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84\slmult0 \up0 \expndtw0\charscalex100 \ul0\nosupersub\cf1\f2\fs16 + Models \pa
r\pard\li3297\sb0\sl-184\slmult0\par\pard\li3297\sb0\sl-184\slmult0\par\pard\li3
297\sb0\sl-184\slmult0\par\pard\li3297\sb0\sl-184\slmult0\par\pard\li3297\sb0\sl
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d\li3297\sb4\sl-184\slmult0\fi0 \up0 \expndtw-1\charscalex100 Journal of Operati
ons Management xxx (2005) xxx-xxx\par\pard\li3297\sb5\sl-184\slmult0\fi4872 \up0
\expndtw-1\charscalex100 www.elsevier.com/locate/jom\par\pard\qj \li1646\sb0\sl
-400\slmult0 \par\pard\qj\li1646\ri1457\sb25\sl-400\slmult0\tx2689 \up0 \expndtw
0\charscalex97 \ul0\nosupersub\cf2\f3\fs33 Behavior in operations management: As
sessing recent \line\tab \up0 \expndtw0\charscalex98 findings and revisiting old
assumptions \par\pard\ql \li2325\sb174\sl-287\slmult0 \up0 \expndtw-2\charscale
x100 \ul0\nosupersub\cf3\f4\fs26 Elliot Bendoly\ul0\super\cf4\f5\fs27 a\ul0\sup
er\cf5\f6\fs27 ,\ul0\nosupersub\cf6\f7\fs26 *\ul0\nosupersub\cf3\f4\fs26 , Karen
Donohue\ul0\super\cf4\f5\fs27 b\ul0\nosupersub\cf3\f4\fs26 , Kenneth L. Schult
z\ul0\super\cf4\f5\fs27 c \par\pard\qj \li1594\ri1547\sb125\sl-200\slmult0\tx266
9 \up0 \expndtw-2\charscalex100 \ul0\super\cf7\f8\fs16 a\ul0\nosupersub\cf1\f2\f
s16 Decision and Information Analysis, Goizueta Business School, Emory Universi
ty, Atlanta, GA 30322, United States \line\tab \up0 \expndtw-2\charscalex100 \ul
0\super\cf7\f8\fs16 b\ul0\nosupersub\cf1\f2\fs16 Operations & Management Scienc
e Department, Carlson School of Management, \par\pard\ql \li3300\sb14\sl-184\slm
ult0 \up0 \expndtw-2\charscalex100 University of Minnesota, Minneapolis, MN 5545
5, United States \par\pard\ql \li2090\sb0\sl-180\slmult0 \up0 \expndtw-1\charsca
lex100 \ul0\super\cf7\f8\fs16 c\ul0\nosupersub\cf1\f2\fs16 S.C. Johnson Graduat
e School of Management, Cornell University, Ithaca, NY 14853, United States \par
\pard\ql \li2360\sb77\sl-184\slmult0 \up0 \expndtw-1\charscalex100 Received 1 Ma
y 2005; received in revised form 27 October 2005; accepted 27 October 2005 \par\
pard\ql \li737\sb0\sl-207\slmult0 \par\pard\ql\li737\sb0\sl-207\slmult0 \par\par
d\ql\li737\sb163\sl-207\slmult0 \up0 \expndtw0\charscalex105 \ul0\nosupersub\cf8
\f9\fs18 Abstract \par\pard\qj \li736\ri543\sb125\sl-217\slmult0\fi239 \up0 \exp
ndtw-2\charscalex100 In this paper, we provide a perspective on why behavioral r
esearch is critical to the operations management (OM) field, what \line \up0 \ex
pndtw-2\charscalex100 prior research exists, and what opportunities lie ahead. T
he use of human experiments in operations management is still fairly novel \line
\up0 \expndtw0\charscalex102 despite a small stream of publications going back
more than 20 years. We develop a framework for identifying the types of \line \u
p0 \expndtw0\charscalex100 behavioral assumptions typically made in analytical O
M models. We then use this framework to organize the results of prior \line \up0
\expndtw-2\charscalex100 behavioral research and identify future research oppor
tunities. Our study of prior research is based on a search of papers published \
line \up0 \expndtw0\charscalex100 between 1985 and 2005 in six targeted journals

including the Journal of Operations Management, Manufacturing and Service \line

\up0 \expndtw-2\charscalex100 Operations Management, Production and Operations
Management, Management Science, Decision Sciences, and the Journal of \line \up0
\expndtw-2\charscalex100 Applied Psychology. \par\pard\ql \li736\sb12\sl-207\sl
mult0 \up0 \expndtw0\charscalex100 # 2005 Elsevier B.V. All rights reserved. \pa
r\pard\ql \li737\sb0\sl-184\slmult0 \par\pard\ql\li737\sb8\sl-184\slmult0 \up0 \
expndtw-1\charscalex100 \ul0\nosupersub\cf1\f2\fs16 Keywords: Behavioral issues;
Experimental operations; Human experiments\par\pard\sect\sectd\sbknone\cols2\co
lno1\colw5598\colsr40\colno2\colw5102\colsr160\ql \li737\sb0\sl-230\slmult0 \par
\pard\ql \li737\sb0\sl-230\slmult0 \par\pard\ql \li737\sb95\sl-230\slmult0 \up0
\expndtw0\charscalex109 \ul0\nosupersub\cf9\f10\fs20 1. Introduction\par\pard\ql
\li737\sb0\sl-230\slmult0 \par\pard\ql \li976\sb19\sl-230\slmult0 \up0 \expndtw
0\charscalex103 Most introductory operations management \up0 \expndtw-2\charscal
ex100 (OM)\par\pard\qj \li737\ri268\sb3\sl-238\slmult0 \up0 \expndtw-1\charscale
x100 courses cover a wide range of topics including product \line \up0 \expndtw1\charscalex100 development, process design and improvement, inven-\line \up0 \e
xpndtw0\charscalex106 tory management, forecasting, and supply chain\par\pa
rd\qj \li737\ri269\sb2\sl-239\slmult0 \up0 \expndtw0\charscalex101 management. M
any of the latest tools and techniques \line \up0 \expndtw0\charscalex106 taught
in such courses are fairly simple and easy to \line \up0 \expndtw0\charscalex11
0 apply. Despite this, there is often a disconnection\par\pard\qj \li737\ri267\s
b0\sl-239\slmult0 \up0 \expndtw-2\charscalex100 between the concepts introduced
in class and the actual \line \up0 \expndtw0\charscalex103 rules-of-thumb follow
ed in practice. There are many\par\pard\ql \li827\sb0\sl-184\slmult0 \par\pard\q
l \li827\sb0\sl-184\slmult0 \par\pard\ql \li827\sb0\sl-184\slmult0 \par\pard\ql
\li827\sb91\sl-184\slmult0 \up0 \expndtw-1\charscalex100 \ul0\nosupersub\cf1\f2\
fs16 * Corresponding author.\par\pard\ql \li736\ri268\sb5\sl-198\slmult0\fi239 \
up0 \expndtw-1\charscalex100 E-mail addresses: Elliot_Bendoly@bus.emory.edu (E.
Bendoly), \up0 \expndtw-1\charscalex100 kdonohue@csom.umn.edu (K. Donohue), ks28
@cornell.edu \line \up0 \expndtw-1\charscalex100 (K.L. Schultz).\par\pard\qj \li
736\sb0\sl-198\slmult0 \par\pard\qj \li736\ri0\sb43\sl-198\slmult0 \up0 \expndtw
0\charscalex103 0272-6963/$ - see front matter # 2005 Elsevier B.V. All rights r
eserved. \up0 \expndtw-2\charscalex100 doi:10.1016/j.jom.2005.10.001\par\pard\co
lumn \ql \li5638\sb0\sl-230\slmult0 \par\pard\ql \li5638\sb0\sl-230\slmult0 \par
\pard\ql \li20\sb95\sl-230\slmult0 \up0 \expndtw0\charscalex101 \ul0\nosupersub\
cf9\f10\fs20 reasons for this gap, but most have to do with either a\par\pard\qj
\li20\ri618\sb3\sl-239\slmult0 \up0 \expndtw-3\charscalex100 lack of awareness
on the part of the OM decision maker \up0 \expndtw-2\charscalex100 or a lack of
applicability of the tools themselves. Many \up0 \expndtw0\charscalex105 of our
techniques and theories ignore important \up0 \expndtw0\charscalex105 char
acteristics of real systems and therefore are \up0 \expndtw0\charscalex107
perceived to be difficult to apply in practice. Also, \up0 \expndtw-2\charscale
x100 even when methods are known and do apply, they may \up0 \expndtw0\charscale
x104 be difficult to implement given lack of information, \up0 \expndtw0\charsca
lex100 trust, or proper incentives.\par\pard\qj \li20\ri620\sb0\sl-239\slmult0\f
i239 \up0 \expndtw-3\charscalex100 A common factor in this breakdown is people.
When \line \up0 \expndtw0\charscalex101 it comes to implementation, the success
of operations \line \up0 \expndtw-1\charscalex100 management tools and technique
s, and the accuracy of \line \up0 \expndtw0\charscalex108 its theories, relies h
eavily on our understanding of \line \up0 \expndtw0\charscalex103 human behavior
. Lack of trust between supply chain \line \up0 \expndtw0\charscalex102 partners
, incentive misalignment, and natural risk \line \up0 \expndtw0\charscalex1
03 aversion are but three behavioral issues that can \line \up0 \expndtw0
\charscalex101 negatively impact operational success. The impact of\par\pard\ql
\li7991\sb0\sl-184\slmult0 \par\pard\ql \li7991\sb0\sl-184\slmult0 \par\pard\ql
\li7991\sb0\sl-184\slmult0 \par\pard\ql \li7991\sb0\sl-184\slmult0 \par\pard\ql
\li7991\sb0\sl-184\slmult0 \par\pard\ql \li2373\sb92\sl-184\slmult0 \up0 \expndt
w0\charscalex100 \ul0\nosupersub\cf1\f2\fs16 OPEMAN-473; No of Pages 16 \par\par
d\sect\sectd\fs24\paperw10880\paperh14860{\shp
{\*\shpinst\shpleft0\shptop0\shpright10880\shpbottom14860\shpwr3\shpfblwtxt0\shp

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a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a00fffd9}}}}}\pard\sb0\sl-240{\bkmkstart
Pg2}{\bkmkend Pg2}\ql \li823\sb108\sl-184\slmult0 \up0 \expndtw0\charscalex102
\ul0\nosupersub\cf1\f2\fs16 + Models \par\pard\li823\sb0\sl-184\slmult0\par\pard
\li823\sb0\sl-184\slmult0\par\pard\li823\sb0\sl-184\slmult0\par\pard\li823\sb24\
sl-184\slmult0\fi0\tx3075 \up0 \expndtw0\charscalex100 2\tab \up0 \expndtw0\char
scalex100 E. Bendoly et al./Journal of Operations Management xxx (2005) xxx-xxx\
par\pard\sect\sectd\sbknone\cols2\colno1\colw5563\colsr160\colno2\colw5017\colsr
160\ql \li823\sb185\sl-230\slmult0 \up0 \expndtw0\charscalex102 \ul0\nosupersub\
cf9\f10\fs20 behavioral issues on economic activity is studied\par\pard\ql
\li823\ri267\sb2\sl-239\slmult0\tx1061 \up0 \expndtw0\charscalex104 extensively
in many fields, including economics, \line \up0 \expndtw0\charscalex104 ac
counting, marketing, and management. However, \line \up0 \expndtw-2\charscalex10
0 its study in operations management is relatively scarce. \line\tab \up0 \expnd
tw-2\charscalex100 Our goal here is to make the case for the importance \line \u
p0 \expndtw0\charscalex104 of behavioral research in the field of operati
ons \line \up0 \expndtw-1\charscalex100 management. Specifically, we hope to pro
vide inspira-\line \up0 \expndtw0\charscalex106 tion and guidance to other resea

rchers interested in \line \up0 \expndtw-4\charscalex100 studying behavioral ope

rations management. We do this \line \up0 \expndtw0\charscalex105 by first offer
ing a framework for thinking about the \line \up0 \expndtw-1\charscalex100 behav
ioral assumptions commonly used in operational \line \up0 \expndtw0\charscalex10
5 models. We divide these assumptions into three \line \up0 \expndtw0\char
scalex105 categories: Intentions, Actions, and Reactions. This \line \up0 \expnd
tw-1\charscalex100 framework allows us to systematically question under-\line \u
p0 \expndtw-2\charscalex100 lying OM model assumptions and their implications on
\line \up0 \expndtw-3\charscalex100 performance. We believe this characterizati
on is helpful \line \up0 \expndtw0\charscalex102 for identifying the types of op
erational problems that \line \up0 \expndtw-1\charscalex100 could benefit from b
ehavioral research.\par\pard\ql \li823\ri267\sb0\sl-239\slmult0\fi238\tx1061 \up
0 \expndtw-2\charscalex100 Next we report on the findings of a literature review
\line \up0 \expndtw-1\charscalex100 of papers that investigate behavioral issue
s in OM. We \line \up0 \expndtw0\charscalex105 limited our coverage to papers us
ing human experi-\line \up0 \expndtw0\charscalex102 ments as the methodology for
uncovering behavioral \line \up0 \expndtw0\charscalex100 effects. We cover pape
rs published between 1985 and \line \up0 \expndtw-2\charscalex100 June 2005 (i.e
., the past 20 years) in six select journals: \line \up0 \expndtw0\charscalex105
Journal of Operations Management, Manufacturing \line \up0 \expndtw0\charscalex
101 and Service Operations Management, Production and \line \up0 \expndtw0\chars
calex100 Operations Management, Management Science, Deci-\line \up0 \expndtw-1\c
harscalex100 sion Sciences, and the Journal of Applied Psychology. \line \up0 \e
xpndtw0\charscalex109 The first four journals were chosen since they are \line \
up0 \expndtw0\charscalex106 arguably the top four journals in the OM field. The
\line \up0 \expndtw-4\charscalex100 remaining two were selected for their broade
r scope and \line \up0 \expndtw0\charscalex102 amenability to experimental resea
rch. While relevant \line \up0 \expndtw0\charscalex101 papers obviously exist ou
tside this set of journals, we \line \up0 \expndtw-3\charscalex100 believe this
coverage provides a sound initial investiga-\line \up0 \expndtw0\charscalex101 t
ion into the type of research that exists in this area. \line\tab \up0 \expndtw0
\charscalex103 Our literature review reveals several interesting \line \up0 \
expndtw-3\charscalex100 findings. First, the application of human experiments to
\line \up0 \expndtw0\charscalex104 operational problems spans many sub-disc
iplines \line \up0 \expndtw0\charscalex104 including production control, supply
chain manage-\line \up0 \expndtw-1\charscalex100 ment, quality management, and o
perations technology. \line \up0 \expndtw-3\charscalex100 It appears that behavi
oral issues arise in a wide range of \line \up0 \expndtw0\charscalex104 settings
. Second, the number of human experiments \line \up0 \expndtw0\charscalex107 usi
ng OM-contexts is significantly higher in inter-\line \up0 \expndtw-2\charscalex
100 disciplinary journals (such as Management Science and \line \up0 \expndtw-3\
charscalex100 Decision Sciences) than in journals focused exclusively \line \up0
\expndtw0\charscalex100 on OM. Third, the rate of publication over the past 20
\line \up0 \expndtw0\charscalex105 years has been relatively stable regardless o
f recent \line \up0 \expndtw0\charscalex104 acknowledgements concerning the i
mportance of \line \up0 \expndtw0\charscalex104 incorporating behavioral issues
into OM work (e.g., \line \up0 \expndtw0\charscalex106 \ul0\nosupersub\cf10\f11
\fs20 Boudreau et al., 2003\ul0\nosupersub\cf9\f10\fs20 ). Based on patterns and
gaps \line \up0 \expndtw0\charscalex102 observed in prior literature, we offer
our thoughts on \line \up0 \expndtw0\charscalex105 areas within OM that are ripe
for further behavioral\par\pard\column \ql \li20\sb185\sl-230\slmult0 \up0 \exp
ndtw0\charscalex104 exploration. We also discuss how one can apply our\par\pard\
qj \li20\ri535\sb2\sl-239\slmult0 \up0 \expndtw0\charscalex107 behavioral assump
tion framework to different OM \line \up0 \expndtw0\charscalex102 problem domain
s to generate possible research ques-\line \up0 \expndtw-2\charscalex100 tions.\
par\pard\ql \li259\sb9\sl-230\slmult0 \up0 \expndtw0\charscalex109 The paper con
tinues in Section \up0 \expndtw0\charscalex118 \ul0\nosupersub\cf10\f11\fs20 2\u
l0\nosupersub\cf9\f10\fs20 with a brief\par\pard\qj \li20\ri533\sb2\sl-239\slmu
lt0 \up0 \expndtw0\charscalex102 discussion of the benefits of using behavioral
experi-\line \up0 \expndtw0\charscalex102 ments to test issues relevant to OM. I

