisfaction contrary to the literature neither type of mentoring had a significant effect on job tension implications for practice as well as future research are detailed

trust and inter firm relations in developing and transition economies the role of trust in facilitating economic growth has been highlighted in previous contributions to this journal in order to take this debate forward this article argues 1 that more attention needs to be given to the relationship between sanctions and trust and 2 that it is worth distinguishing between the minimal trust for making markets effective and the extended trust required for deeper kinds of inter firm co operation to work the article goes on to ask why minimal trust is lacking and so hard to construct in the republics of the former soviet union it then examines how extended trust grows or can be made to grow in industrial supply chains and clusters in developing countries

conversation with secrets we analyze the sustainability of a conversation when one agent might be endowed with a piece of private information that affects the payoff distribution to its benefit such a secret can compromise the sustainability of conversation even without an obligation the secret holder will disclose its secret if it prevents preemptive termination of the conversation the nonsecret holder lacks this possibility and stops the conversation competition and limited effectiveness of the conversation amplify this result of early disclosure and render the conversation process less sustainable we discuss policy and managerial implications for industry standard development and joint ventures

markets for partially contractible knowledge bootstrapping versus bundling discuss how a seller can appropriate rents when selling knowledge that lacks legal property rights by solving either an expropriation or a valuation problem and then analyze how seller rents increase when a portion of the intellectual property ip can be protected the analysis shows that a sequential strategy in which the protected portion of the ip is sold prior to selling the unprotected ip is superior to selling both portions of the ip as a bundle jel d23 l14 o31

the shape of utility functions and organizational behavior based on measurements among 332 owner managers we investigate how theglobal shape of the utility function i e s shaped versus concave or convex over the total range of outcomes relates to choice behavior we find that the global shape of the utility function differs across decision makers about one third of the owner managers exhibit an s shaped utility function and that the global shape is linked to organizational behavior i e the production system employed a result that does not change when using different methods to identify the decision maker s global shape of the utility function the decision maker s risk attitude risk averse or risk seeking does not affect the choice of the production system whereas the degree of risk aversion based on thelocal shape of the utility function may be important in explaining owner managers trading behavior pennings and smidts 2000 more structural organizational behavior appears to be linked to theglobal shape of the utility function

regulation competition and liberalization in many countries throughout the world regulators are struggling to determine whether and how to introduce competition into regulated industries this essay examines the complexities involved in the liberalization process while stressing the importance of case specific analyses this essay distinguishes liberalization policies that generally are procompetitive from corresponding anticompetitive liberalization policies

incomplete contracts and signaling this article presents a principal agent model in which asymmetric information leads to contractual incompleteness i show that in the presence of transactions costs incompleteness may act as a signal of the principal s type two types of transactions costs are considered those incurred ex ante drafting costs and those incurred ex post enforcement or verification costs i prove that in the presence of either of these costs asymmetric information leads to more contractual incompleteness than full information does

on the potential for observational equivalence in experiments on risky choice when a power value function is assumed we demonstrate theoretically and illustrate the implications of assuming power utility when the true function is of the expo power form empirical results can appear to be consistent with cumulative prospect theory when they are in fact generated from a markowitz model

the determinants of trust in supplier automaker relationships in the us japan and korea we examine the determinants of trust in 453 supplier automaker relationships in the us japan and korea we define trust and derive a model of its determinants drawing upon 1 an embeddedness relationship based perspective 2 a process based perspective and 3 an economic hostage based perspective our findings indicate strong support for the process based perspective in all countries embeddedness was only important in japan and the economic hostage based variable stock ownership was not important in any country

cosmopolitan consumers as a target group for segmentation for international companies the literature recommends directing segmentation efforts at customer characteristics rather than country characteristics consumers degree of cosmopolitan orientation has been suggested as a powerful segmentation base as this characteristic is expected to drive consumers tastes and preferences to advance research on this segmentation base this article offers a conceptualization of the consumer cosmopolitanism construct by 1 delineating its conceptual domain 2 highlighting its key dimensions namely open mindedness diversity appreciation and consumption transcending borders and 3 examining its links with theoretically relevant variables specifically consumer ethnocentrism and global consumption orientation based on the aforementioned conceptualization a consumer research specific and psychometrically sound measurement instrument the c cosmo scale is subsequently developed and tested in a series of complementary studies finally empirically based insights into the characteristics of cosmopolitan consumers are offered by 1 profiling them on consumption relevant variables innovativeness risk aversion susceptibility to normative influence consumer ethnocentrism and demographic characteristics 2 examining the link between consumer cosmopolitanism and willingness to buy foreign products and 3 developing an empirically based typology of cosmopolitan local consumers using a cluster analysis approach from a managerial perspective findings suggest that the identification and subsequent targeting of cosmopolitan consumers may well represent an appropriate strategy for internationally active companies

