Publications

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…

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…

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…

Many organizations are made up of other organizations that have decided to act collectively as with research and development consortia, industrial alliances, trade associations, and formal political coalitions. These collective organizations can…

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…