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Demand Signalling Under Unobservable Effort in Franchising: Linear and Nonlinear Price Contracts

Desai, Preyas S.; Srinivasan, Kannan - In: Management Science 41 (1995) 10, pp. 1608-1623

We study the signalling strategy of a principal who is privately informed about its high demand potential to an uninformed risk-neutral agent. We analyze the model in the context of a contract between a franchisor and a franchisee. We examine the distortions of a two-part pricing scheme...

Persistent link: https://www.econbiz.de/10009197518

The Ability of Nash's Theory of Cooperative Games to Predict the Outcomes of Buyer-Seller Negotiations: A Dyad-Level Test

Neslin, Scott A.; Greenhalgh, Leonard - In: Management Science 32 (1986) 4, pp. 480-498

-seller negotiations correspond to settlements prescribed by Nash's theory of cooperative games. The procedure entails a multivariate … negotiator utility functions by means of conjoint analysis. The procedure is applied to an experiment in which subjects …

Persistent link: https://www.econbiz.de/10009198228