Research Seminars

Article TBD

Accounting & Management Control

Speaker: Jeffrey Cohen

10 June 2016 - HEC Paris - From 2:00 am to 4:00 am

Article TBD

Accounting & Management Control

Speaker: Bertrand Malsch
Queens School of Business

3 June 2016 - From 2:00 am to 4:00 am


Speaker: Darrell Duffie

10 December 2015


Speaker: Kelly Shue
Chicago Booth

3 December 2015

Status Rebellion: When Lower Status Firms Differentiate Pro Bono Reward Strategy

Management & Human Resources

Speaker: Wooseok Jung
Kellogg School of Management Northwestern University

2 December 2015 - T008 - From 10:45 am to 12:15 pm

Model Use in Sustainability Negotiations and Decisions

Operations Management & Information Technology

Speaker: Ellen Czaika
Post Doctoral Researcher , Institute for Data, Systems and Society, Massachusetts Institute of Technology (MIT)

1 December 2015 - HEC Paris - Jouy en Josas Campus - Bulding V - Room Bernard Ramanantsoa - From 11:30 am to 12:30 pm

Sustainability negotiations and decisions require the integration of scientific information with stakeholder interests. Mathematical models help elucidate the physical world and therefore may orient the negotiators in a shared understanding of the physical world. Many researchers suggest collaborative modeling to facilitate integrating scientific information and stakeholder interests. In this thesis, I use methods that enable repeated instances of the same decision; the exploration of alternatives to model use (e.g. learning of a model’s logic, relevant information, or irrelevant information); and the exploration of alternatives to collaborative modeling (e.g. using an expert model or not using a model). This thesis comprises two studies that use serious game role-play simulations. The first study is a computer-driven role-play simulation of governmental policy creation and the second is a five-party role-play simulation to negotiate a more sustainable end-of-life for used paper coffee cups. In the first study, model users reached the Pareto Frontier—the set of non-dominated points—more readily (13%) than non-model-users (2.5%) and model users discovered the win-win nature of electricity access with higher frequency (63%) than non-model users (9%). Participants who learned of the model’s logic through presentation performed nearly as well as model users. In the second study, model use shortened the (mean) duration of the negotiation from 55 minutes to 45 minutes. Negotiating tables that co-created a model had a higher likelihood of reaching favorable agreements (44% compared to 25%). Model use did not significantly alter the value distribution among parties. Tables of negotiators used the model in two predominant manners: to test alternatives as they generated potential agreements and to verify a tentative agreement. The former resulted in higher mean table values than the latter. Together, these studies demonstrate: that mathematical models can be used in sustainability negotiations and decisions with good effect; that learning about the insights of a model is beneficial in decision making—but using a model is more beneficial; and that collaborative model building can provide better negotiation outcomes than using an expert model and can be faster than not using a model.

Indecision and the Construction of Self

Management & Human Resources

Speaker: Daniel NEWARK
University of Southern Denmark

1 December 2015 - T041 - From 1:45 pm to 3:15 pm



Accounting & Management Control

Speaker: Mark W. Nelson
Cornell University

27 November 2015 - HEC Paris T030 - From 2:00 am to 4:00 am

Doing More in Less Time: How Multitasking Increases Creativity

Management & Human Resources

Speaker: Tali KAPADIA
Kenan-Flagler Business School University of North Carolina

27 November 2015 - T042 - From 11:00 am to 12:30 pm

Homophily and Influence: Pricing to Harness Word-of-Mouth on Social Networks


Speaker: Peter Zubcsek
Assistant Professor of Marketing , University of Florida

27 November 2015 - Building T, Room T201 - From 1:30 pm to 3:00 pm

Large-scale social platforms have enabled marketers to obtain rich data on the structure of word-of-mouth (WOM) networks and the correlation of friends’ preferences (network assortativity). We study how the similarity or difference of friends’ reservation prices for a product should affect the optimal price and advertising levels for that product. To this end, we build an analytical model of informative advertising and pricing over a social network. Connections between consumers are added in a way that allows neighbors’ preferences to be positively or negatively correlated, thereby introducing homophily or heterophily in the model. Consumers may learn about products either directly via advertising, or via WOM spread by their peers who have adopted a product. We find that in the typical scenario when blanket advertising is not affordable, firms set a price lower than the naïve optimum in order to leverage the social value of more price-sensitive customers. We also characterize the relationship between assortativity and the marketing instruments (price and advertising) of the firm, to find that either instrument may be substitutes or complements with assortativity depending on the cost of advertising relative to the market’s valuation for the product, the overall connectivity, and the assortativity of the network.