Actor network pictures and networking activities in business networks: An experimental study

In recent years, there has been increasing interest among business-to-business marketing scholars in the processes of managerial cognition. In particular, actors' network pictures, defined as the cognitive representations of managers' business surroundings have attracted much attention. However, there has so far been no empirical research on the impact that network pictures have on managerial behavior. The purpose of this paper is therefore to understand if and how specific pertinent network picture characteristics — namely power, dynamics, broadness, and indirectness — are associated with different behavioral choices, i.e. networking strategies. Based on an experiment with 445 Executive MBA students, all international managers across different industries, we find that managers' choices when managing business relationships, their strategic actions, are affected by the way they perceive their surrounding business network. However, amongst the different theoretical models of networking activities tested, only the power dimension showed significant associations with all four network picture characteristics. This study represents the first to empirically study the connection between cognition and behavior in business-to-business markets, as well as one of the few to apply an experimental design to study a business-to-business marketing related phenomenon. Also, it paves the way for future understanding of the association between network picture characteristics and networking strategies in interaction between actors.     

A test of the rational expectations hypothesis using data from a natural experiment

Data on contestants’ choices in Italian Game Show Affari Tuoi are analysed in a way that separates the effect of risk attitude (preferences) from that of beliefs concerning the amount of money that will be offered to contestants in future rounds. This separate identification is possible by virtue of the fact that, at a certain stage of the game, beliefs are not relevant, and risk attitude is the sole determinant of choice. The rational expectations hypothesis is tested by comparing the estimated belief function with the ‘true’ offer function which is estimated extraneously using data on offers actually made to contestants. We find a close correspondence, leading us to accept the rational expectations hypothesis. The importance of belief formation is confirmed by the estimation of a mixture model which establishes that the vast majority of contestants are forward looking as opposed to myopic.     

Adaptive aspirations and performance heterogeneity: Attention allocation among multiple reference points

Organizations learn and adapt their aspiration levels based on reference points (prior aspiration, prior performance, and prior performance of reference groups). The relative attention that organizations allocate to these reference points impacts organizational search and strategic decisions. However, very little research has explored this. Therefore, we build a recursive feedback model of learning from organizational experience that explains heterogeneity of attention allocation to the reference points in adaptive aspirations. In a sample of the German magazine industry (1972–2010), we find when early in their life cycle and as they or their parent company age, organizations tend to focus more on their own aspirations; however, when at the verge of bankruptcy, they increase their attention to competitors' performance. Copyright © 2014 John Wiley & Sons, Ltd.     

Disposition effect and analyst forecast dispersion

Behavioral finance theories posit that behavioral biases are more pronounced when there is higher information uncertainty about fundamentals. This paper examines the relation between the disposition effect, the tendency to ride losses and realize gains, and dispersion in financial analysts’ earnings forecasts for a sample of large U.S. discount brokerage accounts from January 1991 to December 1996. I find that the disposition effect is exacerbated in stocks with higher analyst forecast dispersion. In particular, the disposition effect is 10% in stocks in the highest forecast dispersion quintile and not significant in the lowest forecast dispersion quintile. The driving factor behind these findings is investors’ higher propensity to realize gains when facing higher information uncertainty. The results are robust to controlling for firm size, analyst coverage, idiosyncratic volatility, turnover, and past market-adjusted returns. The results provide supportive evidence for a behavioral bias explanation of the disposition effect consistent with mean-reversion beliefs for winners and loss actualization avoidance for losers.     

Financial development and growth: An empirical analysis

Over the last two decades several countries experienced currency crises. These were characterized both by a huge disruption of economic activity and an extreme speed of diffusion within countries. The financial turmoil happened in a period of very high degree of international financial integration. As a result financial liberalization was associated with greater incidence of crises and this brought an intense debate in both academic and policy circles about the consequences of free capital movements.     

Das neue Medien-Menü: Fernsehen und WWW als funktionale Alternativen?

As new media technologies develop and become established, the supply of media services expands. Along with this development, the question arises of how this affects traditional media. As other new media have, the Internet, too, has triggered debates about the future of the «old» media. This paper discusses whether the proliferation of the World Wide Web can have effects on television use. To do this, both relevant theoretical approaches and the state of empirical research are introduced and discussed. Present research results do not consider the systematic difference between cognitive schemata concerning media use as they are reproduced in face-to-face interviews on the one hand, and actual media use on the other. An innovative research concept is developed that takes this critique into account and differentiates between gratification expectations and situational gratifications sought and obtained. As regards gratification expectations, television is superior to the World Wide Web. It is more powerful on all gratification dimensions. Considering actual use, though, the World Wide Web has already outstripped television on some of the dimensions. It is used more often to satisfy specific needs. Thus, cognitive schemata of media use lag behind the actual changes in every day life.