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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

Prudential Bank Regulation: What's Broke and How to Fix It

Authors
Charles Calomiris
Date
April 1, 2009
Format
Chapter
Book
Reacting to the Spending Spree: Policy Change We Can Afford

This chapter considers several important areas of response (or nonresponse) of banking regulation to the crisis. I begin with an overview of the causes of the crisis and the ways in which the crisis has highlighted the need for regulatory reform. I review the prospects for the reform of regulatory content. I also consider and evaluate the potential changes in the structure of regulation and supervision coming out of the crisis.

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The Role of Hubs in the Adoption Processes

Authors
Jacob Goldenberg, Sangman Han, Donald Lehmann, and Jae Weon Hong
Date
March 1, 2009
Format
Journal Article
Journal
Journal of Marketing

The diffusion of an innovation is governed by, among other things, word of mouth. In social systems, growth processes are considered strongly influenced by people who have large number of ties to other people. In the social network literature, such people are called influentials, opinion leaders, mavens, or sometimes hubs. Furthermore, when the marketing literature addresses such people, the focus is typically not on how they influence the overall market but rather on either assessing their influence on people they are in direct contact with or identifying their characteristics.

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Cross-selling in a call center with a heterogeneous customer population

Authors
Itay Gurvich, Mor Armony, and Costis Maglaras
Date
March 1, 2009
Format
Journal Article
Journal
Operations Research

Cross-selling is becoming an increasingly prevalent practice in call centers, due, in part, to its unique capability to allow firms to dynamically segment their callers and customize their product offerings accordingly. This paper considers a call center with cross-selling capability that serves a pool of customers that are differentiated in terms of their revenue potential and delay sensitivity. It studies the operational decisions of staffing, call routing, and cross-selling under various forms of customer segmentation.

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Competition under time-varying demands and dynamic lot-sizing costs

Authors
Awi Federgruen and Joern Meissner
Date
February 1, 2009
Format
Journal Article
Journal
Naval Research Logistics

We develop a competitive pricing model which combines the complexity of time-varying demand and cost functions and that of scale economies arising from dynamic lot sizing costs. Each firm can replenish inventory in each of the T periods into which the planing horizon is partitioned. Fixed as well as variable procurement costs are incurred for each procurement order, along with inventory carrying costs. Each firm adopts, at the beginning of the planning horizon, a (single) price to be employed throughout the horizon.

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Liquidity: Considerations of a Portfolio Manager

Authors
Laurie Simon Hodrick and Pamela Moulton
Date
January 1, 2009
Format
Journal Article
Journal
Financial Management

This paper examines liquidity and how it affects the behavior of mutual fund portfolio managers, who account for a significant portion of trading in many assets. We define an asset to be perfectly liquid if a portfolio manager can trade the quantity she desires when she desires at a price not worse than the uninformed expected value. A portfolio manager is limited by both what she needs to attain and the ease with which she can attain it, making her sensitive to three dimensions of liquidity: price, timing, and quantity.

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I'll know what you're like when I see how you feel: How and when affective displays adjust behavior-based impressions

Authors
Daniel Ames and Gita Johar
Date
January 1, 2009
Format
Journal Article
Journal
Psychological Science

Accumulating evidence suggests that targets' displays of emotion shape perceivers' impression of those targets. Prior research has highlighted generalization effects, such as an angry display prompting an impression of hostility. In two studies, we went beyond generalization to examine the interaction of displays and behaviors, finding new evidence of augmenting effects (behavior-correspondent inferences are stronger when behavior is accompanied by positive affect) and discounting effects (such inferences are weaker when behavior is accompanied by negative affect).

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The Lexicon and Grammar of Affect-as-Information in Consumer Decision Making: The GAIM

Authors
Michel Tuan Pham
Date
Forthcoming
Format
Chapter
Book
Social Psychology of Consumer Behavior

This chapter examines how the original tenets of the affect-as-information hypothesis can be extended to explain a wide range of judgment phenomena, especially with respect to consumer decision making. To this end, research within social psychology as well as research from other fields such as consumer behavior and behavioral decision making is reviewed. The chapter is organized into three main sections. The first section identifies distinct types of information that people seem to derive from their feelings.

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Optimal Consumption and Asset Allocation with Unknown Income Growth

Authors
Neng Wang
Date
January 1, 2009
Format
Journal Article
Journal
Journal of Monetary Economics

Recent empirical evidence supports the view that the income process has an individual-specific growth rate component [Baker (1997), Guvenen (2007b), and Huggett, Ventura, and Yaron (2007)]. Moreover, the individual-specific growth component may be stochastic. Motivated by these empirical observations, I study an individual's optimal consumption-saving and portfolio choice problem when he does not observe his income growth. As in standard income fluctuation problems, the individual cannot fully insure himself against income shocks.

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Handbook on Brand and Experience Management

Authors
Bernd Schmitt
Date
January 1, 2009
Format
Book
Publisher
Edward Elgar

This important handbook explores new and emerging directions in both brand management research and practice and encompasses a diverse set of approaches. These include the latest academic research to offer new frameworks for understanding brand management. Contributors offer the researcher's perspective on current tools in practice by brand managers today and new research and conceptual frameworks for understanding and managing customer experiences.

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