A considerable body of research has extolled the virtues of establishing rapport in negotiations. Negotiators who are high in rapport tend to be more likely to reach an agreement and more satisfied with the outcome. Although rapport generally has been found to have positive effects in standard...

There is a growing trend among consumers to serially consume small, incomplete "chunks" of multiple media types — television, radio, Internet, and print — within a short time period. We refer to this behavior as media multiplexing and note that key challenges for integrated marketing...

Why do bidders in buyer-determined procurement auctions often bid above the lowest observed bid over the course of the auction? Are such bidding patterns meaningful? In this research the authors propose that since bidders are differentiated in their value to the buyer and competition in these...