Managerial turnover and leverage under a takeover threat

How do shareholders perceive managers who lever up under a takeover threat? Increasing leverage conveys good news if it reflects management's ability to enhance value. It conveys bad news, though, if inefficient managers are more pressured to lever up. This paper demonstrates that negative (positive) updating prevails when takeover costs are small (large). Managers who leve r up to end a takeover threat thus may commit to an increase in the firm's value and yet increase their chances of being replaced by their shareholders. The model predicts that intraindustry leverage is less dispersed when takeover costs are low.

Relacionamento Interpessoal entre Compradores e Vendedores: Troca de Atendimento em Vendas e o Impacto na Continuidade das Relações Comerciais.

In a highly competitive environment, the ability to retain a substantial customer base represents a tremendous competitive advantage, therefore this transaction-based emphasis in sales is increasingly being replaced by relationally focused approach. Although existing sales literature is in agreement to the theoretical composition of buyer-seller relationships, a lack of empirical evidence exists for the interrelationships of various aspects of relational selling on individual salesperson¿s performance. This paper explores the impact of interpersonal relationships on customer satisfaction and loyalty towards the firm. Based on a review of different streams of research, the paper contributes to the existing theories using a case analysis of customer behavior when there is salesperson turnover. Much of the relationship with the company comes from trust in the salesperson, which is built up through the development of the relationship. The existence of a friendship interpersonal relationship with a salesperson also increases the customer willingness to follow him in case he leaves the company, thus possibly switching to another service provider. Utilizing a case analysis method this paper has the objective to find evidences that could prove the positive or negative impact of the salesperson¿s turnover in the organizations. Finally, the paper discusses managerial implications and directions for future research.

Essays on decision sciences: exploring cognition, information processing, and complexity

This thesis provides three original contributions to the field of Decision Sciences. The first contribution explores the field of heuristics and biases. New variations of the Cognitive Reflection Test (CRT--a test to measure "the ability or disposition to resist reporting the response that first comes to mind"), are provided. The original CRT (S. Frederick [2005] Journal of Economic Perspectives, v. 19:4, pp.24-42) has items in which the response is immediate--and erroneous. It is shown that by merely varying the numerical parameters of the problems, large deviations in response are found. Not only the final results are affected by the proposed variations, but so is processing fluency. It seems that numbers' magnitudes serve as a cue to activate system-2 type reasoning. The second contribution explores Managerial Algorithmics Theory (M. Moldoveanu [2009] Strategic Management Journal, v. 30, pp. 737-763); an ambitious research program that states that managers display cognitive choices with a "preference towards solving problems of low computational complexity". An empirical test of this hypothesis is conducted, with results showing that this premise is not supported. A number of problems are designed with the intent of testing the predictions from managerial algorithmics against the predictions of cognitive psychology. The results demonstrate (once again) that framing effects profoundly affect choice, and (an original insight) that managers are unable to distinguish computational complexity problem classes. The third contribution explores a new approach to a computationally complex problem in marketing: the shelf space allocation problem (M-H Yang [2001] European Journal of Operational Research, v. 131, pp.107--118). A new representation for a genetic algorithm is developed, and computational experiments demonstrate its feasibility as a practical solution method. These studies lie at the interface of psychology and economics (with bounded rationality and the heuristics and biases programme), psychology, strategy, and computational complexity, and heuristics for computationally hard problems in management science.