n Section\ul0\nosupersub\cf10\f11\fs20 3\ul0\nosupersub\cf9\f10\fs20 , we \up0

\expndtw0\charscalex107 discuss the nature of behavioral assumptions made \up0 \
expndtw-3\charscalex100 implicitly or explicitly in OM models and introduce our
\up0 \expndtw0\charscalex102 three assumption categories. This assumption frame\line \up0 \expndtw0\charscalex101 work is used to organize the main literature
review in \up0 \expndtw-4\charscalex100 Section\ul0\nosupersub\cf10\f11\fs20 4\
ul0\nosupersub\cf9\f10\fs20 . We conclude in Section\ul0\nosupersub\cf10\f11\fs2
0 5\ul0\nosupersub\cf9\f10\fs20 with a discussion of \up0 \expndtw0\charscalex
100 possible paths for future research.\par\pard\ql \li5723\sb0\sl-230\slmult0 \
par\pard\ql \li20\sb18\sl-230\slmult0 \up0 \expndtw0\charscalex105 2. Benefits o
f behavioral experiments\par\pard\qj \li5723\sb0\sl-239\slmult0 \par\pard\qj \li
20\ri532\sb1\sl-239\slmult0\fi239 \up0 \expndtw0\charscalex105 Behavioral exper
iments are a well-established \line \up0 \expndtw-2\charscalex100 research me
thodology for studying human factor issues \line \up0 \expndtw0\charscalex100 in
many disciplines including economics, psychology, \line \up0 \expndtw0\charscal
ex107 sociology, and medical research. They are also \line \up0 \expndtw0\
charscalex101 commonly used in many business disciplines, such as \line \up0 \ex
pndtw0\charscalex105 marketing, accounting, and human resources. Their \line \up
0 \expndtw0\charscalex100 purpose, according to\ul0\nosupersub\cf10\f11\fs20 Wa
cker and John (1998)\ul0\nosupersub\cf9\f10\fs20 , is \u8216?\u8216?to \line \up
0 \expndtw0\charscalex104 investigate relationships by manipulating controlled \
line \up0 \expndtw0\charscalex106 treatments to determine the exact effect on sp
ecific \line \up0 \expndtw-2\charscalex100 dependent variables.\u8217?\u8217? Ex
periments are normally run in \line \up0 \expndtw0\charscalex100 carefully contr
olled settings where specific situational \line \up0 \expndtw0\charscalex108 con
ditions are manipulated by the researcher. The \line \up0 \expndtw-1\charscalex1
00 ability to control and modify situational factors allows \line \up0 \expndtw4\charscalex100 one to focus attention on the behavioral issue of interest, \lin
e \up0 \expndtw-2\charscalex100 free of exogenous influences. If carried out eff
ectively, \line \up0 \expndtw0\charscalex103 behavioral experimentation provides
a way to create \line \up0 \expndtw0\charscalex106 conditions where natural beh
avior can be observed \line \up0 \expndtw0\charscalex100 without a loss of gener
alization.\par\pard\qj \li20\ri533\sb0\sl-239\slmult0\fi239 \up0 \expndtw0\chars
calex102 To appreciate the power and limitations of human \line \up0 \expndtw0\c
harscalex107 experiments, it is important to understand their \line \up0 \
expndtw-2\charscalex100 paradigm assumptions and how these differ from those \li
ne \up0 \expndtw0\charscalex107 of more traditional math modeling methodologies.
\line \up0 \expndtw-1\charscalex100 The paradigm assumption of experimental wor
k is that \line \up0 \expndtw0\charscalex100 the theory being tested applies in
real-world situations \line \up0 \expndtw0\charscalex105 and to actors outsid
e the laboratory. Behavioral \line \up0 \expndtw-2\charscalex100 experiments
are sometimes criticized for using students \line \up0 \expndtw-2\charscalex100
in lieu of closer representatives of the population under \line \up0 \expndtw0\c
harscalex100 question. This can be a valid criticism if, for instance, \line \up
0 \expndtw0\charscalex103 the reactions being tested depend heavily on th
e \line \up0 \expndtw0\charscalex102 individual life experiences of the subjects
. However, \line \up0 \expndtw0\charscalex102 even if actual workers were used a
s subjects in those \line \up0 \expndtw0\charscalex108 cases, it would still be
problematic applying those \line \up0 \expndtw0\charscalex102 findings to worker
s in a different industry, company, \line \up0 \expndtw0\charscalex101 country,
or region. Well-designed experiments do not \line \up0 \expndtw0\charscalex105 t
est how students, managers, and employees at a \line \up0 \expndtw-1\charsc
alex100 specific corporation act in certain contrived situations. \par\pard\sect
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401fffd9}}}}}\pard\sb0\sl-240{\bkmkstart Pg3}{\bkmkend Pg3}\ql \li737\sb108\sl-1
84\slmult0 \up0 \expndtw0\charscalex102 \ul0\nosupersub\cf1\f2\fs16 + Models \pa
r\pard\li737\sb0\sl-184\slmult0\par\pard\li737\sb0\sl-184\slmult0\par\pard\li737
\sb0\sl-184\slmult0\par\pard\li737\sb24\sl-184\slmult0\fi2251\tx9982 \up0 \expnd
tw0\charscalex100 E. Bendoly et al./Journal of Operations Management xxx (2005)
xxx-xxx\tab \up0 \expndtw0\charscalex100 3\par\pard\sect\sectd\sbknone\cols2\col
no1\colw5478\colsr160\colno2\colw5102\colsr160\ql \li737\sb185\sl-230\slmult0 \u
p0 \expndtw0\charscalex106 \ul0\nosupersub\cf9\f10\fs20 They test whether repres
entative humans react in a\par\pard\ql \li737\ri267\sb2\sl-239\slmult0\tx976 \up
0 \expndtw0\charscalex102 predictable manner to controlled stimuli. Properl
y \line \up0 \expndtw0\charscalex108 designed experiments are used to test and d
evelop \line \up0 \expndtw0\charscalex101 general theories. It is these theories
, not the \u8216?specific\u8217? \line \up0 \expndtw-2\charscalex100 experimenta
l scenarios themselves, which are intended \line \up0 \expndtw-1\charscalex100 f
or application. If the theory is accurate, then it should \line \up0 \expndtw-5\
charscalex100 hold in the laboratory. If it does hold the theory gains the \line
\up0 \expndtw-4\charscalex100 support of evidence. The problems that arise in a
pplying \line \up0 \expndtw0\charscalex104 experimental lessons in the workplace
are similar to \line \up0 \expndtw0\charscalex101 those found in applying model
ing results. Even if the \line \up0 \expndtw0\charscalex101 experiment and model
are designed well, the inherent \line \up0 \expndtw0\charscalex101 assumptions

still need to be relaxed with care. \line\tab \up0 \expndtw0\charscalex101 The p

aradigm assumptions used in traditional OM \line \up0 \expndtw0\charscalex103 mo
deling concern the applicability of the findings to \line \up0 \expndtw-2\charsc
alex100 real world as well, but in a markedly different way. For \line \up0 \exp
ndtw-1\charscalex100 example, it may prove tractable in an analytical model \lin
e \up0 \expndtw0\charscalex106 to assume that a demand distribution is known and
\line \up0 \expndtw0\charscalex104 stable even though this is rarely the case i
n practice. \line \up0 \expndtw0\charscalex108 Socio-technical Systems Theory re
minds us that a \line \up0 \expndtw0\charscalex101 change in the technology and
techniques of work, the \line \up0 \expndtw0\charscalex107 way in which work is
done, has an effect on social \line \up0 \expndtw0\charscalex101 interactions in
the workplace. Changing the technical \line \up0 \expndtw0\charscalex102 system
without attention to the social one can lead to \line \up0 \expndtw0\charscalex
103 unintended consequences (\ul0\nosupersub\cf10\f11\fs20 Huber and Brown, 1991
\ul0\nosupersub\cf9\f10\fs20 ). \line \up0 \expndtw0\charscalex105 Nevertheless,
the resulting model can still offer \line \up0 \expndtw0\charscalex108 im
portant lessons or normative advice despite this \line \up0 \expndtw0\charscalex
103 abstraction from reality. Since analytical models are \line \up0 \expndtw0\c
harscalex100 usually developed to establish rules of what should be \line \up0 \
expndtw0\charscalex102 done in constructed settings, and not what actually is \l
ine \up0 \expndtw-3\charscalex100 done in real-world settings, they typically op
erate under \line \up0 \expndtw0\charscalex103 the argument that there is less n
eed to test the model \line \up0 \expndtw0\charscalex100 results in empirical se
ttings.\par\pard\qj \li737\ri266\sb0\sl-239\slmult0\fi239 \up0 \expndtw-3\charsc
alex100 In general, the paradigms of behavioral experimenta-\line \up0 \expndtw3\charscalex100 tion and mathematical modeling require different trade-\line \up
0 \expndtw0\charscalex106 offs. Neither is perfect; each requires its own set of
\line \up0 \expndtw0\charscalex103 assumptions. However, each methodology can m
ake \line \up0 \expndtw0\charscalex102 significant contributions in their ow
n right. More \line \up0 \expndtw0\charscalex102 importantly, the two methodol
ogies can complement \line \up0 \expndtw-5\charscalex100 each other with each po
siting useful directions of inquiry \line \up0 \expndtw-2\charscalex100 for the
other. The application of both methodologies to \line \up0 \expndtw0\charscalex1
02 the same group of questions offers the opportunity to \line \up0 \expndtw-1\c
harscalex100 cross check findings from alternate vantage points and \line \up0 \
expndtw0\charscalex101 reference frames. An experiment to test the effects of \l
ine \up0 \expndtw-4\charscalex100 buffer size on output, for example, is an effe
ctive way of \line \up0 \expndtw-4\charscalex100 testing some of the conclusions
of line design developed \line \up0 \expndtw0\charscalex102 from mathematical m
odeling. Likewise, the develop-\line \up0 \expndtw0\charscalex102 ment of the ma
thematical models may suggest to the \line \up0 \expndtw0\charscalex100 behavior
al researcher that the variability in task times \line \up0 \expndtw0\charscalex
108 between workers is key in certain situations while \line \up0 \expndtw-1\cha
rscalex100 average task time is key in others.\par\pard\qj \li737\ri269\sb0\sl-2
39\slmult0\fi239 \up0 \expndtw0\charscalex100 The evolution of behavioral studie
s within the field \line \up0 \expndtw-1\charscalex100 of experimental economics
provides a nice illustration\par\pard\column \ql \li20\sb185\sl-230\slmult0 \up
0 \expndtw-2\charscalex100 of the power of this methodology. Early experiments i
n\par\pard\qj \li20\ri619\sb2\sl-239\slmult0 \up0 \expndtw0\charscalex104 econom
ics focused mainly on validating existing \line \up0 \expndtw-1\charscalex1
00 economic theory and developing methods for inferring \line \up0 \expndtw-1\ch
arscalex100 model inputs (such as constructing indifference curves \line \up0 \e
xpndtw0\charscalex102 or other choice model constructs). Growth in experi-\line
\up0 \expndtw0\charscalex106 mental work followed closely from the growth and \l
ine \up0 \expndtw0\charscalex101 development of game theory, beginning in the 19
40s. \line \up0 \expndtw0\charscalex100 This was a natural extension since game
theory offers \line \up0 \expndtw0\charscalex108 predictions of interactive beha
vior that are clearly \line \up0 \expndtw0\charscalex102 established and ripe fo
r experimental validation. The \line \up0 \expndtw0\charscalex104 assumption req
uirements of game theoretic models, \line \up0 \expndtw0\charscalex100 including

precise rules for the mechanics of economic \line \up0 \expndtw0\charscalex104

interactions, individual reactions and information \line \up0 \expndtw0\char
scalex102 availability, translate well to an experimental setting. \line \up0 \e
xpndtw-2\charscalex100 \ul0\nosupersub\cf10\f11\fs20 Roth (1993)\ul0\nosupersub\
cf9\f10\fs20 provides a comprehensive overview of the \line \up0 \expndtw0\char
scalex100 evolution of experimental economics during this early \line \up0 \expn
dtw-2\charscalex100 period \up0 \expndtw0\charscalex108 (1930-1960). Roth desc
ribes one of the\par\pard\ql \li20\sb8\sl-230\slmult0 \up0 \expndtw0\charscal
ex100 surprising findings during this period as follows:\par\pard\qj \li259\ri62
0\sb202\sl-239\slmult0 \up0 \expndtw0\charscalex108 The design of an experiment
to test a particular \line \up0 \expndtw0\charscalex106 theory often forces the
experimenter to focus on \line \up0 \expndtw-2\charscalex100 specific aspects of
the theory other than those which\par\pard\qj \li259\ri620\sb0\sl-239\slmult0 \
up0 \expndtw0\charscalex107 naturally come to the fore in the theoretical
\line \up0 \expndtw0\charscalex105 literature. The insights gained from designi
ng an \line \up0 \expndtw-1\charscalex100 experiment are... often of value even
apart from the\par\pard\qj \li259\ri620\sb0\sl-239\slmult0 \up0 \expndtw0\charsc
alex101 actual conduct of the experiment. Thus, there is an \up0 \expndtw0\chars
calex102 interplay, on many levels, between theory and \up0 \expndtw-2\cha
rscalex100 experiment.\par\pard\qj \li20\ri619\sb141\sl-238\slmult0 \up0 \expndt
w0\charscalex103 This observation implies that effective experimental \up0 \expn
dtw0\charscalex102 research builds off and enhances what is learned \up0
\expndtw-1\charscalex100 through traditional methodologies.\par\pard\qj \li20\ri
619\sb1\sl-239\slmult0\fi239 \up0 \expndtw-3\charscalex100 It is important to no
te that the established economics \up0 \expndtw-4\charscalex100 community did no
t uniformly embrace the use of human \up0 \expndtw-2\charscalex100 experiments d
uring this early period. However, experi-\line \up0 \expndtw0\charscalex103 ment
al economics field has seen exponential growth \up0 \expndtw0\charscalex104 ever
y decade since \up0 \expndtw-2\charscalex100 (\ul0\nosupersub\cf10\f11\fs20 Ro
th, \up0 \expndtw0\charscalex103 1995a\ul0\nosupersub\cf9\f10\fs20 ). Through
this\par\pard\qj \li20\ri619\sb2\sl-238\slmult0 \up0 \expndtw0\charscalex104 evo
lution, the focus of experiments has expanded to \up0 \expndtw0\charscalex106 in
clude an emphasis on developing new behavioral \up0 \expndtw0\charscalex101 theo
ry to explain gaps between established economic \up0 \expndtw-1\charscalex100 th
eory and experimental results. Croson (2005, private \up0 \expndtw-1\charscalex1
00 communication) explains this transformation.\par\pard\qj \li259\ri619\sb122\s
l-238\slmult0 \up0 \expndtw0\charscalex101 The evolution of economics from theor
y-driven to \line \up0 \expndtw0\charscalex101 experimental to behavioral has be
en an interesting \line \up0 \expndtw0\charscalex107 one. Neoclassical economi
cs assumes perfect\par\pard\qj \li259\ri617\sb1\sl-239\slmult0 \up0 \expndtw0\
charscalex104 rationality (and typically self-interest, although it \line \up0 \
expndtw0\charscalex107 need not) and uses those assumptions to predict \line \up
0 \expndtw-2\charscalex100 economic behavior. Experiments were introduced to\par
\pard\qj \li259\ri618\sb0\sl-239\slmult0 \up0 \expndtw0\charscalex100 test these
predictions in clean environments (envir-\line \up0 \expndtw0\charscalex103 onm
ents which met the conditions of the theory\u8217?s \line \up0 \expndtw0\charsca
lex110 assumptions). Many times the results from the\par\pard\ql \li259\sb7\sl-2
30\slmult0 \up0 \expndtw0\charscalex108 experiments supported the theory, for ex
ample, \par\pard\sect\sectd\fs24\paperw10880\paperh14860{\shp
{\*\shpinst\shpleft0\shptop0\shpright10880\shpbottom14860\shpwr3\shpfblwtxt0\shp
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a0028a28a0028a28a0028a28a0028a28a0028a28a00fffd9}}}}}\pard\sb0\sl-240{\bkmkstart
Pg4}{\bkmkend Pg4}\ql \li823\sb108\sl-184\slmult0 \up0 \expndtw0\charscalex102
\ul0\nosupersub\cf1\f2\fs16 + Models \par\pard\li823\sb0\sl-184\slmult0\par\pard
\li823\sb0\sl-184\slmult0\par\pard\li823\sb0\sl-184\slmult0\par\pard\li823\sb24\
sl-184\slmult0\fi0\tx3075 \up0 \expndtw0\charscalex103 4\tab \up0 \expndtw0\char
scalex103 E. Bendoly et al./Journal of Operations Management xxx (2005) xxx-xxx\
par\pard\li823\sb185\sl-230\slmult0\fi238\tx5723\tx9914 \up0 \expndtw0\charscale
x103 \ul0\nosupersub\cf9\f10\fs20 market experiments\u8217? results look surpris
ingly like\tab \up0 \expndtw0\charscalex103 a major factor in the phenomena unde
r study,\tab \up0 \expndtw0\charscalex103 (2)\par\pard\li823\sb9\sl-230\slmult0\
fi238\tx5723 \up0 \expndtw0\charscalex103 theory\u8217?spredictions.Butothertime
stheresultsfrom\tab \up0 \expndtw0\charscalex103 deterministic in their actions,
(3) predictable in their\par\pard\li823\sb9\sl-230\slmult0\fi238\tx5723 \up0 \e
xpndtw0\charscalex103 the experiments did not support the theory\u8217?s\t
ab \up0 \expndtw0\charscalex103 actions, (4) independent of others, (5) not part
of the\par\pard\li823\sb9\sl-230\slmult0\fi238\tx5723 \up0 \expndtw0\charscalex
103 predictions.\tab \up0 \expndtw0\charscalex103 product, (6) emotionless, and
(7) observable. We share\par\pard\sect\sectd\sbknone\cols2\colno1\colw5563\colsr
160\colno2\colw5017\colsr160\ql \li823\sb10\sl-230\slmult0 \up0 \expndtw0\charsc
alex106 These surprises created Kuhnian \up0 \expndtw0\charscalex101 \u8216?\u82
16?anomalies\u8217?\u8217? that\par\pard\qj \li823\ri268\sb2\sl-239\slmult0 \up0
\expndtw-4\charscalex100 needed to be explained. As described by philosophers o
f \line \up0 \expndtw0\charscalex113 science like Kuhn, when a critical mass of
these \line \up0 \expndtw0\charscalex104 anomalies develops, researchers begin s
earching for \line \up0 \expndtw-1\charscalex100 alternative theories that help
to organize the data; both \line \up0 \expndtw0\charscalex103 the mass of previo
usly-known results supporting the \line \up0 \expndtw0\charscalex111 existing th

