Working Papers

We argue that a way culture influences decisions is through the reasons that individuals recruit when required to explain their choices. Specifically, we propose that cultures endow individuals with different rules or principles that provide…

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…

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…

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…

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…

Why does venture capital work in some countries but not in others? This clinical study of the first German venture capital firm examines the difficulties of creating a venture capital market in a bank-based financial system. The analysis…

Regulatory focus theory (Higgins, 1997) distinguishes between self-regulatory processes that focus upon promotion (gain-focused) and prevention (loss-focused) strategies for goal pursuit. Five studies provide support for the hypothesis that…

An important, but largely unexplored, class of bargaining problems involve two negotiators, who send signals to a third party. Such problems are especially common in politics, where elected officials must worry about approval from voters and…

We find that web traffic is relevant for explaining market values and stock returns of pure Internet companies after controlling for accounting information such as book and values earnings. However, we find weak associations between web traffic…

This research investigates the interaction effect of a very common task, explaining decisions, and an individual difference, need for uniqueness (NFU), on buyer decision-making. We propose that explaining (or providing reasons for) decisions…