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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

Creativity as a Matter of Choice: Prior Experience and Task Instruction as Boundary Conditions for the Positive Effect of Choice on Creativity

Authors
Yong Joo Roy Chua and Sheena Iyengar
Date
January 1, 2008
Format
Journal Article
Journal
Journal of Creative Behavior

This study investigates the effects of prior experience, task instruction, and choice on creative performance. Although extant research suggests that giving people choice in how they approach a task could enhance creative performance, we propose that this view needs to be circumscribed.

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Branding 101: How to Build the Most Valuable Asset of Any Business

Authors
Don Sexton
Date
January 1, 2008
Format
Book
Publisher
Wiley

Whether a business is large or small, its brand is probably its most important and valuable asset. How a brand is managed has tremendous impact on an organization's ability to attract and hold customers, achieve high revenue and profits, and ensure future success. The most powerful brands are worth billions of dollars, but to build a powerful brand at any level requires time, effort, discipline, and understanding the way brands work.

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Derivative beliefs and evaluations

Authors
D. Sheinin, L. Dube, and Bernd Schmitt
Date
January 1, 2008
Format
Journal Article
Journal
Journal of Product and Brand Management

Purpose — The purpose of this research is to examine how consumers form beliefs and evaluate derivatives (e.g. handheld computers) and branded derivatives (e.g. Palm handheld computers). The aim is to study how consumers combine two categories (e.g. ?handheld products? and ?computers?) to form beliefs, how the similarity between the categories influences beliefs, how the addition of a brand changes beliefs, and how the presence of brand associations impacts on evaluations.

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From the head and the heart: Locating cognition- and affect-based trust in mangers' professional networks

Authors
Yong Joo Roy Chua, Paul Ingram, and Michael Morris
Date
January 1, 2008
Format
Journal Article
Journal
Academy of Management Journal

This article investigates the configuration of cognition- and affect-based trust in managers' professional networks, examining how these two types of trust are associated with relational content and structure. Results indicate that cognition-based trust is positively associated with economic resource, task advice, and career guidance ties, whereas affect-based trust is positively associated with friendship and career guidance ties but negatively associated with economic resource ties.

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Fundamentals, Panics, and Bank Distress During the Depression

Authors
Charles Calomiris and Joseph Mason
Date
January 1, 2008
Format
Chapter
Book
Financial Crises

We assemble bank-level and other data for Fed member banks to model determinants of bank failure. Fundamentals explain bank failure risk well. The first two Friedman-Schwartz crises are not associated with positive unexplained residual failure risk, or increased importance of bank illiquidity for forecasting failure. The third Friedman-Schwartz crisis is more ambiguous, but increased residual failure risk is small in the aggregate. The final crisis (early 1933) saw a large unexplained increase in bank failure risk.

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Remanufacturing as a Marketing Strategy

Authors
Atalay Atasu, Miklos Sarvary, and Luk N. Van Wassenhove
Date
January 1, 2008
Format
Journal Article
Journal
Management Science

The profitability of remanufacturing systems for different cost, technology, and logistics structures has been extensively investigated in the literature. We provide an alternative and somewhat complementary approach that considers demand-related issues, such as the existence of green segments, original equipment manufacturer competition, and product life-cycle effects. The profitability of a remanufacturing system strongly depends on these issues as well as on their interactions.

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Network Formation and the Structure of the Commercial World Wide Web

Authors
Zsolt Katona and Miklos Sarvary
Date
January 1, 2008
Format
Journal Article
Journal
Marketing Science

We model the commercial World Wide Web as a directed graph that emerges as the equilibrium of a game in which utility maximizing websites purchase (advertising) in-links from each other while also setting the price of these links. In equilibrium, higher content sites tend to purchase more advertising links (mirroring the Dorfman-Steiner rule) while selling less advertising links themselves.

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More Than You Know: Finding Financial Wisdom in Unconventional Places-Updated and Expanded

Authors
Michael Mauboussin
Date
January 1, 2008
Format
Book
Publisher
Edinburgh University Press

Since its first publication, Michael J. Mauboussin's popular guide to wise investing has been translated into eight languages and has been named best business book by BusinessWeek and best economics book by Strategy+Business. Now updated to reflect current research and expanded to include new chapters on investment philosophy, psychology, and strategy and science as they pertain to money management, this volume is more than ever the best chance to know more than the average investor.

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Designing Effective Health Communications: A Meta-Analysis

Authors
Punam Keller and Donald Lehmann
Date
January 1, 2008
Format
Journal Article
Journal
Journal of Public Policy and Marketing

The massive costs of health care ($1.7 trillion and counting) and the problems posed by various diseases (e.g., AIDS, obesity, diabetes, cancer, heart disease, mental illness) are well known and documented. People worry more about their personal health care costs than losing their jobs, being a victim of a violent crime, or terrorist attacks. As a consequence, massive efforts to improve knowledge about detection, prevention, and treatment have been undertaken. In addition, there is growing realization that health communication strategies need to be tailored to specific segments.

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