eory and the new anomalies should be \line \up0 \expndtw-4\charscalex100 explain
ed in one theory. The current move in economics \line \up0 \expndtw0\charscalex1
05 toward behavioral economics is exactly this search. \line \up0 \expndtw-2\cha
rscalex100 Behavioral economists generalize existing neoclassical \line \up0 \ex
pndtw-3\charscalex100 economic theory by adding psychological or behavioral \lin
e \up0 \expndtw0\charscalex106 regularities, and then hope to show that these mo
re \line \up0 \expndtw0\charscalex107 general theories can explain both existing
and new \line \up0 \expndtw0\charscalex105 results. Note that the search is sti
ll ongoing; no one \line \up0 \expndtw0\charscalex106 theory has yet been develo
ped that integrate all the \line \up0 \expndtw0\charscalex105 observations. But
it is certainly an exciting and \line \up0 \expndtw0\charscalex101 import
ant direction, and represents a profound recon-\line \up0 \expndtw-2\charscalex1
00 ceptualization of economic theory and economics more \line \up0 \expndtw-3\ch
arscalex100 generally.\par\pard\qj \li823\ri266\sb139\sl-239\slmult0\fi238 \up0
\expndtw0\charscalex100 As Croson notes, Kuhn challenges us to rethink the \line
\up0 \expndtw0\charscalex103 scientific paradigms common in a given field
of \line \up0 \expndtw0\charscalex101 research. Kuhn sees science developing a
s a series of \line \up0 \expndtw-1\charscalex100 jumps and plateaus, with the j
umps occurring at points \line \up0 \expndtw0\charscalex100 of paradigm shift. I
n his review of the last 50 years of \line \up0 \expndtw0\charscalex106 Manageme
nt Science,\ul0\nosupersub\cf10\f11\fs20 Hopp (2004)\ul0\nosupersub\cf9\f10\fs2
0 speculates that \line \up0 \expndtw-4\charscalex100 behavioral factors could
be the source of our field\u8217?s next \line \up0 \expndtw-1\charscalex100 para
digm shift.\par\pard\ql \li823\sb0\sl-230\slmult0 \par\pard\ql \li823\sb116\sl-2
30\slmult0 \up0 \expndtw0\charscalex106 3. Categorizing assumptions in OM\par\pa
rd\ql \li823\sb0\sl-239\slmult0 \par\pard\ql \li823\ri266\sb3\sl-239\slmult0\fi2
38\tx1061 \up0 \expndtw0\charscalex104 Assumptions are the means by which resear
chers \line \up0 \expndtw-1\charscalex100 simplify the world, allowing us to gen
eralize and draw \line \up0 \expndtw0\charscalex100 conclusions. Logically devel
oped assumptions are the \line \up0 \expndtw0\charscalex101 key to ensuring focu
s, tractability, and ultimately any \line \up0 \expndtw0\charscalex101 level of
understanding and comparability in research. \line \up0 \expndtw-4\charscalex100
However, while assumptions are necessary, the scope of \line \up0 \expndtw0\cha
rscalex104 experience and interests of the individual researcher \line \up0 \exp
ndtw0\charscalex102 often limit the selection of specific assumptions. The \line
\up0 \expndtw0\charscalex105 hope is always that what is \u8216?\u8216?assumed
away\u8217?\u8217? is not \line \up0 \expndtw0\charscalex100 critical to the res
earch questions under study. \line\tab \up0 \expndtw-3\charscalex100 Since most
researchers in the OM field may not have \line \up0 \expndtw0\charscalex113 a de
ep knowledge of behavioral theory, it is not \line \up0 \expndtw0\charscalex104
surprising that OM model-based research often uses \line \up0 \expndtw0\charscal
ex104 fairly basic behavioral assumptions.\ul0\nosupersub\cf10\f11\fs20 Boudrea
u et al. \line \up0 \expndtw0\charscalex101 (2003)\ul0\nosupersub\cf9\f10\fs20
identify seven general behavioral assumptions \line \up0 \expndtw-1\charscalex10
0 frequently found in operations research models. These \line \up0 \expndtw-2\ch
arscalex100 include the implicit assumptions that people are (1) not\par\pard\co
lumn \ql \li20\sb10\sl-230\slmult0 \up0 \expndtw0\charscalex103 the view that th
e examination of behavioral assump-\par\pard\qj \li20\ri534\sb2\sl-239\slmult0 \
up0 \expndtw0\charscalex103 tions, either explicit or implicit, is a valuable wa
y to \line \up0 \expndtw-1\charscalex100 think through the behavioral implicatio
ns of mathema-\line \up0 \expndtw0\charscalex110 tical models. Since these pitfa
lls can arise from a \line \up0 \expndtw0\charscalex109 number of misspecificati
ons, we find it helpful to \line \up0 \expndtw-4\charscalex100 organize our anal
ysis by dividing assumptions into three \line \up0 \expndtw0\charscalex102 broad
categories: Intentions, Actions, and Reactions. \line \up0 \expndtw0\charscalex
100 This framework is similar to the Analysis of Assump-\line \up0 \expndtw0\cha
rscalex100 tions framework used by Meredith et al. (1989).\par\pard\ql \li5723\s
b0\sl-230\slmult0 \par\pard\ql \li20\sb18\sl-230\slmult0 \up0 \expndtw0\charscal
ex102 3.1. Intentions\par\pard\qj \li5723\sb0\sl-239\slmult0 \par\pard\qj \li20\
ri534\sb1\sl-239\slmult0\fi239 \up0 \expndtw0\charscalex109 Intentions refer to

the accuracy of the model in \line \up0 \expndtw0\charscalex100 reflecting the a

ctual goals of the decision makers. For \line \up0 \expndtw0\charscalex100 examp
le, in inventory management, a common objec-\line \up0 \expndtw0\charscalex104 t
ive is to minimize the sum of expected holding and \line \up0 \expndtw0\charscal
ex100 stock-out costs. This objective is an assumption about \line \up0 \expndtw
-1\charscalex100 the decision maker\u8217?s intentions. In reality, the decision
\line \up0 \expndtw0\charscalex112 maker may not evenly weigh the cost of holdi
ng \line \up0 \expndtw0\charscalex100 inventory with the cost of stock-outs. For
example, he \line \up0 \expndtw0\charscalex104 may weigh stock-out costs less s
ince these are more \line \up0 \expndtw0\charscalex105 difficult to track, or he
may weigh holding cost less \line \up0 \expndtw-2\charscalex100 since this it l
ess visible to his colleagues in sales. Also, \line \up0 \expndtw0\charscalex102
the assumption of risk neutrality \up0 \expndtw0\charscalex102 (implied by
the\par\pard\qj \li20\ri533\sb0\sl-239\slmult0 \up0 \expndtw0\charscalex105 ex
pected value objective) may deviate from reality. \up0 \expndtw0\charscalex105 D
epending on the environment, the decision maker \up0 \expndtw0\charscalex111 cou
ld easily be either risk seeking or risk averse. \up0 \expndtw0\charscalex104 Ad
ditionally, he may have certain goals that are not \up0 \expndtw-3\charscalex100
monetary in nature. His decision rules may reflect trust, \up0 \expndtw0\charsc
alex100 justice or prior relationships with vendors.\par\pard\qj \li20\ri530\sb0
\sl-239\slmult0\fi239 \up0 \expndtw0\charscalex100 Our assumptions about the dec
ision maker\u8217?s factor \line \up0 \expndtw-1\charscalex100 weighting and ris
k attitude are both forms of intention. \line \up0 \expndtw0\charscalex109 Other
forms include the decision maker\u8217?s attitude \line \up0 \expndtw-2\charsca
lex100 toward fairness (e.g., whether the distribution of risk or \line \up0 \ex
pndtw0\charscalex104 benefits factor into his objective), his intent to work \li
ne \up0 \expndtw0\charscalex107 toward system versus individual goals, and
his \line \up0 \expndtw0\charscalex106 altruistic motivation. In some cases, fo
r example in \line \up0 \expndtw0\charscalex101 linear programming applications
with low variability, \line \up0 \expndtw0\charscalex107 the assumptions of inte
ntion are easy to define and \line \up0 \expndtw-1\charscalex100 match to realit
y. However, in more complex situations \line \up0 \expndtw0\charscalex108 where
decision makers are influenced by multiple \line \up0 \expndtw0\charscalex103 fa
ctors with competing objectives, such assumptions \line \up0 \expndtw0\charscale
x101 are less clear.\par\pard\qj \li20\ri534\sb1\sl-238\slmult0\fi239 \up0 \expn
dtw0\charscalex102 Queuing theory is one OM sub-discipline that has \line \up0 \
expndtw-3\charscalex100 applied the results of behavioral theory to develop more
\line \up0 \expndtw0\charscalex100 realistic Intension assumptions. For example
, patience \line \up0 \expndtw0\charscalex102 and abandonment have traditionally
been modeled in \line \up0 \expndtw0\charscalex104 queuing systems as a sta
tic characteristic of the \par\pard\sect\sectd\fs24\paperw10880\paperh14860{\
shp
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3fff00c237c39ffcada3fe1537c2bffa269f0fff00f08df0e7ff002b6803d028af3fff00854df0af

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00f854df0aff00e89a7c3fff00c237c39ffcadadbd0fc19e0ff0ccf35cf86fc27e1af0f5cdcc420b
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a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800
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a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800
a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800
a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800
a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800
a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800
a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800
a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800a28a2800
a28a2800a28a2800a28a2803ffd9}}}}}\pard\sb0\sl-240{\bkmkstart Pg5}{\bkmkend Pg5}\
ql \li737\sb108\sl-184\slmult0 \up0 \expndtw0\charscalex102 \ul0\nosupersub\cf1\
f2\fs16 + Models \par\pard\li737\sb0\sl-184\slmult0\par\pard\li737\sb0\sl-184\sl
mult0\par\pard\li737\sb0\sl-184\slmult0\par\pard\li737\sb24\sl-184\slmult0\fi225
1\tx9982 \up0 \expndtw0\charscalex101 E. Bendoly et al./Journal of Operations Ma
nagement xxx (2005) xxx-xxx\tab \up0 \expndtw0\charscalex101 5\par\pard\li737\sb
185\sl-230\slmult0\fi0\tx1588\tx2924\tx5877 \up0 \expndtw-2\charscalex100 \ul0\n
osupersub\cf9\f10\fs20 customer\tab \up0 \expndtw0\charscalex101 (e.g.,\ul0\nosu
persub\cf10\f11\fs20 Riordan,\tab \up0 \expndtw0\charscalex101 1962; Brandt and
Brandt,\tab \up0 \expndtw0\charscalex101 \ul0\nosupersub\cf9\f10\fs20 Another A
ction assumption that permeates much of\par\pard\li737\sb9\sl-230\slmult0\fi0\tx
5638 \up0 \expndtw0\charscalex101 \ul0\nosupersub\cf10\f11\fs20 2000\ul0\nosuper
sub\cf9\f10\fs20 ). However, there is empirical evidence that\tab \up0 \ex
pndtw0\charscalex101 the OM modeling literature is the idea that individual\par\
pard\sect\sectd\sbknone\cols2\colno1\colw5478\colsr160\colno2\colw5102\colsr160\
ql \li737\sb9\sl-230\slmult0 \up0 \expndtw0\charscalex105 patience is often a ch
aracteristic of the system state\par\pard\qj \li737\ri268\sb2\sl-239\slmult0 \up
0 \expndtw-1\charscalex100 (\ul0\nosupersub\cf10\f11\fs20 Taylor, 1994; Leclerc
et al., 1995; Hui and Tse, 1996\ul0\nosupersub\cf9\f10\fs20 ; \up0 \expndtw0\cha
rscalex102 Carmon and Hanneman, 1988). This relationship has \up0 \expndtw0\char
scalex103 been explored in the behavioral literature by\ul0\nosupersub\cf10\f11\
fs20 Maister \up0 \expndtw0\charscalex103 (1985)\ul0\nosupersub\cf9\f10\fs20 ,\
ul0\nosupersub\cf10\f11\fs20 Levine \up0 \expndtw0\charscalex103 (1997)\ul0\nos
upersub\cf9\f10\fs20 ,\ul0\nosupersub\cf10\f11\fs20 Thieery \up0 \expndtw0\char
scalex107 (1994)\ul0\nosupersub\cf9\f10\fs20 ,\ul0\nosupersub\cf10\f11\fs20 Zak
ay and\par\pard\qj \li737\ri269\sb0\sl-239\slmult0 \up0 \expndtw0\charscalex105
Hornik (1996)\ul0\nosupersub\cf9\f10\fs20 , and others.\ul0\nosupersub\cf10\f11\
fs20 Zohar et al. (2002)\ul0\nosupersub\cf9\f10\fs20 have \line \up0 \expndtw0

\charscalex100 incorporated customer patience based on expectations \line \up0 \

expndtw-2\charscalex100 and anticipated waiting times into a queuing model and \
line \up0 \expndtw0\charscalex104 explored the equilibrium conditions. In this q
ueuing \line \up0 \expndtw0\charscalex100 context, model-generated theory inspir
ed the need for \line \up0 \expndtw-2\charscalex100 experimental validation, whi
ch in turn developed more \line \up0 \expndtw0\charscalex104 accurate intention
related assumptions for use in \line \up0 \expndtw-1\charscalex100 subsequ
ent models.\par\pard\qj \li737\ri268\sb0\sl-239\slmult0\fi239 \up0 \expndtw0\cha
rscalex107 Key questions behavioral researchers can use to \up0 \expndtw0\charsc
alex104 identify Intention assumptions in need of validation \up0 \expndtw0\char
scalex102 include: Are the assumptions concerning the goals of \up0 \expndtw-2\c
harscalex100 the decision maker valid? Are the goals of the decision \up0 \expnd
tw-1\charscalex100 maker in line with the goals of the company? Does the \up0 \e
xpndtw-1\charscalex100 gap between what the goals of decision makers should \up0
\expndtw0\charscalex100 be and what they actually are make a difference to the
\up0 \expndtw-1\charscalex100 model and model recommendations?\par\pard\ql \li73
7\sb0\sl-230\slmult0 \par\pard\ql \li737\sb16\sl-230\slmult0 \up0 \expndtw0\char
scalex100 3.2. Actions\par\pard\qj \li737\sb0\sl-239\slmult0 \par\pard\qj \li737
\ri268\sb3\sl-239\slmult0\fi239 \up0 \expndtw0\charscalex107 Actions refer to th
e rules or implied behavior of \up0 \expndtw0\charscalex101 human players in the
model. Most of the assumptions \up0 \expndtw0\charscalex109 discussed by\ul0\no
supersub\cf10\f11\fs20 Boudreau et al. \up0 \expndtw0\charscalex110 (2003)\ul0\
nosupersub\cf9\f10\fs20 fall into this\par\pard\qj \li737\ri268\sb0\sl-239\slmu
lt0 \up0 \expndtw0\charscalex102 category. Action assumptions are inherently pro
blem \line \up0 \expndtw0\charscalex100 specific. For example, in the supply cha
in contracting \line \up0 \expndtw0\charscalex104 literature, one commonly assum
es that supply chain \line \up0 \expndtw-2\charscalex100 partners will engage in
a new contract structure as long \line \up0 \expndtw0\charscalex102 as everyone
gains. Such a contract is known as being \line \up0 \expndtw0\charscalex103 Par
eto improving. However, there is some empirical \line \up0 \expndtw-3\charscalex
100 evidence that this does not always hold true. In a survey \line \up0 \expndt
w0\charscalex104 of food manufacturers engaged in Vendor Managed \line \up0 \exp
ndtw-3\charscalex100 Inventory, researchers found that those who showed the \lin
e \up0 \expndtw0\charscalex106 most benefits from the program were also the most
\line \up0 \expndtw-2\charscalex100 dissatisfied. The reason for this response
was that these \line \up0 \expndtw-2\charscalex100 manufacturers felt their own
benefits were much lower \line \up0 \expndtw0\charscalex100 than those of their
retail partners (\ul0\nosupersub\cf10\f11\fs20 Corsten and Kumar, \line \up0 \ex
pndtw-2\charscalex100 2005\ul0\nosupersub\cf9\f10\fs20 ).\par\pard\qj \li737\ri2
68\sb0\sl-239\slmult0\fi239 \up0 \expndtw0\charscalex103 Another example in inve
ntory management is the \up0 \expndtw0\charscalex106 common assumption that stoc
k-out costs are either \up0 \expndtw-2\charscalex100 linear or convex. One possi
ble hypothesis is that stock-\line \up0 \expndtw-1\charscalex100 out costs are l
inear with quantity when customers each \up0 \expndtw-4\charscalex100 represent
a small fraction of overall sales (e.g., in a retail \up0 \expndtw-4\charscalex1
00 setting), but convex when customers are more limited in \up0 \expndtw0\charsc
alex107 number and order larger quantities more typical of \up0 \expndtw-2\chars
calex100 business to business settings. However, this hypothesis \up0 \expndtw0\
charscalex100 has never been tested to our knowledge.\par\pard\column \ql \li20\
sb9\sl-230\slmult0 \up0 \expndtw0\charscalex101 differences can either be ignore
d or captured through\par\pard\qj \li20\ri619\sb2\sl-239\slmult0\fi0 \up0 \expnd
tw0\charscalex101 well-defined probability distributions. The prediction \line \
up0 \expndtw0\charscalex104 and description of individual differences has always
\line \up0 \expndtw0\charscalex105 been an important topic in Organizational Be
havior \line \up0 \expndtw-1\charscalex100 (e.g.,\ul0\nosupersub\cf10\f11\fs20
Hunter et al., 1990; Vinchur et al., 1998\ul0\nosupersub\cf9\f10\fs20 ; Switzer
\line \up0 \expndtw0\charscalex102 and Roth, 1998). Models have been developed i
n the \line \up0 \expndtw-4\charscalex100 areas of job design (e.g.,\ul0\nosuper
sub\cf10\f11\fs20 Wong and Campion, 1991\ul0\nosupersub\cf9\f10\fs20 ) and \lin
e \up0 \expndtw0\charscalex101 socio-technical systems (e.g.,\ul0\nosupersub\cf1