Implicações gerenciais para o sentido do trabalho

O trabalho constitui elo de ligação entre indivíduo organização; ambos se buscam se escolhem para efetivação de uma realização prática, concreta. entre o indivíduo seu trabalho encontra-se figura do gerente. Grande parte do tempo pessoal dedicada vida profissional. Se tempo no trabalho aumenta, tempo que trabalho deve prover significado também aumenta. não se trata de uma relação meramente quantitativa. Sua renovação se faz necessária diariamente de forma qualitativa. fundamental que tempo no trabalho seja bem utilizado, tenha um propósito contribua para contínuo crescimento não para limitação do indivíduo ao longo do tempo. Se aumento da quantidade de produtos produzidos se constituía no principal desafio do início do século XX, hoje dirigentes passam ter como principal meta fazer com que os conhecimentos existentes na organização se tornem produtivos. tipo de produto que se almeja mais intelectual, de maior valor agregado, demanda maior envolvimento do empregado. Acreditamos que uma das formas para conseguir envolvimento seja através da capacidade do trabalho de prover significado. Gerentes não podem criar sentido para indivíduo, mas podem intervir na organização do trabalho quando necessário. estudo apresenta implicações gerenciais partir do grupo pesquisado: os sentidos os dessentidos do trabalho e as ações gerenciais para administração desta percepção. pesquisa de campo foi realizada através da utilização de questionário fechado efetuada com profissionais retirados de programas de pós-graduação com ênfase em Administração (MBAs). Após coleta dos dados no campo, os dados foram tabulados por meio de parâmetros estatísticos baseados na freqüência. Os indivíduos pesquisados anseiam por eficiência resultados e, partir da clareza das direções gerenciais, espera-se esclarecimento do objetivo de suas atividades. Percebe-se importância da qualidade da relação gerente-subordinado para sentido do trabalho. Há grande demanda pelas habilidades de comunicação do gerente (direções, utilidade do trabalho, feedback). desejo de segurança no trabalho inclui parte financeira mas não exclui emocional, que se manifesta pelo desejo do trabalho em equipe. preocupação da invasão do labor no mundo do trabalho, referenciando os conceitos propostos por Arendt, se manifesta pela rejeição rotinização das atividades e ausência de liberdade de criação. anseio pelo exercício da criatividade, em última instância, reflete necessidade primordial de um trabalho intrinsecamente satisfatório.

Capacidade de inovação: análise estrutural e o efeito moderador da organicidade da estrutura organizacional e da gestão de projetos

Este trabalho tem por objetivo revelar o inter-relacionamento envolvendo os principais determinantes da capacidade de inovação. Até hoje inexistem estudos empíricos que apresentam um modelo abrangente sobre uma base de dados em larga escala mostrando as principais rotas para o desenvolvimento da capacidade de inovação. A partir de uma revisão abrangente e sistemática da literatura, construiu-se um modelo teórico integrando os principais fatores sugeridos em artigos teóricos e de revisão. Desenvolveu-se uma escala de medição confiável e testou-se o modelo empiricamente em uma amostra de 243 firmas brasileiras de vários ramos empresariais. Os métodos utilizados incluem a análise fatorial confirmatória, equações estruturais e a análise multigrupo da invariância estrutural. Os resultados evidenciaram o efeito direto do conhecimento do cliente e do mercado, assim como da gestão estratégica da tecnologia sobre o desempenho em inovação. Ambos os fatores são afetados pela intenção estratégica de inovar e pela liderança transformadora, por meio da gestão de pessoas para inovação. A organicidade da estrutura organizacional e a gestão de projetos têm efeito moderador positivo sobre a relação entre a gestão estratégica da tecnologia e o desempenho em inovação. Esse efeito moderador, entretanto, não se revelou na relação entre o conhecimento do cliente e do mercado e o desempenho em inovação, o que foi explicado post-hoc. O valor deste estudo está na apresentação de uma escala de medição confiável e de um modelo teórico validado empiricamente que integra várias correntes de estudo e explicita como a ação da liderança pode estruturar e alavancar os recursos gerenciais para gerar e manter a capacidade da organização de inovar. Tal modelo se constitui em um road-map que pode ajudar os gerentes a desenvolver estratégias e práticas capazes de alavancar o desempenho em inovação.

Can unobserved heterogeneity in farmer ability explain the inverse relationship between farm size and productivity?

The well-known inverse relationship between farm-size and productivity is usually explained in terms of diminishing returns with respect to land and other inputs coupled with various types of market frictions that prevent the efficient allocation of land across farms. We show that even if in the absence of diminishing returns one can provide an alternative explanation for this phenomenon using endogenous occupational choice and heterogeneity with respect to farming skills.

Two heads may not be better than one : corporate board structure, managerial self-dealing,and common agency

This paper compares the effects on corporate performance and managerial self-dealing in a situation in which the CEO reports to a single Board that is responsible for both monitoring management and establishing performance targets to an alternative in which the CEO reports to two Boards, each responsible for a different task. The equilibrium set of the common agency game induced by the dual board structure is fully characterized. Compared to a single board, a dual board demands less aggressive performance targets from the CEO, but exerts more monitoring. A consequence of the first feature is that the CEO always exerts less effort toward production with a dual board. The effect of a dual board on CEO self-dealing is ambiguous: there are equilibria in which, in spite of the higher monitoring, self-dealing is higher in a dual system. The model indicates that the strategic interdependence generated by the assignment of different tasks to different boards may yield results that are far from the desired ones.

