Damian Leschik, Robert Rossberger and Eddie Oczkowski
This study aims to identify and assess the use of mergers and acquisitions (M&A) performance metrics for small- and medium-sized German pharmaceutical and biotechnology companies…
Abstract
Purpose
This study aims to identify and assess the use of mergers and acquisitions (M&A) performance metrics for small- and medium-sized German pharmaceutical and biotechnology companies.
Design/methodology/approach
In depth qualitative interviews with senior key informant executives involved with recent M&A were conducted. Unlike previous studies, the role of the interviews was to identify and uncover the use of a broad set of success metrics to add to a fuller understanding of post-M&A behaviour, leading to a more accurate evaluation of post-M&A performance.
Findings
Results from interviews suggest that important M&A success metrics include having a successful organisation, integrated cultures, a high employee retention rate, gaining new technology knowledge, overall economic enhancement, increases in patent-protected products, increases in clinical success rates (perished rate assessment) and increases in the share price. In general, expert interviewees stated that they would use a combination of the success metrics and monetary tools to assess post-M&A success.
Originality/value
This study identifies and uncovers a series of different M&A performance success metrics being in prominent use. The use of a combination of metrics is highlighted as being a relatively unique research finding.
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The purpose of this study is to illustrate a general method for identifying the price impact of using a different varietal name for a wine.
Abstract
Purpose
The purpose of this study is to illustrate a general method for identifying the price impact of using a different varietal name for a wine.
Design/methodology/approach
A revealed preference research approach is employed using marketed wines and prices. Price impacts are estimated using hedonic price models which control for the influence of other factors on prices. The technique is applied to the use of accepted synonyms to describe different varieties of Australian wine.
Findings
The use of varietal synonyms in the Australian market is suggested to be more of a marketing strategy designed to command a higher price rather than because of wine stylistic reasons. Important premiums are estimated for the use of the terms Syrah, Pinot Gris and to a lesser extent for Fumé Blanc.
Practical implications
Australian wine producers may be able to command price premiums by strategically choosing a name for a particular varietal. It appears no significant stylistic changes are needed to “justify” any varietal name change, and as such, only a label name change may be required. A switch to French-associated or -sounding names for a wine varietal may result in price premiums for Australian producers.
Originality/value
The paper illustrates a general revealed preference method for identifying wine varietal name price premiums and further illustrates the importance of “Frenchness” in wine name use.
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Abhishek Dwivedi, Morgan Miles, Eddie Oczkowski, Jay Weerawardena, Lester W. Johnson and Dean Wilkie
Relational engagement is offered as a framework to describe how buyers and sellers conduct exchange. Relational engagement is conceptualized as a higher-order construct comprising…
Abstract
Purpose
Relational engagement is offered as a framework to describe how buyers and sellers conduct exchange. Relational engagement is conceptualized as a higher-order construct comprising three dimensions: legal bonds, knowledge exchange and co-production. This paper aims to examine the efficacy of the construct by testing its influence on buyer–perceived seller brand equity.
Design/methodology/approach
An online survey of 401 US-based industrial buyers was conducted. Data were analyzed using structural equation modeling.
Findings
Empirical analysis supports the proposed conceptualization of relational engagement, as well as its influence on seller brand equity through influencing buyer-perceived relationship effectiveness.
Practical implications
Relational engagement offers a template to sellers for engaging organizational buyers. A relational engagement strategy has favorable implications for seller brand equity.
Originality/value
Relational engagement offers a comprehensive strategic perspective on inter-organizational exchange, moving beyond tactical approaches. The framework reflects the continuum of exchange, incorporating transactional-dominant and relationship-dominant forms of inter-organizational marketing practices.
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Andrew Smith, Eddie Oczkowski, Charles Noble and Robert Macklin
The widespread implementation of new management practices (NMPs) in industrialised countries has had a significant impact on employee training. Examines five NMPs: the learning…
Abstract
The widespread implementation of new management practices (NMPs) in industrialised countries has had a significant impact on employee training. Examines five NMPs: the learning organisation; total quality management; lean production/high performance work organisations; teamworking; and business process re‐engineering. Focuses on the relationship between organisational change and training at the enterprise level. The research identified important findings in six key areas: small business; the use of the vocational education and training system; the importance of the individual; the nature of training; the importance of behavioural skills; and organisational change. The study confirmed that workplace change is a major driver of improved training provision in enterprises. It showed unambiguously that most NMPs are associated with higher levels of training. The integration of training with business strategy was found to be the most important factor in driving training across a wide range of training activities and appears to lead to an across the board boost to enterprise training in all its forms.