Decision Analysis RSS

Research Papers  How Not to Lose Your Head in a Bidding War

Hafenbrädl, Sebastian; Woike, Jan K. Heading into a competitive auction, you should take steps to anticipate how potential escalations could change your frame of mind. Research by Sebastian Hafenbrädl uncovers two things that improve outcomes in these adrenaline-filled circumstances. Read article

Research Papers  Probability or Price? Form Matters When it Comes to Risk

Müller-Trede, Johannes; Sher, Shlomi; McKenzie, Craig R. M. Whether or not you go out on a limb may depend on how the numbers are presented. IESE's Johannes Müller-Trede investigates the difference between a percentage and a numerical value in shaping risk attitudes -- and offers up some practical applications. Read article

Research Papers  Taste Test: Anticipating Client Preferences Before They Do

Müller-Trede, Johannes; Choshen-Hillel, Shoham; Barneron, Meir; Yaniv, Ilan Can the wisdom of the crowd apply in matters of taste? New IESE research examines how divergent points of view can lead to more accurate predictions for customer preference -- and make for better decision-making. Read article
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