0\f11\fs20 Bendoly et al., in press; \line \up0 \expndtw0\charscalex101 Huber a

nd Brown, 1991\ul0\nosupersub\cf9\f10\fs20 ) that specifically address the \line
\up0 \expndtw0\charscalex101 human factors of work systems, and how variation i
n \line \up0 \expndtw0\charscalex104 performance interacts with the task itself.
However, \line \up0 \expndtw-4\charscalex100 except for the recognition that in
dividual differences are \line \up0 \expndtw0\charscalex101 a major cause of wor
k-rate variability (\ul0\nosupersub\cf10\f11\fs20 Dudley, 1968; \line \up0 \expn
dtw0\charscalex105 Knott and Sury, 1987; Salvendy and Stewart, 1975; \line \up0
\expndtw-1\charscalex100 Juran and Schruben, 2004\ul0\nosupersub\cf9\f10\fs20 ),
little has traditionally been \line \up0 \expndtw0\charscalex106 done to incorp
orate individual differences into OM \line \up0 \expndtw0\charscalex102 research
. This has changed recently with the work of \line \up0 \expndtw-4\charscalex100
\ul0\nosupersub\cf10\f11\fs20 Bartholdi and Eisenstein (2005)\ul0\nosupersub\cf
9\f10\fs20 ,\ul0\nosupersub\cf10\f11\fs20 Doerr et al. (2000)\ul0\nosupersub\cf
9\f10\fs20 , and \line \up0 \expndtw-3\charscalex100 \ul0\nosupersub\cf10\f11\fs
20 Zavadlav et al. (1996)\ul0\nosupersub\cf9\f10\fs20 . Optimal policies are now
known \line \up0 \expndtw-1\charscalex100 for exploiting worker differences ove
r time in order to \line \up0 \expndtw0\charscalex101 optimize departmental perf
ormance (\ul0\nosupersub\cf10\f11\fs20 Fernandez-Gau-\line \up0 \expndtw0\charsc
alex100 cherand et al., 1995\ul0\nosupersub\cf9\f10\fs20 ). Also descriptive emp
irical work \line \up0 \expndtw0\charscalex106 exists that investigates the magn
itude of individual \line \up0 \expndtw-2\charscalex100 differences in work-rate
variability (\ul0\nosupersub\cf10\f11\fs20 Doerr and Arreola-\line \up0 \expndt
w-3\charscalex100 Risa, 2000; Schultz et al., 2005\ul0\nosupersub\cf9\f10\fs20 )
and the consequence of \line \up0 \expndtw0\charscalex108 individual difference
s in work rates and work-rate \line \up0 \expndtw0\charscalex106 variability on
flow line performance \up0 \expndtw0\charscalex111 (\ul0\nosupersub\cf10\f11\fs2
0 Doerr et al.,\par\pard\ql \li20\sb8\sl-230\slmult0 \up0 \expndtw-2\charscalex1
00 2004\ul0\nosupersub\cf9\f10\fs20 ).\ul0\super\cf11\f12\fs21 1\par\pard\qj \li
20\ri619\sb3\sl-239\slmult0\fi239 \up0 \expndtw-2\charscalex100 \ul0\nosupersub\
cf9\f10\fs20 In general, forms of Actions include a wide range of \line \up0 \ex
pndtw0\charscalex100 individual attributes, such as the human players\u8217? wor
k \line \up0 \expndtw0\charscalex104 rates, cognitive limitations, motivation
, ability to \line \up0 \expndtw-1\charscalex100 process feedback, communicati
on methods, and perso-\line \up0 \expndtw0\charscalex100 nal attributes (e.g., c
ultural or gender influences). The \line \up0 \expndtw0\charscalex101 nature of
these attributes may shift over time, making \line \up0 \expndtw0\charscalex100
them difficult to capture in some cases. Key questions \line \up0 \expndtw-2\cha
rscalex100 for behavioral researchers include: Do humans (even in \line \up0 \ex
pndtw-1\charscalex100 extreme cases) act the way they are modeled? If not, is \l
ine \up0 \expndtw0\charscalex105 the difference systemic and predictable, and do
es it \line \up0 \expndtw-1\charscalex100 affect model recommendations?\par\pard
\ql \li5638\sb0\sl-230\slmult0 \par\pard\ql \li20\sb93\sl-230\slmult0 \up0 \expn
dtw0\charscalex102 3.3. Reactions\par\pard\qj \li5638\sb0\sl-239\slmult0 \par\pa
rd\qj \li20\ri619\sb3\sl-239\slmult0\fi239 \up0 \expndtw0\charscalex103 Reaction
s refer to the human players\u8217? response to \up0 \expndtw0\charscalex104 mod
el parameter changes \up0 \expndtw0\charscalex104 (e.g., situational changes\par
\pard\qj \li20\ri620\sb1\sl-238\slmult0 \up0 \expndtw0\charscalex101 driven by m
anagement rules and decisions). Many of \line \up0 \expndtw-3\charscalex100 the
more surprising and interesting insights provided by \line \up0 \expndtw-2\chars
calex100 analytical models deal with Reactions. Here, Reactions\par\pard\ql \li5
757\sb0\sl-184\slmult0 \par\pard\ql \li5757\sb0\sl-184\slmult0 \par\pard\ql \li1
39\sb80\sl-184\slmult0 \up0 \expndtw0\charscalex100 \ul0\super\cf7\f8\fs17\ul0\s
uper\cf7\f8\fs16 1\ul0\nosupersub\cf1\f2\fs16 We thank Kenneth Doerr for provid
ing this example. \par\pard\sect\sectd\fs24\paperw10880\paperh14860{\shp
{\*\shpinst\shpleft0\shptop0\shpright10880\shpbottom14860\shpwr3\shpfblwtxt0\shp
z-10000\shplid5
{\sp{\sn shapeType}{\sv 75}}
{\sp{\sn fBehindDocument}{\sv 1}}
{\sp{\sn pib}{\sv {\pict\jpegblip

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a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
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a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
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a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
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a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a00fffd9}}}}}\pard\sb0\sl-240{\bkmkstart
Pg6}{\bkmkend Pg6}\ql \li823\sb108\sl-184\slmult0 \up0 \expndtw0\charscalex102
\ul0\nosupersub\cf1\f2\fs16 + Models \par\pard\li823\sb0\sl-184\slmult0\par\pard
\li823\sb0\sl-184\slmult0\par\pard\li823\sb0\sl-184\slmult0\par\pard\li823\sb24\
sl-184\slmult0\fi0\tx3075 \up0 \expndtw0\charscalex100 6\tab \up0 \expndtw0\char
scalex100 E. Bendoly et al./Journal of Operations Management xxx (2005) xxx-xxx\
par\pard\sect\sectd\sbknone\cols2\colno1\colw5563\colsr160\colno2\colw5017\colsr
160\ql \li823\sb185\sl-230\slmult0 \up0 \expndtw-1\charscalex100 \ul0\nosupersub
\cf9\f10\fs20 are captured by the mathematical relationship between\par\pard\qj
\li823\ri267\sb2\sl-239\slmult0 \up0 \expndtw-2\charscalex100 parameters and ass
ociated insights are developed using \up0 \expndtw0\charscalex101 sensitivity an
alysis, comparative static techniques, or \up0 \expndtw-1\charscalex100 numerica
l experiments. The assumption that people do \up0 \expndtw0\charscalex107 not re
act to changes going on around them is often \up0 \expndtw0\charscalex100 embedd
ed in this analytical approach.\par\pard\qj \li823\ri267\sb0\sl-239\slmult0\fi23
8 \up0 \expndtw0\charscalex101 Reaction assumptions related to behavior are ofte
n \line \up0 \expndtw0\charscalex103 less explicit than those concerning Actions
or Inten-\line \up0 \expndtw-4\charscalex100 tions. For example, in product dev
elopment, one may be \line \up0 \expndtw-1\charscalex100 interested in the perfo
rmance of a project management \line \up0 \expndtw0\charscalex106 tool under d
ifferent project environments. Here, \line \up0 \expndtw0\charscalex103 envir

onmental parameters might include the number \line \up0 \expndtw0\charscalex101

of tasks and associated resources required, a mapping \line \up0 \expndtw-2\char
scalex100 between tasks and resource needs, the time required for \line \up0 \ex
pndtw-1\charscalex100 each task (in terms of a distribution), the probability of
\line \up0 \expndtw0\charscalex103 success for each task, etc. One could
easily test \line \up0 \expndtw0\charscalex105 reactions to changes in these p
arameters through an \line \up0 \expndtw-3\charscalex100 experimental design cov
ering the appropriate parameter \line \up0 \expndtw-2\charscalex100 ranges. Howe
ver, the results of this exercise are limited \line \up0 \expndtw-1\charscalex10
0 by the possible omission of interactive effects between \line \up0 \expndtw0\c
harscalex100 parameters. For example, one might question whether \line \up0 \exp
ndtw-3\charscalex100 the probability of task failure should really be treated as
\line \up0 \expndtw0\charscalex108 a model parameter. In reality, task failure
is likely \line \up0 \expndtw-1\charscalex100 impacted by the dynamics of the pr
oject. For example, \line \up0 \expndtw0\charscalex101 when a project is observa
bly running late people may \line \up0 \expndtw0\charscalex103 feel pressure to
rush or work long hours, which may \line \up0 \expndtw0\charscalex101 alter the
probability of task failure.\par\pard\qj \li823\ri268\sb0\sl-239\slmult0\fi238 \
up0 \expndtw0\charscalex101 One behavioral Reaction assumption that has been \li
ne \up0 \expndtw0\charscalex109 explored in the OM literature concerns the role
of \line \up0 \expndtw-3\charscalex100 feedback and its impact on human behavior
. Behavioral \line \up0 \expndtw0\charscalex107 researchers have studied this is
sue since Weiner in \line \up0 \expndtw-3\charscalex100 1954. Feedback has been
linked to human motivation in \line \up0 \expndtw0\charscalex105 many ways (e.g.
,\ul0\nosupersub\cf10\f11\fs20 Bachrach et al., 2001; Kluger and \line \up0 \ex
pndtw-2\charscalex100 DeNisi, 1996; Nadler, 1979; Sasone, 1986\ul0\nosupersub\cf
9\f10\fs20 ).\ul0\nosupersub\cf10\f11\fs20 Sewell and \line \up0 \expndtw-1\cha
rscalex100 Wilkinson (1992)\ul0\nosupersub\cf9\f10\fs20 noted that low inventor
y workplaces \line \up0 \expndtw0\charscalex105 increase feedback relative to wo
rker pace. The OM \line \up0 \expndtw-1\charscalex100 literature normally assume
s that work pace is indepen-\line \up0 \expndtw-3\charscalex100 dent of buffer s
ize. However,\ul0\nosupersub\cf10\f11\fs20 Schultz et al. (1999)\ul0\nosupersub
\cf9\f10\fs20 show \line \up0 \expndtw-2\charscalex100 how the feedback from sm
all buffers can affect worker \line \up0 \expndtw-4\charscalex100 speed.\ul0\nos
upersub\cf10\f11\fs20 Powell and Schultz (2004)\ul0\nosupersub\cf9\f10\fs20 ta
ke this a step further \line \up0 \expndtw0\charscalex103 by incorporating the
idea of inventory-dependent \line \up0 \expndtw0\charscalex108 worker speed
and examine some of the traditional \line \up0 \expndtw0\charscalex100 findings
on the design of serial lines.\par\pard\qj \li823\ri266\sb0\sl-239\slmult0\fi238
\up0 \expndtw0\charscalex106 Reaction assumptions help manage model tract-\line
\up0 \expndtw-3\charscalex100 ability by limiting the number of interactive fac
tors that \line \up0 \expndtw0\charscalex108 must be included. As already stated
, the art of any \line \up0 \expndtw0\charscalex105 research approach lies in se
parating critical interac-\line \up0 \expndtw0\charscalex100 tions, that must be
considered, from less critical ones. \line \up0 \expndtw0\charscalex101 From a
behavioral perspective, Reaction assumptions \line \up0 \expndtw0\charscalex105
may include implied rules for how decision makers \line \up0 \expndtw0\charscale
x106 learn, process feedback, game perceived system \line \up0 \expndtw0\ch
arscalex103 changes, or are influenced by environmental factors.\par\pard\column
\ql \li20\sb185\sl-230\slmult0 \up0 \expndtw-1\charscalex100 For behavioral res
earchers the key questions are: Have\par\pard\qj \li20\ri534\sb2\sl-239\slmult0
\up0 \expndtw0\charscalex107 behavioral reactions to parameter changes been
\up0 \expndtw0\charscalex100 considered? Are these reactions systemic, predicta
ble, \up0 \expndtw0\charscalex100 and do they affect model recommendations?\par\
pard\ql \li5723\sb0\sl-230\slmult0 \par\pard\ql \li20\sb18\sl-230\slmult0 \up0 \
expndtw0\charscalex100 3.4. Additional examples\par\pard\qj \li5723\sb0\sl-239\s
lmult0 \par\pard\qj \li20\ri533\sb2\sl-239\slmult0\fi239 \up0 \expndtw0\charscal
ex109 To further illustrate how this Intention-Action-\line \up0 \expndtw-1\char
scalex100 Reaction categorization maps onto typical OM model-\line \up0 \expndtw
0\charscalex107 ing assumptions, we applied this framework to six \line \up0 \ex

pndtw0\charscalex103 different task contexts. The contexts include product \line

\up0 \expndtw0\charscalex100 development, inventory and DC management, quality
\line \up0 \expndtw0\charscalex101 management, production and workflow managemen
t, \line \up0 \expndtw0\charscalex101 procurement and strategic sourcing, and su
pply chain \line \up0 \expndtw-3\charscalex100 management.\ul0\nosupersub\cf10\f
11\fs20 Table 1\ul0\nosupersub\cf9\f10\fs20 offers a summary. Looking down \li
ne \up0 \expndtw0\charscalex102 the columns for each assumption category provide
s a \line \up0 \expndtw0\charscalex112 view of the range of problems impacted by
each \line \up0 \expndtw-1\charscalex100 assumption type.\par\pard\ql \li20\ri5
33\sb1\sl-239\slmult0\fi239\tx269 \up0 \expndtw0\charscalex103 For each OM-con
text band, the first row lists \line \up0 \expndtw0\charscalex104 example a
ssumptions for the three assumption cate-\line \up0 \expndtw0\charscalex102 gori
es. The second row then describes a possible gap \line \up0 \expndtw-4\charscale
x100 between the assumption and actual human behavior. For \line \up0 \expndtw0\
charscalex105 example, in the procurement and strategic sourcing \line \up0 \exp
ndtw0\charscalex110 context, a typical intention assumption is that the \line \u
p0 \expndtw0\charscalex105 decision maker wishes to develop contract terms to \l
ine \up0 \expndtw0\charscalex103 minimize contracting cost. This assumption may
not \line \up0 \expndtw-2\charscalex100 hold in situations where trust is critic
al and can only be \line \up0 \expndtw0\charscalex102 gained through first-han
d experience. Similarly, a \line \up0 \expndtw0\charscalex108 typical Action
assumption is that the procurement \line \up0 \expndtw0\charscalex110 decision m
aker is objective, when in reality prior \line \up0 \expndtw0\charscalex105 expe
rience may significantly bias choice behavior. \line \up0 \expndtw-1\charscalex
100 Finally, a common Reaction assumption is that parties \line \up0 \expndtw-4\
charscalex100 are results oriented and indifferent to allocation method. \line \
up0 \expndtw-2\charscalex100 However, the procedural justice literature suggests
that \line \up0 \expndtw0\charscalex100 in some cases the method is as importan
t as the result. \line\tab \up0 \expndtw-3\charscalex100 The quality management
context offers another view \line \up0 \expndtw-4\charscalex100 of possible gaps
between assumptions and actual human \line \up0 \expndtw-1\charscalex100 behavi
or. A typical intention assumption in this case is \line \up0 \expndtw0\charscal
ex103 that one ranks possible improvement efforts by their \line \up0 \expndtw0\
charscalex105 impact on reducing system variability. However, in \line \up0 \exp
ndtw0\charscalex102 industry environments projects may be driven by \line
\up0 \expndtw0\charscalex108 individual prejudices based on how the individual \
line \up0 \expndtw-2\charscalex100 anticipants the improvement will impact his o
wn future \line \up0 \expndtw0\charscalex103 work activities. From an Action per
spective, models \line \up0 \expndtw-3\charscalex100 often recommend random samp
ling even though human \line \up0 \expndtw0\charscalex104 beings are notorious
ly bad at being intentionally \line \up0 \expndtw0\charscalex105 random. Fin
ally, a common Reaction assumption is \line \up0 \expndtw0\charscalex103 that th
e results of a process improvement project are \line \up0 \expndtw0\charscalex10
1 isolated when in reality new procedures often disrupt \line \up0 \expndtw-1\ch
arscalex100 other system dynamics.\par\pard\qj \li20\ri534\sb0\sl-239\slmult0\fi
239 \up0 \expndtw0\charscalex100 It is evident from this discussion, and the sum
mary \line \up0 \expndtw0\charscalex100 provided in\ul0\nosupersub\cf10\f11\fs20
Table 1\ul0\nosupersub\cf9\f10\fs20 , that behavioral gaps in Intention, \par\
pard\sect\sectd\fs24\paperw10880\paperh14860{\shp
{\*\shpinst\shpleft0\shptop0\shpright10880\shpbottom14860\shpwr3\shpfblwtxt0\shp
z-10000\shplid6
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40051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451
40051451400514514005145140051451400514514005145140051451400514514005145140051451

