In a novel approach using agency theory, we conceptualize export pricing as price manipulations an exporter initiates to cope with the distributor-level, internal competition with the other product lines the distributor carries. We argue that suppliers can influence foreign resellers' behaviors and therefore manage export channel relationships with prices. Using a sample of 283 exporter-importer relationships, we uncover the export price manipulations used to cope with internal competition, and we examine their impact on the exporter economic performance. We show that the performance effect of this pricing policy is achieved through the adequate role performance of the importer. Moreover, using a small but rare dyadic data set, we offer an additional test of the effectiveness of this form of pricing. Finally, by comparing the results of our study to exporters' practice we show how they tend to overuse price discounts to motivate their overseas distributors. (authors' abstract)

京都大学 / 0048 / 新制・論文博士 / 博士(農学) / 乙第13344号 / 論農博第2887号 / 新制||農||1079(附属図書館) / 学位論文||R2||N5251(農学部図書室) / (主査)教授 小川 順, 教授 木岡 紀幸, 教授 栗原 達夫 / 学位規則第4条第2項該当 / Doctor of Agricultural Science / Kyoto University / DFAM

京都大学 / 新制・課程博士 / 博士(エネルギー科学) / 甲第24924号 / エネ博第466号 / 新制||エネ||87(附属図書館) / 京都大学大学院エネルギー科学研究科エネルギー社会・環境科学専攻 / (主査)教授 MCLELLAN Benjamin, 教授 宇根﨑 博信, 教授 河本 晴雄 / 学位規則第4条第1項該当 / Doctor of Energy Science / Kyoto University / DFAM

The aim of this research is to develop, examine and validate a conceptual framework, which explains factors of the export supply chain relationship focusing on information sharing in export supply chain management field. This research seeks to understand the dyadic exporter-producer relationship in the export industry of fresh fruit and vegetables from Jordan to the European Union. Jordan supplies very limited fresh fruit and vegetable exports to the European market and the exporter-producer relationships are still weak, which impedes the emergence of a high performance supply chain within this promising market. There has been a lack of conceptual and empirical research on information sharing, which limits the understanding of the business relationship and there is no theoretical framework analysing export supply chain relationships. Therefore, this research examines the possible association between the following factors: relationship, network and transaction dimensions; information sharing; and export performance. A framework for the influence of information sharing on a dyadic exporter-producer relationship of supply chain management guiding this research is developed initially, based on three perspectives: relationship marketing theory, network theory and transaction cost theory. Qualitative methodology is used to achieve the research aim and objectives in Jordan. The research is comprised of two phases. In phase one, seven interviews with experts are conducted to refine the initial framework for key propositions and propose a framework for supply chain management. In phase two, there are ten multiple-case studies, which contain 40 semi-structured interviews, 40 hours of observations and archival records. These cases are primarily conducted with the selected exporter and producer firms in the export industry of fresh fruit and vegetables. Data are collected and analysed, based on key themes and a case study protocol, which individually explore each exporter-producer relationship ―case‖ in order to examine the proposed framework. Finally, the ten cases are cross-analysed to explain the key findings and to match them to the framework in order to validate it as the final conceptual framework for supply chain management. The research findings support the central premise that specific dimensions of relationships, networks and transactions are the key antecedents of information sharing, which in turn influences export performance. The findings confirm that the exporters and the producers are able to support their relationships through the benefits gained from these dimensions at the relationship, network and transaction levels of the export III Information Sharing in an Export Supply Chain Relationship Luai Jraisat supply chain. It is through this alignment that firms create better information sharing between them. Likewise, the findings suggest that firms will be able to gain strategic advantages from supply chain management based on information sharing and its components, namely content, sharing methods, sources and value, thus suggesting that the firms should apply information sharing to improve financial and non-financial export performance. The research makes key contributions to theory and methodology, and has policy and managerial implications. Theoretical contributions are made to the supply chain management literature by providing a holistic framework for supply chain management to understand the exporter-producer relationship. The research expands on the applications of the three perspectives combined and focuses on information sharing as a key factor. Methodological contributions are offered as this research connects the qualitative methodology to the theory, enabling an analytical generalisation of supply chain management relationships by examining both sides of the dyadic relationship to guide their information sharing. This research expands more on the validity and reliability aspects to ensure the strength of this qualitative empirical research. Policy and managerial implications are addressed for managers and policy-makers. The research limitations and guidelines for future research are discussed.

