Existing evidence suggests that managers exhibit a censorship bias: demand beliefs tend to be biased low when lost sales from stockouts are unobservable (censored demand) compared to when they are observable (uncensored demand). We develop a non-constraining, easily-implementable behavioral...

We examine a fundamental feature of choice under uncertainty: Overestimating an alternative makes one more likely to choose it. If people are naive to this structural feature, then they will tend to have erroneously inflated expectations for the alternatives they choose. In contrast to theories...

We study decision behavior in the selection, forecasting, and production for a new product. In a stylized behavioral model and five experiments across three populations, we generate new insight into when and why this combination of tasks can lead to overconfidence. We theorize that cognitive...

Using the emergent friendship network of an incoming cohort of MBA students, we examined the role of extraversion in shaping social networks. Extraversion has two important implications for the emergence of network ties: a popularity effect, in which extraverts accumulate more friends than...

Problem Definition: People often make service quality judgments based on information about the quality of each server even though they care primarily about the quality each customer experiences. When and how do server-level quality metrics differ from customer-experienced ones? Can people...