Publications

We compare quota-based salesforce compensation plans with the BLSS plan, i.e., the optimal curvilinear agency-theory-based compensation plans proposed in Basu, Lal, Srinivasan and Staelin (Basu, A. K., R. Lal, V. Srinivasan, R. Staelin. 1985.…

This study provides evidence that fair value estimates of loans, securities and long-term debt disclosed under SFAS No. 107 provide significant explanatory power for bank share prices beyond that provided by related book values. In contrast to…

Companies that enjoy enduring success have a core purpose and core values that remain fixed while their strategies and practices endlessly adapt to a changing world. The rare ability to balance continuity and change—requiring a consciously…

This research investigates how organizational members respond to events that threaten their perceptions of their organization’s identity. Using qualitative, interview, and records data, we describe how members from eight “top-20” business…

We study pooled (or group) testing as a cost-effective alternative for screening donated blood products (sera) for HIV; rather than test each sample individually, this method combines various samples into a pool, and then tests the pool. A…

Using data from the National Opinion Research Center’s General Social Survey, we compared the organizational membership networks and core discussion networks of managers and nonmanagers. For the two groups, the networks differed on a variety of…

An assumption of much of the literature in marketing strategy is that a firm accurately knows the nature of its interaction with competitors. This study examines this assumption and explores the relationship between firm performance and accuracy…

The Le Chatelier principle, in the form introduced into economics by Paul A. Samuelson, asserts that, at a point of long-run equilibrium, the derivative of long-run compensated demand with respect to own price is larger in magnitude than the…

Much research emphasizes that leaders and organizations that are noticed by and please others, will be rewarded with power, legitimacy and resources. This literature implies that leaders, and others in symbolic roles must work under close…

In this paper, the author estimates Euler equations, i.e., the first order conditions of the consumers’ maximization problem, using data from two data sets. Consumption data are taken from the Consumer Expenditure Survey. Income data are taken…

Which is the more profitable way to sell a company: an auction with no reserve price or an optimally-structured negotiation with one less bidder? We show under reasonable assumptions that the auction is always preferable when bidders’ signals are…