Decision Making & Negotiations

We examine how consumers update their confidences in ordinal (relative) judgments while evaluating sequential product-ranking and source-accuracy data in percentage versus frequency formats. The results show that when sequential data are relatively easier to mathematically combine (e.g., percentage data), consumers revise their judgments in a way that is consistent with an averaging model but inconsistent with the normative Bayesian model.

We propose an origination-and-contingent-distribution model of banking, in which liquidity demand by short-term investors (banks) can be met with cash reserves (inside liquidity) or sales of assets (outside liquidity) to long-term investors (hedge funds and pension funds). Outside liquidity is a more efficient source, but asymmetric information about asset quality can introduce a friction in the form of excessively early asset trading in anticipation of a liquidity shock, excessively high cash reserves, and too little origination of assets by banks.

In this chapter, I describe the coordinates of the global application of public-private partnerships (PPP) and identify central commonalities of sector collaboration for both infrastructure development and urban redevelopment/regeneration projects. The comparison across these two types of "hard" asset-based initiatives will, I hope, highlight the central issues of implementation and underscore the need for policymakers to address the nature of risk sharing, which I believe is central to the PPP strategy at the project level.

We examine early approaches to the agency problem by asking when captains owned ships in eigheenth and nineteenth century shipping, and how captain-ownership effected voyage success. For each ship we observe the identity of the owners, the identity of the ship captain, the route pursued for each voyage, and various outcome measures for each voyage. We also have information on vessel construction characteristics, the sailing history of each vessel, and the occupations of the owners.

The measurement and timing of reported revenue is critical to performance measurement and the development of accurate forecasting models. GM used incentives to get customers to buy its vehicles. This case asks students to consider how GM should report the sales so that the data is a valid indication of performance and can be used to accurately forecast future sales.

In this work we suggest that trait observability is an important predictor of what kind of feedback will be incorporated into self-knowledge. In two studies we find evidence that feedback about ones own observable traits, referencing social or physical characteristics, becomes incorporated into self-knowledge.  In our work, feedback on less observable traits, referencing internal states or competency, was not incorporated into self-knowledge.  This pattern holds for both positive and negative feedback, regardless of whether the feedback is explicitly or implicitly provided.

We develop a theoretical model to investigate the incentives for coordinating the positioning and pricing of horizontally differentiated products in the context of a vertical trading relationship between a retailer and multiple suppliers. We also use the model to analyze various trading relationships, such as category management, and characterize the channel efficiency of each, leading to interesting insights about when such practices may be most effective.