400514514005145140051451401fffd9}}}}}\pard\sb0\sl-240{\bkmkstart Pg7}{\bkmkend P
g7}\ql \li737\sb108\sl-184\slmult0 \up0 \expndtw0\charscalex102 \ul0\nosupersub\
cf1\f2\fs16 + Models \par\pard\li737\sb0\sl-184\slmult0\par\pard\li737\sb0\sl-18
4\slmult0\par\pard\li737\sb0\sl-184\slmult0\par\pard\li737\sb24\sl-184\slmult0\f
i2251\tx9982 \up0 \expndtw0\charscalex100 E. Bendoly et al./Journal of Operation
s Management xxx (2005) xxx-xxx\tab \up0 \expndtw0\charscalex100 7\par\pard\li73
7\sb183\sl-184\slmult0\fi0 \up0 \expndtw0\charscalex100 Table 1\par\pard\li737\s
b16\sl-184\slmult0\fi0 \up0 \expndtw0\charscalex100 Model assumptions and possib
le behavioral gaps\par\pard\sect\sectd\sbknone\cols2\colno1\colw3227\colsr110\co
lno2\colw7403\colsr160\ql \li737\sb124\sl-184\slmult0 \up0 \expndtw0\charscalex1
00 OM context (task examples)\par\pard\ql \li737\sb0\sl-184\slmult0 \par\pard\ql
\li737\sb0\sl-184\slmult0 \par\pard\ql \li737\sb70\sl-184\slmult0 \up0 \expndtw
-2\charscalex100 Product development\par\pard\qj \li737\ri0\sb3\sl-199\slmult0\t
x896 \up0 \expndtw0\charscalex100 (resource allocation and sequencing) \line\tab
\up0 \expndtw-1\charscalex100 Common modeling assumptions:\par\pard\ql \li737\s
b0\sl-184\slmult0 \par\pard\ql \li896\sb30\sl-184\slmult0 \up0 \expndtw-1\charsc
alex100 Possible behavioral gaps\par\pard\ql \li895\sb14\sl-184\slmult0 \up0 \ex
pndtw-1\charscalex100 or implications:\par\pard\qj \li737\ri250\sb104\sl-198\slm
ult0 \up0 \expndtw-1\charscalex100 Inventory and DC management \up0 \expndtw0\ch
arscalex100 (inventory quantity and location; \up0 \expndtw-2\charscalex100 timi
ng of replenishment)\par\pard\ql \li896\sb14\sl-184\slmult0 \up0 \expndtw-1\char
scalex100 Common modeling assumptions:\par\pard\ql \li737\sb0\sl-184\slmult0 \pa
r\pard\ql \li896\sb31\sl-184\slmult0 \up0 \expndtw-1\charscalex100 Possible beha
vioral gaps\par\pard\ql \li895\sb14\sl-184\slmult0 \up0 \expndtw-1\charscalex100
or implications:\par\pard\ql \li737\sb116\sl-184\slmult0 \up0 \expndtw-1\charsc
alex100 Quality management\par\pard\column \ql \li21\sb124\sl-184\slmult0 \up0 \
expndtw-1\charscalex100 Assumption categories\par\pard\ql \li21\sb127\sl-184\slm
ult0\tx2416\tx4641 \up0 \expndtw-2\charscalex100 Intentions\tab \up0 \expndtw-2\
charscalex100 Actions\tab \up0 \expndtw-2\charscalex100 Reactions\par\pard\ql \l
i737\sb0\sl-184\slmult0 \par\pard\ql \li737\sb0\sl-184\slmult0 \par\pard\ql \li2
0\sb157\sl-184\slmult0\tx2416\tx4641 \up0 \expndtw0\charscalex100 Minimize total
project lateness\tab \up0 \expndtw0\charscalex100 Trained workers are equal\tab
\up0 \expndtw-1\charscalex100 Task times are sequence\par\pard\ql \li4637\sb16\
sl-184\slmult0 \up0 \expndtw-2\charscalex100 independent\par\pard\ql \li21\sb16\
sl-184\slmult0\tx2416\tx4642 \up0 \expndtw0\charscalex100 Quality as important a
s lateness\tab \up0 \expndtw-1\charscalex100 Worker differences increase\tab \up
0 \expndtw-1\charscalex100 Learning and motivation\par\pard\ql \li2411\sb14\sl-1
84\slmult0\tx4642 \up0 \expndtw-1\charscalex100 task variability\tab \up0 \expnd
tw0\charscalex100 affected by task order\par\pard\ql \li737\sb0\sl-184\slmult0 \
par\pard\ql \li737\sb0\sl-184\slmult0 \par\pard\ql \li737\sb0\sl-184\slmult0 \pa
r\pard\ql \li20\sb161\sl-184\slmult0\tx2416\tx4642 \up0 \expndtw0\charscalex100
Minimize the sum of holding\tab \up0 \expndtw0\charscalex100 Assume optimal orde
r rules\tab \up0 \expndtw0\charscalex100 Unmet demand is backlogged\par\pard\ql
\li21\sb15\sl-184\slmult0\tx2416 \up0 \expndtw0\charscalex100 and stock-out cost
s\tab \up0 \expndtw-1\charscalex100 are followed\par\pard\ql \li21\sb16\sl-184\s
lmult0\tx2416\tx4642 \up0 \expndtw0\charscalex100 May not weight these\tab \up0
\expndtw0\charscalex100 Not followed due to bounded\tab \up0 \expndtw0\charscale
x100 Backordering may be dependent\par\pard\ql \li21\sb14\sl-184\slmult0\tx2416\
tx4642 \up0 \expndtw0\charscalex100 two costs equally\tab \up0 \expndtw-1\charsc
alex100 rationality\tab \up0 \expndtw0\charscalex101 on length of wait \par\pard
\sect\sectd\sbknone \li737\sb15\sl-184\slmult0\fi0 \up0 \expndtw0\charscalex100
(sampling, safeguarding, and corrective policies)\par\pard\sect\sectd\sbknone\co
ls2\colno1\colw3297\colsr40\colno2\colw7403\colsr160\ql \li896\sb15\sl-184\slmul
t0 \up0 \expndtw-1\charscalex100 Common modeling assumptions:\par\pard\ql \li737
\sb0\sl-184\slmult0 \par\pard\ql \li896\sb31\sl-184\slmult0 \up0 \expndtw-1\char
scalex100 Possible behavioral gaps\par\pard\ql \li895\sb14\sl-184\slmult0 \up0 \
expndtw-1\charscalex100 or implications:\par\pard\ql \li737\ri0\sb104\sl-199\slm
ult0 \up0 \expndtw-1\charscalex100 Production and workflow management \up0 \expn
dtw0\charscalex100 (work allocation, capacity levels, \up0 \expndtw-1\charscalex
100 and control mechanisms)\par\pard\ql \li896\sb12\sl-184\slmult0 \up0 \expndtw

-1\charscalex100 Common modeling assumptions:\par\pard\ql \li895\sb0\sl-184\slmu

lt0 \par\pard\ql \li896\sb31\sl-184\slmult0 \up0 \expndtw-1\charscalex100 Possib
le behavioral gaps\par\pard\ql \li895\sb15\sl-184\slmult0 \up0 \expndtw-1\charsc
alex100 or implications:\par\pard\qj \li737\sb0\sl-199\slmult0 \par\pard\qj \li7
37\ri70\sb104\sl-199\slmult0 \up0 \expndtw0\charscalex100 Procurement and strate
gic sourcing \up0 \expndtw0\charscalex100 (supplier selection and\par\pard\ql \l
i737\sb13\sl-184\slmult0 \up0 \expndtw0\charscalex101 allocation, contract terms
)\par\pard\qj \li896\ri99\sb3\sl-199\slmult0 \up0 \expndtw-1\charscalex100 Commo
n modeling assumptions: \up0 \expndtw-1\charscalex100 Possible behavioral gaps\p
ar\pard\ql \li895\sb12\sl-184\slmult0 \up0 \expndtw-1\charscalex100 or implicati
ons:\par\pard\ql \li737\sb115\sl-184\slmult0 \up0 \expndtw-1\charscalex100 Suppl
y chain management\par\pard\column \ql \li20\sb15\sl-184\slmult0\tx2416\tx4642 \
up0 \expndtw0\charscalex100 Minimize product or\tab \up0 \expndtw0\charscalex100
Samples are taken randomly\tab \up0 \expndtw0\charscalex100 Solutions are isola
ted\par\pard\ql \li21\sb15\sl-184\slmult0 \up0 \expndtw-1\charscalex100 system v
ariation\par\pard\ql \li21\sb16\sl-184\slmult0\tx2416\tx4642 \up0 \expndtw0\char
scalex100 Project choice affected by\tab \up0 \expndtw0\charscalex100 Humans are
not good\tab \up0 \expndtw-1\charscalex100 New procedures disrupt other\par\par
d\ql \li21\sb14\sl-184\slmult0\tx2416\tx4642 \up0 \expndtw-1\charscalex100 indiv
idual prejudices\tab \up0 \expndtw-2\charscalex100 randomizers\tab \up0 \expndtw
-1\charscalex100 system dynamics\par\pard\ql \li3337\sb0\sl-184\slmult0 \par\par
d\ql \li3337\sb0\sl-184\slmult0 \par\pard\ql \li3337\sb0\sl-184\slmult0 \par\par
d\ql \li20\sb161\sl-184\slmult0\tx2415\tx4641 \up0 \expndtw-1\charscalex100 Mini
mize infinite horizon costs\tab \up0 \expndtw-1\charscalex100 Task times are sta
tionary\tab \up0 \expndtw0\charscalex100 Layout designs are\par\pard\ql \li4637\
sb16\sl-184\slmult0 \up0 \expndtw-1\charscalex100 work-rate static\par\pard\ql \
li21\sb15\sl-184\slmult0\tx2416\tx4642 \up0 \expndtw-1\charscalex100 Work enviro
nment encourages\tab \up0 \expndtw-1\charscalex100 Task times dependent on\tab \
up0 \expndtw-1\charscalex100 Production layout affects\par\pard\ql \li21\sb15\sl
-184\slmult0\tx2416\tx4642 \up0 \expndtw0\charscalex100 short term view\tab \up0
\expndtw-2\charscalex100 environmental\tab \up0 \expndtw-1\charscalex100 learni
ng rates\par\pard\ql \li2411\sb15\sl-184\slmult0 \up0 \expndtw0\charscalex100 fa
ctors, such as buffer status\par\pard\ql \li737\sb0\sl-184\slmult0 \par\pard\ql
\li737\sb0\sl-184\slmult0 \par\pard\ql \li737\sb0\sl-184\slmult0 \par\pard\ql \l
i20\sb161\sl-184\slmult0\tx2415\tx4641 \up0 \expndtw-1\charscalex100 Minimize co
ntracting costs\tab \up0 \expndtw0\charscalex100 Supplier choice is rational\tab
\up0 \expndtw0\charscalex100 Supplier relationships are static\par\pard\ql \li2
1\sb16\sl-184\slmult0\tx2416\tx4642 \up0 \expndtw0\charscalex100 Ignores value o
f earned trust\tab \up0 \expndtw-1\charscalex100 Prior relationships bias\tab \u
p0 \expndtw-1\charscalex100 Allocation method affects\par\pard\ql \li2411\sb14\s
l-184\slmult0\tx4642 \up0 \expndtw-1\charscalex100 choice behavior\tab \up0 \exp
ndtw-1\charscalex100 relationships dynamically \par\pard\sect\sectd\sbknone \li7
37\sb16\sl-184\slmult0\fi0 \up0 \expndtw0\charscalex100 (collaborative forecasti
ng and planning,\par\pard\sect\sectd\sbknone \li737\sb14\sl-184\slmult0\fi0 \up0
\expndtw0\charscalex100 multi-party coordination)\par\pard\sect\sectd\sbknone\c
ols2\colno1\colw5478\colsr160\colno2\colw5102\colsr160\ql \li896\sb16\sl-184\slm
ult0\tx3332 \up0 \expndtw-1\charscalex100 Common modeling assumptions:\tab \up0
\expndtw0\charscalex100 Reduce supply chain\par\pard\ql \li3338\sb16\sl-184\slmu
lt0 \up0 \expndtw-1\charscalex100 average costs\par\pard\ql \li895\sb0\sl-184\sl
mult0 \par\pard\ql \li896\sb30\sl-184\slmult0\tx3333 \up0 \expndtw-1\charscalex1
00 Possible behavioral gaps\tab \up0 \expndtw-1\charscalex100 May underweight do
wnside\par\pard\ql \li895\sb15\sl-184\slmult0\tx3333 \up0 \expndtw-1\charscalex1
00 or implications:\tab \up0 \expndtw-1\charscalex100 risk aversion\par\pard\qj
\li737\sb0\sl-239\slmult0 \par\pard\qj \li737\sb0\sl-239\slmult0 \par\pard\qj \l
i737\ri268\sb17\sl-239\slmult0 \up0 \expndtw0\charscalex105 \ul0\nosupersub\cf9\
f10\fs20 Action, and Reaction assumptions naturally arise in \up0 \expndtw0\char
scalex101 many operational contexts. We now turn to using this \up0 \expndtw0\ch
arscalex100 assumption framework to organize prior literature and \up0 \expndtw0
\charscalex100 generate ideas for future behavioral research.\par\pard\ql \li737
\sb0\sl-230\slmult0 \par\pard\ql \li737\sb17\sl-230\slmult0 \up0 \expndtw0\chars

calex109 4. Literature review\par\pard\qj \li737\sb0\sl-239\slmult0 \par\pard\qj

\li737\ri269\sb2\sl-239\slmult0\fi239 \up0 \expndtw0\charscalex104 As previousl
y stated, our literature review covers \line \up0 \expndtw-1\charscalex100 behav
ioral research published from 1985 to June 2005\par\pard\column \ql \li110\sb16\
sl-184\slmult0\tx2341 \up0 \expndtw0\charscalex100 \ul0\nosupersub\cf1\f2\fs16 S
avings splits will not\tab \up0 \expndtw0\charscalex100 Locus of control is imma
terial\par\pard\ql \li110\sb16\sl-184\slmult0 \up0 \expndtw-1\charscalex100 impa
ct actions\par\pard\ql \li110\sb15\sl-184\slmult0 \up0 \expndtw-2\charscalex100
if everyone \u8216?\u8216?gains\u8217?\u8217?\par\pard\ql \li110\sb15\sl-184\slm
ult0\tx2341 \up0 \expndtw0\charscalex100 Ignores impact of perceived\tab \up0 \e
xpndtw0\charscalex100 Adversity to loss of control\par\pard\ql \li110\sb15\sl-18
4\slmult0 \up0 \expndtw-1\charscalex100 fairness on behavior\par\pard\qj \li5638
\sb0\sl-239\slmult0 \par\pard\qj \li5638\sb0\sl-239\slmult0 \par\pard\qj \li20\r
i619\sb16\sl-239\slmult0 \up0 \expndtw-2\charscalex100 \ul0\nosupersub\cf9\f10\f
s20 that uses human experiments to test or generate an OM \line \up0 \expndtw-3\
charscalex100 theory. Our search uncovered 52 papers of this nature in \line \up
0 \expndtw0\charscalex100 the following six journals: Production and Operations
\line \up0 \expndtw0\charscalex101 Management (POM), Journal of Operations Manag
e-\line \up0 \expndtw0\charscalex103 ment (JOM), Manufacturing and Service Opera
tions \line \up0 \expndtw0\charscalex103 Management (MSOM), Management Science (
MS), \line \up0 \expndtw0\charscalex104 Decision Sciences (DS), and the Journal
of Applied \line \up0 \expndtw0\charscalex101 Psychology (JAP). Most of the arti
cles were found in \line \up0 \expndtw0\charscalex101 MS, DS, and JAP. Only six
studies appeared in POM \par\pard\sect\sectd\fs24\paperw10880\paperh14860{\shp
{\*\shpinst\shpleft0\shptop0\shpright10880\shpbottom14860\shpwr3\shpfblwtxt0\shp
z-10000\shplid7
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8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
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8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
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8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2

8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a2
8a0028a28a00ffd9}}}}}\pard\sb0\sl-240{\bkmkstart Pg8}{\bkmkend Pg8}\ql \li823\sb
108\sl-184\slmult0 \up0 \expndtw0\charscalex102 \ul0\nosupersub\cf1\f2\fs16 + Mo
dels \par\pard\li823\sb0\sl-184\slmult0\par\pard\li823\sb0\sl-184\slmult0\par\pa
rd\li823\sb0\sl-184\slmult0\par\pard\li823\sb24\sl-184\slmult0\fi0\tx3075 \up0 \
expndtw0\charscalex100 8\tab \up0 \expndtw0\charscalex100 E. Bendoly et al./Jour
nal of Operations Management xxx (2005) xxx-xxx\par\pard\sect\sectd\sbknone\cols
2\colno1\colw5563\colsr160\colno2\colw5017\colsr160\ql \li823\sb185\sl-230\slmul
t0 \up0 \expndtw-3\charscalex100 \ul0\nosupersub\cf9\f10\fs20 and JOM while none
appeared in MSOM. There was no\par\pard\qj \li823\ri268\sb2\sl-239\slmult0 \up0
\expndtw0\charscalex100 major trend in the timing of publications expect that a
\up0 \expndtw0\charscalex102 relatively smaller number appeared in the 1985-198
9 \up0 \expndtw0\charscalex100 time frame.\par\pard\qj \li823\ri267\sb1\sl-239\s
lmult0\fi238 \up0 \expndtw-2\charscalex100 A citation analysis using the Social
Science Citation \line \up0 \expndtw0\charscalex107 Index revealed 1108 citation
s of the 52 papers, not \line \up0 \expndtw-2\charscalex100 including self-citat
ions by authors. The median number \line \up0 \expndtw0\charscalex100 of citatio
ns per article was 13. Accounting for the fact \line \up0 \expndtw0\charscalex10
3 that older articles are more likely on average to have \line \up0 \expndtw0\ch
arscalex103 larger citation counts than more recent ones, we also \line \up0 \ex
pndtw-1\charscalex100 calculated the number of citations per number of years \li
ne \up0 \expndtw-4\charscalex100 out for each article. The average number of cit
ations per \line \up0 \expndtw0\charscalex107 year out was 2.4 (standard deviati
on of 2.2) with a \line \up0 \expndtw0\charscalex105 median of 1.9. In terms of
where these papers were \line \up0 \expndtw0\charscalex105 cited, only 12% of th
e citations come from journals \line \up0 \expndtw0\charscalex104 focused exclus
ively on OM-specific research.\ul0\super\cf11\f12\fs21 2 \up0 \expndtw-2\charsca
lex100 \ul0\nosupersub\cf9\f10\fs20 The\par\pard\qj \li823\ri268\sb0\sl-239\slmu
lt0\fi0 \up0 \expndtw0\charscalex105 majority of citations (58%) are made by jou
rnals of \line \up0 \expndtw0\charscalex105 other business disciplines, such
as management, \line \up0 \expndtw0\charscalex103 marketing, and management
information systems, \line \up0 \expndtw0\charscalex103 where experimental r
esearch is more developed.\ul0\super\cf11\f12\fs21 3 \line \up0 \expndtw0\cha
rscalex102 \ul0\nosupersub\cf9\f10\fs20 Multi-disciplinary journals, such as
DS, MS, and \line \up0 \expndtw0\charscalex103 JAP, are the source of another
11% of citations. The \line \up0 \expndtw0\charscalex101 remaining 19% came fro
m journals outside the main-\line \up0 \expndtw0\charscalex103 stream managemen
t readership \up0 \expndtw0\charscalex109 (e.g., Journal of\par\pard\ql \li82
3\ri266\sb0\sl-239\slmult0\tx1061 \up0 \expndtw0\charscalex100 Creative Behavior
and Journal of Nursing). \line\tab \up0 \expndtw-4\charscalex100 There are many
possible reasons for this allocation of \line \up0 \expndtw0\charscalex102 cove
rage. First, regardless of the growth in empirical \line \up0 \expndtw-4\charsca
lex100 methods in operations over the last two decades, the vast \line \up0 \exp
ndtw-3\charscalex100 majority of papers published in OM-focused journal are \lin
e \up0 \expndtw-1\charscalex100 still analytical in nature. Secondly, from a sam
ple bias \line \up0 \expndtw0\charscalex105 perspective, most articles were
printed in multi-\line \up0 \expndtw-3\charscalex100 disciplinary journals wit
h many authored by researchers \line \up0 \expndtw0\charscalex100 outside the OM

