IDENTIFYING GENERALIZABLE EFFECTS OF STRATEGIC ACTIONS ON FIRM PERFORMANCE - THE CASE OF DEMAND-SIDE RETURNS TO R-AND-D SPENDING

This paper provides an approach for assessing generalizable effects of strategic actions on firm performance. We identify five key issues th at need to be addressed before one can have confidence in the obtained strategic generalization. In addition, we suggest a methodology for a ttacking each of these five issues. We then illustrate this framework using the example of demand-side returns to R&D spending. We document two empirical generalizations in this research, First and foremost, we show that demand returns to R&D spending depend on whether the firm h as ability and motivation to take advantage of the R&D investment, Thu s, only firms with high ability and motivation leverage the R&D invest ment into monopoly rents in the form of subsequent price increases, Se cond, we show that the concept of a firm needing both ability and moti vation to sustain returns from a strategic action generalizes across s trategic actions. We make two other conclusions about empirical approa ches to strategy research. First, to produce valid empirical generaliz ations about the effects of strategic actions on firm performance requ ires a study to address adequately the five issues we establish herein . Second, one readily available strategy database, PIMS, enables the r esearcher to address each of these issues.