Abstract We study pricing decisions in firm-to-firm trade. Using novel detailed transaction-level data from a Danish multinational firm, we uncover considerable price dispersion across countries, customers, and, surprisingly, within the same customer. In fact, find that transaction-specific characteristics are most important factors explaining variation. The extent of customer relationship can ...

We consider a possible game-theoretic foundation of Forchheimer’s model of dominant-firm price leadership based on quantity-setting games with one large firm and many small firms. If the large firm is the exogenously given first mover, we obtain Forchheimer’s model. We also investigate whether the large firm can emerge as a first mover of a timing game.

What is the relationship between niche and performance? We identify two types of niche positions—product niche and process niche—defined by the extent to which a firm offers distinctive products and has distinctive operational processes, respectively. We argue that the effect of each niche on firm performance is contingent upon network embeddedness—the extent to which a firm is involved in a ne...

This paper explores the determinants of observed analyst-firm pairings. We adopt an analyst/brokerage house perspective that allows us to examine not only firm-level characteristics as in prior research, but also attributes of the analyst and the analyst’s brokerage house that may drive these pairings. Our empirical analyses provide two primary insights. First, analyst characteristics such as i...

Prior studies have documented that in firm-supplier relations where the firm makes an investment up-front, the profits are exposed to expropriation by the supplier, and results in underinvestment. We analyze such a firm-supplier relation in a bargaining framework, and show that the bargaining power of the firm is positively related to the resale value of its investment, and negatively related t...

This paper investigates whether the skewness of firm fundamentals is informative about future firm performance and stock returns. We present two distinct preference-free theoretical models of firm fundamentals, both of which imply a positive relation between the skewness of firm fundamentals and expected stock return. Consistent with this implication, we show empirically that the skewness measu...

nowadays, the process of knowledge sharing has gone beyond organizational boundaries and the issue of knowledge sharing is discussed widely among different companies and organizations in order to improve their performance. with the emergent of outsourcing process and increasing attention of organizations toward it, managers are more inclined to outsource their services; but, the problem of inte...