Marketing control in international headquarters-subsidiary working relationships of industrial goods firms: the role of environmental context

The use of marketing and sales control mechanisms is a core management activity for multinational corporations. However, research on controlling marketing and sales of international subsidiaries is scarce. In particular, the influence of a firm’s economic and cultural environment on different control mechanisms has not been thoroughly examined yet. In attempting to fill these gaps, we build on Jaworski’s (J Mark 52:23–39, 1988) framework from a subsidiary perspective on marketing and sales controls, applied by the headquarters of medium-sized industrial goods corporations. Through a rival model analysis, we determine the impact of the local environmental context on marketing and sales control types exerted by headquarters on subsidiaries located in foreign countries. To analyze the proposed model, this study deploys survey data of 184 subsidiaries from different industries and different European countries with headquarters in Switzerland. The results show that while environmental factors influence the marketing and sales control configurations, the effectiveness of marketing and sales controls is not contingent on environmental factors.

The Fragmented Mind

This collection of new essays discusses the hypothesis that the mind is fragmented, or compartmentalized. This Introduction explains what this hypothesis amounts to. It begins by outlining what different approaches to fragmentation have in common and what motivates them, contrasting fragmentation with a rival model called ‘unity.’ It then discusses the relationship between fragmentation and theses about cognitive architecture, introduces two classical theories of fragmentation, and sketches recent developments of the idea in the literature. Finally, as an overview of the volume, it presents some of the open questions about and issues with fragmentation that the contributions to this volume address.

China’s Accession to the WTO and the Collapse That Never Was

This article examines the application of neoclassical economics to the discussion of China’s transition to the market in the 1990s and its accession to the World Trade Organization (WTO) in 2001. It shows how this theory shaped, and misled, forecasts of the impact of that accession and of China’s subsequent economic performance. It discusses the debate between mini-bang and big-bang transition policies in the 1990s and shows the two sides shared far more in common than separated them. Both sides misestimated, in fact grossly underestimated, the dynamism of China’s economy. It shows how widely anticipated predictions of crisis and collapse with China’s WTO accession were the natural result of the assumptions of the neoclassical model. It suggests that a rival model of market transition based on Bukharin and Kuznets has much to offer. JEL Classification: P22, P26, P21, B24

Selective Integration during Sequential Sampling in Posterior Neural Signals

Decisions are typically made after integrating information about multiple attributes of alternatives in a choice set. Where observers are obliged to consider attributes in turn, a computational framework known as “selective integration” can capture salient biases in human choices. The model proposes that successive attributes compete for processing resources and integration is biased towards the alternative with the locally preferred attribute. Quantitative analysis shows that this model, although it discards choice-relevant information, is optimal when the observers’ decisions are corrupted by noise that occurs beyond the sensory stage. Here, we used electroencephalography (EEG) to test a neural prediction of the model: that locally preferred attributes should be encoded with higher gain in neural signals over the posterior cortex. Over two sessions, human observers judged which of the two simultaneous streams of bars had the higher (or lower) average height. The selective integration model fits the data better than a rival model without bias. Single-trial analysis showed that neural signals contralateral to the preferred attribute covaried more steeply with the decision information conferred by locally preferred attributes. These findings provide neural evidence in support of selective integration, complementing existing behavioral work.

On the Interplay Between Consumer Dispositions and Perceived Brand Globalness: Alternative Theoretical Perspectives and Empirical Assessment

Although prior research is congested with constructs intended to capture consumers’ dispositions toward globalization and global/local products, their effects appear to replicate with difficulty, and little is known about the underlying theoretical mechanisms. This investigation revisits the relationship between prominent consumer dispositions (consumer ethnocentrism, cosmopolitanism, global/local identity, globalization attitude) and perceived brand globalness as determinants of consumer responses to global brands. Drawing on selective perception and social identity theories, the authors consider several theory-based model specifications that reflect alternative mechanisms through which key consumer dispositions relate to brand globalness and affect important brand-related outcomes. By employing a flexible model that simultaneously accounts for moderating, mediating, conditional, and direct effects, we empirically test these rival model specifications. A meta-analysis of 264 effect sizes obtained from 13 studies with 23 unique data sets and a total sample of 1,410 consumers raises concerns regarding the (potentially overstated) utility of consumer dispositions for explaining consumer responses to global brands. It also reveals a need for further conceptual contemplation of their function in international consumer research and managerial practice.