creating trust in piranha infested waters the confluence of buyer supplier and host country contexts research by dyer and chu 2000 suggests that trust in exchange varies significantly across borders and influences the level of trust in cross border exchange dyads however while this is a good start research has yet to develop the concept that not only can the countries of origin of the exchange partners influence the nature and outcomes of dyadic trust but also the country where the exchange dyad is located furthermore such home and host country differences may interact with dyad level differences in trust creation capabilities and influence trust violation and repair we develop a framework and propositions along these lines

contributory infringement rule and patents abstract the contributory infringement rule assesses liability to a third party that contributes to the infringement of a patent not only are firms that directly infringe liable but those that indirectly contribute are also liable we investigate how this rule affects the creation of a network of members e g an e commerce network we find that the enforcement of indirect liability does not induce more trials in equilibrium firms settle out of court but because of the threat of trial the network size decreases and the social welfare is reduced surprisingly we find that if the compensation paid by the indirect infringers is high the rule does not benefit the patentholder and may not even give enough r d incentives ex ante it is possible to find a direct compensation for the patentholder that is socially preferable

competition and the efficiency of markets for technology the sale of r d projects through licensing facilitates the division of labor between research and development activities this vertical specialization can improve the overall eciency of the innovative process however these gains depend on the timing of the sale the buyer of an r d project should assume development at the stage at which he has an eciency advantage we show that in an environment where the seller is overcondent about the value of the project she may delay the sale to the more ecient rm in order to provide veriable information about its quality though this delay implies higher total development costs for the project we obtain a condition for the equilibrium timing of licensing and examine how factors such as the intensity of competition between potential buyers inuence it we show that a wide array of dierent explanations based on dierences in information beliefs or risk proles lead to the same qualitative results we present empirical evidence from pharmaceutical licensing contracts that is consistent with our theoretical predictions

specific and general information sharing among competing academic researchers we examine information sharing among academics during the research process and show it is context dependent because of differences in trade offs when researchers respond to specific requests for information or materials potential future reciprocity is weighed against the current loss of competitiveness while general sharing intermediate results in an open forum is driven by the need for feedback versus potential misappropriation we formally model these trade offs and empirically test for differences using a survey of german and uk bio scientists increased competition has a negative impact on sharing in both contexts but career stage has an effect only on specific sharing with untenured faculty less likely to share further scientists in larger teams are more likely to share specifically but less likely to share generally the importance of patents for one s reputation reduces sharing in both contexts but the effect is greater for general information sharing

the foundations of trust macro and micro this comment on beugelsdijk s 2006 critique of trust and its measurement argues that it misses the mark and that there is neither a theoretical nor an empirical foundation for thinking that the macro and micro foundations of trust or its measurement are different from each other generalised trust is more than a simple illusion hiding behind institutional structures

alternative origins to interorganizational trust an interdependence perspective on the shadow of the past and the shadow of the future despite the widespread acceptance of trust as an informal governance institution our understanding of its origins is nascent our review of the literature identified two distinct explanations trust emerges from either a shadow of the past i e prior history or a shadow of the future i e expectations of continuity in this paper we develop and empirically examine a third perspective the potential interdependence of these two explanations our results strongly endorse this third perspective we find that prior history does not directly affect trust instead the observed positive relationship between the two is mediated by expectations of continuity consistent with this result analyses further show that a longer prior history makes the effect of continuity on trust much stronger than a shorter prior history we interpret these findings as suggesting 1 the criticality and centrality of a shadow of the future i e a forward looking calculus in generating trust in interorganizational exchanges and 2 that a shadow of the past plays a facilitating albeit indirect role in trust building our conceptual model also extends the conventional use of the transaction cost logic to show how reciprocal investments in asset specificity and uncertainty drive expectations of continuity and consequently interorganizational trust our results also show unexpectedly that prior history has a direct negative effect on trust after specifying the mediating path of continuity our moderation analysis indicates when this effect occurs when weak expectations of continuity exist trust is lower for exchanges characterized by a longer prior history suggesting a potential darkside of overembedded ties

