Because of global economic influence and the prevalence of internet technology, the new e-commerce market gradually takes form. The more e-commerce grows the more e-negotiation activities increase. In the meanwhile, growing access to the worldwide has increased the amount of international, cross-cultural e-commerce negotiations conducted online. Due to increasing probability of inter-cultural factors in e-negotiation, understanding strategies over e-negotiations and discovering the impact of culture on strategies of e-negotiations become increasingly important. The purpose of this study is to explore the impact of different cultures on strategies of dyadic e-negotiations and to investigate the difference of strategy both in intra- and inter-cultural e-negotiation. Going to more detailed, this study further examines how Eastern and Western negotiators differ from each other in terms of their strategic adjustments. In order to have more comprehensive understanding of the impact of culture on the actual negotiation strategic behaviors in negotiation processes, we apply content analysis, which is more thorough than the questionnaire in terms of qualitative criteria. According to the result of this study, there are four major propositions: firstly, there are differences between intra- and inter-culture e-negotiation; secondly, the negotiation behavior of Easterners in inter-cultural negotiations will be different from that in intra-cultural negotiations; thirdly, the negotiation behavior of Westerners in inter-cultural negotiations will be different from that in intra-cultural negotiations; and finally, inter-cultural negotiation consistently has more ¡§distributive information¡¨ behavior in e-negotiations. These propositions can be analyzed from further viewpoints or conscientious experimentations in the future.

<p>The aim of this paper is to analyze the strategic behavior of the leading firms on the Swedish wholesale electricity market. This thesis wishes to address the competition situation on the market and how the firms can manipulate the price in order to maximize the profits.</p><p>The Swedish electricity market was deregulated in 1996 and the predicted outcome was that the competition on the market would increase. However, today’s market is highly vertically integrated with three dominating firms; Vattenfall, E.ON, and Fortum. Moreover, the market has similar characteristics of an oligopoly with high entry barriers, limited room for product differentiation, and limited access of information.</p><p>The Herfindahl-Hirschman Index and the Lerner Index show that the wholesale electricity market is highly concentrated and that market power exists.</p><p>Besides external factors that affect the electricity price, such as emission trading and the amount of water in the reservoirs, the leading firms can with their market power manipulate the price. This can be done by preventing new entrants to enter the market which has led to underinvestment in new capacity with lower production costs.</p>

Scholars have evaluated the causes of clergy political preferences and behavior for decades. As with party ID in the study of mass behavior, personal ideological preferences have been the relevant clergy literature's dominant behavioral predictor. Yet to the extent that clergy operate in bounded and specialized institutions, it is possible that much of the clergy political puzzle can be more effectively solved by recognizing these elites as institutionally-situated actors, with their preferences and behaviors influenced by the institutional groups with which they interact. I argue that institutional reference groups help to determine clergy political preferences and behavior. Drawing on three theories derived from neo-institutionalism, I assess reference group influence on clergy in two mainline Protestant denominations-the Presbyterian Church (USA) and the Episcopal Church, USA. In addition to their wider and more traditional socializing influence, reference groups in close proximity to clergy induce them to behave strategically-in ways that are contrary to their sincerely held political preferences. These proximate reference groups comprise mainly parishioners, suggesting that clergy political behavior, which is often believed to affect laity political engagement, may be predicated on clergy anticipation of potentially unfavorable reactions from their followers. The results show a set of political elites (the clergy) to be highly responsive to strategic pressure from below. This turns the traditional relationship between elites and masses on its head, and suggests that further examination of institutional reference group influence on clergy, and other political elites, is warranted.

