In a dynamic, competitive environment, the decision to enter the market should be timed to balance the risks of premature entry against the missed opportunity of late entry. Previous research has mainly focused on the strategic aspects of the entry-time decision. In this paper we review the...

Is internet a simple stage, or a profound revolution, in the general evolution of the art and science of management? The goal of this paper is to present a synthesis of several years of observation and reflection on the new “space of freedom” resulting from the adoption of the internet....

This paper reports the results of the ADVISOR 2 study, aimed at providing an understanding of and guidance for marketing mix decisions for industrial products. The study involved 22 companies and 131 products. Although cross-sectional in nature, justification is presented for using the...

Farris and Buzzell's (Farris, Paul W., Robert D. Buzzell. A comment on modeling the marketing mix decision for industrial products. Management Sci. this issue.) comment on my (Liuen, Gary L. 1979. ADVISOR 2: Modeling the marketing mix decision for industrial products. Management Sci. 25...

This article reviews experimental work on two party bargaining where a bargainer has information unavailable to the other party. The situation is one where the bargaining is on a single issue only and is distributive, (i.e., the negotiations are on the sharing or distribution of the common gains...

A model for manpower management is presented based upon the study of a large technical department of a corporation. The model can be used in an optimization mode to determine recruiting plans, given manning needs, and in a simulation mode to project the results of changes in salary structure or...

A stochastic model of individual buyer behavior is developed from a set of postulates about the buying process. The postulates are shown to imply a linear learning model modified by a term to explain response to pricing stimuli. Thus, a customer's purchasing probability is modelled as a...