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Scale-up-Navigator: Das Handbuch für nachhaltig skalierende Start-ups - vom Start-up zum Outlier
Par Dietmar Grichnik, Manuel Hess, Michael Greger, Andreas Goeldi, Florian Schweitzer. 2024
Mit Case Studies von Scale-ups wie DeepL, SumUp, 1KOMMA5°, Frontify oder Ledgy! Europa hat mit seinen über 700 Millionen EinwohnerInnen…
einen großen Binnenmarkt, auf dem aber keine Technologieunternehmen vom Kaliber globaler Big Techs wie Apple, Alphabet/Google, Amazon, Meta/Facebook oder Microsoft gelistet sind. In der ersten Digitalisierungswelle des Internets genossen die USA durch ihren homogenen Heimatmarkt einen klaren Wachstumsvorteil. Dies mag sich durch maschinelle Übersetzungstools und weitere KI-unterstützte Lösungen ändern. Hierzu muss die Skalierung von europäischen Unternehmen erlernt werden. Sie ist eine entscheidende Fähigkeit in einem Spiel auf Zeit: Start-ups müssen wachsen, bevor ihre Konkurrenz aus anderen Start-ups oder etablierten Unternehmen an ihnen vorbeizieht. Dazu gilt es, den gestiegenen Anforderungen an die soziale und ökologische Nachhaltigkeit sowie Unternehmensführung (ESG) gerecht zu werden. Dieses Buch vermittelt Leitlinien für GründerInnen, Mitarbeitende, Investoren/Investorinnen, Mentoren/Mentorinnen und weitere Stakeholder von skalierenden Start-ups, sogenannten "Scale-ups", die sie beim schnellen und nachhaltigen Wachstum unterstützen. Sie entwickeln damit ein besseres Verständnis für verschiedenste Herausforderungen bei der Skalierung ihres Unternehmens und meistern diese besser, wie beispielsweise die Entwicklung und Führung ihres Teams, die Bewertung von Wachstums- und Finanzierungsoptionen sowie die Implementierung effizienter Organisationsstrukturen und Kommunikationsprozesse. Die LeserInnen profitieren konkret von: - einer Strukturierung der Skalierung, basierend auf einem iterativen Prozess-Framework; - einem durchgehenden Fokus auf für den Kapitalmarkt relevante ESG-Kriterien; - Handlungsempfehlungen inklusive digitaler Tools, welche sie bei der Skalierung ihrer Unternehmen unterstützen.The Stolen Wealth of Slavery: A Case for Reparations
Par David Montero. 2024
Publishers Weekly&’s &“Top 10&” Spring 2024 This groundbreaking book tracks the massive wealth amassed from slavery from pre-Civil War to…
today, showing how our modern economy was built on the backs of enslaved Black people—and lays out a clear argument for reparations that shows exactly what was stolen, who stole it, and to whom it is owed. In this timely, powerful, investigative history, The Stolen Wealth of Slavery, Emmy Award-nominated journalist David Montero follows the trail of the massive wealth amassed by Northern corporations throughout America&’s history of enslavement. It has long been maintained by many that the North wasn&’t complicit in the horrors of slavery. The truth, however, is that large Northern banks—including well-known institutions like Citibank, Bank of New York, and Bank of America—were critical to the financing of slavery; that they saw their fortunes rise dramatically from their involvement in the business of enslavement; and that white business leaders and their surrounding communities created enormous wealth from the enslavement and abuse of Black bodies.The Stolen Wealth of Slavery grapples with facts that will be a revelation to many: Most white Southern enslavers were not rich—many were barely making ends meet—with Northern businesses benefitting the most from bondage-based profits. And some of the very Northerners who would be considered pro-Union during the Civil War were in fact anti-abolition, seeing the institution of slavery as being in their best financial interests, and only supporting the Union once they realized doing so would be good for business. It is a myth that the wealth generated from slavery vanished after the war. Rather, it helped finance the industrialization of the country, and became part of the bedrock of the growth of modern corporations, helping to transform America into a global economic behemoth. In this remarkable book, Montero elegantly and meticulously details rampant Northern investment in slavery. He showcases exactly what was stolen, who stole it, and to whom it is owed, calling for corporate reparations as he details contemporary movements to hold companies accountable for past atrocities.Professional Selling
Par Dawn Deeter-Schmelz, Gary Hunter, Terry Loe, Ryan Mullins, Gregory A. Rich, Lisa Beeler, Wyatt Schrock. 2024
Formerly published by Chicago Business Press, now published by Sage Professional Selling covers key sales concepts and strategies by highlighting…
detailed aspects of each step in the sales process, from lead generation to closing. Co-authored by faculty from some of the most successful sales programs in higher education, the Second Edition also offers unique chapters on digital sales, customer business development strategies, and role play. This title is accompanied by a complete teaching and learning package. Contact your Sage representative to request a demo. Learning Platform / Courseware Sage Vantage is an intuitive learning platform that integrates quality Sage textbook content with assignable multimedia activities and auto-graded assessments to drive student engagement and ensure accountability. Unparalleled in its ease of use and built for dynamic teaching and learning, Vantage offers customizable LMS integration and best-in-class support. It′s a learning platform you, and your students, will actually love. LMS Cartridge: Import this title’s instructor resources into your school’s learning management system (LMS) and save time. Don’t use an LMS? You can still access all of the same online resources for this title via the password-protected Instructor Resource Site. Learn more.Professional Selling
