Publications

Article

Negotiating with Yourself and Losing: Understanding and Managing Conflicting Internal Preferences

By: M. H. Bazerman, A. E. Tenbrunsel and K. A. Wade-Benzoni

Keywords: Negotiation; Conflict and Resolution; Management; Decision Choices and Conditions

28 Jun 2007
Working Paper Summaries

Film Rentals and Procrastination: A Study of Intertemporal Reversals in Preferences and Intrapersonal Conflict

Keywords: by Katy Milkman, Todd Rogers & Max H. Bazerman; Entertainment & Recreation

March 2008
Article

Functional Imaging of Decision Conflict

By: J. B. Pochon, Jason Riis, A. Sanfey, L. Nystrom and J. D. Cohen

Decision conflict occurs when people feel uncertain as to which option to choose from a set of similarly attractive (or unattractive) options, with many studies demonstrating that this conflict can lead to suboptimal decision making. In this article, we investigate the... View Details

Keywords: Decisions; Judgments; Risk and Uncertainty; Science; Conflict and Resolution; Perception

March 2019
Article

Consuming Together (versus Separately) Makes the Heart Grow Fonder

By: Ximena Garcia-Rada, Lalin Anik and Dan Ariely

Across three studies, we investigate how consumers in romantic relationships make decisions when choosing an item to share with their partner. We show that consumers will forgo their preferred alternative for an option that is more aligned with the preferences of their... View Details

Keywords: Shared Consumption; Close Relationships; Conflicting Preferences; Spending; Decision Making; Relationships; Motivation and Incentives

20 Jan 2012
Working Paper Summaries

Income Inequality and Social Preferences for Redistribution and Compensation Differentials

Keywords: by William R. Kerr

Article

Do Citizens’ Preferences Matter? Shaping Legislator Attitudes Towards Peace Agreements

By: Miguel García-Sánchez, Aila M. Matanock and Natalia Garbiras-Díaz

To what extent are legislators, responsible for the implementation of many peace agreements, responsive to citizens’ preferences? Examining the 2016 Colombian peace agreement, we embed an experiment in the 2019 wave of a survey of all the members of Congress. We inform... View Details

Keywords: Legislation; Legislators; Peace Process; Agreements; Govenment; Voters' Interests; Governance; Government and Politics; Voting; Policy; Governing Rules, Regulations, and Reforms; Latin America; Colombia

2007
Working Paper

Highbrow Films Gather Dust: Time-inconsistent Preferences and Online DVD Rentals

By: Katherine L. Milkman, Todd Rogers and Max H. Bazerman

We report on a field study demonstrating systematic differences between the preferences people anticipate they will have over a series of options in the future and their subsequent revealed preferences over those options. Using a novel panel data set, we analyze the... View Details

Keywords: Internet and the Web; Decision Choices and Conditions; Attitudes; Conflict and Resolution; Emotions; Film Entertainment; Cognition and Thinking; Entertainment and Recreation Industry

2003
Book

When You Say Yes But Mean No: How Silencing Conflict Wrecks Relationships and Companies

By: Leslie Perlow

“Saying yes when you really mean no” is a problem that haunts organizations from start-ups to multi-nationals. It exists across industries, levels, and functions. And it’s exacerbated by a down economy, when the fear of losing one’s job is on everybody’s mind and the... View Details

Keywords: Conflict and Resolution; Relationships; Business Ventures

November 2024
Article

Preference Externality Estimators: A Comparison of Border Approaches and IVs

By: Xi Ling, Wesley R. Hartmann and Tomomichi Amano

This paper compares two estimators—the Border Approach and an Instrumental Variable (IV) estimator—using a unified framework where identifying variation arises from “preference externalities,” following the intuition in Waldfogel (2003). We highlight two dimensions in... View Details

Keywords: Econometrics; Casual Inference; Marketing; Economics; Advertising; Mathematical Methods

October 2010
Article

Preferring Balanced vs. Advantageous Peace Agreements: A Study of Israeli Attitudes Towards a Two-State Solution

By: Deepak Malhotra and Jeremy Ginges

The paper extends research on fixed-pie perceptions by suggesting that disputants may prefer proposals that are perceived to be equally attractive to both parties (i.e., balanced) rather than one-sided, because balanced agreements are seen as more likely to be... View Details

Keywords: Fixed Pie; Balance; Peace; Negotiation; Agreements and Arrangements; Conflict and Resolution; Government and Politics; Balance and Stability; Forecasting and Prediction; Attitudes; Israel; Palestinian state

