Working Papers

Much research in consumer psychology has investigated how affective reactions unrelated to a decision at hand (i.e., incidental affect) influence consumers’ preconsumption preferences. Most of this research has approximated the incidental affect through its valence...

The ability of individuals to make sound financial decisions and obtain sound advice is increasingly being questioned. Shortfalls in financial knowledge and confidence are particularly acute among women. This paper explores one easily scalable avenue...

We compute optimal mechanism designs for each of a sequence of size-discovery sessions, at which traders submit reports of their excess inventories of an asset to a session operator, which allocates transfers of cash and...

From the schoolyard to the boardroom, the pressures of cultural assimilation pervade all walks of social life. Why are some people more successful than others at cultural adjustment? Research on organizational culture has mostly focused...

We study the contracting problem of a principal who chooses between motivating an agent to exert effort or taking her outside option. The agent is privately informed about his ability, where a higher-ability agent faces...

We address whether mandatory forecasts of earnings announcement dates are informative and what are the informational tradeoffs between mandatory and voluntary forecasts. We find China mandatory forecasts predict actual earnings announcement dates and yet-to-be-announced firm...

Based on a longitudinal case study, this paper presents an ecosystem-level process model of the interlocking key activities of the business model disruptor, other ecosystem participants (customers, partners, media, analysts), and the incumbent. Together these...

Identifying the optimal set of individuals to first receive information (`seeds’) in a social network is a widely-studied question in many settings, such as the diffusion of information, microfinance programs, and new technologies. Numerous studies...

Forthcoming at Marketing Science

We consider a persuasion setting in which the sender of a message tries to elicit a desired action from a receiver by means of a compelling argument. In order to...