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  • 02 Jul 2013
  • First Look

First Look: July 2

domestic distributions of productivity and revenue. We show that knowledge spillover shifts both distributions rightward while market reallocation raises the left truncation of the View Details
Keywords: Anna Secino
  • 13 Jan 2009
  • First Look

First Look: January 13, 2009

from initiating and smoothing communication to establishing long-lasting relationships and mutual trust, and from bargaining and drafting agreements to securing their implementation. Chinese negotiators can be at once warm hosts and... View Details
Keywords: Martha Lagace
  • 15 Sep 2009
  • First Look

First Look: September 15

Abstract We study competitive interaction between two alternative models of digital content distribution over the Internet: peer-to-peer (p2p) file sharing and centralized client-server distribution. We present microfoundations for a... View Details
Keywords: Martha Lagace
  • 22 Feb 2016
  • Research & Ideas

The ‘Mother of Fair Trade’ was an Unabashed Price Protectionist

was beginning to take hold in the 1920s. Chains and department stores opened across America, using volume sales to offer lower prices on a variety of goods. Gleason encountered competition from these chain stores as well as “pineboards,” discount outlets that sold... View Details
Keywords: by Dina Gerdeman; Retail; Health; Legal Services
  • 10 Jun 2014
  • First Look

First Look: June 10

gestures in negotiations because people feel comfortable initiating negotiations with them and believe they signal cooperation (Study 1). We show that handshakes increase cooperative behaviors, affecting outcomes for integrative and View Details
Keywords: Sean Silverthorne
  • 25 Sep 2007
  • First Look

First Look: September 25, 2007

Obscurity: An Individual-Level Examination of 'Long Tail' Consumption Author:Anita Elberse Abstract The idea that online channels facilitate the distribution of a vast assortment of products is undisputed, but what consequence the... View Details
Keywords: Martha Lagace
  • 22 Nov 2016
  • First Look

November 22, 2016

the cooperative activity has arisen between the parties themselves as a matter of pragmatism. In either instance, tribes and states often find themselves at the bargaining table. The negotiation dynamics of tribal-state compacting,... View Details
Keywords: Sean Silverthorne
  • 04 Nov 2008
  • First Look

First Look: November 4, 2008

his company, and a discussion of recent efforts by Abrahams to break free of constraints that have limited the size and revenue-generating ability of Improbable Research for many years. Among those efforts are a decision to distribute... View Details
Keywords: Martha Lagace
  • 13 Dec 2016
  • First Look

December 13, 2016

exception. Yet providers and payers continue to try to stymie competition. Many are actively pursuing consolidation, buying up market share, and increasing their bargaining power. In this article, the authors argue that health care payers... View Details
Keywords: Carmen Nobel
  • 03 Mar 2009
  • First Look

First Look: March 3, 2009

presence of strategic interactions between content distributors and content providers. We provide a model of bargaining and price competition within these industries and show that whether or not a piece of content ends up exclusive to one... View Details
Keywords: Martha Lagace
  • 01 Apr 2014
  • First Look

First Look: April 1

speech" about why saying "yes" to the deal you want is smart and in the other side's interests; f) constructive actions at the bargaining table informed by knowledge of the other side's internal conflicts (e.g., not... View Details
Keywords: Sean Silverthorne
  • 05 Feb 2013
  • First Look

First Look: Feb. 5

2) make the full set of underlying "interests" (versus bargaining positions) central; 3) generate fresh, mutually beneficial ideas; 4) pay attention to BATNAs (Best Alternatives To a Negotiated Agreement); and 5) use... View Details
Keywords: Sean Silverthorne
  • 18 Sep 2018
  • First Look

New Research and Ideas, September 18, 2018

for both brick-and-mortar and online retailers. We focus on product categories where consumers may purchase multiple products during a season and investigate a new reason why frequent assortment rotations can be valuable to a retailer. Namely, by View Details
Keywords: Dina Gerdeman

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