Articles

Cognition, Persuasion and Decision Making in Older Consumers

G. LAURENT, C. Yoon, H. Fung, R. Gonzalez, A. Gutchess, I. Skurnik, R. Lambert-Pandraud, M. Mather, D. Park, E. Peters, T. Hedden

Marketing Letters

décembre 2005, vol. 16, n°3-4, pp.429-441

Départements : Marketing


Older adults constitute a rapidly growing demographic segment, but relatively little is known about them within consumer contexts: how they process information, respond to persuasive messages, and make decisions. We discuss extant findings from consumer behavior and related disciplines (e.g., cognitive psychology, neuroscience, social psychology, gerontology) as they pertain to the effects of aging on consumer memory, persuasion and decision Keywords older consumers - aging, cognition - persuasion - decision making

Conflict and legitimacy in modern democratic societies

R. LAUFER

Javnost - The Public

décembre 2005, vol. 12, n°4, pp.73-88

Départements : Marketing


The notion of "diplomatic attitude" in rhetoric as defined by Chafm Perelman may be associated with sophistry. However, such a bias raises the more fundamental question of a possible link between diplomatic rhetoric and sophistic, or even sophistry. Could such a link be theorised to help understand international relations? In other words, does the notion of a "sophistic rhetoric" enable us to characterise the rhetorical shape of international relations today?

Constructed criteria: Redefining merit to justify discrimination

E. L. UHLMANN, G.L. Cohen

Psychological Science

juin 2005, vol. 16, n°6, pp.474-480

Départements : Management et Ressources Humaines


This article presents an account of job discrimination according to which people redefine merit in a manner congenial to the idiosyncratic credentials of individual applicants from desired groups. In three studies, participants assigned male and female applicants to gender-stereotypical jobs. However, they did not view male and female applicants as having different strengths and weaknesses. Instead, they redefined the criteria for success at the job as requiring the specific credentials that a candidate of the desired gender happened to have. Commitment to hiring criteria prior to disclosure of the applicant's gender eliminated discrimination, suggesting that bias in the construction of hiring criteria plays a causal role in discrimination

Consumer Segments Based on Attitudes toward Luxury: Empirical Evidence from Twenty Countries

G. LAURENT, B. Dubois, S. CZELLAR

Marketing Letters

avril 2005, vol. 16, n°2, pp.115-128

Départements : Marketing


This article proposes an international segmentation of consumers based on their attitudes toward luxury. We perform a two-stage empirical study with a data set that combines samples from 20 countries. We provide a substantive interpretation of the results to show that three attitude segments dominate in a Western cultural context. We discuss several directions for future research based on the findings

Continuous-Time Games of Timing

R. Laraki, E. Solan, N. VIEILLE

Journal of Economic Theory

février 2005, vol. 120, n°2, pp.206-238

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

Mots clés : Timing games, Continuous-time games, Games of timing, War of attrition, Preemption games


We address the question of existence of equilibrium in general timing games with complete information. Under weak assumptions, any two-player timing game has a Markov subgame perfect -equilibrium, for each >0. This result is tight. For some classes of games (symmetric games, games with cumulative payoffs), stronger existence results are established

Corporate governance and profit manipulation: a French field study

C. LAMBERT, S. Sponem

Critical Perspectives on Accounting

octobre 2005, vol. 16, n°6, pp.717-748

Départements : Comptabilité et Contrôle de Gestion


Profit manipulation has been largely studied through Positive Accounting Theory (PAT). However, the weakness of the results obtained would suggest using different theoretical and methodological approaches to examine this subject. In France, management controllers play a central role in profit manipulation. This paper offers a comprehensive analysis of their profit manipulation practices. Using results from 32 interviews in 13 companies, we argue that the spread of Anglo-Saxon corporate governance model has fostered such behaviour. Far from the opportunism hypothesis supported by Positive Accounting Theory, profit manipulation is used as a tool by management controllers to gain broader legitimacy within organisations and/or to adopt what they claim to be ethical behaviour

Deployment support through international personal controlling

A. HOFFJAN

Betriebswirtschaftliche Forschung und Praxis

janvier-février 2005, vol. 57, n°1, pp.74-87

Départements : Comptabilité et Contrôle de Gestion


Spezielle Aufgaben des internationalen Personalcontrollings werden vertieft behandelt. Ausgangspunkt sind die für die personalwirtschaftliche Informationsversorgung relevanten Erschwernisfaktoren des internationalen Controllings sowie die sich an der Schnittstelle vom Controlling zum internationalen Personalmanagement ergebenden Herausforderungen. Der Komplexität ist durch Informationen generierende und Entscheidungsunterstützung leistende Controlling-Instrumente zu begegnen. Exemplarisch wird der Einsatz der Instrumente Target Costing und Kennzahlensystem im Kontext des internationalen Personalcontrollings aufgezeigt. Ihre konkrete Anwendung bezieht sich auf die Entsendung von Know-how-Trägern in ausländische Organisationseinheiten

Deux dirigeants-narrateurs et la mètis grecque Carlos Ghosn et Jean Therme

R. Micu, B. Kahane, B. RAMANANTSOA, R. Reitter

Revue Française de Gestion

novembre-décembre 2005, vol. 31, n°159, pp.149-163

Départements : Stratégie et Politique d’Entreprise


Cet article examine le rôle du dirigeant dans la construction d’une approche narrative de l’action collective. Il emprunte aux anciens Grecs le rapprochement entre la conduite de la stratégie et l’art de la navigation en mer. À travers deux exemples – Nissan et le LETI – il illustre certains aspects de l’approche narrative et en particulier comment la narration devient autonome et pourquoi elle le doit

Développer l'innovation

T. Atamer, R. DURAND, E. Reynaud

Revue Française de Gestion

2005, vol. 31, n°155, pp.13-21

Départements : Stratégie et Politique d’Entreprise, GREGHEC (CNRS)


Do normative standards advance our understanding of moral judgment?

D.A. Pizarro, E. L. UHLMANN

Behavioral and Brain Sciences

août 2005, vol. 28, n°4, pp.558-559

Départements : Management et Ressources Humaines


sunstein's review of research on moral heuristics is rich and informative ' even without his central claim that individuals often commit moral errors. we question the value of positing such a normative moral framework for the study of moral judgment. we also propose an alternative standard for evaluating moral judgments ' that of subjective rationality


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