This work was developed in order to analyze the influence of organizational values on strategic behavior of companies in the hotel industry of the tourist area of Hortênsias / RS, in the perception of managers. The approach that characterized research study´s methodology is quantitative, for data collected were used questionnaires in survey research. The participants were 67 managers, who answered a questionnaire based on the Inventory of Organizational Values Profile by Oliveira and Tamayo (2004) and the Assessment Instrument of Strategic Behavior by Conant, Mokwa and Varadarajan (1990) based on Miles and Snow (1978). Data were analyzed with the help of SPSS software to perform statistical tests. The main findings state that the priority organizational values were Concern with the Community and Compliance while organizational values Domain and Welfare, occupied lower places in the hierarchy. In relation to strategic behavior, we could identify the prevalence of Defender and Analytical behavior. However, the two strategic behaviors less present in the studied companies were Reactor and the Prospector. Also, it was identified that the factors Autonomy, Welfare, Conformity, Domain, Prestige and Achievement influence on the strategic behavior. Organizational values Concern with the Community and Tradition do not have any influence on the strategic behavior. Thus, it was identified that two obstacles must be overcome, reducing the number of reactors companies and the generation of competitive advantage by adapting the welfare value to the organization's values, thus seeking competitive advantage through the implementation of a Analytical strategic behavior. / Este trabalho foi desenvolvido com o propósito de analisar a influência dos valores organizacionais no comportamento estratégico nas empresas do setor hoteleiro da região turística das Hortênsias/RS, na percepção dos gestores. Para tanto, realizou-se uma pesquisa de caráter explicativo do tipo survey, de abordagem quantitativa. Participaram da pesquisa 67 gestores, aos quais foram aplicados um questionário, tendo como base o Inventário de Perfis de Valores Organizacionais (IPVO) de Oliveira e Tamayo (2004) e o Instrumento de Avaliação do Comportamento Estratégico de Conant, Mokwa e Varadarajan (1990), com base em Miles e Snow (1978). Os dados obtidos foram analisados com o apoio do software SPSS para realização dos testes estatísticos. Os principais resultados encontrados expõem que os valores organizacionais prioritários foram Preocupação com a Coletividade e Conformidade, enquanto, os valores organizacionais Domínio e Bem-estar, ocuparam lugares inferiores na hierarquia. Em relação ao comportamento estratégico, foi possível identificar a predominância do comportamento Defensor e Analítico, no entanto, os dois comportamentos estratégicos menos presentes nas empresas estudadas foram Reator e o Prospector. Ainda, foi identificado que o fator Autonomia; Bem-estar; Conformidade; Domínio; Prestígio e Realização exercem influência sobre o comportamento estratégico. Já os valores organizacionais Preocupação com a Coletividade e Tradição não apresentam nenhuma influência no comportamento estratégico. Assim, identificou-se que, dois obstáculos devem ser superados, a redução do número de empresas Reatoras e a geração de vantagem competitiva através da adequação do valor Bem-estar aos valores da organização, buscando assim de vantagem competitiva, através da implementação de um comportamento estratégico Analítico.

Cette recherche réalisée auprès des PME implantées en France et au Cameroun, montre que le comportement stratégique de l'entreprise exerce une influence positive significative sur la performance. L'environnement incertain n'exerce pas d'effet direct sur la performance, mais modère positivement la relation entre le comportement stratégique et la performance. En revanche, le rôle des variables culturelles est plus contrasté. Certaines exercent à la fois un effet direct sur les variables du comportement stratégique et jouent aussi le rôle de variables modératrices de la relation entre le comportement stratégique et la performance. D'autres exercent à la fois un effet direct sur la performance, en même temps qu'elles modèrent les relations entre le comportement stratégique et la performance. Les résultats par pays ne montrent pas de relation significative entre le comportement stratégique et la performance. Le pays n'est pas, non plus, une variable modératrice, mais exerce un effet direct significatif sur la performance. Les implications sur le plan managérial et théorique sont nombreuses. / This research of SMEs in France and Cameroon, shows that the strategic behavior of the company has a significant positive influence on performance. The environmental uncertainty has no direct impact on the performance, but positively moderate the relationship between strategic behavior and performance. However, the role of cultural variables is more contrasted. Some have both a direct effect on the strategic behavior variables and also play the role of moderating variables of the relationship between the strategic behavior and performance. Others are both a direct effect on performance, as they moderate the relationship between strategic behavior and performance. Results by country show no significant relationship between strategic behavior and performance. The country is not a moderator, but has a significant direct effect on performance. At the managerial and theoretical levels implications are numerous.

