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17 דצמ' 2014
11:00

  אולם הרצאות ע"ש סוזאן גלאס וארני תורסטינסון  300
בניין דיאן וגילפורד גלייזר (15)
קריית האוניברסיטה ע"ש משפחת מרקוס
באר-שבע

קבוצת המחקר בשיווק
בפקולטה לניהול ע"ש גילפורד גלייזר
מזמינה אתכם לסמינר מחקר עם המרצה
Oded Koenigsberg
London Business School

Self-Serving Behavior in Price-Quality Competition

 

Managers like to think well of themselves and the firms that employ them. But this simple motivation can prejudice the interpretation of market outcomes and influence subsequent behaviors. In particular, we examine the possibility that managers self-servingly credit their firm’s success in the market to superior product quality but blame failure on a poor price. We draw on the social psychology of causal reasoning to substantiate this claim and, importantly, predict how managers adjust price and quality differently in response to past firm performance. ​We then report two experiments that test the different elements of the theory and two surveys that extend and generalize the results. Finally, we develop a model of oligopolistic competition to understand the profit impact of self-serving behavior. Counter to intuition, our analysis shows that under certain circumstances firms can benefit from their managers’ innate desire for self-enhancement.

 

BGU Management seminars

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