School of Business Scholarly Works: Recent submissions
Now showing items 61-80 of 216
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On the Optimality of Delegating Pricing Authority to the Sales Force
(American Marketing Association, 2001-01)An important decision facing sales managers today is precisely how much pricing authority should be delegated to the sales force. Received theory suggests that the salesperson’s superior information about customers’ ... -
Free cash flow, agency costs, and the affordability method of advertising budgeting
(American Marketing Association, 2002-01)The allocation of excess cash has long been recognized in the finance literature as an important aspect of the basic agency conflict between managers and owners. In the advertising budgeting context, marketing scholars ... -
Managing Business-to-Business Customer Relationships Following Key Contact Employee Turnover in a Vendor Firm
(American Marketing Association, 2002-04)Customers form relationships with the employees who serve them as well as with the vendor firms these employees represent. In many cases, a customer’s relationship with an employee who is closest to them, a key contact ... -
Psychological Implications of Customer Participation in Co-Production
(American Marketing Association, 2003-01)Customer participation in the production of goods and services appears to be growing. The marketing literature has largely focused on the economic implications of this trend and has not addressed customers’ potential ... -
A Tiger and a President: Imperceptible Celebrity Facial Cues Influence Trust and Preference.
(Journal of Consumer Research, 2012-12)Neuroscientific research suggests that the brain has evolved specific capabilities enabling automatic social judgments of others to be made based on facial properties alone. However, little research in marketing has ... -
Do Payment Mechanisms Change the Way Consumers Perceive Products?
(Journal of Consumer Research, 2012-04)Do payment mechanisms change the way consumers perceive products? We argue that consumers for whom credit cards (cash) have been primed focus more on benefits (costs) when evaluating a product. In study 1, credit card ... -
The Performance of Internet-based Business Models: Evidence from the Banking Industry
(University of Chicago Press, 2005)This study introduces a general intuitive framework for analyzing start-up firms with Internet-based business plans, and estimates the framework for Internet-only banks and thrifts in the U.S. Internet-only banks historically ... -
Internal Labor Markets Under External Market Pressures
(Industrial and Labor Relations Review, 2015-03-01)Through an empirical investigation of 11 Korean firms before and after the Asian financial crisis, the author examines the impact of increasing external market pressures on internal labor market (ILM) practices. In addition, ... -
What Can Happen When Business And Language Faculty Cooperate Across An Ocean
(Clute Institute, 2010-11)Management schools are expected to educate future professionals with the necessary skills to operate successfully in a global business environment. In this paper, the authors analyze and reflect on an experiment in ... -
Can Online Wait Be Managed? The Effect of Filler Interfaces and Presentation Modes on Perceived Waiting Time Online
(MIS Quarterly, 2012)Long waits online undermine users’ evaluations of Web sites and their providers, triggering abandonment behaviors. Yet e-business researchers and practitioners have not perfected mechanisms to respond to online wait issues. ... -
An empirical investigation of capital expenditure announcements
(Taylor and Francis, 2005)In this paper we study the market reaction to capital expenditure announcements in the backdrop of Jensen's [1986] free cash flow hypothesis. Our initial results confirm McConnell and Muscarella’s [1985] original findings ... -
The Union-Nonunion Wage Differential: A Replication and Extension
(Wiley, 1982-04-01) -
The Construction Wage Determination Process in the 1970's
(School of Business, University of Kansas, 1982)Review of wage determination in the US construction industry in the 1970's with regression estimation of various effects. -
Decision Making Under Ambiguity: A Belief-function Perspective
(De Gruyter Open, 1997)In this article, we discuss problems with probability theory in representing uncertainties encountered in the "real world" and show how belief functions can overcome these difficulties. Also, we discuss an expected utility ... -
Shoulder injury reduction with post-offer testing
(IOS Press, 2011-06-21)Objective: This study is an interventional evaluation of a post-offer employment testing. The study is designed to determine if shoulder injury rates are lowered when employees are placed at jobs they demonstrate the ... -
Endowment Effect as Self-Enhancement in Response to Threat
(University of Chicago Press, 2013-10-03)The discrepancy between willingness to pay (WTP) and willingness to accept (WTA) for a product, referred to as the endowment effect, has been investigated and replicated across various domains because of its implications ... -
Paraguay and Mercosur: The lesser of two evils?
(2013-07-19) -
Managing On-air Ad Inventory in Broadcast Television
(Taylor and Francis, 2008)Motivated by the experiences of the National Broadcasting Company (NBC), we present an analytical model for managing on-air ad inventory in broadcast television. The ad inventory in this industry is priced based on rating ... -
Design of Extended Warranties in Supply Chains under Additive Demand
(Production and Operations Management Society, 2012)We study the design of extended warranties in a supply chain consisting of a manufacturer and an independent retailer. The manufacturer produces a single product and sells it exclusively through the retailer. The extended ... -
Joint Mail-In Rebate Decisions in Supply Chains Under Demand Uncertainty
(Production and Operations Management Society, 2010)We study the joint decisions of offering mail-in rebates (MIRs) in a single-manufacturer–single-retailer supply chain using a game theoretic framework. Either party can offer an MIR to the end consumer if it is in his best ...