Made available in DSpace on 2016-03-15T19:30:50Z (GMT). No. of bitstreams: 1 Ester Felix.pdf: 2231712 bytes, checksum: 0557a4cbaa0a2520b66ae1a3d4a89c81 (MD5) Previous issue date: 2011-08-31 / Fundo Mackenzie de Pesquisa / The international logistics perform an important role in the global supply chain due to the strong worldwide competition. In this context, a study was carried based on the rationale thinking of international logistics management authors and World Class Logistics model, with the purpose of analyzing the impact of the international logistics cycle activities and the World Class Logistics model competencies on Exporter Flow time. The study was divided into two stages. The first stage, from exploratory nature, of qualitative type, had as its objective to study this phenomenon more deeply and to be familiar with the objective of it. Data was collected through detailed interviews with seven businessmen from Brazilian exporters companies, by maritime modal, from the following sectors: sugar, capital equipment, coffee, paper and wood, and orange juice, treated by content analysis. The information of this analysis through interviews showed that the most important measurement variables, in the international logistics management of each construct of Exporter Logistics Process Cycle were: ―Costs‖, the most mentioned, by 41,6% of exporters interviewed, followed by the following variables: Quality, with 17,6%, Agility, with 14,6% and Confiability, with 11,2%. With the results of the first phase we moved to the second phase, of descriptive nature, of quantitative type, in which the purpose was to identify the correlations among the Exporter Logistics Process Cycle, the World Class Logistics model and the Exporter Flow time. A semi structured survey was used to collect information which was applied to the exporters from the following sectors: sugar, capital equipment, coffee, paper and wood and soya, with the return of 56 surveys answered. Data obtained had been treated through descriptive and multivariate statistics, proved that the Exporter Logistics Process Cycle activities and the World Class Logistics competencies are important to the International Logistics even though they were not statiscally meaningful in the level (α ≤ 0,05) in order to reduce Expoter Flow time. Due to the results obtained, we can conclude the Exporter Logistics Process Cycle activities and World Class Logistics competencies, still need to be worked in order to cause an impact in the time reduction of the Exporter Flow. / A logística internacional desempenha um importante papel na cadeia de suprimentos global face à forte competição universal. Neste contexto, realizou-se um estudo fundamentado na linha de pensamento de autores da gestão logística internacional e do modelo de Logística de Classe Mundial, com o objetivo de analisar o impacto das atividades do Ciclo do Processo Logístico de Exportação e das competências logísticas do modelo de Logística de Classe Mundial no tempo do Fluxo de Exportação. O estudo foi dividido em duas etapas. A primeira etapa, de natureza exploratória, do tipo qualitativo, objetivou estudar o fenômeno com maior profundidade e obter familiaridade com o objeto de estudo. Os dados foram coletados por meio de entrevistas em profundidade junto a sete executivos de empresas exportadoras brasileiras, via modal marítimo, dos setores de: açúcar, bens e capital mecânico, café, papel e celulose e suco de laranja, tratadas pela análise de conteúdo. As informações desta análise extraídas mediante entrevistas revelaram que, na gestão da logística internacional, as variáveis de desempenho mais importantes em cada constructo do Ciclo do Processo Logístico de Exportação, foram: ―Custos‖, como mais citada, por 41,6% exportadores entrevistados, seguido das seguintes variáveis: Qualidade com 17,6%, Agilidade com 14,6%, e Confiabilidade com 11,2%. De posse dos resultados da primeira etapa, prosseguiu-se para a segunda etapa, de natureza descritiva, do tipo quantitativo, em que se objetivou identificar as correlações entre o Ciclo do Processo Logístico de Exportação, o modelo de Logística de Classe Mundial e o tempo do Fluxo de Exportação. Para a coleta dos dados, utilizou-se um questionário semiestruturado que foi aplicado junto aos exportadores dos seguintes segmentos: açúcar, bens e capital mecânico, carne, café, papel e celulose e soja, obtendo-se retorno de 56 questionários. Os dados obtidos tratados por meio da estatística descritiva e multivariada, evidenciaram que as atividades do Ciclo do Processo Logístico de Exportação e as competências do modelo de Logística de Classe Mundial são importantes na logística internacional, apesar de, não terem sido estaticamente significantes em nível (α ≤ 0,05) para influir na redução do tempo do Fluxo de Exportação. Por conta dos resultados obtidos, pode-se concluir que as contribuições das atividades do Ciclo do Processo Logístico de Exportação e das competências do modelo de Classe Mundial para que possam impactar na redução do tempo do fluxo de exportação, ainda, necessitam ser trabalhadas.

