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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

Queueing analysis in healthcare

Authors
Linda Green
Date
January 1, 2006
Format
Chapter
Book
Patient flow: Reducing delay in healthcare delivery

Many organizations, such as banks, airlines, telecommunications companies, and police departments, routinely use queueing models to help determine capacity levels needed to respond to experienced demands in a timely fashion. Though queueing analysis has been used in hospitals and other healthcare settings, its use in this sector is not widespread.

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Marketing 101: How to Use the Most Powerful Ideas in Marketing to Get More Customers and Keep Them

Authors
Don Sexton
Date
January 1, 2006
Format
Book
Publisher
Wiley

In Marketing 101, you'll learn how to: master the basics of great marketing to grow your business; adapt your marketing strategy to difficult economic conditions; understand customers, competitors, and markets; discover your target audiences; position your product or service against the competition; create a great brand from scratch; market residential and commercial properties effectively; and much more.

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Semi-parametric Thurstonian Models for Recurrent Choices: A Bayesian Analysis

Authors
Asim Ansari and Raghuram Iyengar
Date
January 1, 2006
Format
Journal Article
Journal
Psychometrika

We develop semiparametric Bayesian Thurstonian models for analyzing repeated choice decisions involving multinomial, multivariate binary or multivariate ordinal data. Our modeling framework has multiple components that together yield considerable flexibility in modeling preference utilities, cross-sectional heterogeneity and parameter-driven dynamics. Each component of our model is specified semiparametrically using Dirichlet process (DP) priors.

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The Role of Expert versus Social Opinion Leaders in New Product Adoption

Authors
Jacob Goldenberg, Donald Lehmann, Daniela Shidlovski, and Michal Barak
Date
January 1, 2006
Format
Working Paper

Managing word-of-mouth has become a significant marketing activity, as marketers try to identify opinion leaders and take advantage of the influence they wield over potential consumers.

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Phonology and semantics in international marketing: What brand name translations tell us about consumer cognition

Authors
Shi Zhang and Bernd Schmitt
Date
January 1, 2006
Format
Chapter
Book
Psycholinguistic phenomena in marketing communications
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The Dark Side of Choice: When Choice Impairs Social Welfare

Authors
Simona Botti and Sheena Iyengar
Date
January 1, 2006
Format
Journal Article
Journal
Journal of Public Policy and Marketing

The provision of choice in terms of how people use goods and services has been proposed as a vehicle of improvement of social welfare. This article highlights some of the costs and benefits of creating choice, and it discusses how much choice policy makers and other agents (e.g., employers, retailers) should ideally grant and in what form they should grant it.

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Empowerment through Choice? A Critical Analysis of the Effects of Choice in Organizations

Authors
Roy Chua and Sheena Iyengar
Date
January 1, 2006
Format
Journal Article
Journal
Research in Organizational Behavior

The provision of choice is one of the most common vehicles through which managers empower employees in organizations. Although past psychological and organizational research persuasively suggests that choice confers personal agency, and is thus intrinsically motivating, emerging research indicates that there could be potential pitfalls. In this chapter, we examine the various factors that could influence the effects of choice. Specifically, we examine individual-level factors such as the chooser's socioeconomic status and cultural background.

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Fair Trade for All: How Trade Can Promote Development

Authors
Joseph Stiglitz and Andrew Charlton
Date
December 1, 2005
Format
Book
Publisher
Oxford University Press

How can the poorer countries of the world be helped to help themselves through freer, fairer trade? In this challenging and controversial book Nobel prize-winning economist Joseph E. Stiglitz and his co-author Andrew Charlton address one of the key issues facing world leaders today. They put forward a radical and realistic new model for managing trading relationships between the richest and the poorest countries.

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Queueing Systems with Lead-Time Constraints: A fluid model approach for admission and sequencing control

Authors
Costis Maglaras and Jan Van Mieghem
Date
November 1, 2005
Format
Journal Article
Journal
European Journal of Operational Research

We study how multi-product queueing systems should be controlled so that sojourn times (or end-to-end delays) do not exceed specified leadtimes. The network dynamically decides when to admit new arrivals and how to sequence the jobs in the system. To analyze this difficult problem, we propose an approach based on fluid-model analysis that translates the leadtime specifications into deterministic constraints on the queue length vector.

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