Article

The Stock Selection and Performance of Buy-Side Analysts

By: Boris Groysberg, Paul M. Healy, Georgios Serafeim, Devin Shanthikumar and Gui Yang

We examine the selection and performance of stocks recommended by analysts at a large investment firm relative to those of sell-side analysts during the period mid-1997 and 2004. The buy-side firm's analysts issued less optimistic recommendations for stocks with larger... View Details

Keywords: Buy-side Analysts; Sell-side Analysts; Stock Recommendations; Recommendation Optimism; Recommendation Performance; Investment Recommendations; Conflicts Of Interest; Financial Markets; Financial Institutions; Stocks; Financial Services Industry; United States

May 2013
Article

The Stock Selection and Performance of Buy-Side Analysts

By: Boris Groysberg, Paul Healy, George Serafeim and Devin Shanthikumar

Prior research on equity analysts focuses almost exclusively on those employed by sell-side investment banks and brokerage houses. Yet investment firms undertake their own buy-side research and their analysts face different stock selection and recommendation incentives... View Details

Keywords: Buy-side Analysts; Sell-side Analysts; Stock Recommendations; Recommendation Optimism; Recommendation Performance; Investment Recommendations; Conflicts Of Interest; Financial Markets; Financial Institutions; Financial Services Industry; United States

2007
Working Paper

Choice, Rationality and Welfare Measurement

By: Jerry R. Green and Daniel A. Hojman

We present a method for evaluating the welfare of a decision maker, based on observed choice data. Unlike the standard economic theory of revealed preference, our method can be used whether or not the observed choices are rational. Paralleling the standard theory we... View Details

Keywords: Welfare Economics; Behavioral Economics; Psychology; Decision Making; Economics; Voting

March 1990 (Revised June 1993)
Case

Analog Devices, Inc.: The Half-Life System

By: Robert S. Kaplan

The company has committed to major improvements in quality, cost, and on-time delivery performance. Despite strong senior management support, however, the actual rate of improvement was disappointing until a new measurement philosophy was introduced. The new approach... View Details

Keywords: Quality; Performance Improvement; Earnings Management; Financial Reporting; Organizational Change and Adaptation; Performance Productivity; Business or Company Management; Cost Management; Measurement and Metrics; Management Teams; Semiconductor Industry

Educators

2013
Comment

Fairness and Redistribution: Comment

By: Rafael Di Tella and Juan Dubra

In an influential paper, Alesina and Angeletos (2005)—henceforth, AA—argued that a preference for fairness could lead two identical societies to choose different economic systems. In particular, two equilibria might arise: one with low taxes and a belief that the... View Details

Keywords: Taxes; Beliefs; Economic Systems; Values and Beliefs; Fairness; Taxation

April 2023
Article

Control and Fairness: What Determines Elected Local Leaders’ Support for Hosting Refugees in Their Community?

By: Kristin Fabbe, Eleni Kyrkopoulou, Konstantinos Matakos and Aslı Unan

When it comes to successful refugee reception, the local level matters. Research overwhelmingly examines host communities’ attitudes, but endorsement from local politicians is equally important to resolving conflicts and facilitating harmonious interaction. Yet the... View Details

Keywords: Values; Control; Refugee Resettlement; Local Elites; Contact; Fair-share; Conjoint Experiment; Refugees; Attitudes

Article

If You're Going to Do Wrong, at Least Do It Right: Considering Two Moral Dilemmas at the Same Time Promotes Moral Consistency

By: Netta Barak-Corren, Chia-Jung Tsay, Fiery Cushman and Max Bazerman

We study how people reconcile conflicting moral intuitions by juxtaposing two versions of classic moral problems: the trolley problem and the footbridge problem. When viewed separately, most people favor action in the former and disapprove of action in the latter,... View Details

Keywords: Moral Sensibility; Judgments; Problems and Challenges; Conflict and Resolution

2022
Working Paper

Control and Fairness: What Determines Elected Local Leaders’ Support for Hosting Refugees in Their Community?

By: Kristin Fabbe, Eleni Kyrkopoulou, Konstantinos Matakos and Aslı Unan

When it comes to successful refugee reception the local level matters. Research overwhelmingly examines host communities' attitudes, but endorsement from local politicians is equally important to resolving conflicts and facilitating harmonious interaction. Yet, the... View Details

Keywords: Values; Control; Refugee Resettlement; Local Elites; Contact; Fair-share; Conjoint Experiment; Refugees; Integration; Local Range; Leadership; Attitudes; Fairness