Globalisation, liberalization and rapid technological developments have been changing business environments drastically in the recent decades. These trends are increasingly exposing businesses to market competition and thus intensifying competition. In such an environment, the role of marketing...

There has been a call to investigate the negotiation process (Gale [Gale, D. 1986. Bargaining and competition part I: Characterization. Econometrica 54(4) 785--806.], Shubik [Shubik, M. 1982. Game Theory in the Social Sciences: Concepts and Solutions. M. I. T. Press, Boston, MA.]), as it is felt...

Von Neumann-Morgenstern (vN-M) utility theory is the dominant theoretical model of risk preference. Recently, market researchers have adapted vN-M theory to model consumer risk preference. But, most applications assess utility functions by asking just n questions to specify n parameters....

Movie studios often have to choose among thousands of scripts to decide which ones to turn into movies. Despite the huge amount of money at stake, this process--known as green-lighting in the movie industry--is largely a guesswork based on experts' experience and intuitions. In this paper, we...

This paper presents a model that considers the interface between marketing and production decisions in a channel of distribution of industrial goods comprised of a manufacturer and a distributor. The key issue investigated is the nature of the coordination within the channel in light of an...

In many new product development (NPD) situations, the development process is characterized by uncertainty, and no single development approach will necessarily lead to a successful product. To increase the likelihood of having at least one successful product, multiple approaches may be...

In a decision-making problem where a group will receive an uncertain payoff which must be divided among the members of the group, the ultimate payoff of interest is the vector of individual payoffs received by the members of the group. In this paper, preferences are quantified in terms of...

We model joint production-marketing strategies for two firms with asymmetric production cost structures in competition. The first firm, called the "Production-smoother," faces a convex production cost and a linear inventory holding cost. The second firm, called the "Order-taker," faces a linear...