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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

Estimating the dynamics of mutual fund alphas and betas

Authors
Harry Mamaysky, Matthew Spiegel, and Hong Zhang
Date
January 1, 2008
Format
Journal Article
Journal
Review of Financial Studies

Consider an economy in which the underlying security returns follow a linear factor model with constant coeffcients. While portfolios that invest in these securities will, in general, have a linear factor structure, it will be one with time-varying coeffcients. However, under certain assumptions regarding the portfolio's investment strategy, it is possible to estimate these time-varying alphas and betas.

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Performance Measurement Manipulation: Cherry-Picking What to Correct

Authors
A. Arya and Jonathan Glover
Date
January 1, 2008
Format
Journal Article
Journal
Review of Accounting Studies

A common feature of managerial and financial reporting is an iterative process wherein various parties selectively correct particular measurements by challenging them and subjecting them to increased scrutiny. We model this feature by adding an agent appeal stage to the standard moral hazard model and show that it can be optimal to allow the agent to decide which performance measures to appeal, despite the agent's incentive to cherry-pick. In the presence of measurement errors, the agent is incentivized by increased opportunities for cherry-picking that arise if he chooses the "right" vs.

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Banker Fees and Acquisition Premia for Targets in Cash Tender: Challenges to the Popular Wisdom on Banker Conflicts

Authors
Charles Calomiris and Donna Hitscherich
Date
December 1, 2007
Format
Journal Article
Journal
Journal of Empirical Legal Studies

Our results are broadly consistent with the predictions of a benign view of the role of investment banks in advising acquisition targets. Fees to investment banks are correlated with attributes of transactions and target firms in ways that make sense if banks are being paid for processing information. The more contingent (and, therefore, risky) the fees, the higher they tend to be, all else held constant. Variation in acquisition premia also can be explained by fundamental deal attributes.

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Consumers' Price Sensitivities Across Complementary Categories

Authors
Sri Devi Duvvuri, Asim Ansari, and Sunil Gupta
Date
December 1, 2007
Format
Journal Article
Journal
Management Science

In this paper, we examine the pattern of correlation among consumer price sensitivities for customer purchase incidence decisions across complementary product categories. We use a hierarchical Bayesian multivariate probit model to uncover this pattern. We estimated this model using purchase incidence data for six categories involving three pairs of complementary products.

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A Model of Consumer Learning for Service Quality and Usage

Authors
Raghuram Iyengar, Asim Ansari, and Sunil Gupta
Date
November 1, 2007
Format
Journal Article
Journal
Journal of Marketing Research

In many services (e.g., the wireless service industry), consumers choose a service plan according to their expected consumption. In such situations, consumers experience two forms of uncertainty. First, they may be uncertain about the quality of their service provider and can learn about it after repeated use of the service. Second, they may be uncertain about their own usage of minutes and learn about it after observing their actual consumption.

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Taste versus the Market: An Extension of Research on the Consumption of Popular Culture

Authors
Morris Holbrook and Michela Addis
Date
October 1, 2007
Format
Journal Article
Journal
Journal of Consumer Research

Previous studies of cultural consumption have found a significant but weak relationship between expert judgment (EJ) and popular appeal (PA) and have suggested that this little taste phenomenon reflects a mediating role played by ordinary evaluation (OE) in diluting the association between EJ and PA. However, various weaknesses in this work have involved problems with sequential timing, nonindependence of measurements, and contamination by market(ing)-related influences.

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Spontaneous Visualization and Concept Evaluation

Authors
Donald Lehmann, Jennifer Stuart, Gita Johar, and Anil Thozhur
Date
September 1, 2007
Format
Journal Article
Journal
Journal of the Academy of Marketing Science

This paper proposes that customers often respond to brand extension concepts by visualizing the product. We call this process spontaneous visualization and suggest that it precedes concept evaluations. In two studies, we show that spontaneous visualization is enhanced by the fit between the parent brand and the extension category and by the ease with which the product category can be imagined. The appeal of the visualized image in turn determines whether visualization enhances or decreases concept evaluations.

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A binomial lattice method for pricing corporate debt and modeling Chapter 11 proceedings

Authors
Mark Broadie and O. Kaya
Date
June 1, 2007
Format
Journal Article
Journal
Journal of Financial and Quantitative Analysis

The pricing of corporate debt is still a challenging and active research area in corporate finance. Starting with Merton (1974), many authors proposed a structural approach in which the value of the assets of the firm is modeled by a stochastic process, and all other variables are derived from this basic process. These structural models have become more complex over time in order to capture more realistic aspects of bankruptcy proceedings.

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Adaptive Idea Screening Using Consumers

Authors
Olivier Toubia
Date
June 1, 2007
Format
Journal Article
Journal
Marketing Science

Following a successful idea generation exercise, a company might easily be left with hundreds of ideas, generated by experts, employees, or consumers. The next step is to screen these ideas, and identify those with the highest potential. In this paper we propose a practical approach to involving consumers in idea screening. Although the number of ideas may potentially be very large, it would be unreasonable to ask each consumer to evaluate more than a few ideas. This raises the challenge of efficiently selecting the ideas to be evaluated by each consumer.

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