Decision Making & Negotiations

Six years after the passage of the 2008 Troubled Asset Relief Program, commonly known as TARP, it remains hard to measure the total social costs and benefits of the assistance to banks provided under TARP programs. TARP was not a single approach to assisting weak banks but rather a variety of changing solutions to a set of evolving problems. TARP's passage was associated with significant improvements in financial markets and the health of financial intermediaries, as well as an increase in the supply of lending by recipients.

We comment on Gilovich and colleagues' program of research on happiness resulting from experiential versus material purchases, and critique these authors' interpretation that people derive more happiness from experiences than from material possessions. Unlike goods, experiences cannot be purchased, and possessions versus experiences do not seem to form the endpoints of the same continuum.

We develop a dynamic contingent-claim framework to model S. Myers's idea that a firm is a collection of growth options and assets in place. The firm's composition between assets in place and growth options evolves endogenously with its investment opportunity set and its financing of growth options, as well as its dynamic leverage and default decisions. The firm trades off tax benefits with the potential financial distress and endogenous debt-overhang costs over its life cycle.

Of all publications on success in sales appearing in this century and many decades previously, The Challenger Sale has perhaps generated more discussion and controversy among sales leaders, strategic account program directors and strategic account managers than any other. But does this widely read and discussed volume actually represent the breakthrough that Neil Rackham suggests, or is it just an interesting examination of sales that serves mainly as an infomercial for the Corporate Executive Board (sponsor of the research) and its affiliates?

This article introduces the method of single-neuron recording in humans to marketing and consumer researchers. First, the authors provide a general description of this methodology, discuss its advantages and disadvantages, and describe findings from previous single-neuron human research. Second, they discuss the relevance of this method for marketing and consumer behavior and, more specifically, how it can be used to gain insights into the areas of categorization, sensory discrimination, reactions to novel versus familiar stimuli, and recall of experiences.

The fields of judgment and decision making (JDM) and cultural psychology have not seen much overlap, but recent research at the intersection of culture and JDM has provided new insights for both fields. This chapter reviews recent advances, with a focus on how studying cultural variations in JDM has yielded novel perspectives on basic psychological processes. JDM perspectives can propose novel explanations for differences across national cultures beyond those suggested by the prevailing models of culture.

Effective monitoring by equity blockholders is important for good corporate governance. A prominent theoretical literature argues that the threat of block sale ("exit") can be an effective governance mechanism. Many blockholders are money managers. We show that, when money managers compete for investor capital, the threat of exit loses credibility, weakening its governance role. Money managers with more skin in the game will govern more successfully using exit. Allowing funds to engage in activist measures ("voice") does not alter our qualitative results.

We propose that an individual's regulatory focus moderates the significant role social network density — the degree of interconnectedness among a person's social contacts — plays in shaping life satisfaction. Evidence from Study 1 indicates that participants with high prevention effectiveness reported higher life satisfaction when they were embedded in a high-density network, whereas participants with low promotion effectiveness reported lower life satisfaction when they were embedded in a low-density network.

We consider the question of how should a firm optimally set a sequence of prices in order to maximize its long-term average revenue given a continuous flow of strategic customers. In particular, customers arrive over time, are strategic in timing their purchases and are heterogeneous along two dimensions: their valuation for the firm's product and their willingness to wait before purchasing or leaving. The customers' patience and valuation may be correlated in an arbitrary fashion.