field. Therefore, some of these papers \line \up0 \expndtw0\charscalex101 may n

ot be well known to those in the OM area, even \line \up0 \expndtw-1\charscalex1
00 those OM researchers interested in experimental work. \line \up0 \expndtw-3\c
harscalex100 Finally, different citation cultures exist among journals, \line \u
p0 \expndtw-1\charscalex100 with journals focused on mathematical models tending
\line \up0 \expndtw-1\charscalex100 to contain fewer citations. Regardless of t
hese reasons, \line \up0 \expndtw0\charscalex104 the number of overall citations
suggests that experi-\line \up0 \expndtw-1\charscalex100 mental studies in OM h
ave made a notable impression \line \up0 \expndtw0\charscalex100 in well-respect
ed research outlets.\par\pard\ql \li1061\sb6\sl-230\slmult0\tx1882 \up0 \expndtw
-4\charscalex100 \ul0\nosupersub\cf10\f11\fs20 Table \up0 \expndtw-2\charscalex1
00 2\tab \up0 \expndtw0\charscalex104 \ul0\nosupersub\cf9\f10\fs20 provides a
breakdown of the articles\par\pard\ql \li823\sb9\sl-230\slmult0 \up0 \expndtw
0\charscalex105 reviewed and their categorizations in our Intention-\par\pard\qj
\li823\sb0\sl-199\slmult0 \par\pard\qj \li823\sb0\sl-199\slmult0 \par\pard\qj \
li823\ri267\sb156\sl-199\slmult0\fi119 \up0 \expndtw0\charscalex102 \ul0\super\c
f7\f8\fs17\ul0\super\cf7\f8\fs16 2\ul0\nosupersub\cf1\f2\fs16 These journals in
clude JOM, POM, and MSOM, as well as IIE \up0 \expndtw-1\charscalex100 Transacti
ons, Operations Research, European Journal of Operational \up0 \expndtw0\charsca
lex100 Research, International Journal of Operations and Production Man-\line \u
p0 \expndtw-1\charscalex100 agement, Interfaces, Naval Research Logistics.\par\p
ard\qj \li823\ri267\sb1\sl-199\slmult0\fi119 \up0 \expndtw0\charscalex101 \ul0\s
uper\cf7\f8\fs16 3\ul0\nosupersub\cf1\f2\fs16 These journals include Academy of
Management Journal, Stra-\line \up0 \expndtw0\charscalex100 tegic Management Jo
urnal, Administrative Science Quarterly, MIS \up0 \expndtw0\charscalex103 Quarte
rly, Information Systems Journal, Journal of Consumer \up0 \expndtw0\chars
calex100 Research, and Journal of Marketing Research.\par\pard\column \ql \li20\
sb185\sl-230\slmult0 \up0 \expndtw0\charscalex104 \ul0\nosupersub\cf9\f10\fs20 A
ction-Reaction framework. Note that some papers\par\pard\qj \li20\ri533\sb2\sl-2
39\slmult0 \up0 \expndtw0\charscalex102 appear in more than one category. By far
the greatest \up0 \expndtw0\charscalex105 percentage of papers \up0 \expndtw0\c
harscalex107 (62%) focused on the Action\par\pard\qj \li20\ri534\sb0\sl-239\slmu
lt0 \up0 \expndtw-2\charscalex100 dimension of our framework. In comparison, onl
y 18% \line \up0 \expndtw0\charscalex107 and 20% of all articles fell under the
Intention and \line \up0 \expndtw0\charscalex103 Reaction categories, respective
ly. The percentage of \line \up0 \expndtw-1\charscalex100 average citations per
article (divided by years in press) \line \up0 \expndtw0\charscalex101 is consid
erably more level across the three categories \line \up0 \expndtw-2\charscalex10
0 (see\ul0\nosupersub\cf10\f11\fs20 Fig. 1\ul0\nosupersub\cf9\f10\fs20 ). Below
we provide a summary of the major \line \up0 \expndtw-2\charscalex100 contribut
ions of these papers within each OM-subfield.\par\pard\ql \li5723\sb0\sl-230\slm
ult0 \par\pard\ql \li20\sb17\sl-230\slmult0 \up0 \expndtw0\charscalex100 4.1. Pr
oduct development\par\pard\qj \li5723\sb0\sl-239\slmult0 \par\pard\qj \li20\ri53
2\sb3\sl-239\slmult0\fi239 \up0 \expndtw0\charscalex101 Product development re
search in the Intentions \line \up0 \expndtw0\charscalex105 category consider
s how one might structure reward \line \up0 \expndtw0\charscalex103 systems to e
ncourage risk taking and effective inter-\line \up0 \expndtw0\charscalex100 depe
ndent outcomes in product development projects. \line \up0 \expndtw-4\charscalex
100 \ul0\nosupersub\cf10\f11\fs20 Chow and Haddad (1991)\ul0\nosupersub\cf9\f10\
fs20 find that relative performance \line \up0 \expndtw0\charscalex104 evaluati
on, where a manager\u8217?s performance is rated \line \up0 \expndtw0\charscalex
109 with respect to a peer group, offers some benefits \line \up0 \expndtw0\char
scalex104 relative to standards-based evaluation. In particular, \line \up0 \exp
ndtw-4\charscalex100 they find that subjects engaged in R&D project selection \l
ine \up0 \expndtw0\charscalex103 exhibited higher project-specified risk and
higher \line \up0 \expndtw0\charscalex108 overall return, when operating u
nder a relative \line \up0 \expndtw-1\charscalex100 performance evaluation sch
eme. This choice of higher \line \up0 \expndtw-3\charscalex100 risk exposure did
not vary significantly with the level of \line \up0 \expndtw0\charscalex103 env
ironmental uncertainty (measured in terms of the \line \up0 \expndtw-2\charscale

x100 level of variance in operating income for each project). \line \up0 \expndt
w0\charscalex103 In contrast, subjects with standards-based incentives \line \up
0 \expndtw0\charscalex101 chose significantly less risky investments overall and
\line \up0 \expndtw0\charscalex103 further reduced their risk exposure as envir
onmental \line \up0 \expndtw0\charscalex103 uncertainty increased.\ul0\nosupers
ub\cf10\f11\fs20 Mitchell and Silver \up0 \expndtw-2\charscalex100 (1990)\pa
r\pard\qj \li20\ri534\sb0\sl-239\slmult0 \up0 \expndtw0\charscalex104 \ul0\nosup
ersub\cf9\f10\fs20 investigated whether group or individual goals were \line \up
0 \expndtw-4\charscalex100 more effective incentives within the context of a pro
duct \line \up0 \expndtw0\charscalex106 creation task that requires worker inter
dependence. \line \up0 \expndtw0\charscalex107 They found that individual goals
resulted in worse \line \up0 \expndtw-1\charscalex100 performance compared with
group goals, although this \line \up0 \expndtw0\charscalex100 result was highly
dependent on the way the individual \line \up0 \expndtw0\charscalex100 goals wer
e constructed and their potential to facilitate \line \up0 \expndtw-1\charscalex
100 system level outcomes.\par\pard\qj \li20\ri533\sb0\sl-239\slmult0\fi239 \up0
\expndtw-2\charscalex100 The majority of research within the Action category \l
ine \up0 \expndtw-3\charscalex100 looks at the decision process associated with
whether or \line \up0 \expndtw-2\charscalex100 not to continue funding a product
development project. \line \up0 \expndtw0\charscalex101 \ul0\nosupersub\cf10\f1
1\fs20 Garland (1990)\ul0\nosupersub\cf9\f10\fs20 examines the impact of the pe
rcent of \line \up0 \expndtw-1\charscalex100 total investment initially committe
d in a project on the \line \up0 \expndtw0\charscalex105 likelihood of allocatin
g additional money (i.e., con-\line \up0 \expndtw0\charscalex108 tinuing the pro
ject). The study finds that subjects\u8217? \line \up0 \expndtw0\charscalex108 w
illingness to authorize additional resources for a \line \up0 \expndtw0\charscal
ex103 threatened R&D project is positively and linearly \line \up0 \expndtw
-3\charscalex100 related to the proportion of the budget already invested. \line
\up0 \expndtw-2\charscalex100 This is commonly known in the behavioral literatu
re as \line \up0 \expndtw-2\charscalex100 the \up0 \expndtw0\charscalex100 \u821
6?\u8216?escalation tendency\u8217?\u8217? or \up0 \expndtw0\charscalex100 \u8
216?\u8216?sunk cost effect\u8217?\u8217?. \par\pard\sect\sectd\fs24\paperw108
80\paperh14860{\shp
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rd\sb0\sl-240{\bkmkstart Pg9}{\bkmkend Pg9}\ql \li737\sb108\sl-184\slmult0 \up0
\expndtw0\charscalex102 \ul0\nosupersub\cf1\f2\fs16 + Models \par\pard\li736\sb0
\sl-184\slmult0\par\pard\li736\sb0\sl-184\slmult0\par\pard\li736\sb0\sl-184\slmu
lt0\par\pard\li736\sb24\sl-184\slmult0\fi2251\tx9982 \up0 \expndtw0\charscalex10
0 E. Bendoly et al./Journal of Operations Management xxx (2005) xxx-xxx\tab \up0
\expndtw0\charscalex100 9\par\pard\li736\sb183\sl-184\slmult0\fi0 \up0 \expndtw
0\charscalex100 Table 2\par\pard\li736\sb16\sl-184\slmult0\fi0 \up0 \expndtw0\ch
arscalex100 Distribution of papers by problem area and behavioral assumption typ
e\par\pard\li736\sb124\sl-184\slmult0\fi0\tx2729 \up0 \expndtw0\charscalex100 OM
context\tab \up0 \expndtw0\charscalex100 Type of assumption examined\par\pard\l
i736\sb127\sl-184\slmult0\fi1992\tx4908\tx8167 \up0 \expndtw0\charscalex100 Inte
ntions\tab \up0 \expndtw0\charscalex100 Actions\tab \up0 \expndtw0\charscalex100
Reactions\par\pard\li736\sb127\sl-184\slmult0\fi0\tx2729\tx4908\tx8167 \up0 \ex
pndtw0\charscalex100 Product development\tab \up0 \expndtw0\charscalex100 \ul0\n
osupersub\cf12\f13\fs16 Chow and Haddad (1991)\ul0\nosupersub\cf1\f2\fs16 ,\tab
\up0 \expndtw0\charscalex100 \ul0\nosupersub\cf12\f13\fs16 Basadur et al. (1986)
\ul0\nosupersub\cf1\f2\fs16 ,\ul0\nosupersub\cf12\f13\fs16 Chow\tab \up0 \expnd
tw0\charscalex100 Connolly and Dean (1997)\ul0\nosupersub\cf1\f2\fs16 ,\par\pard
\li736\sb15\sl-184\slmult0\fi1992\tx4908\tx8167 \up0 \expndtw0\charscalex100 \ul
0\nosupersub\cf12\f13\fs16 Mitchell and Silver (1990)\tab \up0 \expndtw0\charsca
lex100 and Haddad (1991)\ul0\nosupersub\cf1\f2\fs16 ,\ul0\nosupersub\cf12\f13\fs
16 Garland (1990)\ul0\nosupersub\cf1\f2\fs16 ,\tab \up0 \expndtw0\charscalex100
\ul0\nosupersub\cf12\f13\fs16 Sengupta and Abdel-Hamid\par\pard\li736\sb15\sl-1
84\slmult0\fi4171\tx8167 \up0 \expndtw0\charscalex100 Garland et al. (1990)\ul0\
nosupersub\cf1\f2\fs16 ,\ul0\nosupersub\cf12\f13\fs16 Schmidt et al.\tab \up0 \
expndtw0\charscalex100 (1993)\par\pard\li736\sb16\sl-184\slmult0\fi4171 \up0 \ex
pndtw0\charscalex100 (2001)\ul0\nosupersub\cf1\f2\fs16 ,\ul0\nosupersub\cf12\f13
\fs16 Sengupta and Abdel-Hamid\par\pard\li736\sb16\sl-184\slmult0\fi4171 \up0 \
expndtw0\charscalex100 (1993)\ul0\nosupersub\cf1\f2\fs16 ,\ul0\nosupersub\cf12\f
13\fs16 Whyte (1991)\par\pard\li736\sb114\sl-184\slmult0\fi0\tx2729\tx4908\tx81
67 \up0 \expndtw0\charscalex100 \ul0\nosupersub\cf1\f2\fs16 Inventory and\tab \u
p0 \expndtw0\charscalex100 \ul0\nosupersub\cf12\f13\fs16 Kernan and Lord (1990)\
ul0\nosupersub\cf1\f2\fs16 ,\tab \up0 \expndtw0\charscalex100 \ul0\nosupersub\cf
12\f13\fs16 Kernan and Lord (1990)\ul0\nosupersub\cf1\f2\fs16 ,\ul0\nosupersub\c
f12\f13\fs16 Moxnes\tab \up0 \expndtw0\charscalex100 Kernan and Lord (1990)\ul0
\nosupersub\cf1\f2\fs16 ,\par\pard\li736\sb15\sl-184\slmult0\fi0\tx2729\tx4908\t
x8167 \up0 \expndtw0\charscalex100 DC management\tab \up0 \expndtw0\charscalex10

0 \ul0\nosupersub\cf12\f13\fs16 Schweitzer and\tab \up0 \expndtw0\charscalex100

(1998)\ul0\nosupersub\cf1\f2\fs16 ,\ul0\nosupersub\cf12\f13\fs16 Robinson and S
wink (1995)\ul0\nosupersub\cf1\f2\fs16 ,\tab \up0 \expndtw0\charscalex100 \ul0\n
osupersub\cf12\f13\fs16 Swink (1995)\ul0\nosupersub\cf1\f2\fs16 ,\ul0\nosupersub
\cf12\f13\fs16 Swink and\par\pard\li736\sb16\sl-184\slmult0\fi1992\tx4908\tx816
7 \up0 \expndtw0\charscalex100 Cachon (2000)\tab \up0 \expndtw0\charscalex100 Sm
elcer and Carmel (1997)\ul0\nosupersub\cf1\f2\fs16 ,\tab \up0 \expndtw0\charscal
ex100 \ul0\nosupersub\cf12\f13\fs16 Robinson (1997)\ul0\nosupersub\cf1\f2\fs16 ,
\ul0\nosupersub\cf12\f13\fs16 Schweitzer\par\pard\li736\sb14\sl-184\slmult0\fi4
171\tx8167 \up0 \expndtw0\charscalex100 Swink (1995)\ul0\nosupersub\cf1\f2\fs16
,\ul0\nosupersub\cf12\f13\fs16 Swink and Robinson\tab \up0 \expndtw0\charscalex
100 and Cachon (2000)\par\pard\li736\sb16\sl-184\slmult0\fi4171 \up0 \expndtw0\c
harscalex100 (1997)\ul0\nosupersub\cf1\f2\fs16 ,\ul0\nosupersub\cf12\f13\fs16 S
wink and Speier (1999)\par\pard\li736\sb115\sl-184\slmult0\fi0\tx2729\tx4908\tx8
167 \up0 \expndtw0\charscalex100 \ul0\nosupersub\cf1\f2\fs16 Quality management\
tab \up0 \expndtw0\charscalex100 \ul0\nosupersub\cf12\f13\fs16 Gully et al. (200
2)\ul0\nosupersub\cf1\f2\fs16 ,\tab \up0 \expndtw0\charscalex100 \ul0\nosupersub
\cf12\f13\fs16 Ghosh and Ray (1997)\ul0\nosupersub\cf1\f2\fs16 ,\ul0\nosupersub\
cf12\f13\fs16 Larson and\tab \up0 \expndtw0\charscalex100 Larson and Callahan (
1990)\ul0\nosupersub\cf1\f2\fs16 ,\par\pard\li736\sb15\sl-184\slmult0\fi0\tx2729
\tx4908\tx8167 \up0 \expndtw0\charscalex100 and control\tab \up0 \expndtw0\chars
calex100 \ul0\nosupersub\cf12\f13\fs16 Soman and Shi (2003)\tab \up0 \expndtw0\c
harscalex100 Callahan (1990)\ul0\nosupersub\cf1\f2\fs16 ,\ul0\nosupersub\cf12\f1
3\fs16 Pei and Reneau (1990)\ul0\nosupersub\cf1\f2\fs16 ,\tab \up0 \expndtw0\ch
arscalex100 \ul0\nosupersub\cf12\f13\fs16 Stanton and Barnes-Farrell\par\pard\li
736\sb15\sl-184\slmult0\fi4171\tx8167 \up0 \expndtw0\charscalex100 Robinson and
Robinson (1994)\ul0\nosupersub\cf1\f2\fs16 ,\ul0\nosupersub\cf12\f13\fs16 Stant
on\tab \up0 \expndtw0\charscalex100 (1996)\par\pard\li736\sb16\sl-184\slmult0\fi
4171 \up0 \expndtw0\charscalex100 and Barnes-Farrell (1996)\par\pard\li736\sb114
\sl-184\slmult0\fi0\tx2729\tx4908\tx8167 \up0 \expndtw0\charscalex100 \ul0\nosup
ersub\cf1\f2\fs16 Production and workflow\tab \up0 \expndtw0\charscalex100 \ul0\
nosupersub\cf12\f13\fs16 Audia et al. (1996)\ul0\nosupersub\cf1\f2\fs16 ,\tab \u
p0 \expndtw0\charscalex100 \ul0\nosupersub\cf12\f13\fs16 Aiello and Kolb (1995)\
ul0\nosupersub\cf1\f2\fs16 ,\ul0\nosupersub\cf12\f13\fs16 Anson et al. (1995)\u
l0\nosupersub\cf1\f2\fs16 ,\tab \up0 \expndtw0\charscalex100 \ul0\nosupersub\cf1
2\f13\fs16 Doerr et al. (1996, 2004)\ul0\nosupersub\cf1\f2\fs16 ,\par\pard\li736
\sb16\sl-184\slmult0\fi0\tx2729\tx4908\tx8167 \up0 \expndtw0\charscalex100 manag
ement\tab \up0 \expndtw0\charscalex100 \ul0\nosupersub\cf12\f13\fs16 Johnson et
al. (2002)\ul0\nosupersub\cf1\f2\fs16 ,\tab \up0 \expndtw0\charscalex100 \ul0\no
supersub\cf12\f13\fs16 Bachrach et al. (2001)\ul0\nosupersub\cf1\f2\fs16 ,\ul0\n
osupersub\cf12\f13\fs16 Baily (1989)\ul0\nosupersub\cf1\f2\fs16 ,\ul0\nosupersu
b\cf12\f13\fs16 Bretz\tab \up0 \expndtw0\charscalex100 Schultz et al. (1998, 19
99,\par\pard\li736\sb15\sl-184\slmult0\fi1992\tx4908\tx8167 \up0 \expndtw0\chars
calex100 Stading et al. (2001)\tab \up0 \expndtw0\charscalex100 and Thompsett (1
992)\ul0\nosupersub\cf1\f2\fs16 ,\ul0\nosupersub\cf12\f13\fs16 Doerr et al. (19
96)\ul0\nosupersub\cf1\f2\fs16 ,\tab \up0 \expndtw0\charscalex100 \ul0\nosupersu
b\cf12\f13\fs16 2003)\par\pard\ql \li4908\sb12\sl-184\slmult0 \up0 \expndtw0\cha
rscalex100 Hirst (1988)\ul0\nosupersub\cf1\f2\fs16 ,\ul0\nosupersub\cf12\f13\fs1
6 Johnson et al. (2002)\ul0\nosupersub\cf1\f2\fs16 , \par\pard\ql \li4908\sb16\
sl-184\slmult0 \up0 \expndtw0\charscalex100 \ul0\nosupersub\cf12\f13\fs16 Lawren
ce et al. (1986)\ul0\nosupersub\cf1\f2\fs16 ,\ul0\nosupersub\cf12\f13\fs16 Robi
nson \par\pard\ql \li4908\sb16\sl-184\slmult0 \up0 \expndtw0\charscalex100 and R
obinson (1994)\ul0\nosupersub\cf1\f2\fs16 ,\ul0\nosupersub\cf12\f13\fs16 Schult
z et al. \par\pard\ql \li4908\sb16\sl-184\slmult0 \up0 \expndtw0\charscalex103 (
1998,1999,2003)\ul0\nosupersub\cf1\f2\fs16 ,\ul0\nosupersub\cf12\f13\fs16 Shard
a et al. (1988) \par\pard\li737\sb115\sl-184\slmult0\fi0\tx2729\tx4908\tx8167 \u
p0 \expndtw0\charscalex100 \ul0\nosupersub\cf1\f2\fs16 Procurement and\tab \up0
\expndtw0\charscalex100 \ul0\nosupersub\cf12\f13\fs16 Gelfand and Realo (1999)\t
ab \up0 \expndtw0\charscalex100 Bolton et al. (2004)\ul0\nosupersub\cf1\f2\fs16
,\ul0\nosupersub\cf12\f13\fs16 Katok and Roth (2004)\ul0\nosupersub\cf1\f2\fs16