Par Dawn Deeter-Schmelz, Gary Hunter, Terry Loe, Ryan Mullins, Gregory A. Rich, Lisa Beeler, Wyatt Schrock. 2024
Formerly published by Chicago Business Press, now published by Sage Professional Selling covers key sales concepts and strategies by highlighting…
detailed aspects of each step in the sales process, from lead generation to closing. Co-authored by faculty from some of the most successful sales programs in higher education, the Second Edition also offers unique chapters on digital sales, customer business development strategies, and role play. This title is accompanied by a complete teaching and learning package. Contact your Sage representative to request a demo. Learning Platform / Courseware Sage Vantage is an intuitive learning platform that integrates quality Sage textbook content with assignable multimedia activities and auto-graded assessments to drive student engagement and ensure accountability. Unparalleled in its ease of use and built for dynamic teaching and learning, Vantage offers customizable LMS integration and best-in-class support. It′s a learning platform you, and your students, will actually love. LMS Cartridge: Import this title’s instructor resources into your school’s learning management system (LMS) and save time. Don’t use an LMS? You can still access all of the same online resources for this title via the password-protected Instructor Resource Site. Learn more.Human Resource Management in Public Service: Paradoxes, Processes, and Problems
Par Evan M. Berman, James S. Bowman, Jonathan P. West, Montgomery R. Van Wart. 2022
Human Resource Management in Public Service: Paradoxes, Processes, and Problems offers provocative and thorough coverage of the complex issues faced…
by employees and managers in the public sector, including managing under tight budgets with increasing costs, hiring freezes, contracting out, and the politicization of the civil service. Continuing the award-winning tradition of previous editions, authors Evan M. Berman, James S. Bowman, Jonathan P. West, and Montgomery R. Van Wart encourage active learning through various skill-building exercises and a mixture of individual, group, and in-class tasks. The Seventh Edition includes new examples on how COVID-19 has disrupted the workplace, equity and racial discord, organizational diversity, employee engagement and motivation, leadership development training, work-life balance, gender-based inequities, behavioral biases in appraisal, and unionization trends.Human Resource Management in Public Service: Paradoxes, Processes, and Problems
Par Evan M. Berman, James S. Bowman, Jonathan P. West, Montgomery R. Van Wart. 2022
Human Resource Management in Public Service: Paradoxes, Processes, and Problems offers provocative and thorough coverage of the complex issues faced…
by employees and managers in the public sector, including managing under tight budgets with increasing costs, hiring freezes, contracting out, and the politicization of the civil service. Continuing the award-winning tradition of previous editions, authors Evan M. Berman, James S. Bowman, Jonathan P. West, and Montgomery R. Van Wart encourage active learning through various skill-building exercises and a mixture of individual, group, and in-class tasks. The Seventh Edition includes new examples on how COVID-19 has disrupted the workplace, equity and racial discord, organizational diversity, employee engagement and motivation, leadership development training, work-life balance, gender-based inequities, behavioral biases in appraisal, and unionization trends.Iran's prison system is a foundational institution of Iranian political modernity. The Incarcerated Modern traces the transformation of Iran from…
a decentralized empire with few imprisoned persons at the turn of the twentieth century into a modern nation-state with over a quarter million prisoners today. In policing the line between "bad criminal" and "good citizen," the carceral system has shaped and reshaped Iranian understandings of citizenship, freedom, and political belonging. Golnar Nikpour explores the interplay between the concrete space of the Iranian prison and the role of prisons in producing new public cultures and political languages in Iran. From prison writings of 1920s leftist prisoners and communiqués of 1950s militant Islamists, to paintings of 1970s revolutionary guerrillas and mapping projects organized by contemporary dissident prisoners, carceral confinement has shaped modern Iranian political movements. Today, mass incarceration is a global phenomenon. The Incarcerated Modern connects Iranian history to transnational carceral histories to illuminate the shared architectures, economies, and techniques of modern punishment.Coming Out as Dalit: A Memoir of Surviving India's Caste System
Par Yashica Dutt. 2024
&“…a moving personal story and a useful educational examination of persistent discrimination&”—Kirkus ReviewsFor readers of Caste, the coming-of-age story of…
