In various industries end-product manufacturers acquire core subsystems from upstream technology provider firms and focus primarily on efficient end-product integration. We examine the strategic interactions between a technology firm that introduces a new subsystem and the respective end-product...

Motivated by several examples from industry, such as the introduction of a biotechnology-based process innovation in nylon manufacturing, we consider a technology provider that develops and introduces innovations to a market of industrial customers--original equipment manufacturers (OEMs). The...

Past research in new product development (NPD) has conceptualized prototyping as a "design-build-test-analyze" cycle to emphasize the importance of the analysis of test results in guiding the decisions made during the experimentation process. New product designs often involve complex...

Firms in a variety of industries offer add-on products to consumers who have previously purchased a base product. We posit that consumers, in making their decisions as to whether to purchase add-ons that complement the base products, find a greater need for the value offered by the add-ons when...

In this paper we distinguish between two types of white lies: those that help others at the expense of the person telling the lie, which we term <i>altruistic white lie</i>s, and those that help both others and the liar, which we term <i>Pareto white lies</i>. We find that a large fraction of participants are...

Organizations increasingly seek solutions to their open-ended design problems by employing a contest approach in which search over a solution space is delegated to outside agents. We study this new class of problems, which are costly to specify, pose credibility issues for the focal firm, and...

People do not always lie, even when lying increases their monetary payoffs. Still, even when lying is aversive, can hiring someone to lie for you allow a person to avoid the disutility from lying, while at the same time ensuring higher payoffs? The current article investigates this empirical...