host market government corruption and the equity based foreign entry strategies of multinational enterprises while extant theory suggests that the pervasiveness of host market government corruption should influence the equity ownership decisions of foreign investing multinational enterprises mnes empirical research has produced inconclusive results we leverage insights from transaction cost economics to advance an uncertainty oriented framework which can be used to explain the impact of host market government corruption on the equity based entry strategies of mnes we disaggregate government corruption into two distinct components grand corruption and petty corruption we propose that grand and petty corruption precipitate different types of uncertainty environmental and behavioral which motivate mnes to vary their equity based foreign entry strategies entry mode and partnering hypotheses pertaining to the entry strategies of mnes under conditions of more pervasive grand and petty corruption are developed and tested with a sample of 643 japanese investments in 30 countries between 2004 and 2007 we find that the main effect of grand corruption and the interaction between grand and petty corruption significantly impact a mne s entry mode further while more pervasive grand corruption increases the likelihood that a mne will engage in a joint venture investment with a host country partner we find that an increase in petty corruption heightens a mne s preference to invest with a home country partner

a multilevel approach to trust in joint ventures this article examines issues of level in the study of joint venture trust in particular we explain how international joint venture ijv trust can be conceptualized and measured at the person group and firm levels to do this we 1 provide a definition of ijv trust applicable to persons groups and firms 2 promote alignment of levels of theory and measurement through the use of a 3 3 approach to guide researchers in identifying the level at which they are theorizing and the proper level of measurement and 3 propose operational measures of ijv trust across levels and dimensions in order to lay a solid foundation for theory testing

the effect of national culture on the choice of entry mode characteristics of national cultures have frequently been claimed to influence the selection of entry modes this article investigates this claim by developing a theoretical argument for why culture should influence the choice of entry two hypotheses are derived which relate culture to entry mode choice one focusing on the cultural distance between countries the other on attitudes towards uncertainty avoidance using a multinomial logit model and controlling for other effects the hypotheses are tested by analysing data on 228 entries into the united states market by acquisition wholly owned greenfield and joint venture empirical support for the effect of national culture on entry choice is found

lost that lovin feeling the erosion of trust between small high distance partners we investigate the role of high distance in trust erosion between small partners high distance is known to hinder the formation of trust between potential partners but its role in trust erosion in established partnerships is less understood by international business scholars through a qualitative longitudinal study we extend current theory of how high distance affects the trust dynamics between cross border partners specifically we unearth three interrelated mechanisms that together explain how and why trust can erode due to high distance we show that before a partnership is formed high distance can lead partners to erroneously attribute cues to a potential partner s high quality leading to over expectations of partner performance once the partnership is operational high distance hinders actors ability to understand situational factors associated with disappointing outcomes and so they are attributed to failings of the partner at the same time distance related challenges of bounded reliability render partners reluctant to discuss partnership outcomes this can result in a vicious cycle of inertia as partners strive to protect goodwill while abandoning efforts to produce partnership outcomes because of doubts of the other s quality thus our theoretical model illustrates the limitations of trust and explains how paradoxically high distance can facilitate both trust formation and trust erosion

buyer supplier relations in industrial markets when do buyers risk making idiosyncratic investments it is well established that the existence of investments specific to a relationship influences the choice of governance structure including the use of contractual safeguards what is less well understood are the circumstances leading to the creation of those specific assets to begin with this paper explores the industrial buyer s motives to put itself at risk by making investments tangible and intangible which cannot be readily redeployed from one supplier to another using original data from a sample of 388 supply relationships involving all automakers in the u s and japan we examine features of the supply task the supplier and the supply environment which serve as motives to make supplier specific investments we also examine potential factors which facilitate the posting of specific assets as credible commitments to attenuate supplier opportunism we find that specific investments by buyers serve as a mechanism to 1 increase coordination when the manufacturing task is complex 2 buffer the buyer against technological uncertainty and 3 build close relationships when the requisite production skills are scarce the supply market is thin we find more specific investments in supply arrangements that are embedded in a broader business relationship we find fewer supplier specific investments in the japanese context finally we find that buyers focus their investments on lesser known low share component makers perhaps to capitalize on a unique focused supplier capability

