Publications

Previous research in the domain of attitude change has described 2 primary dimensions of thinking that impact persuasion processes and outcomes: the extent (amount) of thinking and the direction (valence) of…

*Reprinted in Cyber-Societies Lecture Notes in Computer Science. (2008) New York: Springer.

We study a one-sided offers bargaining game in which the buyer has private information about the value of the object and the seller has private information about his beliefs about the buyer. We show that this uncertainty about uncertainties…

The present research proposes a metacognitive framework for understanding resistance to persuasion. It is suggested that when people resist persuasion, they can become more certain of their initial attitudes. Several experiments demonstrated that…

Many new firms are started by entrepreneurs who got the idea while working for their previous employer. Sometimes employers also agree to develop their employees’ ideas internally. This paper develops a multi-task incentives model to analyze…

Prior research suggests that consumers evaluate firms more negatively if they attribute the firms business practices to firm-serving motivations rather than to motivations that serve the public good. The authors propose an alternative hypothesis…

The current research investigates the proposal that cross-cultural differences in conflict resolution choices are driven by culturally conferred cognitive scripts-expectancies about appropriate actions in a setting and outcomes they will evoke.…

As is becoming increasingly widely known, mutual funds often calculate their net asset values using stale prices, which causes their daily returns to be predictable. By trading on this predictability, investors can earn 35-70 percent per year in…

Two studies are reported examining individual differences in the need to evaluate as a determinant of memory-based versus online information processing. In each study, participants read statements describing the behaviors of a hypothetical target…

This article revisits Akerlof’s (1970) classic adverse-selection market and asks the following question: do greater information asymmetries reduce the gains from trade? Perhaps surprisingly, the answer is no. Better information on the selling…

We build a model of emerging markets crises which features two types of collateral constraints. Firms in a domestic economy have limited borrowing capacity from international investors. They also have limited borrowing capacity with respect to…

This paper explores the impact confidence has on supply chain performance and its related costs. Businesses tend to concentrate on the traditional tangible elements of the supply chain, and fail to recognize the damaging effect that the lack of…

As a result of e-business, many core supply chain concepts and principles have become much more effective. These concepts include information sharing, multi-party collaboration, design for supply chain management, postponement for mass…

Considerable recent research has examined the effects that activated stereotypes have on behavior. Research on both self-stereotype activation and other-stereotype activation has tended to show that people behave in ways consistent with the…

This paper extends social categorization theory to understand how personality traits related to information sharing may correspond with positive perceptions of demographically different people, thereby enhancing their experience and performance…

In this article we examine the impact of asking hypothetical questions on respondents’ subsequent decision making. Across several experiments we find that even though such questions are purely hypothetical, respondents are unable to prevent a…

We analyze collusion in an infinitely repeated Bertrand game, where prices are publicly observed and each firm receives a privately observed, i.i.d. cost shock in each period. Productive efficiency is possible only if high-cost firms relinquish…