Un chef d'entreprise peut s'adresser à un successeur potentiel, pour le convaincre de la bonne mesure de son œuvre à lui vendre, en liant une partie de son prix aux futures performances de l'entreprise. Cette formule d'intéressement comme composante de prix de vente, nous vient des États-Unis d'Amérique où est utilisée pour la désigner, l'expression «earn out». Le verbe anglais «earn» signifie «gagner» et l'adverbe « out » signifie «dehors». Avec ces deux courts mots, l'un de quatre lettres, l'autre de trois, les anglo-saxons parviennent à dénommer la technique particulière de transmission d'entreprise en société, qui consiste à parier sur l'avenir, en donnant à celui qui est désormais en «dehors» du capital social, l'occasion de participer à la vie et aux « gains » de cette entreprise. Cette modalité de complément de prix, s'exprime dans les accords entre vendeur et acquéreur, par l'introduction d'une clause dite d'earn out. / No English summary available.

The conditions in the international business market changed rapidly andunexpectedly when Covid-19 evolved into a pandemic in March of 2020. As a result of this, businesses had to adapt their operations to the new circumstances. The new circumstances implied, among other things, not being able to meet B2B customers in person. Before the pandemic, meeting customers in person was the usual way of building trust in business relationships. This is especially true for companies in the high-end segment as their customers value trust in their suppliers in their purchasing decisions. Therefore, this thesis investigates how high-end companies' trust and relationships have been affected by the pandemic. It also examined which factors have been crucial for high-end businesses when managing relationships and trust. A qualitative method has been utilized as a foundation for this thesis. Theoretical data were collected by reviewing several studies related to the topic. Empirical data was gathered through semi-structured interviews with seven case companies. With the gathered data as a foundation, three themes were formed: B2B relationships, trust, and crisis. The themes are reoccurring throughout the thesis to provide the reader with a red thread. The themes are continuously related to high-end sales. The data has been analyzed to investigate the relationships between the themes. This thesis concludes that Covid-19 positively has impacted high-end companies' trust and relationships. Crucial factors for managing trust and relationships during Covid-19 have proven to be mutual understanding, local presence on the international market, transparency, and flexibility.

No description available.

This dissertation consists of three essays. The first essay focuses on idiosyncratic volatility as a primary arbitrage cost for short sellers. Previous studies document (i) negative abnormal returns for high relative short interest (RSI) stocks, and (ii) positive abnormal returns for low RSI stocks. We examine whether these market inefficiencies can be explained by arbitrage limitations, especially firms' idiosyncratic risk. Consistent with limits to arbitrage hypothesis, we document an abnormal return of -1.74% per month for high RSI stocks (>=95th percentile) with high idiosyncratic volatility. However, for similar level of high RSI, abnormal returns are economically and statistically insignificant for stocks with low idiosyncratic volatility. For stocks with low RSI, the returns are positively related to idiosyncratic volatility. These results imply that idiosyncratic risk is a potential reason for the inability of arbitrageurs to extract returns from high and low RSI portfolios. The second essay investigates market efficiency in the absence of limits to arbitrage on short selling. Theoretical predictions and empirical results are ambiguous about the effect of short sale constraints on security prices. Since these constraints cannot be eliminated in equity markets, we use trades from futures markets where there is no distinction between short and long positions. With no external constraints on short positions, we document a weekend effect in futures markets which is a result of asymmetric risk between long and short positions around weekends. The premium is higher in periods of high volatility when short sellers are unwilling to accept higher levels of risk. On the other hand, riskiness of long positions does not seem to have a similar impact on prices. The third essay studies investor behaviors that generate mispricing by examining relationship between stock price and future returns. Based on traditional finance theory, valuation should not depend on nominal stock prices. However, recent literature documents that preference of retail investors for low price stocks results in their overvaluation. Motivated by this preference, we re-examine the relationship between stock price and expected return for the entire U.S. stock market. We find that stock price and expected returns are positively related if price is not confounded with size. Results in this paper show that, controlled for size, high price stocks significantly outperform low price stocks by an abnormal 0.40% per month. This return premium is attributed to individual investors' preference for low price stocks. Consistent with costly arbitrage, the return differential between high and low price stocks is highest for the stocks which are difficulty to arbitrage. The results are robust to price cut-off of $5, and in different sub-periods. / Ph. D.

