Consumers are often confronted with choices between options that vary in their short and long term benefit, or what we call immediate and delayed utility. This paper describes the marketing implications of what economists and psychologists have learned about how consumers make these choices. The...

In this paper, we describe a new algorithmic approach for parameter estimation in Ratcliff's [(1978). A theory of memory retrieval. Psychological Review, 85 (2), 59-108] diffusion model. This problem, especially if inter-trial variabilities of parameters are included in the model, is...

The Labour Force Survey estimates that there are now well over a million women managers and administrators in Great Britain, accounting for over 11 per cent of all employed women[1]. This same survey reveals that 83 per cent of these women managers work within the service sector. Much of the...

The voluntary and not-for-profit sector accounts for an important and growing proportion of employment in the UK though it remains highly under-researched Rates of pay are often relatively low, necessitating forms of human resource management that emphasise non-financial means of eliciting...

This thesis is concerned with the job satisfaction, motivation and performance of salespeople. Within this conceptual domain, the study examines the relationship between job-related expectations and the process of their fulfilment / nonfulfilment, in an attempt to account for differences in...

Direct patient care requires knowledge sharing between clinical professionals. However, clinicians have often been suspicious of managers' motives, this lack of trust often resulting in reluctance to share knowledge for managerial purposes. Trust is one component of the psychological contract -...

This paper examines the consistency of risk preferences across three decision domains important in most people’s lives: work, health and personal finance. We consider the degree to which the five factor model of personality and a range of factors that influence risk-related decision-making...

The paper investigates the minimum level of individual rationality that is needed for market prices to converge toward their equilibrium level. It does so by examining the theoretical and methodological foundations of the ‘zerointelligence’ (ZI) agent trading approach, with which Gode and...

Purpose – The purpose of this paper is to extend the repertoire of narrative resources relevant in the creation and maintenance of entrepreneurial identity, and to explore the implications for understanding entrepreneurial behaviour. Design/methodology/approach – The empirical research is...

In this article, we presented evidence that people are more risk averse when investing in financial products in the real world than when they make risky choices between gambles in laboratory experiments. In order to provide an account for this discrepancy, we conducted experiments, which showed...