In two experiments, the existence and extent of altruistic reciprocity is exploredin the context of a simple experimental game, “the sequential dictator.†Findings show that altruistic reciprocity is frequent and robust, and the reciprocity norm does not erode if stakes are raised....

Manufacturers and distributors in marketing channels commonly establish prices, margins, and other trade terms through negotiations. These negotiations have significant impact on channel members' profit streams over the duration of the business relationship. We consider a situation where a...

In collaborating to compete, firms forge different types of strategic alliances: same-function alliances, parallel development of new products, and cross-functional alliances. A major challenge in the management of these alliances is how to control the resource commitment of partners to the...

We describe a general model, 'experience-weighted attraction' (EWA) learning, which includes reinforcement learning and a class of weighted fictitious play belief models as special cases. In EWA, strategies have attractions which reflect prior predispositions, are updated based on payoff...

This chapter reviews recent experimental data testing game theory and behavioral models that have been inspired to explain those data. The models fall into four groups: in cognitive hierarchy or level-k models, the assumption of equilibrium is relaxed by assuming agents have beliefs about other...