,\tab \up0 \expndtw0\charscalex100 \ul0\nosupersub\cf12\f13\fs16 Kwasnica et al

. (2005)\par\pard\li737\sb16\sl-184\slmult0\fi0\tx4908 \up0 \expndtw0\charscalex
100 \ul0\nosupersub\cf1\f2\fs16 strategic sourcing\tab \up0 \expndtw0\charscalex
100 \ul0\nosupersub\cf12\f13\fs16 Sarin and Weber (1993)\par\pard\li737\sb115\sl
-184\slmult0\fi0\tx2729\tx4908\tx8167 \up0 \expndtw0\charscalex100 \ul0\nosupers
ub\cf1\f2\fs16 Supply chain management\tab \up0 \expndtw0\charscalex100 \ul0\nos
upersub\cf12\f13\fs16 Gupta (1989)\ul0\nosupersub\cf1\f2\fs16 ,\ul0\nosupersub\c
f12\f13\fs16 Steckel (1990)\tab \up0 \expndtw0\charscalex100 Bolton et al. (200
3)\ul0\nosupersub\cf1\f2\fs16 ,\ul0\nosupersub\cf12\f13\fs16 Gupta (1989)\ul0\n
osupersub\cf1\f2\fs16 ,\tab \up0 \expndtw0\charscalex100 \ul0\nosupersub\cf12\f1
3\fs16 Croson and Donohue (2003)\ul0\nosupersub\cf1\f2\fs16 ,\par\pard\li737\sb1
5\sl-184\slmult0\fi4171\tx8167 \up0 \expndtw0\charscalex100 \ul0\nosupersub\cf12
\f13\fs16 Steckel (1990)\ul0\nosupersub\cf1\f2\fs16 ,\ul0\nosupersub\cf12\f13\fs
16 Sterman (1989)\tab \up0 \expndtw0\charscalex100 Steckel et al. (2004)\par\pa
rd\sect\sectd\sbknone\cols2\colno1\colw5478\colsr160\colno2\colw5102\colsr160\ql
\li737\sb0\sl-230\slmult0 \par\pard\ql \li737\sb112\sl-230\slmult0 \up0 \expndt
w0\charscalex104 \ul0\nosupersub\cf10\f11\fs20 Garland et al. (1990)\ul0\nosuper
sub\cf9\f10\fs20 examine how the level of sunk\par\pard\qj \li737\ri266\sb3\sl239\slmult0 \up0 \expndtw0\charscalex106 costs works together with negative
feedback to \line \up0 \expndtw0\charscalex101 influence decisions. This is ex
plored in the context of \line \up0 \expndtw-1\charscalex100 oil drilling, with
sunk costs represented by the number \line \up0 \expndtw0\charscalex102 of dry w
ells already drilled. They find in this context \line \up0 \expndtw-1\charscalex
100 that the higher the sunk cost, the less likely a subject is \line \up0 \expn
dtw0\charscalex102 to continue the venture. This is counter to the classic \line
\up0 \expndtw-1\charscalex100 sunk cost effect.\ul0\nosupersub\cf10\f11\fs20 W
hyte (1991)\ul0\nosupersub\cf9\f10\fs20 finds that the inclusion \line \up0 \ex
pndtw-1\charscalex100 of a group (versus one person) in decisions concerning \li
ne \up0 \expndtw-2\charscalex100 initial investments in a project can also reduc
e the sunk \line \up0 \expndtw0\charscalex106 cost effect by diffusing the
responsibility for a \line \up0 \expndtw0\charscalex107 seemingly poorly per
forming project. Similarly, \line \up0 \expndtw-1\charscalex100 \ul0\nosupersu
b\cf10\f11\fs20 Schmidt et al. (2001)\ul0\nosupersub\cf9\f10\fs20 find that gro
up versus individual\par\pard\column \ql \li5638\sb0\sl-230\slmult0 \par\pard\ql
\li20\sb112\sl-230\slmult0 \up0 \expndtw-1\charscalex100 decision making in lat
er stages of a project also reduce\par\pard\qj \li20\ri619\sb3\sl-239\slmult0 \u
p0 \expndtw-4\charscalex100 this effect. Interestingly, they also find that virt
ual teams \up0 \expndtw0\charscalex102 (connected electronically) make more effe
ctive deci-\line \up0 \expndtw0\charscalex106 sions than face-to-face teams. Oth
er Action related \up0 \expndtw-3\charscalex100 work includes\ul0\nosupersub\cf1
0\f11\fs20 Basadur et al. (1986)\ul0\nosupersub\cf9\f10\fs20 who test the impa
ct \up0 \expndtw0\charscalex109 of training on manufacturing engineers\u8217? ab
ility to \up0 \expndtw0\charscalex106 engage in divergent thinking when solving
product \up0 \expndtw-2\charscalex100 development problems.\par\pard\qj \li20\ri
619\sb1\sl-238\slmult0\fi239 \up0 \expndtw0\charscalex103 Reaction related resea
rch in product development \up0 \expndtw0\charscalex103 looks at how to supp
ort difficult decisions using \up0 \expndtw0\charscalex103 appropriate feedba
ck or task structure.\ul0\nosupersub\cf10\f11\fs20 Sengupta and \up0 \expndtw-2
\charscalex100 Abdel-Hamid \up0 \expndtw0\charscalex109 (1993)\ul0\nosupersub\cf
9\f10\fs20 examine this question in the\par\pard\ql \li20\sb8\sl-230\slmult0 \
up0 \expndtw0\charscalex106 context of a set of simulated software development \
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b0\sl-184\slmult0 \par\pard\ql\li3338\sb0\sl-184\slmult0 \par\pard\ql\li3338\sb0
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a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28

a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28

a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a00fffd9}}}}}\pard\sb0\sl-240{\bkmkstart
Pg10}{\bkmkend Pg10}\ql \li823\sb108\sl-184\slmult0 \up0 \expndtw0\charscalex10
2 \ul0\nosupersub\cf1\f2\fs16 + Models \par\pard\li823\sb0\sl-184\slmult0\par\pa
rd\li823\sb0\sl-184\slmult0\par\pard\li823\sb0\sl-184\slmult0\par\pard\li823\sb2
4\sl-184\slmult0\fi0\tx3075 \up0 \expndtw0\charscalex100 10\tab \up0 \expndtw0\c
harscalex100 E. Bendoly et al./Journal of Operations Management xxx (2005) xxx-x
xx\par\pard\sect\sectd\sbknone\cols2\colno1\colw5563\colsr160\colno2\colw5017\co
lsr160\ql \li823\sb185\sl-230\slmult0 \up0 \expndtw-3\charscalex100 \ul0\nosuper
sub\cf9\f10\fs20 projects. Subjects, in the role of project managers, were\par\p
ard\qj \li823\ri265\sb2\sl-239\slmult0 \up0 \expndtw0\charscalex108 asked to mak
e a series of staffing decisions over a \line \up0 \expndtw-1\charscalex100 proj
ect\u8217?s life. They found that subjects given cognitive \line \up0 \expndtw0\
charscalex100 feedback performed the best, followed by those given \line \up0 \e
xpndtw0\charscalex100 cognitive feed-forward information. Those given only \line
\up0 \expndtw0\charscalex104 outcome-based feedback performed the worst.\ul0\no
supersub\cf10\f11\fs20 Con-\line \up0 \expndtw0\charscalex110 nolly and Dean (1

997)\ul0\nosupersub\cf9\f10\fs20 test the ability of decision \line \up0 \expnd

tw0\charscalex110 makers to predict the time required to complete a \line \up0 \
expndtw0\charscalex100 software project requiring individual and group tasks. \l
ine \up0 \expndtw-3\charscalex100 They find that subjects are consistently too t
ight in their \line \up0 \expndtw-3\charscalex100 estimations, with over half of
actual outcomes falling in \line \up0 \expndtw0\charscalex103 the 1% tail of es
timated distributions. They also find \line \up0 \expndtw0\charscalex102 that re
quiring subjects to estimate extreme upper and \line \up0 \expndtw-2\charscalex1
00 lower time limits significantly improved their forecast-\line \up0 \expndtw-1
\charscalex100 ing ability.\par\pard\ql \li823\sb0\sl-230\slmult0 \par\pard\ql \
li823\sb16\sl-230\slmult0 \up0 \expndtw0\charscalex101 4.2. Inventory and DC man
agement\par\pard\qj \li823\sb0\sl-239\slmult0 \par\pard\qj \li823\ri267\sb3\sl-2
39\slmult0\fi238 \up0 \expndtw0\charscalex105 Within the Intentions category,\ul
0\nosupersub\cf10\f11\fs20 Kernan and Lord \line \up0 \expndtw0\charscalex104 (
1990)\ul0\nosupersub\cf9\f10\fs20 design an experiment involving a simple
\line \up0 \expndtw0\charscalex104 inventory audit task to test the influence o
f different \line \up0 \expndtw0\charscalex105 motivational factors when workers
are rewarded by \line \up0 \expndtw-1\charscalex100 either single or multiple g
oals. This operational setting \line \up0 \expndtw0\charscalex106 allows them to
extend prior behavioral research on \line \up0 \expndtw-2\charscalex100 motivat
ion to a repeated game environment where they \line \up0 \expndtw0\charscalex102
can examine the influence of feedback, learning, and \line \up0 \expndtw0\chars
calex103 goal adjustments.\ul0\nosupersub\cf10\f11\fs20 Schweitzer and Cach
on \up0 \expndtw-2\charscalex100 (2000)\par\pard\qj \li823\ri266\sb0\sl-239\slmu
lt0 \up0 \expndtw0\charscalex104 \ul0\nosupersub\cf9\f10\fs20 examine decision m
aking in the classic newsvendor \up0 \expndtw-2\charscalex100 problem under diff
erent cost parameters. They find that \up0 \expndtw0\charscalex101 human decisio
n makers consistently deviate from the \up0 \expndtw0\charscalex102 profit maxim
izing order quantity. They also find that \up0 \expndtw0\charscalex110 this devi
ation is not well explained by alternative \up0 \expndtw0\charscalex101 objectiv
e functions based on risk-aversion, risk-seek-\line \up0 \expndtw-1\charscalex10
0 ing, Prospect Theory preference, or stock-out aversion \up0 \expndtw0\charscal
ex102 (among others). However, the ordering pattern is \up0 \expndtw0\char
scalex105 consistent with a \up0 \expndtw0\charscalex103 \u8216?\u8216?prefere
nce to reduce ex-post\par\pard\qj \li823\ri267\sb0\sl-239\slmult0 \up0 \expnd
tw-2\charscalex100 inventory error\u8217?\u8217? and with a new heuristic they d
evelop \up0 \expndtw-2\charscalex100 called \up0 \expndtw0\charscalex101 \u8216?
\u8216?the anchoring and insufficient adjustment\par\pard\ql \li823\sb8\sl-2
30\slmult0 \up0 \expndtw-5\charscalex100 heuristic.\u8217?\u8217?\par\pard\ql \l
i1061\sb10\sl-230\slmult0 \up0 \expndtw0\charscalex106 Within the Actions cat
egory,\ul0\nosupersub\cf10\f11\fs20 Moxnes \up0 \expndtw-2\charscalex100 (1998
)\par\pard\qj \li823\ri267\sb1\sl-239\slmult0 \up0 \expndtw-1\charscalex100 \ul0
\nosupersub\cf9\f10\fs20 investigates an interesting stock resource management \
line \up0 \expndtw0\charscalex108 problem where the stock (cod fish) is a renewa
ble \line \up0 \expndtw-2\charscalex100 resource. He notes that two problems may
lead to over-\line \up0 \expndtw-3\charscalex100 investment. The first is the \
u8216?\u8216?commons problem\u8217?\u8217? which \line \up0 \expndtw-2\charscale
x100 occurs because the benefits of investment accrue to the \line \up0 \expndtw
-2\charscalex100 individual while renewable resource costs are borne by \line \u
p0 \expndtw0\charscalex106 all. The second is a provisioning problem that may \l
ine \up0 \expndtw0\charscalex107 happen when the problem itself is so complex th
at \line \up0 \expndtw0\charscalex101 misperceptions of the problem dynamics lea
d to poor \line \up0 \expndtw0\charscalex105 solution heuristics. The experiment
controls for the \line \up0 \expndtw0\charscalex100 \u8216?\u8216?commons probl
em\u8217?\u8217? in order to focus exclusively on \line \up0 \expndtw0\charscale
x106 misperception influences. The results show that\par\pard\column \ql \l
i20\sb185\sl-230\slmult0 \up0 \expndtw0\charscalex100 investors have a tendency
to discount feedback delays\par\pard\qj \li20\ri535\sb2\sl-239\slmult0 \up0 \exp
ndtw0\charscalex106 and misperceive the dynamics of stocks and flows. \up0 \expn
dtw0\charscalex102 Several interesting parallels are drawn between these \up0 \e

xpndtw-2\charscalex100 causes and the misperception causes contributing to the \

up0 \expndtw-1\charscalex100 bullwhip phenomenon (e.g.,\ul0\nosupersub\cf10\f11\
fs20 Sterman, 1989\ul0\nosupersub\cf9\f10\fs20 ).\par\pard\qj \li20\ri530\sb0\s
l-239\slmult0\fi239 \up0 \expndtw0\charscalex104 The remaining papers within the
Action category \line \up0 \expndtw-2\charscalex100 examine how individuals pro
cess information provided \line \up0 \expndtw0\charscalex103 by decision support
systems (DSS).\ul0\nosupersub\cf10\f11\fs20 Swink (1995)\ul0\nosupersub\cf9\f1
0\fs20 is \line \up0 \expndtw0\charscalex112 one of the first papers to s
tudy the potential \line \up0 \expndtw0\charscalex111 performance benefits of
using a DSS for making \line \up0 \expndtw0\charscalex100 logistics decisions. T
hey find that user characteristics, \line \up0 \expndtw0\charscalex104 such as i
ntuition and effort increase solution perfor-\line \up0 \expndtw0\charscalex102
mance in this context, while preference for disaggre-\line \up0 \expndtw-1\chars
calex100 gated data tends to reduce performance.\ul0\nosupersub\cf10\f11\fs20 R
obinson and \line \up0 \expndtw0\charscalex109 Swink (1995)\ul0\nosupersub\cf9\f
10\fs20 study alternative methodologies for \line \up0 \expndtw0\charscalex107
solving logistics problems, ranging from intuition, \line \up0 \expndtw0\charsca
lex103 scenario evaluation, heuristic, and optimization pro-\line \up0 \expndtw0
\charscalex108 cedures.\ul0\nosupersub\cf10\f11\fs20 Swink and Robinson (1997)\
ul0\nosupersub\cf9\f10\fs20 examine the \line \up0 \expndtw0\charscalex106 rela
tive solution performance of four different sce-\line \up0 \expndtw-1\charscalex
100 nario-based DSS, also in a logistics context. They find \line \up0 \expndtw0
\charscalex107 that having incremental cost improvement cues \line \up0 \ex
pndtw0\charscalex103 significantly improved performance.\ul0\nosupersub\cf10\f
11\fs20 Smelcer and \line \up0 \expndtw0\charscalex102 Carmel(1997)\ul0\nosup
ersub\cf9\f10\fs20 consider differencesinability toprocess \line \up0 \expndtw0\
charscalex107 graphical versus tabular representation of data in a \line \up0 \e
xpndtw-1\charscalex100 variety of problem solving contexts. While they do not \l
ine \up0 \expndtw0\charscalex102 discuss an OM-problem per say, the behavioral i
ssue \line \up0 \expndtw0\charscalex101 they examine is relevant to network desi
gn problems. \line \up0 \expndtw0\charscalex107 The factors they consider in
clude level of task \line \up0 \expndtw0\charscalex104 difficulty, individual
cognitive differences \up0 \expndtw0\charscalex108 (in style\par\pard\qj \li20\
ri534\sb0\sl-239\slmult0 \up0 \expndtw0\charscalex104 and skills), and the type
of geographic relationships \line \up0 \expndtw0\charscalex110 that can be repre
sented.\ul0\nosupersub\cf10\f11\fs20 Swink and Speier \up0 \expndtw-1\charscale
x100 (1999)\par\pard\qj \li20\ri533\sb1\sl-239\slmult0 \up0 \expndtw0\charscalex
101 \ul0\nosupersub\cf9\f10\fs20 examine the impact of geographic data represent
ation \up0 \expndtw-3\charscalex100 in a logistics decision context, where subje
cts are asked \up0 \expndtw0\charscalex113 to make network decision choices. The
y test the \up0 \expndtw0\charscalex102 effectiveness of geographic representati
on on perfor-\line \up0 \expndtw0\charscalex110 mance under different levels of
data aggregation, \up0 \expndtw0\charscalex101 problem size, degree of data disp
ersion, and subjects\u8217? \up0 \expndtw0\charscalex106 spatial orientation ski
lls. They find that these char-\line \up0 \expndtw0\charscalex102 acteristics ha
ve several interesting interaction effects \up0 \expndtw0\charscalex100 that sig
nificantly impact performance.\par\pard\qj \li20\ri534\sb0\sl-239\slmult0\fi239
\up0 \expndtw-2\charscalex100 The Reaction category is also considered in some o
f \line \up0 \expndtw-3\charscalex100 the above papers, and so we refrain from o
utlining their \line \up0 \expndtw0\charscalex104 main insights again here. Most
of these papers offer \line \up0 \expndtw0\charscalex103 insight into human rea
ctions to feedback or learning \line \up0 \expndtw-2\charscalex100 over time. Fo
r example,\ul0\nosupersub\cf10\f11\fs20 Schweitzer and Cachon (2000) \line \up0
\expndtw0\charscalex109 \ul0\nosupersub\cf9\f10\fs20 find that offering feedbac
k between rounds of the \line \up0 \expndtw-4\charscalex100 newsvendor game does
not help subjects overcome their \line \up0 \expndtw0\charscalex106 preference
bias. Several recent papers \up0 \expndtw0\charscalex105 (outside the\par\pard\q
j \li20\ri533\sb0\sl-239\slmult0 \up0 \expndtw-3\charscalex100 parameters of our
survey) have extended these results to \line \up0 \expndtw0\charscalex109 captu
re the impact of more detailed feedback and \line \up0 \expndtw-3\charscalex100

