This study aims to expand our understanding of environmental performance by adopting exploration and exploitation concepts, which are key types of firm innovation. We reveal exploration and exploitation as two important antecedents of proactive and reactive environmental performance. We also identify the conditions under which the distinct effects of these two types of innovation are moderated. Using a sample of 2060 firm-year observations over a 12-year period in various industries, we find that firm exploration positively affects proactive environmental performance, whereas firm exploitation positively influences reactive environmental performance. Furthermore, we find that the positive effect of exploitation on reactive environmental performance intensifies when technological dynamism is high, and the positive effect of exploration on proactive environmental performance strengthens when a firm is large.

Purpose: Using panel data on gasoline and grocery transactions in Korea, the purpose of this paper is to empirically explore the effect of a retail chain store’s establishment of on-site fuel sales. The empirical analyses present strong empirical evidence that the sale of fuel had statistically and economically significant effect on retail store traffic and revenue in the short run. However, the effect did not remain significant in the longer run. To explain the dramatic decrease in the effect of the fuel sale, the authors consider the enhanced competition in the local gasoline retail industry and examine cross-sectional price variations at the station level. The results suggest that the increased competition led to the reduction in the price dispersion across stations and thereby to an increase in consumer welfare.Design/methodology/approach: Using a linear specification that has traditionally been used to model retail chain data, the authors developed a series of difference-in-differences models. This technique is ideal for estimating the effect of a treatment in the presence of possible selection bias and has been widely employed in many social-science studies on policy intervention.Findings: In a certain environment, introducing fuel sales did not increase retail chain store traffic or revenue in the long run, despite having statistically and economically significant effects in the short run. The results document empirical evidence of myopic management in a common marketing practice, which often leads to a negative impact on the firm value in the long run.Research limitations/implications: The span of data and sample size were limited to meet the company’s data protection policy.Practical implications: Considering that many of developed countries are characterized by a gasoline retail environment similar to that which is investigated in this paper, the authors believe that the implications of the results are particularly valid for practitioners and policy makers.Social implications: The findings document empirical evidence of myopic management in a common marketing practice, which often leads to a negative impact on the firm value in the long run. Marketing researchers should make efforts in establishing metrics to help identify myopic management decision.Originality/value: This paper addresses an interesting and practical issue related to the effects of the introduction of gasoline sales by a supercenter store on its store traffic.

In this study, we investigate the effect of supply contracts signed with Chaebol companies in order to analyse the certification effect of trading relationships with Chaebols on suppliers. We find that the suppliers suffering from information asymmetry can sacrifice the direct profits gained from a supply contract with a Chaebol group member contractee while pursuing certification for further growth. The valuation of suppliers with a Chaebol group member as the contractee is lower when the suppliers’ information asymmetry is higher. The results also show that the operational margins of the suppliers deteriorate after obtaining a supply contract with a Chaebol group member, whereas the sales increase significantly more than the contract amount. These results imply that the Chaebol groups play a role in the certification of the product market and help quality suppliers achieve greater recognition.

We examine the certification benefits of supply contracts in the Korean market, with special attention to high-tech and KOSDAQ supplier firms by analyzing the influences of supply contract announcements on supplier firms’ valuation and operating performances. We find that the announcement of supply contracts have a significantly positive effect on the supplier firm value. This positive effect is greater for the suppliers in the high-tech industry especially in the KOSDAQ market. We also find that the enhancements of operating performances are greater for high-tech firms traded in KOSDAQ. These results indicate stronger certification benefits of supply contracts by high-tech suppliers.

Investigating Dynamics in Salesforce Compensation Plan Salesforce Compensation;Dynamics in Compensation Plan;Salesperson Experience; This study explains about a phenomenon where the structure of the compensation plan for a single salesperson may vary as he/she gains experience. Unlike past studies that implicitly assume the limited effect on salesperson's experience, our result predicts that a salesperson will make an effort at every period early in his/her career without any commissions in order to gain experience. However, if one cannot expect any marginal returns of accumulated efforts, the sales manager must provide commissions on the high volume of sales at each period, to facilitate a high effort of a salesforce at earlier periods. Our paper provides important implications about dynamics in the compensation plan, which has not been addressed in the past studies but has frequently been witnessed in practice.