a Dalit individual that illuminates systemic injustice in India and its growing impact on US society Winner of the Sahitya Akademi Yuva Puruskar, 2020Born into a "formerly untouchable manual-scavenging family in small-town India," Yashica Dutt was taught from a young age to not appear &“Dalit looking.&” Although prejudice against Dalits, who compose 25% of the population, has been illegal since 1950, caste-ism in India is alive and well. Blending her personal history with extensive research and reporting, Dutt provides an incriminating analysis of caste&’s influence in India over everything from entertainment to judicial systems and how this discrimination has carried over to US institutions.Dutt traces how colonial British forces exploited and perpetuated a centuries old caste system, how Gandhi could have been more forceful in combatting prejudice, and the role played by Dr. B. R. Ambedkar, whom Isabel Wilkerson called &“the MLK of India&’s caste issues&” in her book Caste. Alongside her analysis, Dutt interweaves personal stories of learning to speak without a regional accent growing up and desperately using medicinal packs to try to lighten her skin.Published in India in 2019 to acclaim, this expanded edition includes two new chapters covering how the caste system traveled to the US, its history here, and the continuation of bias by South Asian communities in professional sectors. Amid growing conversations about caste discrimination prompting US institutions including Harvard University, Brandeis University, the University of California system, and the NAACP to add caste as a protected category to their policies, Dutt&’s work sheds essential light on the significant influence caste-ism has across many aspects of US society.Raw and affecting, Coming Out as Dalit brings a new audience of readers into a crucial conversation about embracing Dalit identity, offering a way to change the way people think about caste in their own communities and beyond.Featured on Publishers Weekly 2024 Announcement IssueTEDx speaker Aubrey Bergauer—&“the Steve Jobs of classical music&”—reveals how to run a successful…
arts business in the post-pandemic era, adapting for-profit methods for not-for-profit goals.In the US alone, the arts are a $763 billion sector whose 100,000+ organizations serve almost every community in the nation. There&’s no reason arts organizations should struggle to make ends meet. And now, with arts-tested strategies from Aubrey Bergauer, they won&’t. This foolproof guide shows how to reach new levels of engagement—while always putting art first.Running your arts organization like a business is your path forward to:Grow audiences and keep them coming back againMake our organizations more inclusiveGet younger attendees in the seats and on the donor rollsGenerate millions more dollars in revenueContinue to create the art we love—without the stress of figuring out how to afford itJust because arts organizations are non-profits doesn&’t mean they shouldn&’t make money; it means the money they make goes back to fund the mission—whether that&’s music, visual arts, theatre, dance, or one of many other mediums that enrich our lives.The for-profit world knows how to achieve success across customer engagement, user experience, company culture, the subscription economy, technology and media, new revenue streams, and brand relevance. Run It Like a Business provides a powerful, proven framework to help all arts organizations revitalize their economic engines and ultimately serve the arts and its patrons.Let lessons from an expert soccer coach inspire you to lead a richer, more successful life by expanding your vision to…
take in more of the world around you, and discover deeper purpose and meaning.TJ Kostecky&’s Vision Training, a program that has empowered superstar soccer players around the world—including Carli Lloyd, Julie Foudy, and Claudio Reyna—to make smarter decisions by expanding their field of vision, offers critical value to anyone who knows that so many life lessons are learned on the playing field. Kostecky, Head Men's Soccer Coach at Bard College, lays the groundwork for you to shift your lens by focusing on the 5 Ps: Perceive, Process, Plan, Perform, and Persist. With that expanded perspective, you&’ll learn 7 key principles to transform your life and the lives of others through your leadership:See the whole fieldLook, listen, learnDiscover the joy of the gamePlay the game the right wayMake everyone around you betterBelieve in yourself, believe in the teamSee beyond the gameBy bringing Kostecky&’s Vision Training to bear on life beyond the field, this book coaches you through making small shifts in your perspective that have major impact, helping you recognize new and unique opportunities in all aspects of life leading to more career, family, and spiritual fulfillment.In his bestselling first book, Eric Siegel explained how machine learning works. Now, in The AI Playbook, he shows how…
