Anchoring Induced Biases in Consumer Price Negotiations

Two studies were conducted with the aim of demonstrating anchoring induced biases in consumer price negotiations.In Study 1, 96 undergraduate students of business administration who were recruited as subjects played the role of buyers of a condominium. All subjects were given the same market information. They were then asked to state whether their reservation price was higher or lower than an arbitrary price example (irrelevant anchor) that for different groups of subjects was either low or high. Finally, subjects indicated their reservation price. As would be predicted if adjustments from the anchor are insufficient, the indicated reservation price was lower when the anchor was low than when it was high.In Study 2, employing 64 undergraduate students of psychology who conducted dyad negotiations about the price of condominiums, the effect of the irrelevant anchor on the initially indicated reservation price was replicated. In addition, an anchoring effect of the seller's initial offer was observed. The results also revealed effects of both irrelevant anchor and initial offer on the purchase price.From a public policy point of view, the results imply that consumers may be strongly influenced by irrelevant anchors provided by sellers. Provision of accurate market price information may however lessen the impact of irrelevant anchors.     

The limits to IPR standardization policies as evidenced by strategic patenting in UMTS

The impact of patents and patent royalties are a major concern of standards setting organizations. This study examines the patents filed in the standardization of UMTS, the third-generation mobile phone technology developed under sponsorship of the European Telecommunications Standards Institute (ETSI) and others, using a patent policy developed in response to issues faced in the earlier GSM (née Group Special Mobile) standardization. After contrasting firm strategies and policy effectiveness between the GSM and UMTS efforts, the paper reviews the potential impact of potential changes to the ETSI IPR (intellectual property rights) policy.     

Evaluation of investment subsidies: when is deadweight zero?

In the evaluation of investment subsidies one of the critical issues concerns the assessment of deadweight, that is, the degree to which projects would have been carried out without grant assistance. With the increasing restrictions on and cuts in subsidies for investment projects in the EU countries maximisation of the impact of the public resources that remain can be achieved through their allocation for projects with minimum deadweight. This paper studies the profile of subsidised zero deadweight investment projects – projects that would be abandoned without public subsidies – in Finland. The empirical analysis is conducted using micro level data on investment projects by private sector firms. The data set comprises 3,423 projects that were granted public investment subsidies between 2001 and 2003. Our results show that the likelihood of zero deadweight is significantly dependent on the characteristics of the subsidised firm, the characteristics of the investment project and the location of the subsidised firm.     

Demokratische Internet-Öffentlichkeit? Ein Vergleich der öffentlichen Kommunikation im Internet und in den Printmedien am Beispiel der Humangenomforschung

The importance of the internet has increased significantly in recent years. The easy access of this »new« medium sparked many hopes for a democratization of the public sphere and of public debate: Many authors argued that the internet will make actors and interpretations of topics visible to those parts of the broader public who are usually marginalized in »old« mass media. In an empirical analysis, we compared print media coverage and internet communication to assess these claims. For the case of human genome research — i.e. a bioscientific topic that reseived extensive media attention in Germany —, we analyzed which actors were given public standing and which frames came to the fore. In contrast to the claims mentioned above, our findings indicate that the debate in the internet does not differ to a significant extent from the offline debate in print media. We could not find a more egalitarian, democratic communication in the internet.     

Determinanten des deutschen Kreditzinsniveaus

Seit Mitte der 90er Jahre liegt das deutsche Kreditzinsniveau über dem Durchschnitt der EWU. Worauf ist diese Entwicklung zurückzuführen? Sind die deutschen Banken weniger effizient? Liegt der Zinsunterschied an den hohen Refinanzierungskosten? Gibt es in Deutschland mehr Kreditausf?lle, oder sch?tzen die deutschen Banken die Risiken realistischer ein? Dr. Stefan Sch?fer, 34, und Christian Weistroffer, 30, Dipl.-Wirtschaftsingenieur, arbeiten im Referat Banken, Finanzm?rkte und Regulierung von Deutsche Bank Research; Christian Weistroffer forscht au?erdem am Center for Financial Studies, Frankfurt am Main. * Der Beitrag gibt die Meinung der beiden Autoren, aber nicht unbedingt diejenige des Center for Financial Studies oder von Deutsche Bank Research wieder.     

Developing Organizational Trust Through Advancement of Employees’ Work Ethic in a Post-Socialist Context

The paper highlights the dependence of the level of organizational trust on work ethic and aims to show that development of trust in organizations can be␣stimulated by raising the level of work ethic with organizational practices. Based on the framework by Kanungo, R. N. and A. M. Jaeger (1990, ‘Introduction: The Need for Indigenous Management In Developing Countries’, in A. M. Jaeger and R. N. Kanungo (eds.), Management in Developing Countries (Routledge, London), pp. 1–23), historical–cultural analysis of the Lithuanian context is carried out. The country is chosen as an example of a post-socialist context where work ethic and trust in the society tended to be rather low. The authors discuss organizational practices, particularly the ones related to people management, which can facilitate development of work ethic, and thus, trust in organizations operating in a post-socialist context. The importance of a processual approach to the development of organizational trust and the ethical content of organizational practices, which are aimed at developing organizational trust is highlighted. Directions for further research are indicated.