Customer satisfaction is a key concern in any business strategy. It is often assumed that customer satisfaction can be enhanced using e-services. E-service is defined as interactive service received via the Internet (Jiang et al., 2013). E-service has contributed to business-to-consumer (B2C) e-commerce by providing on-demand solutions to customers. The relationship with the customer is enhanced by introducing self-service options, product customisation and variety. However, there may also be negative impacts, such as techno-stress and lack of online customer assistance. The primary aim of this research was to develop a conceptual framework to describe the correlation relationship between the factors that influence customers’ adoption of e-services. Organisations use the Internet to attract customers, to conduct financial services and obtain information. This research focussed specifically on online shopping. The Grounded Theory research methodology was chosen for its flexibility and iterative comparison of data. A quantitative survey was conducted to determine the relative significance of the factors uncovered by the Grounded Theory methodology and to validate the hypothesis of the conceptual model. Customer adoption is attained where customer satisfaction is high, where the customer sees value in the service, and where there is customer loyalty or trust. To date, research has focussed primarily on developed countries. Many challenges face South Africa as a Newly Industrialised Country (NIC). The negative factors facing developing countries in terms of e-service adoption include: lack of infrastructure, economic constraints and an emergent socio-political framework. The aim of this research was to build a conceptual model for explaining interrelationships between the identified factors that have an impact on customer e-service adoption. The customer’s perception of technology-driven services affects the organisation’s reputation, which in turn affects profitability. This research will be beneficial to managers in local organisations that thrive on e-services. An understanding of customer preferences will lead to improvement of customer services in South Africa. / Information Science / M. Sc. (Information Systems)

published_or_final_version / Business Administration / Master / Master of Business Administration

本研究配合台灣制度，以模型推導方式研究IPO承銷機制選擇(競價拍賣與公開申購)之決定因素，並以台灣資料進行實證分析。本文考慮市場因素與投資人意見差異，以發行者之觀點進行分析。模型之預測為，當投資人意見差異程度較大、承銷規模較大、或是市場情況較佳時，發行者會選擇以競價拍賣銷售新股。 實證結果顯示，發行者於選擇承銷機制時，不僅考慮市場因素，亦會參考公司特性與發行特性，此結果與本模型之預測一致。本研究亦發現，台灣之競價拍賣制度，相較於公開申購方式，並無法更有效控制折價程度；如果發行者所選用的承銷方式，不適合市場情況、公司特性或發行特性，將會使公司的IPO承受較多的折價。 / This thesis develops and tests a theoretical rationale on the choice of IPO selling methods, discriminatory auctions versus fixed-price offerings, in Taiwan. We incorporate market conditions and investors’ divergence of opinions into the model from the issuer’s point of view. Our model predicts that when the extent of investors’ divergence of opinions is high, the amount in IPOs is large, or market conditions are hot, issuers will tend to use auctions. Our examination of issuers’ choice of IPO methods on the Taiwan’s IPOs shows that issuers condition the choice of IPO methods not only on prevailing market conditions, but also on firm/IPO characteristics. The results are consistent with our model. Finally, Taiwanese auction does not lead to less under-pricing than the fixed-price offering, but an issuer choosing a selling method with a higher degree of unfitting for firm/IPO characteristics and to market conditions will suffer more under-pricing.

本文主要目的在探討金融控股公司於進行交叉銷售時教育訓練體系之規劃研究。在總體環境與個體環境產生變革之促使下，金融業跨業兼營各類商品將會逐漸成為未來趨勢，本文希望以目前國內實際從事金融商品交叉銷售之金融保險業為研究範圍，並以負責規劃相關教育訓練活動之執行者及受訓者為研究對象，透過人員問卷查詢與訪談，及報章雜誌等相關文獻之探討，進一步分析交叉銷售時訓練體系規劃可行架構，期能對新興之金融控股公司進行交叉銷售活動時有所助益。 研究中首先透過金融業傳統教育訓練體系之分析，分別探討產物保險，人壽保險，銀行與證券公司之訓練體系，發現企業教育訓練方式將隨產業急遽變化而轉變。次則分析金融控股公司設立對金融產業之影響，包括商品，客層區隔與交叉銷售通路，而以花旗銀行為例。繼而以訪談及問卷查詢彙整結果，發現金融控股公司成立後，進行交叉銷售對企業訓練單位及受訓員工皆產生影響。最後綜合本研究結果，提出對業者進行交叉銷售訓練模式與相關實務執行之建議。期望透過本研究，能對從事交叉銷售訓練之金融控股公司或非金融控股公司與相關人員有所助益，且使其教育訓練模式之效益極大化。 / Under the pressure of changes from macro and micro environments, cross selling of various products and services among different financial industries become a trend in the near future The purpose of this paper is to analyze the establishment of training system for the cross selling demand in financial holding company. The analysis covers the financial insurance industry with practical cross-selling experience of financial products, and targets persons who are responsible to plan related training activities and trainees. The analysis method is through questionnaire survey and interview, as well as investigation of media reporting, to further analyze the possible framework of cross selling training system, with an aim to benefit those booming financial holding companies while they implement cross selling activities. Propose certain recommendations for the booming financial holding companies while they implement the cross selling activities. The study begins with analysis of traditional training system of the financial industry, including property insurance, life insurance, banks and security companies, and discovers the training methods shall change with the rapid change of the industry. Followed by analysis of the impact of financial holding companies to industry, including products, customer segmentation, and cross-selling, taking CITI CORP. as example. Then consolidates result collected from the interview and survey, finds out that after the financial holding company set up, cross selling has impacted both training persons and trainees. Lastly this paper proposes recommendations for companies doing cross selling training and practical execution, expecting to benefit both financial holding companies and non-holding companies, related persons who work on cross selling training, and to maximize the effectiveness of training models.

