New research from USC Marshall School of Business shows that consumers who trade in their used cars pay an average of $990 more than those without a trade-in. Dealers infer a higher willingness to pay and charge higher prices based on the characteristics of the trade-in vehicle.
Research suggests that highly guilt-prone people are valuable work partners who outwork colleagues, demonstrate effective leadership, and contribute to team success. However, they may avoid forming partnerships with more competent individuals to prevent feelings of guilt.
A new study by USC Marshall professor Gerard J. Tellis and colleagues reveals that financial innovations can deliver significant positive returns, particularly in the United States. The research found that radical innovations, such as home mortgages and auto loans, generate higher cumulative abnormal returns due to their ability to cha...
A new study by USC Marshall professor Victor Bennett found that resale markets like Craigslist can add value to tickets sold by concert venues and Ticketmaster. This increase in price benefits both the artist and venue, particularly in high-demand shows.
A recent USC Marshall study found that companies led by narcissistic CEOs have higher earnings-per-share and share price than those with non-narcissistic CEOs. However, this may be achieved through short-term manipulations that can be detrimental to the company's long-term health.
Researchers found that individuals cooperated more with computer counterparts expressing positive emotions after cooperation and negative emotions after exploitation. This study highlights the importance of managing facial expressions in business interactions to achieve cooperation.
A new study found that reminders of relationships consumers don't have can lead to restrictions on indulgent spending, choosing lower-end brands and opting for healthier options. This effect is particularly pronounced during holidays and wedding season when relationship portrayals are prominent in advertisements.
A new study from the USC Marshall School of Business found that sharing feelings with someone having a similar emotional response to a threatening situation can help decrease stress. By discussing their emotions, individuals can experience reduced levels of stress-related hormones like cortisol.
A recent study by USC Marshall faculty explores the influence of moral preferences on ethical behavior, finding that considering others' ethics can reduce dishonesty. The research suggests that people with formalist and utilitarian moral backgrounds respond differently to third-party beneficiaries' perspectives, with formalists being l...
According to the USC CTM report, Americans' media consumption has increased significantly between 2008 and 2015, with average daily consumption expected to reach 15.5 hours by 2015. The total amount of data delivered will exceed 8.75 zettabytes annually, representing a year-over-year growth rate of 25%.
A recent study by USC Marshall School of Business professor Scott S. Wiltermuth found that segmenting rewards into arbitrary categories increases motivation. Participants worked longer on tasks when rewards were separated into categories, as they felt they would miss out on potential benefits if they didn
A USC Marshall study found that brands appeal to consumers' aesthetic, functional, and spiritual needs to build attachment. The three E's - enticement, enablement, and enrichment - determine the distance between customers and a brand.
Decision makers who feel powerful are more likely to make decisions that benefit their future selves. Researchers found that power can embolden decision makers and lead to better long-term choices. Power appears to foster saving behavior by putting people in touch with their future selves.
A new study by USC Marshall Professor Valerie Folkes and Ohio State University Professor Shashi Matta investigates how firms can activate gender stereotypes to sell more products. The researchers found that stressing competence and quality can influence consumer behavior in a positive way, rendering the product more appealing.
A new model called Step and Wait (SAW) predicts technological innovation in six markets, offering a more accurate alternative to outdated models like Moore's Law. The SAW model tracks performance improvements in steps and waits, helping companies invest in the right technologies.
Research by USC Marshall School of Business professor Scott Wiltermuth found that giving individuals a sense of power leads to a clear sense of right and wrong, causing them to punish transgressions more severely. This moral clarity can lead to organizational problems in the private and public sector.
A USC Marshall study found that smog check firms cluster with competitors, leading to lenient passing grades for cars that should fail. This practice could have passed 39,000 cars in New York State, contributing to public health problems.
A USC Marshall School of Business study found that video capture and automated systems can significantly reduce medical errors by minimizing the tendency to operate outside normal procedures. The research suggests that technology can overcome human tendencies to cover up mistakes, but training is essential to improve interpretive errors.
A recent study by USC Marshall professor Nathanael Fast and colleagues found that unconstrained power can lead to overconfident decision-making. In experiments, participants who felt powerful made riskier bets, losing money, whereas those who didn't feel powerful were less risky and did not lose.
Two studies by USC Marshall School of Business professor Scott Wiltermuth found that synchronized physical activities can foster aggression and obedience, potentially leading to destructive outcomes. Participants who moved in sync with their groups or authority figures performed better in tasks that involved harming others.
A recent study from USC and University of San Diego professors found that African-American consumers are more likely to pay more for products and services when they feel their status is threatened due to race. In contrast, those who strongly identify with their race have lower willingness to pay. The researchers also discovered that po...