prospect theory much ado about nothing prospect theory is a paradigm challenging the expected utility paradigm one of the fundamental components of prospect theory is the s shaped value function the value function is mainly justified by experimental investigation of the certainty equivalents of prospects confined either to the negative or to the positive domain but not of mixed prospects which characterize most actual investments we conduct an experimental study withmixed prospects using for the first time recently developed investment criteria called prospect stochastic dominance psd and markowitz stochastic dominance msd we reject the s shaped value function showing thatat least 62 76 of the subjects cannot be characterized by such preferences we find support for the markowitz utility function which is a reversed s shaped function exactly the opposite of the prospect theory value function it is possible that the previous results supporting the s shaped value function are distorted because the prospects had only positive or only negative outcomes presenting hypothetical situations which individuals do not usually face and which are certainly not common in financial markets

the sale of ideas strategic disclosure property rights and contracting ideas are difficult to sell when buyers cannot assess an idea s value before it is revealed and sellers cannot protect a revealed idea these problems exist in a variety of intellectual property sales ranging from pure ideas to poorly protected inventions and reflect the nonverifiability of key elements of an intellectual property sale an expropriable partial disclosure can be used as a signal allowing the seller to obtain payment based on the value of the remaining undisclosed know how we examine contracting after the disclosure and find that seller wealth is pivotal in supporting a partial disclosure equilibrium and in determining the payoff size

choice under uncertainty evidence from ethiopia india and uganda we review experimental evidence collected from risky choice experiments using poor subjects in ethiopia india and uganda using these data we estimate that just over 50 of our sample behaves in accordance with expected utility theory and that the rest subjectively weight probability according to prospect theory our results show that inferences about risk aversion are robust to whichever model we adopt when we estimate each model separately however when we allow both models to explain portions of the data simultaneously we infer risk aversion for subjects behaving according to expected utility theory and risk seeking behaviour for subjects behaving according to prospect theory

revisiting multinational firms tolerance for joint ventures a trust based approach in spite of the increasing popularity of international joint ventures managers express a high level of dissatisfaction with them this paper argues that overemphasis on the outcome has resulted in a neglect of the social processes underlying the outcome the paper elaborates upon the rationale for a cooperative approach towards interorganizational collaborative relationships based on trust and discusses it in the context of joint ventures this is then applied towards understanding multinational ownership preferences and tolerance for joint ventures it is argued that trust centered logic is largely consistent with approaches that emphasize the issue of ownership and deepens and enriches the insights provided by the latter a shift in focus from ownership to relational dynamics is encouraged

setting the stage for trust and strategic integration in japanese u s cooperative alliances this study investigated the formation and outcomes of trust between partners in a specific form of strategic alliance not often studied the non equity based international cooperative alliance ica because a component of the investigation involved the reciprocal effects of trust in the ica relationship dyadic data were gathered from japanese and u s partners in 101 icas based in japan results showed that partner cultural sensitivity is an important contributor to trust building for both sides of the dyad complementarity with partner contributed to trust for the u s but not for the japanese similarity between ica partners led to trust for the japanese but not the u s partner the results also showed strong reciprocal effects of trust in the relationship and that trust of the ica partner leads the individual firm to integrate the ica into its own strategic framework

global delivery models the role of talent speed and time zones in the global outsourcing industry global delivery models gdms are transforming the global it and business process outsourcing industry gdms are a new form of client specific investment promoting service integration with clients by combining client proximity with time zone spread for 24 7 service operations we investigate antecedents and contingencies of setting up gdm structures based on comprehensive data we show that providers are likely to establish gdm location configurations when clients value access to globally distributed talent and speed of service delivery in particular when services are highly commoditized findings imply that coordination across time zones increasingly affects international operations in business to business and born global industries

bargaining over new ideas the distribution of rents and the stability of innovative firms we develop a theory of the rent distribution and stability of innovative firms our theory is based on a model of bargaining over new ideas the model accounts for the problem of information leakage namely the diffusion of information about new ideas among the agents that participate in the bargaining our main results draw a link between the strength of intellectual property rights enforcement and the distribution of rents in firms as well as between the size and organization of firms and their stability our theory explains why small firms are advantaged in introducing innovation into the market and why spin outs tend to emerge from large established firms jel l1 l2 c7