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Decision Making & Negotiations

See the latest research, articles and faculty on the Decision Making & Negotiations Area of Expertise at Columbia Business School.

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Decision Making & Negotiations

Decision Making & Negotiations Research

Pay for Short-Term Performance: Executive Compensation in Speculative Markets

Authors
Patrick Bolton, Jose Scheinkman, and Wei Xiong
Date
January 1, 2004
Format
Working Paper

We argue that the root cause behind the recent corporate scandals associated with CEO pay is the technology bubble of the latter half of the 1990s. Far from rejecting the optimal incentive contracting theory of executive compensation, the recent evidence on executive pay can be reconciled with classical agency theory once one expands the framework to allow for speculative stock markets.

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A general equilibrium model for industries with price and service competition

Authors
Fernando Bernstein and Awi Federgruen
Date
January 1, 2004
Format
Journal Article
Journal
Operations Research

This paper develops a stochastic general equilibrium model for an oligopoly, in which all inventory constraint parameters are endogenously determined. We propose several systems of demand processes whose distributions are dunctions of all retailers' prices and all retailers' service levels. We proceed with the investigation of the equilibrium behavior of infinite-horizon models for industries facing this type of generalized competition, under demand uncertainty.

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Mapping protein pockets through their potential small-molecule binding volumes: QSCD applied to biological protein structures

Authors
Keith Mason, Nehal Patel, Aric Ledel, Ciamac Moallemi, and Edward Wintner
Date
January 1, 2004
Format
Journal Article
Journal
Journal of Computer-Aided Molecular Design

Previously we demonstrated a method, Quantized Surface Complementarity Diversity (QSCD), of defining molecular diversity by measuring shape and functional complementarity of molecules to a basis set of theoretical target surfaces [Wintner E.A. and Moallemi C.C., J. Med. Chem., 43 (2000) 1993]. In this paper we demonstrate a method of mapping actual protein pockets to the same basis set of theoretical target surfaces, thereby allowing categorization of protein pockets by their properties of shape and functionality.

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Distributed optimization in adaptive networks

Authors
Ciamac Moallemi and Benjamin Van Roy
Date
January 1, 2004
Format
Chapter
Book
Advances in Neural Information Processing Systems 16

We develop a protocol for optimizing dynamic behavior of a network of simple electronic components, such as a sensor network, an ad hoc network of mobile devices, or a network of communication switches. This protocol requires only local communication and simple computations which are distributed among devices. The protocol is scalable to large networks. As a motivating example, we discuss a problem involving optimization of power consumption, delay, and buffer overflow in a sensor network. Our approach builds on policy gradient methods for optimization of Markov decision processes.

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Is Your Business Strategy Shaping Your Strategic Account Program?

Authors
Peter Mathias and Noel Capon
Date
January 1, 2004
Format
Journal Article
Journal
Velocity

Many Strategic Account Programs are disconnected from the firm's strategic objectives and market place realities. If the Strategic Account Program is not central to your company's strategy formulation and implementation processes, it will have difficulty securing active senior management sponsorship and support. The Strategic Account Program then degenerates into a sales program and salespeople have difficulty getting alignment and commitment from other company functions.

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Weathering Tight Economic Times: The Sales Evolution of Consumer Durables Over the Business Cycle

Authors
Barbara Deleersnyder, Marnik Dekimpe, Miklos Sarvary, and Philip M. Parker
Date
January 1, 2004
Format
Journal Article
Journal
Quantitative Marketing and Economics

Despite the obvious importance of understanding how business cycle fluctuations affect both individual companies and whole industries, not much marketing research focuses on the subject. Often, one only has aggregate information on the state of the national economy, even though cyclical contractions and expansions generally do not have an equal impact on every industry, nor on all firms in any given industry.

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Pricing Practices and Firms' Market Power in International Cellular Markets

Authors
Dana Nunn and Miklos Sarvary
Date
January 1, 2004
Format
Journal Article
Journal
International Journal of Research in Marketing

Previous studies on international marketing have typically asked the question: "how is the demand characterized across countries?" Such analysis is then used to provide guidelines for firms to enter new markets and/or to allocate marketing resources across countries.

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Positive hurdle rates without asymmetric information

Authors
Qi Chen and Wei Jiang
Date
January 1, 2004
Format
Journal Article
Journal
Finance Research Letters

We present a simple model where a firm will commit to a strictly positive hurdle rate on investment proposals by managers even though the two parties are symmetrically informed about the investments' profitability. Facing a positive hurdle rate, a manager who derives partial benefits from the investment profits will have more incentive to collect information about the projects. The optimal hurdle rate trades off the benefit of more information with the cost of foregoing ex post positive Net Present Value (NPV) projects.

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The Statistical and Economic Role of Jumps in Continuous-Time Interest Rate Models

Authors
Michael Johannes
Date
January 1, 2004
Format
Journal Article
Journal
The Journal of Finance

This paper analyzes the role of jumps in continuous-time short rate models. I first develop a test to detect jump-induced misspecification and, using Treasury bill rates, find evidence for the presence of jumps. Second, I specify and estimate a nonparametric jump-diffusion model. Results indicate that jumps play an important statistical role. Estimates of jump times and sizes indicate that unexpected news about the macroeconomy generates the jumps. Finally, I investigate the pricing implications of jumps.

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