to capitalize on it.&“Eric Siegel delivers a robust primer on machine learning, the key mechanism in AI. A forward-looking, practical book and a must-read for anyone in the information economy.&” —Scott Galloway, NYU Stern Professor of Marketing; bestselling author of The Four &“An antidote to today&’s relentless AI hype—why some AI initiatives thrive while others fail and what it takes for companies and people to succeed.&”—Charles Duhigg, author of bestsellers The Power of Habit and Smarter Faster BetterThe greatest tool is the hardest to use. Machine learning is the world&’s most important general-purpose technology—but it&’s notoriously difficult to launch. Outside Big Tech and a handful of other leading companies, machine learning initiatives routinely fail to deploy, never realizing value. What&’s missing? A specialized business practice suitable for wide adoption. In The AI Playbook, bestselling author Eric Siegel presents the gold-standard, six-step practice for ushering machine learning projects from conception to deployment. He illustrates the practice with stories of success and of failure, including revealing case studies from UPS, FICO, and prominent dot-coms. This disciplined approach serves both sides: It empowers business professionals, and it establishes a sorely needed strategic framework for data professionals. Beyond detailing the practice, this book also upskills business professionals—painlessly. It delivers a vital yet friendly dose of semi-technical background knowledge that all stakeholders need to lead or participate in machine learning projects, end to end. This puts business and data professionals on the same page so that they can collaborate deeply, jointly establishing precisely what machine learning is called upon to predict, how well it predicts, and how its predictions are acted upon to improve operations. These essentials make or break each initiative—getting them right paves the way for machine learning&’s value-driven deployment.What kind of AI does this book cover? The buzzword AI can mean many things, but this book is about machine learning, which is a central basis for—and what many mean by—AI. To be specific, this book covers the most vital use cases of machine learning, those designed to improve a wide range of business operations.How business leaders can grow profits and competitive advantage by doing the right thing.Acting on values—doing good for the benefit…
of all—can substantially benefit the bottom line, but many business leaders mistakenly believe that doing the right thing lowers profits. This belief is the greatest barrier holding businesses back from being more financially and competitively successful—and delivering more good for the world. Not only can it be a winning business strategy to act on values, as Daniel Aronson suggests in The Value of Values, but it is also a savvy choice, increasing a company&’s power, profit, and competitive advantage—in many cases with little additional investment or risk.It starts with seeing what others miss. Using extensive research and real-world calculations, Aronson demonstrates that the &“submerged value&” of initiatives such as taking bold action to combat climate change, helping people find jobs, or creating an open, inclusive work environment is normally 4 to 10 times more than initially believed. Calculating and capturing the true business benefit of acting on values provides a much-needed update to the sustainability and responsibility playbook. Even more important, it shows executives how to harness the value of values to improve profitability, acquire customers, and turbocharge their own careers.Written by a measurement pioneer and one of the world&’s foremost experts on making ethical business count, The Value of Values trains leaders to respond smartly and credibly to today&’s challenges, transforming how business can and should be done.This book analyzes the importance of innovation as the key driver of sustained success in the tourism industry and the…
knowledge sharing process. It explores its impact on innovation capability and innovation performance of organizations. With 12 chapters written by 22 contributors, the book offers international reflections. The first part of the book focuses on innovation management strategies and analyzes the importance of innovation as the key driver of sustained success in the tourism industry. Tourism and hospitality firms develop innovations with specific objectives and goals in mind and have several approaches to measure performance accordingly. The second part of the book focuses on knowledge sharing through case studies. Chapters analyze the knowledge sharing process and its impact on the innovation capability and innovation performance of the firms. The essence of knowledge sharing is to provide a framework for management in their attempt to develop and enhance their organizational capability to innovate in tourism. This invaluable book provides both theoretical and practical insights into innovation strategies and knowledge sharing in tourism. It will interest students, scholars and researchers, as well as executives and practitioners in the field of tourism and hospitality management.How business leaders can move their DEI efforts from intention to impact through strategy and culture change.In the aftermath of…
