Working Papers

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 these…

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…

We survey modern models of delegation which assume that a boss and 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…

Mistakes give us a window into the brain. Just as optical illusions help us understand visual information processing, mistaken choices help us understand decision-making. The mistakes described below suggest that economics can usefully…

This paper examines the impact of trade liberalization episodes on movements of labor across sectors. The aim is to evaluate the empirical support for two classes of models: those where the effects of trade are mediated by structural change, and…

This paper examines empirical evidence on the impact that venture capitalists have on the development path of new firms. We use a hand-collected data set on Silicon Valley start-up companies that allows us to “look inside the black box” and…

Venture capital firms have unique capabilities in terms of dealing with high uncertainty, high degrees of information asymmetry, and providing access to a strategic network. This study examines the association between the presence of venture…

This study examines the relation between analyst coverage and firms’ intangible assets. We assume that firms with substantial intangible assets, most of which are not recognized in firms’ financial statements, have more information asymmetry…

Because of a little noticed provision of the Federal Elections Campaign Act, slightly more than a third of the members of the 102nd House of Representatives were allowed to convert unspent campaign fund to personal use - but only if they left…