Decision Making & Negotiations

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.

We show for the general dynamic lot sizing model how minimal forecast horizons may be detected by a slight adaptation of an earlier 0(n log n) or 0(n) forward solution method for the model. A detailed numerical study indicates that minimal forecast horizons tend to be small, that is, include a small number of orders.

We address the Joint Replenishment Problem (JRP) where, in the presence of joint setup costs, dynamic lot sizing schedules need to be determined for m items over a planning horizon of N periods, with general time-varying cost and demand parameters. We develop a new, so-called, partitioning heuristic for this problem, which partitions the complete horizon of N periods into several relatively small intervals, specifies an associated joint replenishment problem for each of these, and solves them via a new, efficient branch-and-bound method.

Investigates the explanatory style of religious groups representing fundamentalist, moderate and liberal views. Reason for the optimism of fundamentalist individuals; Causes of the optimism differences among fundamentalists, moderates and liberals; Impact of religious hope on individuals.

This paper examines the attributes that consumers use when making product similarity judgments and their effect on similarity scaling. Previous research suggests that concrete brands are judged using dichotomous features while more abstract product categories are judged using continuous dimensions. This, in turn, suggests that the appropriateness of spatial scaling increases relative to tree scaling as one moves from brands to product categories. The results of two studies support an increase in the fit of spaces relative to trees from brands to categories.

This research proposes that negotiators consider each other's payoffs in their evaluation of potential settlements beyond the level necessary to maintain the bargaining relationship. We further hypothesize that the way in which negotiators weight their opponents' payoffs, relative to their own, is a function of characteristics of the relationship and of the bargainers' personalities. Specifically, we consider liking of the other party, payoff expectations, satisfaction with past settlements, the likelihood of future negotiations, egocentricity, and power orientation.