Uncertainty, Art and Marketing - Searching for the Invisible Hand


Philosophy of Management

A paraître, pp.1-24

Départements : Marketing

Mots clés : Institution Art Marketing Legitimacy Pragmatism Uncertainty

The development of art marketing as a new field of management occurs in a context of great confusion as to what constitutes the very definition of art, one aspect of this confusion being nothing else but the confusion between art and marketing itself. This confusion leads to conflicts between those who consider that art should be defined by a clear aesthetic criterion and those who accept the absence of such a criterion as a legitimate consequence of the principle of freedom which applies both to the creation of the artist and to the taste of the public. This state of confusion does not seem to be experienced in the same way in France where it has tended to be considered as a symptom of crisis in the world of art and in the United States where it has raised as a dominant force in contemporary art. Hence the confusion of art and marketing varies as a function of time (as shown by the emergence of a new field of management) and of space (as shown by the comparison of the French and American cases). It will be proposed that it is possible to account for these historical fluctuation thanks to an institutional approach based on the notion of system of legitimacy. We shall propose the essentially dynamic institutional foundations of modernity leading to the proliferation of innovations which consequences are ever more difficult to anticipate as a reason why, in America, philosophers coming from the analytic tradition found it meaningful to address questions such as “What is art” (Arthur Danto) or “When is there art” (Nelson Goodman”) expressing the need to go beyond pragmatism as expressed by John Dewey’s Art as Experience to promote a positive attitude towards contemporary art, while, in France confusion between art and marketing has been commonly considered negatively as the sign of the triumph of the most radical form of rhetoric, i.e. sophism

Warm-Glow Giving and Freedom to be Selfish


Economic Journal

A paraître

Départements : Economie et Sciences de la décision

We look like our names: The manifestation of name stereotypes in facial appearance


Journal of Personality and Social Psychology

A paraître

Départements : Marketing, GREGHEC (CNRS)

Research demonstrates that facial appearance affects social perceptions. The current research investigates the reverse possibility: Can social perceptions influence facial appearance? We examine a social tag that is associated with us early in life—our given name. The hypothesis is that name stereotypes can be manifested in facial appearance, producing a face-name matching effect, whereby both a social perceiver and a computer are able to accurately match a person’s name to his or her face. In eight studies we demonstrate the existence of this effect, as participants examining an unfamiliar face accurately select the person’s true name from a list of several names, significantly above chance level. We replicate the effect in two countries and find that it extends beyond the limits of socioeconomic cues. We also find the effect using a computer-based paradigm and 94,000 faces. In our exploration of the underlying mechanism, we show that existing name stereotypes produce the effect, as its occurrence is culture-dependent and a function of the name prevalence in society. A self-fulfilling prophecy seems to be at work, as initial evidence shows that facial appearance regions that are controlled by the individual (e.g., hairstyle) are sufficient to produce the effect, and socially using one’s given name is necessary to generate the effect. Together, these studies suggest that facial appearance represents social expectations of how a person with a specific name should look. In this way a social tag may influence one’s facial appearance

Who are the value and growth investors?


The Journal of Finance

A paraître

Départements : Finance

Mots clés : Asset pricing, value premium, household finance, portfolio allocation, human capital, factor-based investing

This paper investigates value and growth investing in a large administrative panel of Swedish residents. We show that over the life-cycle, households progressively shift from growth to value as they become older and their balance sheets improve. Furthermore, investors with high human capital and high exposure to macroeconomic risk tilt their portfolios away from value. While several behavioral biases seem evident in the data, the patterns we uncover are overall remarkably consistent with the portfolio implications of risk-based theories of the value premium

Wholesale Funding Dry-Ups


The Journal of Finance

A paraître

Départements : Finance, GREGHEC (CNRS)

Who’s Watching? Accountability in Different Audit Regimes and the Effects on Auditors’ Professional Skepticism


Journal of Business Ethics

A paraître

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

Mots clés : Accountability Auditors Professional skepticism Joint audit Judgment Experiment Int

The European Commission has suggested that the use of joint audits should lead to improved auditor skepticism and—by extension—audit quality, throughincreased accountability. However, archival research does not find support for improved audit quality in a joint audit setting. To better understand the relationship between accountability in different review regimes and auditors’judgments, we examine the behavioral effect of implementing a joint audit relative to other review regimes based on a 1 9 3 experimental design. Forty-seven senior auditors and partners from a Big Four firm performed a goingconcern evaluation task under one of three review regimes: the joint audit, the internal review, and the no review regime. Notwithstanding the difference in the audiences to which auditors are accountable, there is no difference in thejudgment process. In terms of their judgment outcome, however, auditors in the joint audit setting were the least skeptical in their judgment of the going concern assumption. Overall, we suggest that the joint audit may lead tounintended behavioral consequences

Why the Empty Shells Were Not Fired: A Semi-Bibliographical Note



A paraître

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

Willing and Able: A General Model of Organizational Responses to Normative Pressures


Academy of Management Review

A paraître

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

Mots clés : institutional theory, normative pressures, symbolic, substantive, conformity, compliance, issue salience

We develop a conceptual understanding of when and how organizations respond to normative pressures. More precisely, we examine two main factors underlying the willingness and ability of organizations to respond to an issue: (1) issue salience, and (2) the cost-benefit analysis of resource mobilization. We suggest that decision-makers’ interpretation of issue salience in conjunction with their perception of the costs and benefits of taking action to address the issue generates five potential responses: symbolic compliance and symbolic conformity, substantive compliance and substantive conformity, and inaction. We extend the baseline model by examining a number of boundary conditions. By focusing on the willingness and ability of organizations to respond to normative pressures, and by adopting the issue as the unit of analysis, our model helps explain intra- as well as inter-organizational response heterogeneity to institutional complexity. We contribute to the institutional research tradition and offer useful implications for managerial practice, from strategic management to policy making

Zero-sum revision games


Games and Economic Behavior

A paraître

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

Investigating the drivers for social commerce in social media platforms: Importance of trust, social support and the platform perceived usage


Journal of Retailing and Consumer Services

mars 2018, vol. 41, pp.11-19

Mots clés : Social commerce; S-vendors; Trust; Social media; Social support; UTAUT2 Model

This study sheds light on the drivers of social commerce in social media platforms. First, it explores the perceived characteristics of the social commerce vendor and investigates their influence on users’ trust. Second, it tests the influence of trust and the platform perceived usage (using the Unified Technology Acceptance and Use of Technology Model 2) on social commerce intent. Data from a survey of Instagram users, within the Golf Corporation Council countries, were collected online. Results show that reputation and price advantage have the strongest influence on trust, although those effects are weakened by habits. Contrary to expectations, social interactions with the social commerce vendor decrease trust. Similarly, product differentiation reduces trust. Nevertheless, this effect is negatively moderated by social support. Perceived ease of use of the platform, facilitating conditions, hedonic motives and habits increase social commerce intent. The findings of this research offer some insights on the mechanisms through which the s-vendor characteristics influence social commerce intent on social media platforms. Findings help businesses better understand the social commerce landscape and improve their marketing strategies