Trade and Linked Exchange; Price Discrimination Through Transaction Bundling

In this paper we try to explain how price discrimination can cause bilateral trade patterns of the type seen under countertrade agreements. We interpret countertrade as a form of transaction bundling which can discriminate between potential trading partners and we combine characteristics from both explanations as to the existence of countertrade. There is both price discrimination through transaction bundling, and informational asymmetry in the form of uncertainty in the quality of the goods produced by trading partners in less developed countries (LDCs) leading to a partner preference from the side of the Western (DC) firm. Our paper shows that although the ability of firms in LDCs to overcome their creditworthiness constraints by engaging in countertrade arrangements may be restricted by this quality uncertainty as it reduces the willingness of a firm in a DC to exchange, the trade volume prospects of a firm in a LDC can be considerably enhanced if a countertrade transaction does occur. Our paper goes beyond the case of linked exchange, which is only one of the three cases of transaction bundling examined. The other two cases are that of the Western firm being a monopoly selling a bundle of two goods used as a benchmark case, and the more interesting case of the Western firm being the buyer of two goods and setting both two separate buying prices and a bundling (i.e. package) purchase price. Many procurement decisions are not simply a matter of price, but also the identity and reputation of the supplier matters, especially when the supplier is located in an LDC. We show than when bundling its purchases, the Western firm buyer will be willing to offer a bundled price greater than the sum of the two separate prices, as the option of a bundled purchase would increase its pro…ts even if there are no complementarities between the goods bundled. In our model the argument is that just as it is profitable for a monopolist to offer mixed bundling at a bundled price which is lower than the sum of the individual prices (hence exploiting the average willingness to pay), it is also profitable for a monopsonist to offer a bundled purchase price which is higher that the sum of the individual prices on offer (hence exploiting the average willingness to sell). Equally interestingly, it is found that a LDC can substantially increase its sales of a good with a high degree of quality uncertainty by being offered to bundle it with the sale of a more basic good with a low degree of quality uncertainty

Sports Sponsorship As A Tool For Customer Engagement

This paper reports the findings from a series of semi-structured interviews with Sponsorship Managers in major UK-based sports sponsors. The key theme explored is the use of sponsorship leverage strategies as a means of deepening engagement with both existing and potential customers. Therefore, this study draws on literature from the field of customer engagement, relating this to sponsorship objectives, in order to assess the extent to which sponsors are actively seeking to engage customers through their sponsorship activities. Customer engagement and building an affinity with brands are cited as objectives now being pursued by sponsors. The findings suggest that sponsorship is increasingly being used by brands as a springboard for wider marketing communications activity, including social media and event-based customer experiences. Sponsorship success is not guaranteed simply by buying the rights to associate with a sporting property, but rather, is maximised when creatively activated to engage customers interactively, as opposed to the one-way communication medium of advertising. The evidence provided highlights examples of good practice among sponsors in a growing area of interest. Therefore, a wider ranging study of the use of event-based experiences and social media as sponsorship leverage strategies is proposed as an area for future research

Maximising gain for minimal pain: Utilising natural game mechanics

This paper considers the application of natural games mechanics within higher education as a vehicle to encourage student engagement and achievement of desired learning outcomes. It concludes with desiderata of features for a learning environment when used for assessment and a reflection on the gap between current and aspired learning provision. The context considered is higher (tertiary) education, where the aims are both to improve students’ engagement with course content and also to bring about potential changes in the students’ learning behaviour. Whilst traditional approaches to teaching and learning may focus on dealing with large classes, where the onus is frequently on efficiency and on the effectiveness of feedback in improving understanding and future performance, intelligent systems can provide technology to enable alternative methods that can cope with large classes that preserve the cost-benefits. However, such intelligent systems may also offer improved learning outcomes via a personalised learning experience. This paper looks to exploit particular properties which emerge from the game playing process and seek to engage them in a wider educational context. In particular we aim to use game engagement and Flow as natural dynamics that can be exploited in the learning experience

Leadership conversations: the impact on patient environments

Purpose – The aim of this study is to examine 15 NHS acute trusts in England that achieved high scores at all their hospitals in the first four national Patient Environment audits. No common external explanations were discernible. This paper seeks to examine whether the facilities managers responsible for the Patient Environment displayed a consistent leadership style. Design/methodology/approach – Overall, six of the 15 trusts gave permission for the research to take place and a series of unstructured interviews and observations were arranged with 22 facilities managers in these trusts. Responses were transcribed and categorised through multiple iteration. Findings – The research found common leadership and managerial behaviours, many of which could be identified from other literature. The research also identified managers deliberately devoting energy and time to creating networks of conversations. This creation of networks through managing conversation is behaviour less evident in mainstream leadership literature or in the current Department of Health and NHS leadership models. Practical implications – The findings of this study offer managers (particularly those in FM and managers across NHS) a unique insight into the potential impact of leaders giving an opportunity to re-model thinking on management and leadership and the related managerial development opportunities. It provides the leverage to move facilities management from the role of a commodity or support service, to a position as a true enabler of business. Originality/value – Original research is presented in a previously under-examined area. The paper illuminates how facilities management within trusts achieving high Patient Environment Action Team (PEAT) scores is led.</p

Edging your bets: advantage play, gambling, crime and victimisation

Consumerism, industrial development and regulatory liberalisation have underpinned the ascendance of gambling to a mainstream consumption practice. In particular, the online gambling environment has been marketed as a site of ‘safe risks’ where citizens can engage in a multitude of different forms of aleatory consumption. This paper offers a virtual ethnography of an online ‘advantage play’ subculture. It demonstrates how advantage players have reinterpreted the online gambling landscape as an environment saturated with crime and victimisation. In this virtual world, advantage play is no longer simply an instrumental act concerned with profit accumulation to finance consumer desires. Rather, it acts as an opportunity for individuals to engage in a unique form of edgework, whereby the threat to one’s well-being is tested through an ability to avoid crime and victimisation. This paper demonstrates how mediated environments may act as sites for edgeworking and how the potential for victimisation can be something that is actively engaged with

Identity Management in Information Age Government: Exploring Concepts, Definitions, Approaches and Solutions

Our research question is the following: What could be a useful working definition of Identity Management in government at present? a) What are conceptualisations, definitions and approaches of IDM in government according to academic literature? b) Which e-authentication solutions have been developed in other jurisdictions