I’ve been puzzling recently, over why breakfast radio promotional photographs look so similar. The thought was stirred by a friend of mine and former radio person, Steve Davis. He shared a montage of radio show promo shots drawn from one issue of the industry newsletter, Radioinfo. Despite the images all being rather pixelated, do you […]
January 20, 2021
Day: 20 January 2021
Bias in Context: Small Biases in Hiring Evaluations Have Big Consequences
Journal of Management, Ahead of Print. It is widely acknowledged that subgroup bias can influence hiring evaluations. However, the notion that bias still threatens equitable hiring outcomes in modern employment contexts continues to be debated, even among organizational scholars. In this study, we sought to contextualize this debate by estimating the practical impact of bias […]
Salesperson Dual Agency in Price Negotiations
Journal of Marketing, Ahead of Print. When should business-to-business firms encourage their salespeople to advocate for the customer in pricing negotiations? This research extends dual agency theory to the sales domain to address this question. In Study 1, the authors examine discount negotiations with secondary data from a major U.S. distributor. They find that the […]