Subsidising investment in lagging regions is an important regional policy instrument in many countries. Some argue that this instrument is not specific enough to concentrate the aid towards the regions that are lagging behind most, because investment subsidies benefit capital owners who might reside elsewhere, possibly in very rich places. Checking under which conditions this is true is thus highly policy relevant. The present paper studies regional investment subsidies in a multiregional neoclassical dynamic framework. We set up a model with trade in heterogeneous goods, with a perfectly integrated financial capital market and sluggish adjustment of regional capital stocks. Consumers and investors act under perfect foresight. We derive the equilibrium system, show how to solve it, and simulate actual European regional subsidies in computational applications. We find that the size of the welfare gains depends on the portfolio distribution held by the households. If households own diversified asset portfolios, we find that the supported regions gain roughly the amounts that are allocated to them in the form of investment subsidies. If they only own local capital stocks, a part of the money is lost through the drop in share prices. From the point of view of total welfare, the subsidy is not efficient. It can lead to a welfare loss for the EU as a whole and definitely leads to welfare losses in the rest of the world, from where investment ows to the supported EU regions.

Subsidising investment in lagging regions is an important regional policy instrument in many countries. Some argue that this instrument is not specific enough to concentrate the aid towards the regions that are lagging behind most, because investment subsidies benefit capital owners who might reside elsewhere, possibly in very rich places. Checking under which conditions this is true is thus highly policy relevant. The present paper studies regional investment subsidies in a multiregional neoclassical dynamic framework. We set up a model with trade in heterogeneous goods, with a perfectly integrated financial capital market and sluggish adjustment of regional capital stocks. Consumers and investors act under perfect foresight. We derive the equilibrium system, show how to solve it, and simulate actual European regional subsidies in computational applications. We find that the size of the welfare gains depends on the portfolio distribution held by the households. If households own diversified asset portfolios, we find that the supported regions gain roughly the amounts that are allocated to them in the form of investment subsidies. If they only own local capital stocks, a part of the money is lost through the drop in share prices. From the point of view of total welfare, the subsidy is not efficient. It can lead to a welfare loss for the EU as a whole and definitely leads to welfare losses in the rest of the world, from where investment ows to the supported EU regions.

[pt] A globalização mudou a forma como as empresas fazem negócio. Transformou investimentos, mercados consumidores, importações e exportações de produtos e serviços de escala local para a planetária. Como ônus, as empresas passaram a lidar com o risco cambial – valorização ou desvalorização de sua moeda. Instrumentos financeiros foram criados com o objetivo de reduzir a variância causada no fluxo de caixa, embora não seja o único fator a ser considerado quando da decisão de se contratar uma proteção cambial (hedge). O estudo tem por objetivo fazer uma análise de sensibilidade da chance de ocorrência de um encontro entre as curvas de entradas e saídas de caixa de uma empresa exportadora, utilizando o modelo Copeland e Copeland (1999), em situações antes e após a contratação de um hedge. Com os resultados, é possível medir os benefícios (ou não) da contratação desses instrumentos, por meio da redução (aumento) na probabilidade de ocorrência de dificuldades financeiras nos dois momentos. / [en] Globalization has changed the way companies do business. It took investments, consumer markets, imports and exports of goods and services from a local to a global scale. With this, companies began to deal with foreign exchange risk - currency fluctuations. Financial instruments were created to reduce variance in the cash flow, although this is not the only aspect to consider when companies decide to adopt a foreign exchange hedge. The purpose of this study is to carry out a sensitivity analysis of the probability of export company s cash in flow and out flow curves meeting, using the Copeland and Copeland (1999) model, before and after contracting a hedge. With the results, it is possible to measure the benefits (or otherwise) of contracting these instruments by means of reducing or increasing the probability of financial difficulties occurring in both cases.

