Open Access. Powered by Scholars. Published by Universities.®

Other Social and Behavioral Sciences Commons

Open Access. Powered by Scholars. Published by Universities.®

Articles 1 - 9 of 9

Full-Text Articles in Other Social and Behavioral Sciences

The Value Of Fast Fashion: Quick Response, Enhanced Design, And Strategic Consumer Behavior, Gerard. P. Cachon, Robert Swinney Apr 2011

The Value Of Fast Fashion: Quick Response, Enhanced Design, And Strategic Consumer Behavior, Gerard. P. Cachon, Robert Swinney

Operations, Information and Decisions Papers

No abstract provided.


I’Ll Have The Ice Cream Soon And The Vegetables Later: A Study Of Online Grocery Purchases And Order Lead Time, Katherine L. Milkman, Todd Rogers, Max H. Bazerman Mar 2010

I’Ll Have The Ice Cream Soon And The Vegetables Later: A Study Of Online Grocery Purchases And Order Lead Time, Katherine L. Milkman, Todd Rogers, Max H. Bazerman

Operations, Information and Decisions Papers

How do decisions made for tomorrow or 2 days in the future differ from decisions made for several days in the future? We use data from an online grocer to address this question. In general, we find that as the delay between order completion and delivery increases, grocery customers spend less, order a higher percentage of “should” items (e.g., vegetables), and order a lower percentage of “want” items (e.g., ice cream), controlling for customer fixed effects. These field results replicate previous laboratory findings and are consistent with theories suggesting that people’s should selves exert more influence over ...


A Theoretical Framework For Goal-Based Choice And For Prescriptive Analysis, Kurt A. Carlson, Chris Janiszewski, Ralph L. Keeney, David H. Krantz, Howard Kunreuther, Mary F. Luce, Joseph E. Russo, Stijn M. J. Osselaer, Detlof V. Winterfeldt Dec 2008

A Theoretical Framework For Goal-Based Choice And For Prescriptive Analysis, Kurt A. Carlson, Chris Janiszewski, Ralph L. Keeney, David H. Krantz, Howard Kunreuther, Mary F. Luce, Joseph E. Russo, Stijn M. J. Osselaer, Detlof V. Winterfeldt

Operations, Information and Decisions Papers

This paper extends the familiar multi-stage framework for choice by explicitly describing the role that goals play at each stage. We first present a typology of goals, ranging from content to process and from immediate to long-term illustrating it in the context of two examples—purchasing a new car and earthquake retrofitting. We then delineate each stage of the choice process based on recent advances from the descriptive literature on the influence of the various goals. Finally, we draw the prescriptive implications as to how goals can inform what we know, or need to know, about the choice process.


Strategic Customer Behavior, Commitment, And Supply Chain Performance, Xuanming Su, Fuqiang Zhang Oct 2008

Strategic Customer Behavior, Commitment, And Supply Chain Performance, Xuanming Su, Fuqiang Zhang

Operations, Information and Decisions Papers

This paper studies the impact of strategic customer behavior on supply chain performance. We start with a newsvendor seller facing forward-looking customers. The seller initially charges a regular price but may salvage the leftover inventory at a lower salvage price after random demand is realized. Customers anticipate future sales and choose purchase timing to maximize their expected surplus. We characterize the rational expectations equilibrium, where we find that the seller's stocking level is lower than that in the classic model without strategic customers. We show that the seller's profit can be improved by promising either that quantities available ...


Intertemporal Pricing With Strategic Customer Behavior, Xuanming Su May 2007

Intertemporal Pricing With Strategic Customer Behavior, Xuanming Su

Operations, Information and Decisions Papers

This paper develops a model of dynamic pricing with endogenous intertemporal demand. In the model, there is a monopolist who sells a finite inventory over a finite time horizon. The seller adjusts prices dynamically to maximize revenue. Customers arrive continually over the duration of the selling season. At each point in time, customers may purchase the product at current prices, remain in the market at a cost to purchase later, or exit, and they wish to maximize individual utility. The customer population is heterogeneous along two dimensions: they may have different valuations for the product and different degrees of patience ...


Strategic Technology Choice And Capacity Investment Under Demand Uncertainty, Manu Goyal, Serguie Netessine Feb 2007

Strategic Technology Choice And Capacity Investment Under Demand Uncertainty, Manu Goyal, Serguie Netessine

Operations, Information and Decisions Papers

This paper studies the impact of competition on a firm’s choice of technology (product-flexible or product-dedicated) and capacity investment decisions. Specifically, we model two firms competing with each other in two markets characterized by price-dependent and uncertain demand. The firms make three decisions in the following sequence: choice of technology (technology game), capacity investment (capacity game), and production quantities (production game). The technology and capacity games occur while the demand curve is still uncertain, and the production game is postponed until after the demand curve is revealed.

We develop best-response functions for each firm in the technology game and ...


Statistical Analysis Of A Telephone Call Center, Lawrence D. Brown, Noah Gans, Avishai Mandelbaum, Anat Sakov, Haipeng Shen, Sergey Zeltyn, Linda Zhao Jan 2005

Statistical Analysis Of A Telephone Call Center, Lawrence D. Brown, Noah Gans, Avishai Mandelbaum, Anat Sakov, Haipeng Shen, Sergey Zeltyn, Linda Zhao

Operations, Information and Decisions Papers

A call center is a service network in which agents provide telephone-based services. Customers who seek these services are delayed in tele-queues. This article summarizes an analysis of a unique record of call center operations. The data comprise a complete operational history of a small banking call center, call by call, over a full year. Taking the perspective of queueing theory, we decompose the service process into three fundamental components: arrivals, customer patience, and service durations. Each component involves different basic mathematical structures and requires a different style of statistical analysis. Some of the key empirical results are sketched, along ...


Moviemod: An Implementable Decision-Support System For Prerelease Market Evaluation Of Motion Pictures, Jehoshua Eliashberg, Jedid-Jah Jonker, Mohanbir S. Sawhney Jan 2000

Moviemod: An Implementable Decision-Support System For Prerelease Market Evaluation Of Motion Pictures, Jehoshua Eliashberg, Jedid-Jah Jonker, Mohanbir S. Sawhney

Operations, Information and Decisions Papers

In spite of the high financial stakes involved in marketing new motion pictures, marketing science models have not been applied to the prerelease market evaluation of motion pictures. The motion picture industry poses some unique challenges. For example, the consumer adoption process for movies is very sensitive to word-of-mouth interactions, which are difficult to measure and predict before the movie has been released. In this article, we undertake the challenge to develop and implement MOVIEMOD—a prerelease market evaluation model for the motion picture industry. MOVIEMOD is designed to generate box-office forecasts and to support marketing decisions for a new ...


Do Sell-Side Stock Analysts Exhibit Escalation Of Commitment?, John Beshears, Katherine L. Milkman Feb 211

Do Sell-Side Stock Analysts Exhibit Escalation Of Commitment?, John Beshears, Katherine L. Milkman

Operations, Information and Decisions Papers

This paper presents evidence that when an analyst makes an out-of-consensus forecast of a company's quarterly earnings that turns out to be incorrect, she escalates her commitment to maintaining an out-of-consensus view on the company. Relative to an analyst who was close to the consensus, the out-of-consensus analyst adjusts her forecasts for the current fiscal year's earnings less in the direction of the quarterly earnings surprise. On average, this type of updating behavior reduces forecasting accuracy, so it does not seem to reflect superior private information. Further empirical results suggest that analysts do not have financial incentives to ...