In today’s business environment, one of the keys to success is the effectiveness of collaboration among different organizations. This phenomenon gives rise to a new paradigm viewing management control system as a multidimensional interorganizational tool, rather than mere an internal tool in an organization. The purpose of this study is to build a framework of interorganizational control based upon the New Institutional Theory (NIT). Most of the previous studies of interorganizational control adopting transaction cost economics concepts which are focused on the efficiency problems. However, different perspective is offered in this case study of the alliance between PT Pertamina (PERSERO), Agents and Household Fuel Distribution Base in the household fule distribution channel. The desing of interorganizational control largely depends upon legitimation from its institutional environment. Based upon the findings, a new framework for interorganizational control is proposed.

Key Words: management control system, new institutional theory, alliance, interorganizational control, Pertamina

The purpose of this study is to solve the problems in marketing communication and gain a deeper understanding on how companies use modified factor analysis to formulate Integrated Marketing Communication (IMC) in their new brands/product development. To reach this purpose we have studied how the modified factor analysis can be implemented to formulate IMC campaign planning, what tools are used, and the benefits of this methods in IMC campaign planning. Our study shows that integrating the behavior target market in IMC campaign planning creates benefits and is vital for an uncovering of consumer needs in order to create the market. Furthermore, the article states that modified factor analysis is a prerequisite for the creation of an integrated marketing communication campaign planning.

Key words: integrated marketing communication, modifed factor analysis, targert market, factor analysis, creating market

Cultural diversity is a critical factor in some manner of cross communication, includes international negotiation. Hence, cultural awareness and adaptation are required to be a successful international negotiator. This article concerns with Chinese cultural background in performing a negotiation. Cultural linkages between Confucianism and Chinese negotiator’s attitute and behavior are discussed. The experience of seven negotiators, Chinese and non Chinese were studied to describe how Chinese negotiator’s conducts, in a negotiation, includes in preferring to negotiation tactics. In depth interviews with the respondents indicate a relationshiop between Confucianism and Chinese negotiator’s attitude and behavior. Hoever, it also appears that the attitude and behavior of Chinese negotiators are affected by other independent factors as well.

Key Words: Confucianism, Inter cultural negotiation, negotiation tactics.

The concept of brand equity gor many criticism from some scholars in relation to managerial relevancy in practice. In globalization era which has resulted in the increasing firm competition, brand is the most valuable company’s asset and is used as the competitive advantage factor. This study delas with brand equity and empirically tests using the concepts in Aaker’s Model (1991) and Keller (1993) on the direct or indirect effect of brand image or attitude on brand equity. Banking is a business organization which utilize assets (brand) through products and services to customers. This analysis was carried out using Structural Equation Modeling. The results showed that brand equity could be manipulated at the specific brand association level and the association could result in brand image and brand attitude affecting brand equity. It is recommended that, for managers, bulding brand equity be the main focus in designing the company’s marketing programs.

Key Words: brand equity, brand image, brand attitude

To do an investment, a reliable investor doesn’t want to invest his equity to one kind of stocks only since the level of risk will highly to be forwarded. The investor will diversify his equity into some kind of stocks so that he will get an optimal investment or knowns as a portfolio form. An optimal portfolio form is a minimum risky level to certainty benefit level or maximum benefit level to certainty risky level. In this research, the writer done an optimal portfolio form using Markowitz level means to achieve a minimum risky level to a certainty benefit level and to minimize a risk of using a non linear program of MAPLE 7.0 software. The selection of stocks as candidature of portfolio form is a listed stocks in a LQ45 Stocks group from the periode of January 2004 to June 2005. An optimal portfolio is formed y three kind of stocks: Pabrik Kertas Tjiwi Kimia (TKIM)’s stocks by amounting of Rp535,952,000,- Astra Internasional (ASII)’s stocks by amounting of Rp 104,882,000,- and United Tractor (UNTR)’s stocks amounting of Rp 359,166,000. Those stocks coming from 10 stocks of LQ45 which have the biggest positive return and smallest variation coefficient. The research results show an expected return and risk (deviation standard) of optimal portfolio every day is 3.57 percent of Rp 35,700,000,0 and 4.24%

Key Words: investment, portfolio, return, risk, stocks, non linear

The objectives of this research are (1) to investigate the determinants of capital structures which have effect on company leverage, and (2) to see the differences of leverage between domestic and multinational corporations. The determinants of capital structures consist of agency cost, bankcruptcy cost, size, growth, and profitability. The objects of this research are the Indonesia multinational and domestic companies listed in Jakarta Stock Exchanges from 1999 to 2003. The multiple linear regression variables show that the level of leverage differs significantly between multinational and domestic companies. For both types of organizations, profitability, bankcruptcy cost and size were significant determinants of leverage. For domestic companies, growth was significant determinants of leverage, but it was not sigfnificant for multinational corporations. Agency cost was not differ significantly between multinational and domestic companies.

Key Words: determinants, capital structures, leverage, agency cost, bancruptcy cost, multinational and domestic companies.