What matters in a price negotiation: Evidence from the U.S. auto retailing industry

While there is a great deal of theoretical and experimental literature on what factors affect bargaining outcomes, there is little empirical work based on data from real markets. In this paper we analyze negotiations for new cars, a $340 billion industry in the United States in 2010. Our results suggest that search costs, incomplete information, and bargaining disutility have an economically significant effect in real-world negotiations: we estimate that relative to an uninformed consumer, a consumer with basic information about the seller’s reservation price and his own outside options captures 15% of the average dealer margin from selling an automobile. We also find that a buyer’s search cost and bargaining disutility have significant effects on bargaining outcomes. Finally, our results show that while search is common, there remains a substantial group of consumers who do not engage in any of the search behaviors we measure. We hypothesize that these buyers are not aware of how easy and effective certain activities in improving negotiation outcomes can be.     

On the Edge of Buying: A Targeting Approach for Indecisive Buyers Based on Willingness-to-Pay Ranges

Targeting the “right” consumers is a core part of marketing. Whereas existing techniques to identify these consumers use demographic or psychographic variables or behaviors such as response probabilities, a proposed new targeting approach builds on consumers’ incremental responses to identify them by their willingness-to-pay (WTP) ranges. These WTP ranges reveal a consumer as a definite buyer, a definite non-buyer, or an indecisive buyer. The proposed theoretical framework indicates that indecisive buyers offer the highest incremental responses to targeted marketing mix activities and thus should be the most preferred targeting group. A sequence of three laboratory experimental studies validates the proposed approach for targeted price discounts and non-price tactics. In addition, a large-scale field experiment involving a consumer engagement campaign that includes observed purchase behavior demonstrates the high external validity and applicability of this approach.     

A temporal analysis of how entrepreneurial goal intentions,positive fantasies,and action planning affect starting a new venture and when the effects wear off

The road from intentions to actions and new venture creation is long. So far, the literature has provided insights into action-regulatory factors that contribute to new venture creation. However, the literature has neglected to take into account the temporal dynamics underlying these relationships. We contribute to action-regulation theories in entrepreneurship by theorizing about and investigating how the effects of action-regulatory factors hold over time. We hypothesize that the action-regulatory factors of entrepreneurial goal intentions, positive fantasies, and action planning have combined effects on new venture creation. Furthermore, we hypothesize that these effects become weaker over time. To test our hypotheses, we studied 96 Ugandan entrepreneurs over 30 months. Our results supported our hypotheses. Action planning moderated the effects of entrepreneurial goal intentions and positive fantasies on new venture creation. Furthermore, the effects were significant in the beginning and wore off over time. Our study shows that including a time frame in theoretical models is important to derive valid conclusions from empirical results and to develop more precise theories.     

An empirical analysis of multivariate copula models

Since the pioneering work of Embrechts and co-authors in 1999, copula models have enjoyed steadily increasing popularity in finance. Whereas copulas are well studied in the bivariate case, the higher-dimensional case still offers several open issues and it is far from clear how to construct copulas which sufficiently capture the characteristics of financial returns. For this reason, elliptical copulas (i.e. Gaussian and Student-t copula) still dominate both empirical and practical applications. On the other hand, several attractive construction schemes have appeared in the recent literature promising flexible but still manageable dependence models. The aim of this work is to empirically investigate whether these models are really capable of outperforming its benchmark, i.e. the Student-t copula and, in addition, to compare the fit of these different copula classes among themselves.     

Value-at-risk forecasts under scrutiny—the German experience

We present an analysis of the VaR forecasts and the P&L series of all 12 German banks that used internal models for regulatory purposes throughout the period from the beginning of 2001 to the end of 2004. One task of a supervisor is to estimate the ‘recalibration factor’, i.e. by how much a bank over- or underestimates its VaR. The Basel traffic light approach to backtesting, which maps the count of exceptions in the trailing year to a multiplicative penalty factor, can be viewed as a way to estimate the ‘recalibration factor’. We introduce techniques that provide a much more powerful inference on the recalibration factor than the Basel approach based on the count of exceptions. The notions ‘return on VaR (RoVaR)’ and ‘well-behaved forecast system’ are keys to linking the problem at hand to the established literature on the evaluation of density forecasts. We perform extensive bootstrapping analyses allowing (1) an assessment of the accuracy of our estimates of the recalibration factor and (2) a comparison of the estimation error of different scale and quantile estimators. Certain robust estimators turn out to outperform the more popular estimators used in the literature. Empirical results for the non-public data are compared to the corresponding results for hypothetical portfolios based on publicly available market data. While these comparisons have to be interpreted with care since the banks' P&L data tend to be more contaminated with errors than the major market indices, they shed light on the similarities and differences between banks' RoVaRs and market index returns.     

Exchange rate pass-through into German import prices – a disaggregated perspective

This study analyses the exchange rate pass-through into German import prices based on disaggregated data taken on a monthly basis between 1995 and 2012. Our main contribution is twofold: firstly, we employ various time-series techniques to analyse data for different product categories, and also cointegration techniques to carefully distinguish between short-run and long-run pass-through coefficients. Secondly, in a panel data approach we estimate time-varying pass-through coefficients and explain their development with regard to various macroeconomic factors. Our results show that long-run pass-through is only partly observable and incomplete, whereas short-run pass-through shows a more unique character, although heterogeneity across product groups does exist. We are also able to identify several macroeconomic factors that determine changes in the degree of pass-through, which is especially relevant for policymakers.     

Changing from German GAAP to IFRS or US GAAP: A Survey of German Companies

Since 1993 an increasing number of listed German companies have been publishing their consolidated financial statements in accordance with either IFRS or US GAAP. In 1998 this was approved as a substitute for the consolidated German GAAP financial statements of listed companies (§292a HGB). Our study surveys the motives that led these companies to opt for international reporting systems (IFRS or US GAAP) rather than German GAAP and considers whether these objectives have been achieved. Rather surprisingly, we find that even though companies state that their overall expectations have been met to a satisfactory degree, a detailed analysis shows that several of the ex-ante objectives have not been achieved from an ex-post point of view. Additionally, we use logistic regression analysis to show that companies choosing IFRS rather than US GAAP and vice versa differ distinctly in the objectives they pursue with their choice of international GAAP.