Over the past decade, the explosive growth of the Internet has led to a surge of interest to understand and predict aggregate behavior of large number of people or agents, particularly when they are connected through an underlying network structure. Numerous Internet-based applications have emerged that are as diverse as getting micro-tasks executed through online labor markets (also known as crowd sourcing) to acquiring new skills through massively open online courses (also known as MOOCs). However, there has been a major inadequacy in existing studies with respect to evaluating the impact of strategic behavior of the agents participating in such networks, crowds, and classrooms. The primary focus of this doctoral work is to understand the equilibrium behaviour emerging from these real-world, strategic environments by blending ideas from the areas of game theory, graph theory, and optimization, to derive novel solutions to these new-age economic models. In particular, we investigate the following three research challenges: (1) How do strategic agents form connections with one another? Will it ever happen that strategically stable networks are social welfare maximizing as well? (2) How do we design mechanisms for eliciting truthful feedback about an object (perhaps a new product or service or person) from a crowd of strategic raters? What can we tell about these mechanisms when the raters are connected through a social network? (3) How do we incentivize better participation of instructors and students in online edu-cation forums? Can we recommend optimal strategies to students and instructors to get the best out of these forums?

Submitted by GUSTAVO ADOLPHO MARANHÃO AGUIAR null (guamaguiar@gmail.com) on 2018-02-06T17:09:19Z No. of bitstreams: 1 Dissertacao_Gustavo_Adolpho_Maranhao_Aguiar.pdf: 1414652 bytes, checksum: be3f7c0427ca89b6a08fd675438fda93 (MD5) / Approved for entry into archive by Alexandra Maria Donadon Lusser Segali null (alexmar@fcav.unesp.br) on 2018-02-07T15:45:41Z (GMT) No. of bitstreams: 1 aguiar_gam_me_jabo.pdf: 1414652 bytes, checksum: be3f7c0427ca89b6a08fd675438fda93 (MD5) / Made available in DSpace on 2018-02-07T15:45:41Z (GMT). No. of bitstreams: 1 aguiar_gam_me_jabo.pdf: 1414652 bytes, checksum: be3f7c0427ca89b6a08fd675438fda93 (MD5) Previous issue date: 2018-01-12 / A cadeia de carne bovina possui posição de destaque no contexto da economia rural brasileira, ocupando vasta área do território nacional e respondendo pela geração de emprego e renda de milhões de brasileiros. Contudo, para atender as demandas da sociedade moderna, é preciso avançar na produção de produtos mais diferenciados. Neste sentido, ganham relevância as estratégias empresariais nos diversos elos da cadeia produtiva da carne bovina, sobretudo no subsistema de industrialização. Na cadeia produtiva da carne bovina brasileira, um dos programas de destaque com essa finalidade é o Programa Carne Angus Certificada. Este trabalho, classificado como uma pesquisa aplicada, de natureza exploratória, de abordagem qualitativa, no contexto de uma análise de interação setorial, feita através de um procedimento de estudo multicaso, descreveu e analisou a estrutura competitiva e o comportamento estratégico dos frigoríficos participantes do Programa Carne Angus Certificada em São Paulo, com suporte das teorias do Modelo das Cinco Forças de Porter e das Tipologias Estratégicas de Miles e Snow. A coleta de dados se deu através de entrevista semiestruturada, realizada com quatro indústrias frigoríficas participantes do programa no estado, que contou com roteiro pré-determinado e perguntas avaliativas feitas após as respostas dadas com