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Stock Return or Sales Growth? Multiple Performance Feedback and Strategic Investments Under Securities Analysts’ Earnings Pressure

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  • Yu Zhang
  • Yan Gong

Abstract

Pressure to meet or beat earnings forecasts from securities analysts leads managers of publicly traded firms to improve short‐term earnings by cutting strategic investments at the expense of long‐term competitiveness. Drawing on the behavioral theory of the firm, we explore how different dimensions of performance feedback moderate managerial responses to this pressure. We find that the negative impact of earnings pressure on a firm’s strategic investments is strengthened when it receives performance feedback from lower stock returns but is weakened when the firm receives performance feedback from lower sales growth. When both dimensions of performance feedback are present, we find that sales growth has a stronger moderating effect. Our paper contributes to the developing literature on multiple dimensions of performance feedback by demonstrating how stock price and sales growth differentially influence managerial responses to earnings pressure. From a management standpoint, we highlight the possibility that performance feedback influences managerial responses to earnings pressures in ways that managers may not fully consider.

Suggested Citation

  • Yu Zhang & Yan Gong, 2018. "Stock Return or Sales Growth? Multiple Performance Feedback and Strategic Investments Under Securities Analysts’ Earnings Pressure," Journal of Management Studies, Wiley Blackwell, vol. 55(8), pages 1356-1385, December.
    • Handle: RePEc:bla:jomstd:v:55:y:2018:i:8:p:1356-1385
    DOI: 10.1111/joms.12392
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    Cited by:

    1. Liuyang Ren & Xi Zhong & Liangyong Wan, 2022. "Missing Analyst Forecasts and Corporate Fraud: Evidence from China," Journal of Business Ethics, Springer, vol. 181(1), pages 171-194, November.
    2. Xi Zhong & Liuyang Ren & Ge Ren, 2023. "Performance shortfall, institutional logic and firms’ tax avoidance," Eurasian Business Review, Springer;Eurasia Business and Economics Society, vol. 13(4), pages 855-886, December.
    3. Su, Taoyong & Yu, Yuzhu & Chen, Yongheng & Hou, Wanrong, 2023. "On or off: The triggering effect of underperformance duration on cooperative innovation," Technovation, Elsevier, vol. 126(C).
    4. Ben, Fang & Li, Zhe & Sun, Jing & Wang, Hongmei & Zhao, Xin, 2024. "Ecological product value accounting and analyst behavior," International Review of Financial Analysis, Elsevier, vol. 94(C).
    5. Lakshmi Goyal, 2023. "Investments during institutional transitions: Driven by problems or opportunities?," Asia Pacific Journal of Management, Springer, vol. 40(4), pages 1733-1768, December.
    6. Hendriks, Guus & Slangen, Arjen H.L. & Heugens, Pursey P.M.A.R., 2024. "Country portfolio diversity and firms’ portfolio adjustment decisions: A behavioral perspective," International Business Review, Elsevier, vol. 33(4).
    7. Xie, En & Fang, Alex Junyi & Chen, Xin & Wu, Zhan & Kumar, Vikas, 2022. "Performance feedback on sales growth goal and OFDI location choices for firms in emerging economies," Journal of World Business, Elsevier, vol. 57(4).
    8. Guo, Jianquan & Cheng, He, 2024. "Performance feedback on sales growth and M&A: Evidence from China," Japan and the World Economy, Elsevier, vol. 69(C).
    9. Lili Ding & Zhongchao Zhao & Lei Wang, 2020. "Executive Incentives Matter for Corporate Social Responsibility under Earnings Pressure and Institutional Investors Supervision," Sustainability, MDPI, vol. 12(6), pages 1-22, March.
    10. Chengguang Li & Oded Shenkar & William E. Newburry & Yinuo Tang, 2021. "How Country Reputation Differentials Influence Market Reaction to International Acquisitions," Journal of Management Studies, Wiley Blackwell, vol. 58(6), pages 1609-1639, September.
    11. Qian Sai & Yanxi Li & Yanwen Liu & Heng Zhao & Shanshan Ouyang, 2024. "Audit report information improvement and earnings management," International Journal of Finance & Economics, John Wiley & Sons, Ltd., vol. 29(1), pages 425-442, January.

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