Articles

Bargaining on an Internet Agent-based Market: Behavioral vs. Optimizing Agents, Electronic Commerce Research Journal

C. PARASCHIV, L. Devveaux, M. Latourrette

Electronic Commerce Research and Applications

octobre 2001, vol. 1, n°4, pp.371-401

Départements : Economie et Sciences de la décision, GREGHEC (CNRS)


Budgetary Control and Institutional Reform: Constructing the Accountable School

P. EDWARDS, M. EZZAMEL, K. ROBSON

Financial Accountability & Management

2001, vol. 16, n°4, pp.309-325

Départements : Comptabilité et Contrôle de Gestion, GREGHEC (CNRS)


Comment interpréter les changements du capitalisme - réponses à quelques critiques

L. Boltanski, E. CHIAPELLO

Sociologie du Travail

juillet-septembre 2001, vol. 43, n°3, pp.409-421

Départements : Comptabilité et Contrôle de Gestion


Comment les clients perçoivent la valeur

R. RAMIREZ

L'Expansion Management Review

juin 2001, n°101

Départements : Management et Ressources Humaines


Complex and Strategic Decision-Making in Organizations: Implications for Personal Selling and Sales Management

A. Sharma, W. ULAGA

Industrial Marketing Management

2001, vol. 30, n°5, pp.427-440

Départements : Marketing


*DECISION making*INDUSTRIAL management*MANAGEMENT science*SALES*SALES management*STRATEGIC planning Abstract: This article seeks to understand complex or strategic decision making and suggest personal selling and sales management strategies to enable organizations to effectively sell in complex decision-making environments. To understand complex and strategic decision making, we conducted an in-depth examination of the manufacturing location selection decision- making process of five organizations. We propose sales management guidelines and directions for future theoretical investigations based on the decision-making processes. Specifically, implications for sales force selling complex and strategic products and services (e.g., location and technology platforms) are addressed. The results suggest an adaptation of national or key accounts may be the best sales strategy for selling products and services that entail complex and strategic decision making

Continua of Underemployment Equilibria Reflecting Coordination Failures, Also at Walrasian Prices

H. CRES, A. CITANNA, A. Villanacci, J. Drèze, J. Herings, H. Crès

Journal of Mathematical Economics

2001, n°36, pp.169-200

Départements : Finance, Economie et Sciences de la décision


In this paper, the existence of unemployment is partly explained as being the result of coordination failures. It is shown that as a result of self-fulfilling pessimistic expectations, even at Walrasian prices, a continuum of equilibria results, among which an equilibrium with approximately no trade and a Walrasian equilibrium. These coordination failures also arise at other price systems, but then unemployment is the result of both a wrong price system and coordination failures. Some properties of the set of equilibria are analyzed. Generically, there exists a continuum of non-indifferent equilibrium allocations. Under a condition implied by gross substitutability, there exists a continuum of equilibrium allocations in the neighborhood of a competitive allocation, when prices are Walrasian. For a specialized economy, a dynamic illustration is offered

Créer et fiancer une start-up : constat et recommandations

E. KRIEGER

Revue Télécom

printemps-été 2001, n°126, pp.06-12


Cultural Influences on Employee Termination Decisions: Firing the Good, Average, or the Old

M. SEGALLA, G. Jacobs-Belschak, C. Müller

European Management Journal

février 2001, vol. 19, n°1, pp.58-72

Départements : Management et Ressources Humaines, GREGHEC (CNRS)


This paper reports the results of an empirical study of the cultural influences on the choice of who to terminate in a general workforce reduction. The authors report the conclusions reached during the first phase of a large European study on managerial decision-making. Nearly 300 managers participated in this phase, which surveyed 25 firms from the financial sectors of France, German, Italy, Spain, and the United Kingdom. Models built upon classical economic theory and social justice theory are examined. The results of this study indicate that nationality is a good determinant of the choice of whom to dismiss. Some nationalities are more concerned about the social effects of dismissal on the individual and work group. Others are more concerned about the economic benefits or costs to the firm. The authors conclude that human resource programs designed to standardize career management policy across Europe may fail because of intentional and unintentional barriers

Culture and Career Advancement in Europe: Promoting Team Players vs. Fast Trackers

M. SEGALLA, D. ROUZIES, M. Flory

European Management Journal

février 2001, vol. 19, n°1, pp.44-57

Départements : Management et Ressources Humaines, GREGHEC (CNRS), Marketing


This paper reports the results of a study of the cultural influences on career systems and job promotion. The authors report the conclusions reached during the first phase of a large European study on managerial decision-making. Nearly 300 managers participated in this phase, which surveyed 25 firms from the financial sectors of France, Germany, Italy, Spain, and the United Kingdom. Models built upon Sonnenfeld and Peiperl's career typology and on Derr and Evans et al. cultural career maps are examined. The results of this study indicate that nationality is a good determinant of the choice of internal or external promotion systems. It also finds that individual self-interest remains an important factor in managerial decision-making. The authors conclude that human resource programs designed to standardise career management policy across Europe may fail because of intentional and unintentional barriers.

Cumulative Discrete Choice

I. GILBOA, A. Pazgal

Marketing Letters

2001, vol. 12, pp.119-130

Départements : Economie et Sciences de la décision, GREGHEC (CNRS)



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