George Floyd&’s murder, corporate America has doubled down on its public intentions to be more inclusive and equitable. Yet beyond the pledges it is difficult to see which system changes make a real difference. In From Intention to Impact, Malia Lazu draws on her background as a community organizer, her corporate career as a bank president, and now her experience as a leading DEI consultant to explain what has been holding organizations back and what they need to do better. First and foremost, she recognizes that truly moving from intention to impact means targeting and changing the traditions and culture that normalize whiteness.From Intention to Impact shows what organizations, leaders, and people at all levels must do to create more inclusive environments that honor and value diversity. Lazu shares a seven-stage guide through this process as well as a 3L model of listening, learning, and loving that readers can use from the initial excitement of doing &“something&” to the frustration when the inevitable pushback comes, and finally to the determination to do the hard work despite the challenges—on corporate and political fronts. Most compelling, From Intention to Impact shows that, while commitment from the top is paramount, for DEI to be most effective, it needs to be decentralized—among managers, within teams, and across the organization.A crucial read for anyone looking to future-proof their company, From Intention to Impact goes beyond the &“feel good&” PR-centric actions to showcase the real DEI work that must be done to create true and lasting systemic change.In America vs. Americans, Eric Wade presents American Laborism, a revolutionary new economic system, where the greatest commodity isn&’t cash,…
it&’s work.Capitalism is broken. Despite its successes, capitalism gives us the largest wealth gap in American history, failing Social Security, a weak currency, and a looming threat of AI destroying our workforce. We need a new system—one built around people rather than capital. A system that values each person&’s unique contribution, ingenuity, and hard work—their labor. A system in which the greatest commodity isn&’t cash; it&’s work. And a system in which Americans at every level of society and government are working together. We need American Laborism, a revolutionary new system that presents a workable, low-tax form of capitalism for those who want it—and a dignified, healthy, happy, and fulfilled life for everyone else. Under American Laborism, if you&’re happy with the current capitalist system, great! Carry on—but you&’ll get to do it with a smaller government, fewer regulations, better-educated employees, and lower taxes. And if capitalism hasn&’t worked out as well for you, you get access to unlimited free education and training, guaranteed housing and food, and a sound asset-backed currency. Everybody wins! American Laborism isn&’t just a replacement for capitalism. It&’s an upgrade. Every American has the right to live a life of dignity, to contribute, and to ensure that their basic needs are respected by their society. American Laborism can improve the lives of every American by bringing the least among us up . . . without bringing anyone else down. It&’s time to heal our nation. It&’s time for American Laborism.Economic Growth and Development in the Tropics (Routledge Advances in Business, Industry and Trade in the Tropics)
Par Sook Rei Tan, Haejin Jang, Jacob Wood. 2024
The living standards and scale of development around the world are vastly unequal. One notable observation is that much of…
the poverty-stricken area is located between the tropics of Cancer and Capricorn. By contrast, affluent nations are situated in more temperate zones. Such a phenomenon gives weight to the geography hypothesis that seeks to explain the occurrence of global economic inequality, by placing an emphasis on the importance of natural elements such as location and climate in determining the economic conditions of a nation. This book concentrates exclusively and in depth on the key economic phenomena and factors which shape tropical economies today. It examines contemporary economic problems confronting the tropical countries and provides policy recommendations that align with the United Nations’ Sustainable Development Goals set in the 2030 Agenda. It contains research works and case studies of tropical economies that are related to the area of development and environment economics. The book’s themes range from economic growth, poverty reduction, income inequality, economic globalization, international trade, capital flow, financial development, and institutional development to environmental sustainability within the Tropics. Recognizing the dynamism and diversity of the tropics, the book encompasses empirical and policy analyses that address the key economic issues and challenges in the region so as to provide an important platform from which new policymaking initiatives can flourish. This book will draw readership primarily from the fields of economics and public policy, particularly under the subject areas of development and environment economics, as well as discussions in the sustainability policy space.Full-Time: Work and the Meaning of Life
Par David L. Bahnsen. 2024
We were created to work, and our work provides unique meaning and purpose in our lives. Yet today we are…
