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作者：Rahmani, Morvarid; Roels, Guillaume; Karmarkar, Uday S.
作者单位：University System of Georgia; Georgia Institute of Technology; INSEAD Business School; University of California System; University of California Los Angeles
摘要：In knowledge-intensive projects, one of the challenges project team leaders often face is how to combine their roles of direction and contribution. In this paper, we propose a game-theoretic model of team leadership of coproductive projects and study how team leaders should combine their directing and contributing efforts depending on the team and project characteristics. Our analysis reveals that two types of team leadership approaches arise in equilibrium, namely, participatory team leadersh...
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作者：Brahm, Francisco; Poblete, Joaquin
作者单位：University of Cambridge; Pontificia Universidad Catolica de Chile
摘要：We develop a model and derive behavioral predictions for a multiproduct sales force subject to goals set based on past performance. We test these predictions using a field experiment in which 53 salespersons from a Chilean beverage company face exogenous variations in monthly sales goals. Confirming our predictions, we found that (1) absent strategic considerations-no goal ratcheting-salespersons increase (decrease) sales in the product category for which the return to effort increases (decrea...
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作者：Csoka, Peter; Herings, P. Jean-Jacques
作者单位：Corvinus University Budapest; HUN-REN; HUN-REN Institute of Experimental Medicine; HUN-REN Centre for Economic & Regional Studies; Hungarian Academy of Sciences; Maastricht University
摘要：We consider a situation in which agents have mutual claims on each other, summarized in a liability matrix. Agents' assets might be insufficient to satisfy their liabilities, leading to defaults. In case of default, bankruptcy rules are used to specify the way agents are going to be rationed. A clearing payment matrix is a payment matrix consistent with the prevailing bankruptcy rules that satisfies limited liability and priority of creditors. Since clearing payment matrices and the correspond...
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作者：Van den Steen, Eric
作者单位：Harvard University
摘要：This paper addresses primarily two questions. First, when (and why) should a company's strategy be developed by its CEO versus by some outside analyst or other insider? Second, how does strategy interact with vision (in the sense of a strong belief about the right course of action)? The paper studies these questions using a functional definition of strategy as the smallest set of choices to optimally guide other choices. Among other things, the paper shows that strategy formulation by the CEO ...
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作者：Boyaci, Tamer; Akcay, Yalcin
作者单位：European School of Management & Technology; Koc University
摘要：We study the optimal pricing problem of a monopolistic firm facing customers with limited attention and capability to process information about the value (quality) of a single offered product. We model customer choice based on the theory of rational inattention in the economics literature, which enables us to capture not only the impact of true quality and price, but also the intricate effects of customer's prior beliefs and cost of information acquisition and processing. We formulate the firm...
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作者：Mehra, Amit; Kumar, Subodha; Raju, Jagmohan S.
作者单位：University of Texas System; University of Texas Dallas; Pennsylvania Commonwealth System of Higher Education (PCSHE); Temple University; University of Pennsylvania
摘要：Customers often evaluate products at brick-and-mortar stores to identify their best-fit product but buy it for a lower price at a competing online retailer. This free-riding behavior by customers is referred to as showrooming, and we show that this is detrimental to the profits of the brick-and-mortar stores. We first analyze price matching as a short-term strategy to counter showrooming. Price matching allows customers to purchase a product from the store for less than the store's posted pric...
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作者：van Leeuwen, Boris; Noussair, Charles N.; Offerman, Theo; Suetens, Sigrid; van Veelen, Matthijs; van de Ven, Jeroen
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作者：Dhanorkar, Suvrat S.; Siemsen, Enno; Linderman, Kevin W.
作者单位：Pennsylvania Commonwealth System of Higher Education (PCSHE); Pennsylvania State University; Pennsylvania State University - University Park; University of Wisconsin System; University of Wisconsin Madison; University of Minnesota System; University of Minnesota Twin Cities
摘要：Regulatory agencies, auditing firms, and supply chain partners externally promote change in firms. To this end, they commonly employ two different and somewhat contradictory intervention approaches. One approach uses punitive tactics to coerce firms to change, while the other approach uses supportive tactics to encourage change. Using the context of government agencies promoting environmental improvements in firms, we examine whether such punitive (e.g., regulatory inspections with possible sa...
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作者：Ungemach, Christoph; Camilleri, Adrian R.; Johnson, Eric J.; Larrick, Richard P.; Weber, Elke U.
作者单位：Technical University of Munich; Royal Melbourne Institute of Technology (RMIT); Columbia University; Duke University; Princeton University
摘要：Every attribute can be expressed in multiple ways. For example, car fuel economy can be expressed as fuel efficiency (miles per gallon), fuel cost in dollars, or tons of greenhouse gases emitted. Each expression, or translation, highlights a different aspect of the same attribute. We describe a new mechanism whereby translated attributes can serve as decision signposts because they (1) activate otherwise dormant objectives, such as proenvironmental values and goals, and (2) direct the person t...
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作者：Delage, Erick; Li, Jonathan Yu-Meng
作者单位：Universite de Montreal; HEC Montreal; University of Ottawa
摘要：Since the financial crisis of 2007-2009, there has been a renewed interest in quantifying more appropriately the risks involved in financial positions. Popular risk measures such as variance and value-at-risk have been found inadequate because we now give more importance to properties such as monotonicity, convexity, translation invariance, positive homogeneity, and law invariance. Unfortunately, the challenge remains that it is unclear how to choose a risk measure that faithfully represents a...
