In an interactive model of offshore bidding, two firms located in two different countries bid on a project in a third country under exchange rate uncertainty. Every firm benefits and provides a higher bid when both firms have hedging opportunities. Even if only one bidder has the hedging...

This paper investigates the contract design problem of a producer when he purchases parts from a supplier, and there is incomplete information regarding the quality of the parts. This is the first game-theoretic model of quality control that captures this informational asymmetry. We focus on two...

Sales presentations are the core of the selling process where salespeople provide information to prospects. One challenge is that the amount of information available to be potentially communicated may exceed salespeople's ability to communicate or customers' ability to process: there is limited...

There are many materials for which the quantity needed by a firm is at best indirectly related to the quantity of final product produced by that firm, such as solvents in manufacturing processes or office supplies. For any such "indirect" materials, an inescapable incentive conflict exists: The...

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...

The advent of e-commerce has prompted many manufacturers to redesign their traditional channel structures by engaging in direct sales. The model conceptualizes the impact of customer acceptance of a direct channel, the degree to which customers accept a direct channel as a substitute for...

We analyze the allocation of objects in a network of caches that collaborate to service requests from customers. A thorough analysis of this problem in centralized and decentralized setups, both of which occur in practice, is essential for understanding the benefits of collaboration. A key...

Stiving (2000) proposes an interesting model to explain price-endings. His analysis shows that even when customer demand increases at 9-ending price points, certain firms that use high prices to signal quality are more likely to set those prices at round numbers. This comment raises two issues...

This paper explores some of the consequences of adopting a modern subjective view of probability for game theory. The consequences are substantial. The subjective view of probability clarifies the important distinction between normative and positive theorizing about behavior in games, a...

Complexity of communication is one of the important factors that distinguishes multilateral negotiation from its bilateral cousin. We investigate how the communication configuration affects a three-person coalition negotiation. Restricting who can communicate with whom strongly influences...