Access

You are not currently logged in.

Access JSTOR through your library or other institution:

login

Log in through your institution.

Journal Article

An Experimental Investigation of the Impact of Information on Competitive Decision Making

Charles Abramson, Imran S. Currim and Rakesh Sarin
Management Science
Vol. 51, No. 2 (Feb., 2005), pp. 195-207
Published by: INFORMS
Stable URL: http://www.jstor.org/stable/20110319
Page Count: 13
Were these topics helpful?
See something inaccurate? Let us know!

Select the topics that are inaccurate.

Cancel
  • Download ($30.00)
  • Add to My Lists
  • Cite this Item
An Experimental Investigation of the Impact of Information on Competitive Decision Making
Preview not available

Abstract

Managers often employ market response models as decision aids and historical information of competitors' market outcomes to aid their competitive decisions in oligopolistic settings. However, little is known about how access to a decision aid or the availability of competitors' market outcomes impact a firm's competitive decisions (e.g., prices) or market outcomes resulting from those decisions (e.g., profits), or how managers make these decisions across such informational conditions. Hence, the objective of this paper is twofold. First, we investigate whether access to a decision aid and historical information of competitors' outcomes yields more- or less-competitive decisions and outcomes. Second, we determine which learning constructs, such as choice reinforcement and beliefs about projected profits, best explain competitive actions across various information conditions. We find that relative to the availability of competitive information, access to a decision aid has a larger effect on lowering prices and profits. We also find that in two-firm markets, price competition is even more intense than in five-firm markets. Similarly, the availability of market share information leads to more aggressive pricing even when profits are held constant. Finally, we outline the implications of our findings in making managerial resource allocations to market research endeavors.

Page Thumbnails

  • Thumbnail: Page 
195
    195
  • Thumbnail: Page 
196
    196
  • Thumbnail: Page 
197
    197
  • Thumbnail: Page 
198
    198
  • Thumbnail: Page 
199
    199
  • Thumbnail: Page 
200
    200
  • Thumbnail: Page 
201
    201
  • Thumbnail: Page 
202
    202
  • Thumbnail: Page 
203
    203
  • Thumbnail: Page 
204
    204
  • Thumbnail: Page 
205
    205
  • Thumbnail: Page 
206
    206
  • Thumbnail: Page 
207
    207