Publications

Drawing from social categorization theory, we found that greater demographic heterogeneity led to group norms emphasizing lower cooperation among student teams and officers from ten business units of a financial services firm. This effect faded…

We survey modern models of delegation that assume a boss and a subordinate pursue their own goals. Among the major themes covered are the following: the conditions under which the boss will prefer to delegate versus those in which she will prefer…

How best to predict Australian federal election results? This article analyses three forecasting tools – opinion polls, economic models, and betting odds. Historically, we find that opinion polls taken close to the election are quite accurate,…

When organizations make important changes, such as introducing products based on new technologies, they may gain strategic advantages but they also experience disruptions. We argue that these disruptions are especially strong when organizations…

This paper illustrates why firms might choose to implement stock option plans or other pay instruments that reward “luck.” I consider a model where adjusting compensation contracts is costly (or wages are rigid) and where agents’ outside…

In today’s economy, competitive success is increasingly based on possessing knowledge and intellectual capital rather than financial or other “hard” assets.

This paper presents an exploratory investigation of the Manufacturing/Marketing (hereafter M/M) interface. From the literature and prior empirical work in M/M strategies, we propose a path model for assessing the mediating impact of the M/M…

This paper describes the binomial option pricing-based bond value estimation procedure used in our study, “Option Pricing-Based Bond Value Estimates and a Fundamental Components Approach to Account fro Corporate Debt.” (Barth et al. 1998).…

We study how diversity evolves at a firm with entry-level and upper-level employees who vary in ability and “type” (gender or ethnicity). The ability of entry-level employees is increased by mentoring. An employ receives more mentoring when more…

Sales quotas are a fixture of sales compensation plans and are often associated with a significant discrete bonus. This article shows that, under certain assumptions about salesperson utility and the distribution of sales outcomes, the…

This study examined whether early movers and technology leaders attained superior performance in emerging economic regions. We assessed the determinants and performance consequences of two key aspects of entry strategy, resource commitment…

Regulatory focus theory distinguishes between self-regulatory processes that focus on promotion and prevention strategies for goal pursuit. Five studies provide support for the hypothesis that these strategies differ for individuals with distinct…

I review the uses of economic theory in the initial design and later improvement of the “simultaneous ascending auction,” which was developed initially for the sale of radio spectrum licenses in the United States. I analyze some capabilities and…

Interpersonal communications is widely viewed as both a source of conflict in many social relationships and a cure-all for resolving such conflict. Some theorists assert that we simply do not interact, or talk, enough in modern society;…