Decision Making & Negotiations

The impact of item-by-item information accessing on uncertainty reduction is studied under self-selected and researcher-constrained information accessing. Study 1 showed that, at both the aggregate and the individual level, subjective uncertainty reduction assumes several distinct patterns, with the dominant pattern conforming to an accelerating or linear power function. Study 2 revealed that different subjective-uncertainty-reduction patterns tend to be associated with within-options versus within-properties searches. Implications of the findings and the procedure are discussed.

Polling system models are extensively used to model a large variety of computer and communication networks as well as production and service systems in which multiple customer classes or a number of distinct items compete for the capacity of a common server or production facility. In this paper we describe an efficient approximation method for the steady state distributions of the queue sizes and waiting times. This method is highly accurate as demonstrated by an extensive numerical study.

The authors examine how new brand entries affect consumers' consideration sets. A within-subject longitudinal experiment examines several entry positions into existing markets. The results suggest that new brand entries produce changes in consideration sets toward dominating, compromise, and assimilated brands, away from extreme brands in two-brand markets, and toward dominating and away from extreme brands in eight-brand markets. These results are confirmed by a second experiment that utilizes a between-subject design and markets with six existing brands.

This paper examines predictions of a life-cycle simulation model—in which individuals face uncertainty regarding their length of life, earnings, and out-of-pocket medical expenditures, and imperfect insurance and lending markets—for individual and aggregate wealth accumulation. Relative to life-cycle or buffer-stock alternatives, our augmented life-cycle model better matches a variety of features of U.S.

This note considers a principal–multi-agent model of a firm subject to adverse selection. With just the usual optimal (incentive-constrained) contracts being offered, there exist multiple (Bayes–Nash) equilibria in the agents' subgame. Moreover, from the agents' perspective, there exists an equilibrium that Pareto-dominates the equilibrium desired by the principal. By exploiting the structure of the model, this note develops a new approach for eliminating unwanted equilibria (while retaining the desired equilibrium).

The nature of competitive equilibrium is investigated for brands competing in a multi-attribute product space when consumer preferences for product attributes follow nonuniform distributions. Subgame-perfect equilibria are established in a 2-stage game, where firms choose positions in the first stage and prices in the 2nd stage. Two types of entry scenarios are investigated. In the first, the number of brands is given exogenously, and all of them choose positions simultaneously.

Affluent investor mutual fund decisions are probed. Several different investor profiles are developed from data on approximately 300 affluent investors. These investor types differ in sources of information regarding mutual fund investments, particularly the use of financial advisers, and in the selection criteria employed for mutual fund purchases. In addition, they have distinguishable mutual fund behavior and demographic characteristics. Specific implications for financial services firms are developed.

Presents data about which dimensions led to greater optimism with more fundamentalism. Three dimensions of explanatory style; Differences among the fundamentalists, moderates and liberals; Factors responsible for greater optimism among fundamentalists.

International differences in general, and cultural differences in particular, exert profound influence on what people buy. In modeling market response, highly visible international differences in purchase behavior seem to lead to an assumption by management scientists that there are large parallel international differences in market response to such things as price and advertising.