auxílio de itens da escala Likert (estrutura competitiva) e respostas às questões de múltipla escolha (comportamento estratégico). Os resultados para a estrutura competitiva indicaram que a ameaça de novos concorrentes e o poder dos fornecedores são as forças que exercem a maior pressão competitiva sobre as indústrias do setor. Quanto ao comportamento estratégico, o resultado global indicou que as Tipologias Prospectora e Analítica se destacaram, tendo representado a grande maioria das respostas dadas pelos entrevistados. Além disso, foi identificado que as empresas que tiveram a maior participação das Tipologias Prospectora e Analítica em seu comportamento são as que enxergam a menor pressão competitiva no segmento de mercado analisado. Como contribuição gerencial, entende-se que o presente estudo forneceu importantes informações, tanto para empresas que já atuam no setor, como para potenciais entrantes, colaborando para o delineamento de desafios e oportunidades e estratégias no setor em questão. / The beef production chain has a prominent position in the context of the Brazilian rural economy, occupying a large area of the national territory and responding to the generation of employment and income for millions of Brazilians. However, to meet the modern society demands, it is necessary to move forward in the production of differentiated products. In this sense, corporate strategies gain importance in the beef production chain channels, especially in the industrialization subsystem. In the Brazilian beef production chain, one of the main programs for this purpose is the Certified Angus Beef Program. This work, classified as an applied research, of an exploratory nature, with a qualitative approach, in the context of a sectorial interaction analysis, made through a multicase study procedure, described and analyzed the competitive structure and strategic behavior of the meatpackers participating in the Program Angus Beef Certified in São Paulo, with support from Porter's Five Forces Model theories and Miles and Snow Strategic Typologies. Data were collected through a semistructured interview, conducted with four meatpacking industries participating in the program in the state, which had a predetermined script and evaluative questions made after the answers given using Likert scale items (competitive structure) and responses to multiple choice issues (strategic behavior). The results for the competitive structure indicated that the threat of new competitors and the power of suppliers are the forces exerting the greatest competitive pressure. Regarding strategic behavior, the overall result indicated that the Prospector and Analyzer Typologies stood out, representing the great majority of the answers given by the interviewees. In addition, it was identified that the companies that had the greatest participation of the Prospector and Analyzer Typologies in their behavior are those that see the least competitive pressure in the analyzed market segment. As a managerial contribution, it is understood that the present study provided important information, both for companies already active in the sector and for potential entrants, collaborating to delineate challenges, opportunities and strategies for the companies.

