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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

Pursuing Quality: How Search Costs and Uncertainty Magnify Gender-based Double Standards in a Multistage Evaluation Process

Authors
Tristan Botelho and Mabel Abraham
Date
February 1, 2017
Format
Journal Article
Journal
Administrative Science Quarterly

Despite lab-based evidence supporting the argument that double standards — by which one group is unfairly held to stricter standards than another — explain observed gender differences in evaluations, it remains unclear whether double standards also affect evaluations in organization and market contexts, where competitive pressures create a disincentive to discriminate.

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Pay Formalization Revisited: Considering the Effects of Manager Gender and Discretion on Closing the Gender Wage Gap

Authors
Mabel Abraham
Date
February 1, 2017
Format
Journal Article
Journal
Academy of Management Journal

While most studies of the formalization of pay systems suggest that it helps reduce inequality, some recent studies suggest the opposite. The present study draws on social identity theory to shift this debate from whether formalization reduces inequality to when, or under what conditions, less formalized pay systems may also serve to reduce inequality. Specifically, I consider both the gender of the decision maker and the job of the employee being evaluated.

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The Company Men: Dilemas en Los Negocios

Authors
Arturo Cifuentes
Date
January 1, 2017
Format
Chapter
Book
Gobierno Corporativo y Ética en Los Negocios: Analisis de Casos Cinematográficos
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Gender stereotypes and the coordination of mnemonic work within heterosexual couples: Romantic partners manage their daily to-dos

Authors
J.N. Ahn, E.L. Haines, and Malia Mason
Date
January 1, 2017
Format
Journal Article
Journal
Sex Roles

Couples appear to help each other remember outstanding tasks ("to-dos") by issuing reminders. We examine if women and men differ in the frequency with which they offer this form of mnemonic assistance. Five studies measure how heterosexual couples coordinate mnemonic work in romantic relationships. The first two studies demonstrate that men are assumed to do less of this form of mnemonic work (Study 1) and experience less societal pressure to do so than women do (Study 2).

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Investments and Risk Transfers

Authors
Tim Baldenius and B. Michaeli
Date
Forthcoming
Format
Journal Article

We demonstrate a novel link between relationship-specific investments and risk in a setting where division managers operate under moral hazard and collaborate on joint projects. Specific investments increase efficiency at the margin. This expands the scale of operations and thereby adds to the compensation risk borne by the managers. Accounting for this investment/risk link overturns key findings from prior incomplete contracting studies.

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Advertising Anthropology Ethics

Authors
Robert Morais and Timothy de Waal Malefyt
Date
January 1, 2017
Format
Chapter
Book
Ethics in the Anthropology of Business: Explorations in Theory, Practice, and Pedagogy

In this chapter, we discuss both the criticisms and benefits of advertising and address ethical concerns for anthropologists involved in the creation of advertising. We examine how ethical complexities range from the question of advertising as a necessary form of consumer-brand engagement to socially responsible advertising as a necessary form of consumer-brand engagement to socially responsible advertising, to professional ethics surrounding the objects or brands being advertised, and to the work of anthropologists in advancing advertising campaigns.

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The Effects of Joint Cost Allocation on Intra-firm Trade: A Comparison of Insulating and Non-Insulating Approaches

Authors
A. Arya, Jonathan Glover, and B. Mittendorf
Date
January 1, 2017
Format
Journal Article
Journal
Journal of Management Accounting Research

While it is generally believed that insulating cost allocations help managers focus their attention on their own actions and shield them from the actions of others, non-insulating schemes can have appeal by encouraging teamwork and/or mutual monitoring among divisions. In this paper, we demonstrate that non-insulating allocations can induce fruitful cooperation among parties even when teamwork and mutual monitoring are nonissues.

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Has Financial Regulation Been a Flop? (or How to Reform Dodd-Frank)

Authors
Charles Calomiris
Date
January 1, 2017
Format
Journal Article
Journal
Journal of Applied Corporate Finance

Recent bank regulations have imposed large compliance costs on banks of all sizes, and have increased the costs of borrowing to both consumers and companies. But in this summary of his recent book, the author argues that the problems with banking system regulation go well beyond the excessive costs. Indeed, Dodd-Frank and other post-crisis regulatory reforms have failed to address the major shortcomings that produced the crisis of 2007–2009. Most importantly, excessive housing finance risk was not dealt with adequately, and is already on the rise again.

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Asset Pricing for the Shortfall Averse

Authors
Gur Huberman and Paolo Guasoni
Date
January 1, 2017
Format
Working Paper
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