Publications

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;…

This research explores the extent to which differences in perceived diagnosticity as compared with differences in the accessibility of associations embedded in persuasion appeals better account for the attitudinal differences found in the culture…

This article examines resource-partitioning theory in organizational ecology in the context of the Dutch auditing industry. The theory predicts that under certain conditions, specialist organizations will proliferate as the overall industry…

One critical step in new product development is selecting from among multiple possible product concepts the one that the firm will carry forward into the marketplace. There is a need for low-cost, parallel testing of the appeal of new product…

Media attention has been overlooked as a potential determinant of strike duration. This study analyzed the impact of media attention on strike duration using a sample of the 90 largest U.S. strikes that occurred from 1980 to 1991. Results…

This research explores the extent to which differences in perceived diagnosticity as compared with differences in the accessibility of associations embedded in persuasion appeals better account for the attitudinal differences found in the culture…

Building on the Dechow, Kothari, and Watts (1998) model of the accrual process, this study provides insights into the role of accruals in predicting future cash flows. The model shows that each accrual component reflects different information…

Past research on dual process models of persuasion has documented that, when faced with information incongruity, individuals tend to form product evaluations by attenuating the less diagnostic information, relying solely on the more diagnostic…

This paper investigates the relationship between organizational aging and innovation processes to illuminate the dynamics of high-technology industries, as well to resolve debates in organizational theory about the effects of aging on…

The so-called “paradox of voting” is major anomaly for rational choice theories of elections. If voting is costly and citizens are rational then large electorates the expected turnout would be small, for if many people voted the chance of anyone…

Impersonal criteria for making decisions and restraints on emotional expression at work have long been the hallmarks of organizational life (for example, Weber, 1946, 1981). Recent work has broken this emotional taboo (for example, Fineman, 1996…

We consider a model with several regions whose technological ability and factor endowments are identical and in which transport costs between regions are non-negligible. Nonetheless, certain goods are sometimes produced by multiple firms…