El comportamiento del sector bancario, en los últimos años, se ha determinado mediante indicadores no estructurales de competencia. Sin embargo, este comportamiento no ha sido evaluado diferenciando los diferentes segmentos del mercado de crédito, pese a la evidencia de disparidades en grados de concentración, costos e ingresos marginales proveniente de cada mercado. Por ende, el presente trabajo estima el poder de mercado para cada segmento y, se analiza las interacciones entre mercados, a través de un modelo de variaciones conjeturales, para ver si los movimientos iniciales de un mercado afectan el equilibrio de otro mercado. A raíz de ello, se determina que las firmas incrementan sus márgenes cuando reducen su participación en los segmentos mayoristas para incrementar su cuota de participación en los segmentos minorista. Dado que, la coyuntura macroeconómica en los últimos años, incentivo un mayor crecimiento. de la demanda interna de este tipo de créditos. / The performance of the banking sector in recent years has been determined by non-structural indicators of competition. However, this behavior has not been evaluated by differentiating the different segments of the credit market, despite evidence of disparities in concentration, costs, and marginal revenues from each market.   Therefore, this paper estimates the market power for each segment and analyzes the interactions between markets through a model of conjectural variations to see if the initial movements of one market affect the equilibrium of another market.  As a result, it is determined that firms increase their margins when they reduce their participation in the wholesale segments to increase their share in the retail segments. Given that the macroeconomic situation in recent years has encouraged greater growth in the domestic demand for this type of credit, we have found that firms increase their margins when they reduce their share in the wholesale segments to increase their share in the retail segments. / Trabajo de investigación

Recent research has suggested that interest alignment, i.e., the degree to which members of an organization are motivated to behave in line with organizational goals, is a source of competitive advantage that can generate rents for the firm (Gottschlag and Zollo, 2007). Drawing on agency theory, this dissertation tests whether the interest alignment premise manifests itself differently in the strategic behavior of family-controlled firms when compared to their nonfamily peers. In particular, for firms in the S&P 500, I evaluate the results of two important strategic policies; mergers and acquisitions, as well as CEO compensation practices. In studying acquisitions made by family and nonfamily firms in the S&P 500 index from 1992-2006, I find that family firms are more careful when embarking on actions leading to mergers than non-family firms, as evidenced by their selection of smaller targets and targets who are in related businesses. I also find that there is a preponderance of cash purchases by family firms that does not vary with market movements and that completion times for merger transactions are shorter than for non family firms. The care and concern with which family-controlled firms choose their "mates" translates into higher stock returns when compared with non-family firms. Overall, I believe that family-controlled firms derive value from their merger and acquisition strategy. With regard to CEO compensation practices, I find that family firms provide strong incentives to the CEO for superior performance but pay significantly lower than nonfamily firms in terms of both salary and stock-based pay. The pay-for-performance sensitivity between annual stock returns and total compensation is significantly greater for family firms in general, and for family CEOs when compared with compensation of CEOs in nonfamily firms. The pay-for-performance sensitivity is in turn positively related to firm performance, suggesting that firms with greater pay-for-performance sensitivity (family controlled firms) also perform