Decision Making & Negotiations

We consider the problem of managing inventories and dynamically adjusting retailer prices in distribution systems with geographically dispersed retailers. More specifically, we analyze the following single item, periodic review model. The distribution of demand in each period, at a given retailer, depends on the item's price according to a stochastic demand function. These stochastic demand functions may vary by retailer and by period. The replenishment process consists of two phases: In some or all periods, a distribution center may place an order with an outside supplier.

The author studies the pricing of information with private value (e.g., management consulting, legal advice, medical diagnosis). Anecdotal evidence shows that in some of these markets, competing information sellers split the business to sell only first or second opinions to their customers. The author explains this pricing practice by showing that second-opinion markets are a result of temporal differentiation.

A pervasive theme in both accounting and statistics is aggregation. However, in contrast to statistics, a customary standard for determining the best aggregation rule in accounting is unavailable or, at least, not explicitly defined. Also, most accounting procedures follow a well-specified recursive algorithm of updating a summarized history number (a beginning balance sheet number) by the current period's activities (changes).

For the past four decades, dozens of researchers have studied consumer price knowledge, often with disagreements on the extent of consumer' ignorance about prices. While some of these disagreements have been attributed to research design variations among studies, no inquiry has yet been made on the role of the economic environment on consumer price knowledge. Nevertheless, environmental factors such as interest rates, unemployment, and economic growth may significantly influence consumers' knowledge of prices.

The spectacularly successful transformation of Times Square has become a model for other cities. From its beginning as Longacre Square, Times Square’s commercialism, signage, cultural diversity, and social tolerance have been deeply embedded in New York City’s psyche. Its symbolic role guaranteed that any plan for its renewal would push the hot buttons of public controversy: free speech, property-taking through eminent domain, development density, tax subsidy, and historic preservation.

Multidisciplinary evidence suggests that people often make evaluative judgments by monitoring their feelings toward the target. This article examines, in the context of moderately complex and consciously accessible stimuli, the judgmental properties of consciously monitored feelings.

The authors suggest that people strategically manage—specifically, lower—their expectations to increase future satisfaction. Consumers who are more disconfirmation sensitive, that is, those who are more satisfied (dissatisfied) when a product performs better (worse) than expected, are hypothesized to have lower expectations. In contrast, the authors expect that consumers who are perfectionists will have higher expectations than those who are not. Results from a laboratory experiment and a field study are consistent with the hypotheses.

This paper examines agency as a mechanism that can predict cultural differences in human motivation. In elaborating on the theory of self-construal (Markus and Kitayama, 1991) and drawing on past research on culture, we propose that people from cultures stressing independence are more personally agentic, whereas people from cultures stressing interdependence are more collectively agentic?which results in culturally contrasting differences in cognition and human motivation.

This paper argues that it is important to include the other party's payoff in a competitor's utility (satisfaction) function. Examples of the impact are provided as well as implications for multi-stage games (competitions). A sample of 200 provides empirical support for the critical role other party results play in satisfaction, in particular the importance of relative payoffs. Several implications emerge, including a parsimonious explanation for the exponential pattern of shares in mature markets.