本文著重在探討現股放空限制與交易成本對期貨錯價之影響。以門檻自我迴歸與續航門檻自我迴歸模型分析期貨錯價之非線性過程，我們發現錯價有回歸平均(mean reversion)的現象。當期貨錯價為正時(套利策略為買現貨賣期貨)，交易量對錯價影響為負；但若期貨錯價為負(套利策略為賣現貨買期貨)，考慮到昂貴的放空成本(costly short sell hypothesis)，交易量對錯價的影響將是較不明確的。 / This article highlights the impact of short selling restrictions and trading costs on the relation on futures mispricing error. Within threshold autoregression model (TAR) and momentum threshold autoregressive model (M-TAR), the influence of optimal arbitrage trading on the mispricing is analyzed. Results concerning trading volume and level, mean reversion in mispricing error, and the model which describes mispricing process better. The empirical evidence suggests that trading costs and short selling costs are influential factors for the mispricing behavior. Moreover, the futures trading volume affects mispricing level significantly.

台灣金融業為因應全球金融自由化及國際化的趨勢，近年來，陸續成立了十四家金融控股公司，藉由原有之金融三大領域；銀行、保險與證券之資源統籌與資本集中，建立多角化的經營版圖，同時開發創新的組合式金融商品，以共同行銷之方式，提供顧客一次購足的服務並降低營運成本。 本研究基於探索共同行銷電腦化整合的動機，並以下列二點為研究目的： 1. 探討金融控股公司如何運用集團資訊資源，減少各子公司之重覆投資，達到資源共享目的。 2. 探討金融集團共同行銷之資訊應用系統整合架構。 本研究以Zachman Framework資訊架構為分析工具，進行以國內某金融集團為例之個案研究，此一個案之核心係銀行與保險公司之保單借款，並於其中加入證券公司資源以利探討金融集團應用資訊之整合，分析企業應用整合(EAI)平台進行即時之借款、還款與財富理財等服務之建置工作。 研究結果發現，資訊科技的整合在共同行銷上應用之成效主要有四個層面： 1. 整合集團客戶資料，建立客戶關係管理。 2. 發展組合式金融商品，滿足客戶需求。 3. 通路整合，銷售流程自動化。 4. 建立集團單一入口網站，有效降低資訊成本。 / In recent years, fourteen financial holding companies have been consecutively founded in Taiwan’s financial sector in response to the liberalization and globalization trends of the world finance. Stemming from three major finance realms, such as the pooling of resources and capital for banking, insurance, and securities, multi-faceted business territories have been established. By providing the customers with bundling of financial products and services towards a on-stop-shopping manner, the financial industry has begun to reducing operation costs by using cross-selling methodologies. This research explores thus the framework and IT requirement behind cross-selling services, with the following research goals: 1. to investigate the methodology needed by financial holding companies to employ corporate information resources to reduce redundant investments of subsidiary companies and to achieve the mutual resource usage goal. 2. to investigate the information resources integration framework for cross-selling financial corporations. Based on analytic method originated from Zachman Framework, this research conducted thus a case study on a domestic financial group. The core of this case study is to identify policy loan related cross-selling activities among the banking and insurance companies of the financial group. Therefore, the author has dissected and restructured the legacy financial application of information technology to establish an overview of the architect of EAI (Enterprise Applications Integration) platform with extension of real-time lending, repayment, and wealth management services, etc. A last, this research concludes the affected efficacy with respect to four aspects on information technology integration of cross-selling: 1. Organization of information resources and establishment of customer relations management. 2. Development of composite financial products to satisfy customer needs. 3. Channels integration and sales force automation system. 4. Establishment of enterprise portal with at least single-sign-on functionality to reduce cost efficiently.