Publications

Existing research shows that appeals to self-interest sometimes increase and sometimes decrease prosocial behavior. We propose that this inconsistency is in part due to the framings of these appeals. Different framings generate different salient…

A “conservation good” (such as a tropical forest) is owned by a seller who is tempted to consume (or cut), but a buyer benefits more from conservation. The seller prefers to conserve if the buyer is expected to buy, but the buyer is unwilling to…

In the digital age, software has enabled innovators like Uber and Tesla to gather crucial data about customers and create revolutionary offerings to serve them. Meanwhile, many well-resourced incumbents struggle to develop extended digital…

In collaboration with three companies selling a diverse set of products, we conduct randomized field experiments in which experimentally tailored email messages are sent to millions of individuals. We find consistently that personalizing the…

Over the past decade, online social media has had a tremendous impact on the way people engage in social activism. For instance, about 26M Facebook users expressed their support in upholding the cause of marriage equality by overlaying their…

In collaboration with BuildDirect.com, an online seller of home-improvement products, we conduct a large-scale randomized field experiment to study the effects of retargeted advertising — a form of internet advertising in which banner ads are…

The main advantage of a procurement combinatorial auction (CA) is that it allows suppliers to express cost synergies through package bids. However, bidders can also strategically take advantage of this flexibility, by discounting package bids and…

Using information on advertising and mortgages originated by subprime lenders, we study whether advertising helped consumers find cheaper mortgages. Lenders that advertise more within a region sell more expensive mortgages, measured as the excess…

People with an entity theory of attitudes (i.e. the belief that attitudes are relatively unchanging) are more certain of their attitudes than are people with an incremental theory (i.e. the belief that attitudes are relatively malleable), and…

A firm chooses its debt maturity structure and default timing dynamically, both without commitment. Via the fraction of newly issued short-term bonds, equity holders control the maturity structure, which affects their endogenous default decision…

This Research Spotlight provides a summary of the academic literature on internal and external CEOs. It reviews the evidence of:

• Trends in hiring external CEOs
• Operating condition of companies that hire internal and external…

Regional shocks are an important feature of the U.S. economy. Households’ ability to self-insure against these shocks depends on how they affect local interest rates. In the United States, most borrowing occurs through the mortgage market and is…

We study the properties of heteroskedasticity-robust confidence intervals for regression parameters. We show that confidence intervals based on a degrees-of-freedom correction suggested by Bell and McCaffrey (2002) are a natural extension of a…

Shareholders pay considerable attention to the choice of executive selected as the new CEO whenever a change in leadership takes place. However, without an inside look at the leading candidates to assume the CEO role, it is difficult for…

he article offers information on issues related to leadership, candor, and transparency among leaders and human resource managers in an organization. It stresses that candor and honesty are not always necessarily desirable or be considered as the…

The effect of assortment size on purchase decisions is an ongoing subject of debate, in light of conflicting findings (Scheibehenne, Greifeneder, & Todd, 2010). The authors show that a key determinant of the effect is the order in which “…

We study a supply chain involving a supplier–retailer relationship. When production lead-time is long and the selling season is short, the retailer has to place an order ahead of the season, which resembles the classical Newsvendor model. However…

We analyze the role of benchmarks in over-the-counter markets subject to search frictions. The publication of a benchmark can, under conditions, raise total social surplus by (i) increasing the volume of beneficial trade, (ii) reducing total…

We study firm’s incentives to build and maintain reputation for quality, when quality is persistent and can be certified at a cost. We characterize all Markov-perfect equilibria where the timing of certification and investment depend only on firm…

Silicon Valley companies are making news these days for their efforts to fix the underrepresentation of women in tech. Many are focused on increasing the pipeline of women studying STEM in high school and college. But pipeline factors are…