Orientador: Rachel Negrão Cavalcanti / Tese (doutorado) - Universidade Estadual de Campinas, Instituto de Geociencias / Made available in DSpace on 2018-08-07T09:54:57Z (GMT). No. of bitstreams: 1 Alves_Alexandre_D.pdf: 4348305 bytes, checksum: 220fb238b7f5463312cd8526e051cbe1 (MD5) Previous issue date: 2006 / Resumo: A motivação inicial desta tese foi estudar a participação da pequena e média empresa nas atividades exportadoras do Estado da Bahia. Após o mapeamento dos segmentos produtivos envolvidos, buscou-se identificar um setor onde houvesse uma vantagem comparativa natural ou construída localmente. Como objeto de estudos, elegeu-se a indústria de rochas ornamentais, representada pelos mármores e granitos, em função de uma série de condições favoráveis à sua expansão: presença de matéria-prima local diferenciada, com uma variedade de tipos conhecidos internacionalmente como exóticos e excepcionais; expansão da demanda interna e externa por seus produtos, pela crescente utilização de rochas naturais na construção civil; número significativo de micro e pequena empresas no ramo, inclusive exportadoras; capacidade de geração de empregos não agrícolas nas zonas rurais e semi-árida. Apesar dos fatores positivos, a indústria baiana está concentrada na extração e venda de matéria-prima para os mercados interno e externo. Sua participação nas exportações brasileiras de rochas processadas tem sido decrescente. Para tentar analisar o problema primeiramente, fez-se uma revisão das principais abordagens de teoria econômica sobre os fatores determinantes do comércio internacional, dos economistas clássicos às teorias dos clusters. Várias correntes teóricas demonstram que a inserção de pequenas e médias empresas no mercado mundial pode ser viabilizada pela formação de arranjos produtivos locais com a participação ativa dos agentes institucionais de coordenação. Depois de se fazer um estudo da indústria de pedras ornamentais, nos planos internacional e nacional, com base na literatura sobre arranjos produtivos, procurou-se identificar onde havia aglomerações de empresas dedicadas à serragem de rochas que pudessem se constituir num ponto de partida para a formação de arranjos produtivos locais. O estudo empírico foi focado nas serrarias de mármore bege de Jacobina e Ourolândia (região norte, no semi-árido baiano), e nas produtoras de chapas e ladrilhos de granito em Salvador, Feira de Santana (110 km de Salvador, direção noroeste), e Teixeira de Freitas (no extremo sul do Estado). Na conclusão do trabalho, enumeraram-se os principais mecanismos de políticas públicas como alternativas para promover a evolução virtuosa da indústria baiana de rochas ornamentais / Abstract: The driving force of this thesis was the study of the participation of small - and medium - sized firms in the export market of the State of Bahia, Brazil. After identifying its main productive fields, the work was focused on finding a sector industry, specializing in marble and granite, was selected as the main object of study, due to a series of favorable conditions to its expansion: avail ability know as exotic and exceptional; growth of the international and domestic demand for its products, as a result of the increasing use of natural stones in the construction sector; rising number of small-and medium-sized firms within the activity, including exporting companies; creation of non-agricultural jobs in rural areas of the semi-arid region. Despite the positive factors, the dimension ornamental stone industry in Bahia is concentrated on the extraction and sale of raw materials to both domestic and foreign markets. Its participation in the Brazilian exports of processed stone has been declining. In order to evaluate the problem, first a review of the main approaches on the determining factors to international trade was made, by the different schools of economic theory, from the classic economists to the cluster approach. Various theoretical models demonstrate that the insertion of small-and medium-size companies in the world market can be feasible by the organization of local clusters with support of institutional coordination. After studying the ornamental industry on both the target was find a concentration of firms, specialized in the production of stone slab national levels, based upon literature about clustering organizations, the target was find a concentration of firms, specialized in the production of stone slab and tile, with potencial to becoming a cluster. The empirical study was focused on producers of sawn travertine marble established around the towns of Jacobina and Ourolândia (semi-arid region), besides the producers of granite slab and tile located in the Greater Salvador area, as well as in Feira de Santana (100 km northwest of Salvador) and in Teixeira de Freitas (in the extreme southern region of the state). In the conclusion of the work, different instruments of public policy are presented as alternatives to promote a virtuous evolution of the ornamental stone industry in Bahia / Doutorado / Administração e Politica de Recursos Minerais / Doutor em Geociências

