New product pricing strategy under customer asymmetric anchoring

Potential customers' willingness to pay (WTP) for a new product can be affected by their observing a posted price and this can be modeled in terms of an anchoring mechanism. A theoretical argument and mathematical proof are developed, showing that if customers use an asymmetric WTP anchoring mechanism, it will normally be optimal for firms to price higher than otherwise. Experimental evidence is provided supporting the notion that an asymmetric anchoring mechanism can be involved in purchase decisions.     

Optimal and Approximate Policies for Inventory Systems With Order Crossover

A common assumption in inventory analysis is that replenishment orders arrive in the same sequence in which they were placed. In practice, however, a variety of factors may cause orders to arrive out of sequence, a phenomenon known as order crossover. This article analyzes a periodic‐review inventory system for a single item with discrete variable demand and discrete variable and long lead‐times (relative to the review period). Under such a scenario, multiple orders are simultaneously outstanding, and orders may arrive in a different sequence than placed. If such order crossover occurs, traditional inventory analysis overstates expected shortages and standard inventory control policies are no longer optimal. This article discusses why orders may cross over in practice and investigates the implications of order crossover to inventory management policies. We investigate the cost performance of optimal policies under order crossover and also suggest approximate policies which are easier to compute and implement. Both the optimal and approximate policies take advantage of detailed real‐time information about the status of pending orders and goods in transit, and hence in a majority of cases perform better than commonly used policies which do not incorporate such information.     

iShares Australia: a clinical study in international behavioral finance

Using iShares Australia returns as a proxy for the influence of overseas investors in the Australian market, we found that U.S.-based investors in the Australian market overreact to contemporaneous and lagged returns of the U.S. equity market, the U.S.-Australian dollar exchange rate, and past iShares Australia returns. In response to changing conditional risk, however, investors behave rationally: increasing (decreasing) expected risk is associated with falling (rising) prices. In light of these findings, we hypothesize that behavioral finance might explain the observed correlations between international equity markets.     

An analysis of financial services brand marks

This study analyses brand mark clusters used by companies in the financial services categories of the Fortune 1000. The brand marks are assessed against the normative criteria for effective brand mark design found in the marketing literature. Despite the existence of several well-designed brand mark clusters within the sample, results show a low level of adherence to the normative criteria overall. A low proportion of the brand mark clusters exhibit symbols representative of brand benefits, integrative features such as interactive images, and benefit slogan taglines.     

Leverage

In his 1990 Nobel Prize address, the "father of modern finance" begins by discussing the benefits of debt financing and hen goes on to discuss potential costs. Although certainly capable of excesses, private capital markets have self-correcting mechanisms that limit corporate "overleveraging." Contrary to popular perception, corporate leveraging does not increase risk for the economy as a whole, and the financial difficulties of highly leveraged companies involve "mainly private, not social costs." (And provided the Chapter 11 process doesn't get in the way, debt often plays the socially constructive role of eliminating excess capacity.) Finally, regulations designed to reinforce capital markets' built-in controls against overleveraging are generally not only unnecessary but positively harmful to the economy.     

Change the way you persuade

You call a meeting to try to convince your boss that your company needs to make an important move. Your argument is impassioned, your logic unassailable, your data bulletproof. Two weeks later, though, you learn that your brilliant proposal has been tabled. What went wrong? It's likely the proposal wasn't appropriately geared toward your boss's decision-making style, say consultants Gary Williams and Robert Miller. Over the course of several years' research, the authors have found that executives have a default style of decision making developed early in their careers. That style is reinforced through repeated successes or changed after several failures. Typically, the authors say, executives fall into one of five categories of decision-making styles: Charismatics are intrigued by new ideas, but experience has taught them to make decisions based on balanced information, not just on emotions. Thinkers are risk-averse and need as much data as possible before coming to decisions. Skeptics are suspicious of data that don't fit their worldview and thus make decisions based on their gut feelings. Followers make decisions based on how other trusted executives, or they themselves, have made similar decisions in the past. And controllers focus on the facts and analytics of decisions because of their own fears and uncertainties. But most business presentations aren't designed to acknowledge these different styles--to their detriment. In this article, the authors describe the various subtleties of the five decision-making styles and how best to persuade executives from each group. Knowing executives' preferences for hearing or seeing certain types of information at specific stages in their decision-making process can substantially improve your ability to tip the outcome in your favor, the authors conclude.     

Forecasting Connecticut home sales in a BVAR framework using coincident and leading indexes

We develop a Bayesian Vector Autoregressive Model (BVAR) to forecast home sales in Connecticut. In addition to home prices and mortgage interest rates, we also include measures of current and future economic conditions to see if these variables provide useful information with which to forecast Connecticut home sales. The best performing model incorporates recently developed coincident and leading employment indexes for Connecticut. These composite indexes perform markedly better than the inclusion of individual variables such as the unemployment rate or housing permits authorized.     

Life in the tube

Douglas Rushkoff, author of Media Virus, Cyberia, and Playing the Future, explains how sensationalism in the media tends to promote our culture's natural, unexpressed agendas. This is an optimistic appraisal of the seemingly banal and exploitative fora of tabloid television, ‘Court TV’ and ‘Cops’. Such low-brow media, when approached from an evolutionary perspective, reveal themselves as the process by which closeted social issues are brought out into the cultural conversation exactly when they need to be.