better. The analyses in my thesis thus illustrate that family-controlled firms and non-family firms in the S&P 500 differ in their strategic decision-making. It would be fair to say that family firms have longer investment horizons and give deliberate thought to expending resources whether for acquisitions or for CEO pay, and may suffer lower agency costs than nonfamily firms due to family governance (and public monitoring) which may lead to their relative superior performance. This dissertation finds that each acquisition made by a family controlled firm generates an extra return of 0.50% when compared with a nonfamily firm, and family controlled firms earn 0.50% every year directly attributable to pay-for-performance sensitivity. The study thus underlines and reiterates the importance of instilling the long-term view in the management of all firms, lowering agency costs, and aligning the interests of managers with those of stockholders for superior financial performance / Ph. D.

台灣地區綜合證券商策略群組與經營績效關係之研究 研究生：陳正玲 指導教授：陳隆麒博士 郭敏華博士 論文摘要 本研究旨在探討我國證券產業內，各綜合證券商是否存在採取不同策略的策略群組，並進一步探討策略群組對綜合證券商之財務經營績效是否產生差異。因此本論文研究之目的有四項： 1. 瞭解我國綜合證券商之產業概況。 2. 根據相關文獻及綜合證券商特性，找出適當策略變數，並依各公司在策略變數上的差異，分析國內綜合證券商是否存在策略群組？ 3. 探討國內綜合證券商不同策略群組的策略行為特性為何？ 4. 探討國內綜合證券商不同策略群組間的營運績效是否有所差異?何種策略行為具有較佳之經營績效？ 本研究是以司徒達賢(民84)所提的六個構面，並參考其他文獻及考慮產業特性成立八個構面，據此發展出55個策略變數，經簡化後得到十個策略因素，依回收問卷且有效的32家樣本證券商的資料，經由實證分析結果，得到三個群組分別命名為：全面策略領導群、專業規模取向群、經紀業務集中策略群。在財務經營績效方面，各群組在整體經營績效上有顯著差異，但在營收成長率、資產報酬率上無顯著差異，惟在股東權益報酬率上有顯著差異，而純益率方面則接近顯著差異。本研究採用的統計方法包括：因素分析、集群分析、變異數分析、卡方檢定等。所得的研究結論如下： 一、 台灣地區的綜合證券商中，可依業者所採行不同的策略型態，存在三個策略群組。 二、不同的策略群組間因策略型態之不同，致其財務經營績效具差異性。 目 錄 第壹章 緒論 1 第一節 研究動機與目的 1 第二節 研究範圍 3 第三節 研究限制 5 第四節 研究程序 6 第五節 論文結構 8 第貳章 理論與文獻探討 9 第一節 策略與策略構面 9 第二節 策略群組理論之探討 18 第三節 國內外策略群組與績效之實證研究 28 第四節 國內外證券相關文獻探討 40 第參章 研究設計 46 第一節 研究架構 47 第二節 研究假說 50 第三節 研究變數之選取 52 第四節 資料蒐集與問卷設計 58 第五節 問卷資料統計分析設計 63 第肆章 實證分析與結果 66 第一節 資料敘述統計 66 第二節 第略群組的形成 95 第三節 策略群組之競爭策略行為特性 105 第四節 策略群組間績效差異之分析 113 第五節 證券商基本背景與群組形成之相關性 116 第伍章 結論與建議 125 第一節 研究結論 125 第二節 建議 129 參考文獻 133 附錄 141 附錄一 本研究之問卷 141 附錄二 轉軸後之因素結構矩陣 145 表 目 錄 表2-1 策略的定義 9 表2-2 各家學者所提出之策略構面 12 表2-3 相關學者對策略型態看法之彙總 15 表2-4 各學者對策略群組定義彙總 25 表2-5 策略群組形成的原因 26 表2-6 國外策略群組與績效之實證研究彙總 28 表2-7 國內策略群組與績效之實證研究彙總 35 表2-8 國內證券相關文獻彙整 40 表2-9 國外證券相關文獻彙整 45 表4-1 問卷證券公司一覽表 66 表4-2 衡量策略變數之Cronbanch α值 68 表4-3 各策略變數效度值表 70 表4-4 各策略變數名稱簡化對照表 71 表4-5 樣本證券商對各競爭策略變數的執行與重視程度 73 表4-6 樣本證券商執行與重視程度最高的十個策略變數 75 表4-7 樣本證券商執行與重視程度最不高的五個策略變數 76 表4-8 高營收成長率證券商對競爭策略變數的執行與重視程度 78 表4-9 高營收成長率券商執行與重視程度最高的十個策略變數 79 表4-10 高資產報酬率證券商對競爭策略變數的執行與重視程度 80 表4-11 高資產報酬率券商執行與重視程度最高的十個策略變數 81 表4-12 高股東權益報酬率券商對競爭策略變數的執行與重視程度 82 表4-13 高股東權益報酬率券商執行與重視程度最高的十個策略變數 83 表4-14 高純益率證券商對競爭策略變數的執行與重視程度 84 表4-15 高純益率券商執行與重視程度最高的十個策略變數 85 表4-16 低營收成長率證券商對競爭策略變數的執行與重視程度 87 表4-17 低營收成長率券商執行與重視程度最高的十個策略變數 88 表4-18 低資產報酬率證券商對各競爭策略變數執行與重視程度 89 表4-19 低資產報酬率券商執行與重視程度最高的十個策略變數 90 表4-20 低股東權益報酬率證券商對競爭策略變數的執行與重視程度 91 表4-21 低股東權益報酬率券商執行與重視程度最高的十個策略變數 92 表4-22 低純益率證券商對競爭策略變數的執行與重視程度 93 表4-23 低純益率券商執行與重視程度最高的十個策略變數 94 表4-24 因素特徵值及累積解釋變異量 96 表4-25 各因素所包含之策略變數及因素命名 99 表4-26 不同集群數目下所求得的Cubic Cluster Criterion數值 104 表4-27 本研究樣本證券商策略群組之分配情形 104 表4-28 策略群組對策略因素構面之MANOVA檢定 105 表4-29 策略群組對策略因素構面之ANOVA檢定 106 表4-30 策略群組與策略因素之集群均值矩陣 109 表4-31 集群分析摘要 111 表4-32 群落離散度摘要 111 表4-33 策略群組對財務經營績效構面之MANOVA檢定 113 表4-34 策略群組對財務經營績效構面之ANOVA檢定 114 表4-35 證券商基本背景與策略群組之卡方檢定 116 表4-36 策略群組與資本額之交叉分析表 117 表4-37 策略群組與員工人數之交叉分析表 118 表4-38 策略群組與經紀據點之交叉分析表 119 表4-39 策略群組與承銷據點之交叉分析表 120 表4-40 策略群組與海外據點之交叉分析表 121 表4-41 群組一，全面策略領導群的基本背景 122 表4-42 群組二，專業規模取向群的基本背景 123 表4-43 群組三，經紀業務集中策略群的基本背景 124 表5-1 本研究之假說內容及檢定結果 128 圖 目 錄 圖1-1 本論文之研究程序 7 圖2-1 S-C-P模型 21 圖3-1 本論文實證研究架構 49 圖3-2 問卷調查設計流程 60 圖3-3 問卷內容設計流程 62 圖3-4 本研究統計分析架構 65 圖4-1 各群組之成偶檢定 108