Credible managerial vision

We develop a model in which managers choose whether or not to reveal their “vision” for the future of their companies. Visionary managers are valuable because they generate incentives for workers to develop profitable innovations for the firm. However, managerial vision is not necessarily credible. After workers have invested in developing ideas, there is no a priori reason for a manager to keep her earlier promises when new contingencies arise and make it profitable to change the firm’s strategic direction. We show that credible managerial vision will arise in equilibrium when managers have career concerns. In order to credibly implement their visions, managers issue public “mission statements” to motivate workers. Mission statements are not legally binding contracts and their value comes solely from their effects on managerial opportunities outside the firm. Among the new implications of the model, we show that managerial vision is more likely to be credible in industries in which managerial turnover is high and in which the managerial skill premium is high. Differently from the related literature that take managerial biases as exogenous, we show not only that biases increase workers’ incentives, but also that the need to provide incentives to workers increases managers’ incentives to become credible visionaries.

Assesment of port governance in Brazil: a managerial perspective on the port of Santos

The role of maritime transportation within international trade was drastically revamped during the inception of the globalization process, which enhanced the contribution of ports in world economy as main logistics gateways for global production and trade. As a result, the relationship between ports and governments has changed. Devolution ideologies that had been applied in other industries decades ago were now being considered by governments for the port industry. Many central governments sought to extract themselves from commercial activities of ports and devolving this responsibility to local governments, communities or private entities. The institution of devolution programs also changed the governance structures of ports further influencing port performance. Consequently, the recent worldwide trend towards devolution in the port industry has spawned considerable variety of governance models that are now set in place around the world. While some countries opt for more decentralized structures others prefer to retain a centralization of powers. In this way some governments consider local features and national integration more than others, which ultimately influence the success of a port reform implementation. Nevertheless, the prime intent of governments is now to maximize the efficiency and performance of their domestic ports. This issue intends to examine the changed port governance environment in Brazil by determining how and why imposed port reforms of the Brazilian federal government have been affecting the overall performance of the national port system, over the last decades, using the Port of Santos as a sample upon an exploratory study. For that, the study will use a contingency theory-based framework – the Matching Framework - that views port performance as a function of the fit among the dimensions of external operating environment, strategy and structure of a port organization. In essence, the greater the fit among these dimensions the better the expected performance of a port will be, and vice-versa. Port managers, government officials and academics alike shall be interested in this document.

Mhealth entrepreneurship: an exploratory research for a managerial model for mhealth start ups in low and middle income countries

Since some years, mobile technologies in healthcare (mHealth) stand for the transformational force to improve health issues in low- and middle-income countries (LMICs). Although several studies have identified the prevailing issue of inconsistent evidence and new evaluation frameworks have been proposed, few have explored the role of entrepreneurship to create disruptive change in a traditionally conservative sector. I argue that improving the effectiveness of mHealth entrepreneurs might increase the adoption of mHealth solutions. Thus, this study aims at proposing a managerial model for the analysis of mHealth solutions from the entrepreneurial perspective in the context of LMICs. I identified the Khoja–Durrani–Scott (KDS) framework as theoretical basis for the managerial model, due to its explicit focus on the context of LMICs. In the subsequent exploratory research I, first, used semi-structured interviews with five specialists in mHealth, local healthcare systems and investment to identify necessary adaptations to the model. The findings of the interviews proposed that especially the economic theme had to be clarified and an additional entrepreneurial theme was necessary. Additionally, an evaluation questionnaire was proposed. In the second phase, I applied the questionnaire to five start-ups, operating in Brazil and Tanzania, and conducted semi-structured interviews with the entrepreneurs to gain practical insights for the theoretical development. Three of five entrepreneurs perceived that the results correlated with the entrepreneurs' expectations of the strengths and weaknesses of the start-ups. Main shortcomings of the model related to the ambiguity of some questions. In addition to the findings for the model, the results of the scores were analyzed. The analysis suggested that across the participating mHealth start-ups the ‘behavioral and socio-technical’ outcomes were the strongest and the ‘policy’ outcomes were the weakest themes. The managerial model integrates several perspectives, structured around the entrepreneur. In order to validate the model, future research may link the development of a start-up with the evolution of the scores in longitudinal case studies or large-scale tests.