El objetivo de la presente investigación es analizar cada una de las 4 dimensiones del modelo Uppsala, “reconocimiento de oportunidades”, “posición de la red de contactos”, “aprendizaje, creación y construcción de la confianza” y “decisiones de relación de compromiso”, las cuales son empleadas por las agro exportadoras hacia Estados Unidos de palta Hass en Ica. Hallando así, diferentes variables dentro de estas dimensiones que se emplean para lograr la internacionalización del agro exportador iqueño. El enfoque de la investigación es mixto, se comenzó con un análisis cualitativo donde se usó como herramienta la entrevista a profundidad, realizada a 6 expertos para poder validar las variables más destacadas dentro las 4 dimensiones establecidas en Uppsala. Luego se realizó el análisis cuantitativo, en donde la herramienta que se empleó fue una encuesta aplicada a las 10 empresas agro exportadoras de palta Hass iqueñas pertenecientes a la población total de la investigación. Analizamos los resultados aplicando el modelo de análisis factorial, el cual nos ayudó a hallar perfiles de las agro exportadoras por cada dimensión. Los resultados obtenidos concluyen que las dimensiones “reconocimiento de oportunidades” y “aprendizaje, creación y construcción de la confianza” del modelo Uppsala son las más influyentes en la internacionalización de la palta Hass de agro exportadoras iqueñas. Asimismo, se concluyó que los factores “estudio de mercado en el país de destino”, “clientes fidelizados”, “empaque perfecto”, “tener mayores ganancias” fueron los que impactaron más en la decisión de estas agro exportadoras para internacionalizar la palta Hass hacia un mercado tan competitivo como es Estados Unidos. / The objective of this research is to analyze each of the 4 dimensions of the Uppsala model, "recognition of opportunities", "position of the network of contacts", "learning, creation and construction of trust" and "decisions of commitment relationship ", Which are used by agricultural exporters to the United States of Hass avocado in Ica. Thus, finding different variables within these dimensions that are used to achieve the internationalization of Ica's agricultural exporter. The research approach is mixed, it began with a qualitative analysis where the in-depth interview was used as a tool, carried out with 6 experts to be able to validate the most outstanding variables within the 4 dimensions established in Uppsala. Then the quantitative analysis was carried out, where the tool that was used was a survey applied to the 10 agro-exporting companies of Hass avocado belonging to the total population of the investigation. We analyzed the results by applying the factor analysis model, which helped us find profiles of agricultural exporters for each dimension. The results obtained conclude that the dimensions "recognition of opportunities" and "learning, creation and construction of trust" of the Uppsala model are the most influential in the internationalization of the Hass avocado from agro-exporters from Ica. Likewise, it was concluded that the factors "market study in the destination country", "loyal customers", "perfect packaging", "having higher profits" were the ones that had the greatest impact on the decision of these agro-exporters to internationalize Hass avocado towards a market as competitive as the United States. / Tesis