Selective integration during sequential sampling in posterior neural signals

Decisions are typically made after integrating information about multiple attributes of alternatives in a choice set. The computational mechanisms by which this integration occurs have been a focus of extensive research in humans and other animals. Where observers are obliged to consider attributes in turn, a framework known as “selective integration” can capture salient biases in human choices. The model proposes that successive attributes compete for processing resources and integration is biased towards the alternative with the locally preferred attribute. Quantitative analysis shows that this model, although it discards choice-relevant information, is optimal when the observers’ decisions are corrupted by noise that occurs beyond the sensory stage. Here, we used scalp electroencephalographic (EEG) recordings to test a neural prediction of the model: that locally preferred attributes should be encoded with higher gain in neural signals over posterior cortex. Over two sessions, human observers (of either sex) judged which of two simultaneous streams of bars had the higher (or lower) average height. The selective integration model fit the data better than a rival model without bias. Single-trial analysis showed that neural signals contralateral to the preferred attribute covaried more steeply with the decision information conferred by locally preferred attributes. These findings provide neural evidence in support of selective integration, complementing existing behavioural work.Significance StatementWe often make choices about stimuli with multiple attributes, such as when deciding which car to buy on the basis of price, performance and fuel economy. A model of the choice process, known as selective integration, proposes that rather than taking all of the decision-relevant information equally into account when making choices, we discard or overlook a portion of it. Although information is discarded, this strategy can lead to better decisions when memory is limited. Here, we test and confirm predictions of the model about the brain signals that occur when different stimulus attributes of stimulus are being evaluated. Our work provides the first neural support for the selective integration model.

Using external knowledge to improve organizational innovativeness: understanding the knowledge leveraging process

Purpose – The purpose of this paper is to develop a better understanding of the process used by organizations to leverage external knowledge. A model of the knowledge leveraging process is developed, which hypothesizes joint sensemaking is a key antecedent to both explicit and tacit knowledge exchange, a dual role for explicit knowledge exchange (i.e. as an antecedent of both tacit knowledge exchange and absorptive capacity) and absorptive capacity is a key mediator between knowledge exchange (both explicit and tacit) and organizational innovativeness. Design/methodology/approach – The hypothesized model is tested using survey data gathered from over 230 Chinese companies. The results from the analysis of the hypothesized model are compared to ones from a theory-based rival model. The analyses are performed using partial least squares analysis. Findings – The results suggest key roles for both joint sensemaking and absorptive capacity in the knowledge exchange process. In addition, our findings provide evidence regarding the interplay between explicit and tacit knowledge exchange and their role in the knowledge leveraging process. Research limitations/implications – The cross-sectional nature of the study provides limited inferences regarding causality. In addition, organizational innovativeness is measured using self-reported, subjective assessments. However, the results provide valuable insights into the knowledge leveraging process. Practical implications – The study increases our understanding of how organizations leverage external knowledge to improve organizational innovativeness. In addition, it provides specific guidance for managers interested in leveraging external knowledge. Originality/value – Knowledge and knowledge management issues are receiving increased attention in the marketing literature. However, due to the complexity involved in transferring and using external knowledge, our understanding of the processes involved is limited. Our study provides some insights regarding how firms leverage external knowledge and therefore should be of interest to both researchers and practitioners.

Exploring the mediating role of trust in food products with Protected Designation of Origin. The case of ´Jamón de Teruel´

The growing concern about quality in food products has substantially increased the competitiveness of agro-food products that possess quality-system certifications compared to non-certificated products. This research focused on understanding how consumer trust is greater when agro-food products have a Protected Designation of Origin (PDO). In particular, we analyze whether the influence of consumers’ perceived quality of a PDO product has a direct effect on their perceived risk or whether this relationship is mediated by consumer trust, which can help us advance in the study of consumer behavior within the agro-food marketing discipline. Our findings obtained through the comparison of two models, the proposal and another rival, suggest that the initially proposed model present a better fit and explains the relationships better than the rival model, which highlights the essential role of consumer trust in explaining consumers’ perceived risk and their subsequent purchasing behavior. Consequently, managers should pay special attention to consumer trust because trust is the key mediating aspect which allows the incorporation of characteristics highly valued by consumers in food products like origin, tradition and production methods to reduce perceived risk.