How does demand uncertainty affect entry into skill-based competition? I investigate this question in a market entry experiment with skill-based payoffs by systematically varying two key elements of the market environment: demand risk and expected market size. Results show that people's...

Defensive decision making occurs when a manager ranks an option as the best for the organization yet deliberately chooses a second-best option that protects him or herself against negative consequences. We study 950 managers in a public administration to analyze the frequency and causes of...

This study provides first empirical results on entrepreneurs’ negotiation behavior. In a series of negotiation tasks, we compare persuasive behaviors and negotiation outcomes of entrepreneurs and non-entrepreneurs. Our results show that entrepreneurs make extensive use of emotions and...

We experimentally investigate gender- and occupation-specific differences in market entry behavior and test whether female entrepreneurs are more willing to take strategic risk and engage in competition than other women. To facilitate strategic thinking, we induce asymmetric gain and loss...

How does demand uncertainty affect entry into skill-based competition? I investigate this question in a market entry experiment with skill-based payoffs by systematically varying two key elements of the market environment: demand risk and expected market size. Results show that people's...

This study provides first empirical results on entrepreneurs’ negotiation behavior. In a series of negotiation tasks, we compare persuasive behaviors and negotiation outcomes of entrepreneurs and non-entrepreneurs. Our results show that entrepreneurs make extensive use of emotions and...

Research summary: Entrepreneurial start-ups suffer high rates of business failure. Previousresearch on entrepreneurial failure has focused on two kinds of explanations: statisticaland psychological. Statistical explanations attribute excess entry to random errors made byboundedly rational...

RESEARCH SUMMARY Entrepreneurial start-ups suffer high rates of business failure. Previous research on entrepreneurial failure has focused on two kinds of explanations: statistical and psychological. Statistical explanations attribute excess entry to random errors made by boundedly-rational...

How does group size influence behavior in online trust dilemmas? We investigate cooperation in groups of 4 to 100 players. While overall levels of cooperation are stable across group sizes, we find significant gender differences: women increase cooperation with group size and cooperate...