Leadership & Organizational Behavior

Verhandlungen spielen eine entscheidende Rolle in all jenen Lebensbereichen, die durch Interessenskonflikte gegenzeichnet sind. In Verhandlungssituationen sind relevante Informationen typischer Weise in unzureichendem Maße vorhanden, so dass Verhandlungen meist unter Unsicherheit geführt werden. Folglich sollten Prozesse der Verhandlungsführung von denjenigen psychologischen Mechanismen bestimmt sein, die gemeinhin menschliches Urteilen und Entscheiden unter Unsicherheit charakterisieren.

A full understanding of organizational and group effectiveness must take into account the causes and contexts that exacerbate and reduce tension between groups, and the individual psychological mechanisms involved. This chapter attempts to analyze intergroup behavior through a phenomenological lens: examining how people perceive groups, their own and others, and how these perceptions shape subsequent behavior.

We examine whether executive stock options (ESOs) provide managers with incentives to invest in risky projects. For a sample of oil and gas producers, we examine whether the coefficient of variation of future cash flows from exploration activity (our proxy for exploration risk) increases with the sensitivity of the value of the CEO's options to stock return volatility (ESO risk incentives). Both ESO risk incentives and exploration risk are treated as endogenous variables by adopting a simultaneous equations approach.

This paper explores “revenue accounting” in contrast to traditional “cost accounting.” Revenue accounting serves the information needs of managers and investors in planning and controlling a firm’s sales activities and their financial consequences, especially in the age of e-commerce. Weaknesses of traditional accounting have become particularly evident recently, for example, the lack of 1) revenue mileposts, 2) revenue sustainability measurements, and 3) intangibles capitalization.

For the past four decades, dozens of researchers have studied consumer price knowledge, often with disagreements on the extent of consumer' ignorance about prices. While some of these disagreements have been attributed to research design variations among studies, no inquiry has yet been made on the role of the economic environment on consumer price knowledge. Nevertheless, environmental factors such as interest rates, unemployment, and economic growth may significantly influence consumers' knowledge of prices.

The spectacularly successful transformation of Times Square has become a model for other cities. From its beginning as Longacre Square, Times Square’s commercialism, signage, cultural diversity, and social tolerance have been deeply embedded in New York City’s psyche. Its symbolic role guaranteed that any plan for its renewal would push the hot buttons of public controversy: free speech, property-taking through eminent domain, development density, tax subsidy, and historic preservation.

The authors suggest that people strategically manage—specifically, lower—their expectations to increase future satisfaction. Consumers who are more disconfirmation sensitive, that is, those who are more satisfied (dissatisfied) when a product performs better (worse) than expected, are hypothesized to have lower expectations. In contrast, the authors expect that consumers who are perfectionists will have higher expectations than those who are not. Results from a laboratory experiment and a field study are consistent with the hypotheses.

Objective. To develop insights on the impact of size, average length of stay, variability, and organization of clinical services on the relationship between occupancy rates and delays for beds. Data Sources. The primary data source was Beth Israel Deaconess Medical Center in Boston. Secondary data were obtained from the United Hospital Fund of New York reflecting data from about 150 hospitals.

The authors urge that modern strategic theory is robust and provides a solid foundation for legal policy. The striking breakthrough of strategic theory was to establish that predatory pricing can be rational economic behavior.