Experimental research on cross-cultural negotiations typically involves subjects negotiating in a classroom or laboratory setting. Such negotiations are brief, with a strictly imposed deadline and face-to-face. Further, the negotiations typically involve dyads from the same country. The...

Standard models of agency theory assume that the principal has considerable information about the preferences of the agent. Once this assumption is relaxed, the question arises whether the principal should try to obtain additional information about the agent's preferences. In this paper we...

When introducing a new product into market, substantial amounts of resources are put at stake. Innovation managers therefore seek for reliable predictions of the respective innovation diffusion process. Making such predictions, however, is challenging, because the diffusion trajectory is...

Many methods to elicit preference models in multi-attribute decision making rely on evaluations of a set of sample alternatives by decision makers. Using orthogonal design methods to create this set of alternatives might require respondents to evaluate unrealistic alternatives. In this paper, we...

Most of the existing literature on social preferences either tests whether certain characteristics of the social context (like intentions of others) influence individual decisions, or tries to estimate parameters of social preference functions describing such behavior at the level of the entire...

In dieser Arbeit werden der Entwicklungsprozeß und die damit verbundenen Bewertungen von managementunterstützenden Informationssystemen empirisch untersucht. Es zeigt sich, daß Kontextfaktoren, insbesondere die Initiatoren des Projektes, erheblichen Einfluß auf den Entwicklungsprozeß...

Hierarchische Kennzahlensysteme stellen eine bedeutende konzeptuelle Grundlage für Management- Informationssysteme dar. In dieser Arbeit wird ein bisher unberücksichtigter Aspekt der Abweichungsanalyse in derartigen Kennzahlensystemen aufgegriffen: die Konsistenz der als signifikant...

This paper extends standard agency theoretic models to explicitly take into account the presence of multiple criteria at the agent level. Two possible approaches for this extension are discussed. In the first approach, we consider only the minimum information that the principal might posses...

In diesem Beitrag werden unterschiedliche Ansätze zur graphischen Darstellung von Datenwerten, Präferenzrelationen und kardinalen Bewertungen in entscheidungsunterstützenden Systemen für Probleme bei mehrfacher Zielsetzung vorgestellt. Neben der Darstellung der einzelnen Ansätze wird auch...

One problem impeding the use of linear decision models in practical applications is the difficulty in precisely specifying weights. In this paper, we analyze an approach to establish the stability of a decision, given approximate information on weights. This approach is based on comparing the...