living in a crisis of apathy and ignorance regarding work&’s theological and existential nature.There is no shortage of books pleading with people to work less, to find &“balance,&” to think less of career and more of the things that bring them &“happiness.&” Likewise, there is no shortage of books making the case that work matters a great deal—that good things come from fruitful labor. This book belongs in neither of those categories. In Full-Time: Work and the Meaning of Life, David Bahnsen makes the case that our understanding of work and its role in our lives is deeply flawed—we are unmoored from what he calls &“created purpose.&” He argues that the time has come to stop tip-toeing around the issues that matter, that separating one&’s identity from what they do is demonstrably false, and that this era of alienation is for many a direct result of a low view of work. It is in work—effort, service, striving—of every kind that we discover our meaning and purpose; a significant and successful life is one rooted in full-time productivity and cultivation of God&’s created world. This book is not your normal &“defense of work&” book. Whether you are a leader, a follower, a boss, an employee, in a white collar or blue collar job, highly paid or &“just getting by,&” this book is for you. A life of meaning is right under your nose, and with it the joy and peace of a life well-lived. &“David Bahnsen is a theologically grounded, vocationally minded, and Biblically focused man with a vision to make work a gift to the world. In this book, he does just that. Combining thoughtful cultural analysis, conservative economic theory, and practical application for how to live these ideas out in the real world, I am grateful for the keen insights he lays out here. This book is a great combination of ideas and application that I think will serve many well.&” —Jon Tyson, Author, Pastor, Church of the City NYC &“Far too many of us believe that we need to work in order to be able to live, and that&’s it. We need to eat, and so we work. David Bahnsen&’s new book leans heavily in the opposite direction, meaning that God gave us the gift of life so that we might have the grace and privilege of working. Highly recommended.&” —Pastor Douglas Wilson, Christ ChurchFlip Your Life: How to Find Opportunity in Distress—in Real Estate, Business, and Life
Par Tarek El Moussa. 2024
HGTV star real estate investor Tarek El Moussa reveals how the grounding principles that make him such a successful house…
flipper are also applicable to improving our personal lives. With over a decade of experience, flipping close to 1,000 properties, selling over 1,000 houses, and owning multiple apartment buildings and self-storage facilities, Tarek El Moussa is a successful entrepreneur, real estate expert, and investor. It will surprise Tarek&’s fans to learn that it wasn&’t an easy road to the top. A young and aimless Tarek had no clue what he wanted to do with his life. In Flip Your Life, Tarek uses his story—that of a lost man trying to find his way in the world—to take us through the steps of how we can achieve our own goals. Whether in real estate or life, Tarek reveals his proven four-step process: 1. Evaluate 2. Emulate 3. Renovate 4. Duplicate A natural coach and teacher, Tarek offers us a candid look behind the camera, making Flip Your Life a practical, easy-to-use guide to help readers everywhere learn how to turn their lives from desultory, unhappy &“flops&” into focused, meaningful, and hugely fulfilling success stories.Beyond Internal Control over Financial Reporting: The Chinese Experience
Par Daoguang Yang. 2024
By examining two different modes of internal control and the fundamentals of risk management, this book analyses the role of…
internal control in financing, investment, profit distribution, and corporate strategies through China's experience. In doing so, it confirms the effectiveness and superiority of internal control over operation and management. The book compares the various internal control methods used in China and the USA, namely, operation and management-oriented versus financial reporting-oriented approaches. It also discusses the differences in corporate risk attitudes and behaviours under the two approaches. The author then proposes the hyper-correction hypothesis and the trimming hypothesis. Empirical findings regarding corporate cash policy, mergers and acquisitions, tax avoidance, and diversification strategy reveal that internal control in China does not result in undue risk aversion but instead manages enterprise risk within a reasonable capacity. These results support the trimming hypothesis and demonstrate that internal control is a useful risk management tool. The title will appeal to students, academics, and accounting professionals interested in internal control (risk management), accounting, auditing and corporate finance, regulation and governance.This book offers the first comprehensive study of defence offsets and its economic, security, political and theoretical implications.Originating in the…
second half of the 19th century, defence offsets - additional economic, industrial and technological benefits to states for buying foreign weapons - have since been a key feature of the global arms trade and defence industry. And yet, offsets are an under-researched and under-theorised phenomenon. This book fills this gap in the literature by offering the first general theory of defence offsets, as well as the first systematic analysis of the offset phenomenon. By building on the insights of scholars of defence economics and drawing from the International Relations liberal paradigm, as well as reviving and adapting Robert Putnam’s two-level game framework, the book proposes a liberal-rationalist theory of defence offsets. It then proves the worth of such a theory through Qualitative Comparative Analysis (QCA) of fifty-four fighter aircraft transfers from 1992 to 2021 inclusive, and three in-depth case studies addressing offsets negotiated and agreed to as part of fighter aircraft competitions in Brazil, India, and South Korea.This book will be of interest to students of defence studies, defence economics, security studies and international relations.