We ask how buyers can make use of bilateral communication in a procurement setting with moral hazard. We focus on a setting where buyers and potential sellers can exchange cheap-talk messages before trading and where the seller is determined via a buyer-determined procurement auction. In this...

The objective of my dissertation is to view referrals from the perspective of the supplier firm. Referrals influence potential customers to purchase (or not) from a specific supplier firm (e.g., Apple Inc.). Thus, referrals affect the supplier firms cash flow; and, in the first essay I argue...

This dissertation examines a natural signaling mechanism in a two-sided matching market between firms and workers. We consider a basic game of incomplete information. Each agent knows her own preferences over matches, but uncertain about other agent preferences. Each worker can send a limited...

This dissertation investigates the impact of various behavioral factors on supply chain management, using a laboratory approach. A series of experiments is designed to challenge the assumptions of several basic theoretical models used in supply chain management that have ignored behavioral...

In this dissertation I investigate contracting and coordination in a two-tier supply chain. First, in Chapter 2 I experimentally investigate how altering the inventory risk affects both the total supply chain profits and the distribution of profits between the two parties. I evaluate three...

This dissertation consists of two essays, each of which provides preliminary answers to different problems faced by firms. The first essay (Chapter 2) considers whether it is necessary for a firm to be first to enter a new market to attain market leadership and under what conditions it can...