Cumulative Discrete Choice

We present a discrete choice model in which a consumer's impression of each alternative is based on her memory of past experience with this choice, and is stochastically updated whenever the alternative is chosen. The consumer remembers a cumulative utility index per alternative, and, when an alternative is chosen, the index is updated by the addition of a random variable, interpreted as instantaneous utility. We prove that the frequencies of choice converge, with probability 1, to limit frequencies, which can be computed from the model's parameters.     

A segmentation study of Israeli mall customers

The study presents a segmentation of Israeli mall customers. The study sets three goals: developing a typology of Israeli mall customers based on their behaviors; examining the socio-demographic profile of each segment; and comparing Israeli customers to customers from other countries. The behaviors in this study are divided into three categories: visiting patterns; motivations for trips to the mall; and activities engaged in during the visit. Data were obtained from 636 Israeli customers. The main findings suggest four groups of customers: Disloyal, Family Bonders, Minimalists and Mall Enthusiasts. The segments were found to differ in socio-demographic characteristics. The study results can serve as a marketing tool for retailers.     

Bargaining over an uncertain outcome:¶the role of beliefs

We study the Nash bargaining solution of a problem in which two agents bargain over an uncertain outcome. Under the assumptions of risk neutrality and of constant absolute risk aversion, we study the way that the solution varies, ex ante, when we vary the beliefs of one agent. Changing an agent's beliefs in a way that makes them “more distant” from the other agent's beliefs makes the second agent better off. Received: 10 May 2001 / Accepted: 22 August 2001     

Aggregation of semiorders: intransitive indifference makes a difference

Summary A semiorder can be thought of as a binary relationP for which there is a utilityu representing it in the following sense:xPy iffu(x) –u(y) > 1. We argue that weak orders (for which indifference is transitive) can not be considered a successful approximation of semiorders; for instance, a utility function representing a semiorder in the manner mentioned above is almost unique, i.e. cardinal and not only ordinal. In this paper we deal with semiorders on a product space and their relation to given semiorders on the original spaces. Following the intuition of Rubinstein we find surprising results: with the appropriate framework, it turns out that a Savage-type expected utility requires significantly weaker axioms than it does in the context of weak orders.We wish to thank Tatsuro Ichiishi, Jorge Nieto, Ariel Rubinstein, Efraim Sadka and especially David Schmeidler and anonymous referees for stimulating discussions and comments. I. Gilboa received partial financial support from NSF grants nos. IRI-8814672 and SES-9113108, as well as from the Alfred P. Sloan Foundation.     

Aggregation of multiple prior opinions

Experts are asked to provide their advice in a situation of uncertainty. They adopt the decision maker?s utility function, but each has a potentially different set of prior probabilities, and so does the decision maker. The decision maker and the experts maximize the minimal expected utility with respect to their sets of priors. We show that a natural Pareto condition is equivalent to the existence of a set Λ of probability vectors over the experts, interpreted as possible allocations of weights to the experts, such that (i) the decision maker?s set of priors is precisely all the weighted-averages of priors, where an expert?s prior is taken from her set and the weight vector is taken from Λ; (ii) the decision maker?s valuation of an act is the minimal weighted valuation, over all weight vectors in Λ, of the experts? valuations.     

Infinite Histories and Steady Orbits in Repeated Games

We study a model of repeated games with the following features: (a) Infinite histories. The game has been played since days of yore, or is so perceived by the players: (b) Turing machines with memory. Since regular Turing machines coincide with bounded recall strategies (in the presence of infinite histories), we endow them with "external" memory; (c) Nonstrategic players. The players ignore complicated strategic considerations and speculations about them. Instead, each player uses his/her machine to update some statistics regarding the others′ behaviour, and chooses a best response to observed behaviour. Relying on these assumptions, we define a solution concept for the one shot game, called steady orbit. The (closure of the) set of steady orbit payoffs strictly includes the convex hull of the Nash equilibria payoffs and is strictly included in the correlated equilibria payoffs. Assumptions (a)–(c) above are independent to a large extent. In particular, one may define steady orbits without explicitly dealing with histories or machines.     

Store environment,emotions and approach behaviour: applying environmental aesthetics to retailing

This exploratory study examines the influence of store environment on emotions and behaviour tendencies. The study brings insights from research on external environments to the study of store environment. We combined the idea of three distinct dimensions of emotions (pleasantness, arousal and dominance) and the role of mediating approach-avoidance behaviours with two variables taken from the field of environmental aesthetics – complexity and order. Twenty-four colour photographs of four sections of two grocery stores were rated by a sample of 43 subjects on their degree of complexity and order. A second sample of 87 subjects rated the same photographs on emotions and approach-avoidance tendencies. The relationship between complexity and order and reported pleasantness and arousal was consistent with findings regarding external environments. The three emotional dimensions mediated an inverted ‘U’ relationship between complexity and approach behaviour tendencies, as expected. Order had a positive correlation with approach behaviour tendencies. The study suggests the importance of examining general variables (such as complexity and order) in the context of retail environments and provides ideas for extensive research.     

When marketing and innovation interact: The case of born-global firms

Previous research on born-global firms (BGs) has emphasized their strong dependency on establishing a competitive positioning from the early days of their existence. While many researchers emphasized BGs’ innovativeness as a driver of their competitiveness, the capabilities underlying BGs’ innovativeness are still under-researched, specifically, marketing, and innovation-related capabilities. Based on a preliminary stage of in-depth interviews with senior managers, we identified three capabilities, market intelligence generation, marketing adaptability, and team cohesion, that underscore the interaction between innovation and marketing. We then performed a SEM analysis based on data collected from 127 BGs. Our findings indicate that marketing intelligence and team cohesion directly and positively impact BGs’ innovativeness. Marketing adaptability was found to be moderated by environmental conditions—economic development and technological development. When economic development is high, salesforce adaptability enhances BGs’ innovativeness, while product adaptability or communication adaptability decreases BGs’ innovativeness. When technological development is high, product adaptability enhances BGs’ innovativeness, while salesforce adaptability decreases BGs’ innovativeness.