Decision Making & Negotiations

This article proposes a method that overcomes a number of problems associated with new product diffusion models noted in the marketing literature. We illustrate the methodology in the context of better understanding global variances in new product adoption. Building on existing diffusion models and sample matching principles from international consumer research, we suggest a "staged estimation procedure." The procedure provides both sensible and robust estimates and remains usable even if the diffusion process is in its earliest stage in most or all countries.

As agriculture is one area of the economy that will be affected by climate change in a direct and major fashion, the perceptions, judgments, and actions of farmers are a crucial component in the determination of the immediate and ultimate consequences of climate change and are the topic of this chapter.

In The Boundaryless Organization, a world-class team of management experts showed how leading companies were becoming more flexible, innovative, and competitive by breaking the barriers that limit the free flow of resources and information. Now, The Boundaryless Organization Field Guide gives executives, managers, and HR professionals the guidance and resources they need to make their own organizations boundaryless. This hands-on kit includes materials based on the acclaimed WorkOut process initiated at General Electric.

The current research investigates two factors that might moderate the effects of competitive demands and biased fairness perceptions on conflict resolution: the relationship between the negotiators and perspective taking. In an experiment, we found that negotiators in a positive relationship were more self-serving in aspirations and fairness judgments than negotiators in a negative relationship.

Effective communication requires that consumers attribute the message content to its intended source. The proposed framework distinguishes four types of source identification processes-cued retrieval, memory-trace refreshment, schematic inferencing, and pure guessing-and delineates their contingencies. Two experiments examine portions of the framework, and experiment 2 introduces a new methodology for decomposing multiple processes. Findings suggest that when cued retrieval fails, consumers try to refresh the original memory trace for the learning episode-a process that is effortful.

Marketers are making increasing use of very brief messages that mention just a brand name or a brand name with a short headline, as in event sponsorship and program endorsements. There has been debate over the effectiveness of these "advertising fragments." This paper introduces an approach for controlled testing of the effects of advertising fragments. Using a reaction-time based procedure, we show that a key effect of advertising fragments is to revive established brand associations, even though these associations are not explicitly communicated.

US cities capture public benefits from private developers under several bargaining frameworks: exactions, incentive zoning and public-private developments. These frameworks exist along a continuum of policy-intervention strategies, from passive regulation to active development, from a quid pro quo to incentive to investment policy posture. Each strategy defines a public position, structure and process for negotiation and parameters for the bargaining process.

We define sources of heterogeneity in consumer utility functions related to individual differences in response tendencies, drivers of utility, form of the consumer utility function, perceptions of attributes, state dependencies, and stochasticity. A variety of alternative modeling approaches are reviewed that accommodate subsets of these various sources including clusterwise regression, latent structure models, compound distributions, random coefficients models, etc. We conclude by defining a number of promising research areas in this field.