Publications

We explored how the process of e-mail negotiation differs from face-to-face negotiation and then tested hypotheses about how its liabilities can be minimized. In the first experiment, participants negotiated one-on-one, either face-to-face or via…

Corporations simultaneously claim that human capital is increasingly important to their success and that they seek to maximize shareholder value. This paper studies the relationship between these two developments. We show that the pursuit of…

This paper derives the optimal simultaneous capacity and production plan for a high volatility, short life-cycle, produce-to-stock, product that requires (at least some) dedicated production capacity. Capacity can be reduced as well as added, at…

According to system justification theory, people are motivated to preserve the belief that existing social arrangements are fair, legitimate, and justifiable (Jost & Banaji, 1994). The strongest form of this hypothesis, which draws on the…

In this paper we analyze the theoretical implications of sorting data into groups and then running asset pricing tests within each group. We show that the way this procedure is implemented introduces a bias in favor of rejecting the model under…

This paper explores the structural differences and relative goodness‐of‐fits of affine term structure models (ATSMs). Within the family of ATSMs there is a trade‐off between flexibility in modeling the conditional correlations and volatilities of…

This paper, studies the evolution of sectoral labor concentration in relation to the level of per capita income. We show that various measures of sectoral concentration follow a U-shaped pattern across a wide variety of data sources: countries…

Some firms, particularly in high-tech, appear to view technology leadership and cost leadership as separate and distinct ways of achieving high profits within a given product market. In contrast, we develop a model of technology competition…

System justification theory seeks to understand how and why people provide cognitive and ideological support for the status quo and what the social and psychological consequences of supporting the status quo are, especially for members of…

This chapter considers the social structuring processes that occur in groups that use computer medicated communication (CMC). We propose several mechanisms through which status is created, negotiated, and managed in such groups. This chapter…

This paper reports the pre-launch calibration and validation of an individual level diffusion model used to focus management actions during a new product launch. Diffusion models have attracted considerable attention in the marketing literature…

Past empirical literature states that asymmetry in cross-price effect favors the large-share brand. That is, when large-share brands discount, they have a greater impact on small-share brands than the reverse. This conclusion is based on…

We study the behavior of prices in Poland following the big-bang market reforms in 1990, using a large, disaggregated data set. Price differences within and across regions are initially large but fall rapidly in the early stages of transition.…

Global Account Management is a new process by which multinational companies can better manage their relationships with global customers. This article provides a framework and methodology that managers can use to diagnose whether and how to use…

Global Account Management is a new process by which multinational companies can better manage their relationships with global customers. This article provides a framework and methodology that managers can use to diagnose whether and how to…

Synder and Groseclose (2000) develop and apply an innovative method for detecting and estimating the frequency and magnitude of party influence in congressional roll call voting. This paper presents a framework for assessing to coefficient that…

Customers’ evaluations of quality and satisfaction are critical inputs in the development of marketing strategies. Given the increasingly common practice of asking for such evaluations, buyers of products (e.g. cars) and services (e.g. hotels,…

Two current trends, information overload combined with increased control of marketers (e.g., on the Internet) over the manner in which their products are sold and presented to buyers, suggest that deciding what information to provide or not to…