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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

The Hope of Fundamentalists

Authors
Sheena Iyengar and Martin Seligman
Date
January 1, 1994
Format
Journal Article
Journal
Psychological Science

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.

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Cross-National 'Laws' and Differences in Market Response

Authors
John Farley and Donald Lehmann
Date
January 1, 1994
Format
Journal Article
Journal
Management Science

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.

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Minimal forecast horizons and a new planning procedure for the general dynamic lot sizing model: Nervousness revisited

Authors
Awi Federgruen and Michal Tzur
Date
January 1, 1994
Format
Journal Article
Journal
Operations Research

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.

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The joint replenishment problem with time-varying costs and demands: Efficient, asymptotic and e-optimal solutions

Authors
Awi Federgruen and Michal Tzur
Date
January 1, 1994
Format
Journal Article
Journal
Operations Research

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.

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Optimism and Fundamentalism

Authors
Sheena Iyengar and Martin Seligman
Date
July 1, 1993
Format
Journal Article
Journal
Psychological Science

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.

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The Influence of New Brand Entry on Subjective Brand Judgments

Authors
Yigang Pan and Donald Lehmann
Date
June 1, 1993
Format
Journal Article
Journal
Journal of Consumer Research

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.

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The Importance of Others' Welfare in Evaluating Bargaining Outcomes

Authors
Kim Corfman and Donald Lehmann
Date
June 1, 1993
Format
Journal Article
Journal
Journal of Consumer Research

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.

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Optimal power-of-two replenishment strategies in capacitated general production/distribution networks

Authors
Awi Federgruen and Yu-Sheng Zheng
Date
June 1, 1993
Format
Journal Article
Journal
Management Science

In this paper we develop a model for a capacitated production/distribution network of general (but acyclic) topology with a general bill of materials, as considered in MRP (Material Requirement Planning) or DRP (Distribution Requirement Planning) systems. This model assumes stationary, deterministic demand rates and a standard stationary cost structure; it is a generalization of the uncapacitated model treated in the seminal papers of Maxwell and Muckstadt (1985) and Roundy (1986).

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On the Incentives for Money Managers: A Signalling Approach

Authors
Gur Huberman and Shmuel Kandel
Date
June 1, 1993
Format
Journal Article
Journal
European Economic Review

Money managers select weights of managed portfolios to enhance their reputation in the spot market for their services, inevitably using their actions to signal their quality. We develop a two-asset signalling model of money managers. A unique screening equilibrium and (under certain parameter configurations) a host of pooling equilibria survive the Cho-Kreps Intuitive Criterion. In all the equilibria managers behave more aggressively than they would in the absence of the signalling motive, exaggerating their position in the risky asset.

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