learning mechanisms (e.g.,\ul0\nosupersub\cf10\f11\fs20 Benzion et al., 2005; B

olton \line \up0 \expndtw0\charscalex100 and Katok, 2005; Lurie and Swaminathan,
2005\ul0\nosupersub\cf9\f10\fs20 ). \par\pard\sect\sectd\fs24\paperw10880\paper
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401fffd9}}}}}\pard\sb0\sl-240{\bkmkstart Pg11}{\bkmkend Pg11}\ql \li737\sb108\sl
-184\slmult0 \up0 \expndtw0\charscalex102 \ul0\nosupersub\cf1\f2\fs16 + Models \
par\pard\li737\sb0\sl-184\slmult0\par\pard\li737\sb0\sl-184\slmult0\par\pard\li7
37\sb0\sl-184\slmult0\par\pard\li737\sb24\sl-184\slmult0\fi2251\tx9903 \up0 \exp
ndtw0\charscalex100 E. Bendoly et al./Journal of Operations Management xxx (2005
) xxx-xxx\tab \up0 \expndtw0\charscalex100 11\par\pard\sect\sectd\sbknone\cols2\
colno1\colw5478\colsr160\colno2\colw5102\colsr160\ql \li737\sb185\sl-230\slmult0
\up0 \expndtw0\charscalex101 \ul0\nosupersub\cf9\f10\fs20 4.3. Quality manageme
nt and control\par\pard\qj \li737\sb0\sl-239\slmult0 \par\pard\qj \li737\ri267\s
b2\sl-239\slmult0\fi239 \up0 \expndtw-3\charscalex100 Intention related experime
nts in quality management \line \up0 \expndtw-3\charscalex100 focus mainly on se

ttings where the level of control over \line \up0 \expndtw0\charscalex103 proces
ses varies over time.\ul0\nosupersub\cf10\f11\fs20 Gully et al. (2002)\ul0\nosu
persub\cf9\f10\fs20 begin \line \up0 \expndtw0\charscalex107 with the acknowle
dgement that process control is \line \up0 \expndtw0\charscalex104 largely an a
rtifact of individuals charged with tasks. \line \up0 \expndtw0\charscalex101 Th
ey show that personal characteristics can moderate \line \up0 \expndtw-1\charsca
lex100 the impact of offering specific instructions designed to \line \up0 \expn
dtw0\charscalex104 either avoid or disregard process error. They further \line \
up0 \expndtw0\charscalex108 suggest that failing to account for such behavioral
\line \up0 \expndtw0\charscalex101 moderation threatens the performance of broad
-based \line \up0 \expndtw-3\charscalex100 guidelines for quality improvement. O
ther work focuses \line \up0 \expndtw-2\charscalex100 on individual willingness
to engage in processes where \line \up0 \expndtw-2\charscalex100 one is forewarn
ed of inherent control problems.\ul0\nosupersub\cf10\f11\fs20 Soman \line \up0
\expndtw0\charscalex108 and Shi (2003)\ul0\nosupersub\cf9\f10\fs20 outline a se
t of experiments where \line \up0 \expndtw0\charscalex102 individuals choose to
engage in one of two processes \line \up0 \expndtw0\charscalex101 differing by t
he level of process control. Their results \line \up0 \expndtw0\charscalex105 su
ggest that higher process control is preferred. \line \up0 \expndtw0\chars
calex106 However, advanced knowledge that variation in \line \up0 \expndtw0
\charscalex112 processes will occur at later points in time helps \line \up0 \ex
pndtw0\charscalex101 assuage one\u8217?s aversion to lower process control. This
\line \up0 \expndtw0\charscalex103 suggests that delaying process variability m
ight help \line \up0 \expndtw0\charscalex103 ensure greater buy-in, motivation
, and the overall \line \up0 \expndtw0\charscalex100 appeal of engagement.\pa
r\pard\qj \li737\ri268\sb0\sl-239\slmult0\fi239 \up0 \expndtw0\charscalex103 Qua
lity studies where the required Actions of \line \up0 \expndtw0\charscalex
104 individuals undergo an explicit manipulation have a \line \up0 \expndtw0\cha
rscalex105 relatively long, if sparse, history.\ul0\nosupersub\cf10\f11\fs20
Robinson and \line \up0 \expndtw0\charscalex104 Robinson (1994)\ul0\nosupers
ub\cf9\f10\fs20 discuss a series of tabletop experi-\line \up0 \expndtw-1\chars
calex100 ments used in the U.S. and Japan in the first half of the \line \up0 \e
xpndtw-1\charscalex100 20th century. Although they do not explicitly replicate \
line \up0 \expndtw-1\charscalex100 the experiments in their work, they do provid
e the first \line \up0 \expndtw-1\charscalex100 formally documented description
of the methods used. \line \up0 \expndtw-3\charscalex100 The experimental result
s provide insight into the role of \line \up0 \expndtw-1\charscalex100 stress an
d fatigue on error rates, the occasional pitfalls \line \up0 \expndtw-3\charscal
ex100 of forced standards, and the potential synergies of work \line \up0 \expnd
tw0\charscalex103 sharing on process flow and quality.\ul0\nosupersub\cf10\f11\f
s20 Pei and Reneau \line \up0 \expndtw-4\charscalex100 (1990)\ul0\nosupersub\cf
9\f10\fs20 study the role of training and decision support on \line \up0 \expnd
tw-3\charscalex100 the evaluation of internal process control. Similar to the \l
ine \up0 \expndtw0\charscalex104 tabletop experiments, where standard methods we
re \line \up0 \expndtw0\charscalex100 enforced,\ul0\nosupersub\cf10\f11\fs20 Pe
i and Reneau (1990)\ul0\nosupersub\cf9\f10\fs20 show that individual \line \up0
\expndtw-4\charscalex100 assessment of internal control problems is compromised
\line \up0 \expndtw0\charscalex105 when training is inconsistent with prior kno
wledge.\par\pard\ql \li737\sb8\sl-230\slmult0 \up0 \expndtw0\charscalex106 \ul0\
nosupersub\cf10\f11\fs20 Ghosh and Ray \up0 \expndtw0\charscalex103 (1997)\ul0
\nosupersub\cf9\f10\fs20 examine how individual\par\pard\qj \li737\ri268\sb3
\sl-239\slmult0 \up0 \expndtw0\charscalex102 characteristics impact quality cont
rol by studying the \line \up0 \expndtw0\charscalex110 role that varying levels
of risk have on individual \line \up0 \expndtw0\charscalex102 decisions regardi
ng sampling size. They find that \line \up0 \expndtw0\charscalex103 individ
uals with greater tolerance for risk and ambi-\line \up0 \expndtw-2\charscalex10
0 guity prefer smaller sampling sizes even when risk and \line \up0 \expndtw0\ch
arscalex102 ambiguity increase. This has interesting implications \line \up0 \ex
pndtw0\charscalex103 for the associated level of Type II error borne by the \lin
e \up0 \expndtw-2\charscalex100 organization.\par\pard\column \ql \li259\sb185\s

l-230\slmult0 \up0 \expndtw-2\charscalex100 Within the Reactions category,\ul0\n

osupersub\cf10\f11\fs20 Larson and Callahan\par\pard\qj \li20\ri620\sb2\sl-239\
slmult0 \up0 \expndtw-1\charscalex100 (1990)\ul0\nosupersub\cf9\f10\fs20 examin
e the influence of management pressure \line \up0 \expndtw0\charscalex103 in a s
etting where individuals are free to manage the \line \up0 \expndtw-1\charscalex
100 timing of multiple tasks. They find that work monitor-\line \up0 \expndtw-3\
charscalex100 ing, while potentially beneficial to monitored tasks, can \line \u
p0 \expndtw0\charscalex101 have unintended consequences on the quality of non-\l
ine \up0 \expndtw0\charscalex105 monitored tasks.\ul0\nosupersub\cf10\f11\fs20
Stanton and Barnes-Farrell \up0 \expndtw-2\charscalex100 (1996)\par\pard\qj \li2
0\ri619\sb0\sl-239\slmult0 \up0 \expndtw-4\charscalex100 \ul0\nosupersub\cf9\f10
\fs20 show additional reactionary results. Their findings show \up0 \expndtw0\ch
arscalex101 that, regardless of the potential guidance provided by \up0 \expndtw
-2\charscalex100 the monitoring of error identification tasks, individuals \up0
\expndtw0\charscalex100 with the ability to delay monitoring events actually do
\up0 \expndtw0\charscalex100 better in those tasks. This suggests that care shou
ld be \up0 \expndtw0\charscalex102 taken in implementing monitoring programs to
avoid \up0 \expndtw0\charscalex100 high pressure, stifling, and ultimately count
er-produc-\line \up0 \expndtw-1\charscalex100 tive behavioral phenomena.\par\par
d\ql \li5638\sb0\sl-230\slmult0 \par\pard\ql \li20\sb16\sl-230\slmult0 \up0 \exp
ndtw0\charscalex100 4.4. Production and workflow management\par\pard\qj \li5638\
sb0\sl-239\slmult0 \par\pard\qj \li20\ri618\sb3\sl-239\slmult0\fi239 \up0 \expnd
tw-1\charscalex100 Much of the production and workflow management \line \up0 \ex
pndtw0\charscalex106 research focuses on themes of feedback, goals, and \line \u
p0 \expndtw0\charscalex103 interdependence of work. For example,\ul0\nosupersub\
cf10\f11\fs20 Hirst (1988) \line \up0 \expndtw0\charscalex110 \ul0\nosupersub\c
f9\f10\fs20 looks at the effects of intrinsic motivation on \line \up0 \e
xpndtw0\charscalex105 Intentions. He finds a tendency for reciprocal inter-\line
\up0 \expndtw0\charscalex106 dependence to promote intrinsic motivation an
d \line \up0 \expndtw0\charscalex108 attributes this to task difficulty and vari
ety.\ul0\nosupersub\cf10\f11\fs20 Audia \line \up0 \expndtw0\charscalex116 et a
l. \up0 \expndtw0\charscalex113 (1996)\ul0\nosupersub\cf9\f10\fs20 and\ul0\nosu
persub\cf10\f11\fs20 Doerr et al. \up0 \expndtw0\charscalex112 (1996)\ul0\nosup
ersub\cf9\f10\fs20 look at the\par\pard\ql \li20\ri617\sb0\sl-239\slmult0\tx269
\up0 \expndtw0\charscalex101 interactions of work processes and goals.\ul0\nosu
persub\cf10\f11\fs20 Audia et al. \line \up0 \expndtw-2\charscalex100 (1996)\ul
0\nosupersub\cf9\f10\fs20 find that goal choices affect individual workers\u821
7? \line \up0 \expndtw0\charscalex103 intentions for task order but goal form ha
s no effect. \line \up0 \expndtw0\charscalex101 \ul0\nosupersub\cf10\f11\fs20 Do
err et al. (1996)\ul0\nosupersub\cf9\f10\fs20 find that task interdependence ca
n \line \up0 \expndtw0\charscalex100 lead to poor performance in situations with
individual \line \up0 \expndtw0\charscalex105 goal settings. They also found eq
ual productivity in \line \up0 \expndtw0\charscalex101 situations with unequal b
uffer capacity and idle time. \line \up0 \expndtw-1\charscalex100 \ul0\nosupersu
b\cf10\f11\fs20 Schultz et al. (1998, 1999)\ul0\nosupersub\cf9\f10\fs20 also ex
plore the reaction of \line \up0 \expndtw0\charscalex101 workers to buffer capac
ity. They look at the common \line \up0 \expndtw0\charscalex103 modeling assumpt
ion of independence of processing \line \up0 \expndtw-2\charscalex100 times from
buffer contents. The 1998 study shows that, \line \up0 \expndtw-3\charscalex100
despite significantly higher idle time in a low inventory \line \up0 \expndtw0\
charscalex103 situation, productivity is unchanged. The 1999 study \line \up0 \e
xpndtw-2\charscalex100 looks at feedback, goals, and the development of group \l
ine \up0 \expndtw-4\charscalex100 norms to explain this effect.\ul0\nosupersub\c
f10\f11\fs20 Doerr et al. (2004)\ul0\nosupersub\cf9\f10\fs20 find that \line \
up0 \expndtw0\charscalex103 work organization affects between and within varia-\
line \up0 \expndtw0\charscalex101 bility in task times. Feedback is the concern
of\ul0\nosupersub\cf10\f11\fs20 Aiello \line \up0 \expndtw0\charscalex101 and K
olb (1995)\ul0\nosupersub\cf9\f10\fs20 . They look at the effects of different \
line \up0 \expndtw-1\charscalex100 audiences on worker performance. Available fe
edback \line \up0 \expndtw0\charscalex111 is also found to be an important eleme

nt of plant \line \up0 \expndtw0\charscalex100 performance outcomes in the study

by\ul0\nosupersub\cf10\f11\fs20 Bachrach et al. \line \up0 \expndtw-2\charscal
ex100 (2001)\ul0\nosupersub\cf9\f10\fs20 .\ul0\nosupersub\cf10\f11\fs20 Robinso
n and Robinson (1994)\ul0\nosupersub\cf9\f10\fs20 also look at the \line \up0 \
expndtw0\charscalex105 effects of task organization on task time by re-\
line \up0 \expndtw0\charscalex100 examining Gilbreth\u8217?s tabletop experiment
s. \line\tab \up0 \expndtw0\charscalex107 Experimental work in production and wo
rkflow \line \up0 \expndtw-2\charscalex100 management is often concerned with th
e Intentions and \par\pard\sect\sectd\fs24\paperw10880\paperh14860{\shp
{\*\shpinst\shpleft0\shptop0\shpright10880\shpbottom14860\shpwr3\shpfblwtxt0\shp
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Pg12}{\bkmkend Pg12}\ql \li823\sb108\sl-184\slmult0 \up0 \expndtw0\charscalex10
2 \ul0\nosupersub\cf1\f2\fs16 + Models \par\pard\li823\sb0\sl-184\slmult0\par\pa
rd\li823\sb0\sl-184\slmult0\par\pard\li823\sb0\sl-184\slmult0\par\pard\li823\sb2
4\sl-184\slmult0\fi0\tx3075 \up0 \expndtw0\charscalex100 12\tab \up0 \expndtw0\c
harscalex100 E. Bendoly et al./Journal of Operations Management xxx (2005) xxx-x
xx\par\pard\sect\sectd\sbknone\cols2\colno1\colw5563\colsr160\colno2\colw5017\co

lsr160\ql \li823\sb185\sl-230\slmult0 \up0 \expndtw-4\charscalex100 \ul0\nosuper

sub\cf9\f10\fs20 Actions of decision makers.\ul0\nosupersub\cf10\f11\fs20 Stadi
ng et al. (2001)\ul0\nosupersub\cf9\f10\fs20 look at\par\pard\qj \li823\ri267\s
b2\sl-239\slmult0 \up0 \expndtw0\charscalex105 the goals of decision makers when
choosing capital \up0 \expndtw0\charscalex104 investments in equipment and
find that strategic \up0 \expndtw0\charscalex100 infrastructural factors play
an important role.\ul0\nosupersub\cf10\f11\fs20 Johnson \up0 \expndtw0\charscal
ex102 et al. (2002)\ul0\nosupersub\cf9\f10\fs20 find that the intentions relati
ve to award \up0 \expndtw-3\charscalex100 allocation in a manufacturing setting
are partially based \up0 \expndtw0\charscalex109 on reputation and attribution o
f motive.\ul0\nosupersub\cf10\f11\fs20 Juran and \up0 \expndtw-2\charscalex100
Schruben \up0 \expndtw0\charscalex104 (2004)\ul0\nosupersub\cf9\f10\fs20 show
that variability of human\par\pard\qj \li823\ri268\sb0\sl-239\slmult0 \up0 \
expndtw-2\charscalex100 reactions should be considered when modeling produc-\lin
e \up0 \expndtw-1\charscalex100 tion systems.\par\pard\qj \li823\ri266\sb0\sl-23
9\slmult0\fi238 \up0 \expndtw0\charscalex103 Three studies we have placed in the
Action realm \up0 \expndtw0\charscalex107 look at the value of including
intervention and \up0 \expndtw0\charscalex105 assistance when making decisions
in an operational \up0 \expndtw0\charscalex108 setting.\ul0\nosupersub\cf10\f11\
fs20 Lawrence et al. \up0 \expndtw0\charscalex107 (1986)\ul0\nosupersub\cf9\f10
\fs20 find that including\par\pard\qj \li823\ri267\sb0\sl-239\slmult0 \up0 \exp
ndtw0\charscalex109 human judgment forecasts in a mix of forecasting \line \up0
\expndtw0\charscalex103 techniques increases accuracy, especially in short
\line \up0 \expndtw0\charscalex105 run forecasts.\ul0\nosupersub\cf10\f11\fs20
Anson et al. (1995)\ul0\nosupersub\cf9\f10\fs20 use a production-\line \up0 \ex
pndtw0\charscalex100 planning environment to test the effects of facilitators \l
ine \up0 \expndtw0\charscalex108 on meetings. They find that human facilit
ators \line \up0 \expndtw0\charscalex104 increased cohesion and improved process
es.\ul0\nosupersub\cf10\f11\fs20 Sharda \line \up0 \expndtw0\charscalex115 et a
l. \up0 \expndtw0\charscalex107 (1988)\ul0\nosupersub\cf9\f10\fs20 explore the
effectiveness of decision\par\pard\qj \li823\ri268\sb0\sl-239\slmult0 \up0 \expn
dtw0\charscalex110 support systems in a situation with uncertainty in \line \up0
\expndtw0\charscalex103 competitors\u8217? actions and economic conditions. The
y \line \up0 \expndtw0\charscalex106 find a definite learning curve and improvem
ents in \line \up0 \expndtw0\charscalex111 decision quality and variance.\ul0
\nosupersub\cf10\f11\fs20 Umanath et al. \line \up0 \expndtw0\charscalex108
(1990)\ul0\nosupersub\cf9\f10\fs20 experimentally explore the arrangement of \l
ine \up0 \expndtw0\charscalex107 information on a computer screen and its effect
on \line \up0 \expndtw0\charscalex100 recall.\par\pard\qj \li823\ri264\sb0\sl-2
39\slmult0\fi238 \up0 \expndtw0\charscalex102 The production and workflow manage
ment group \line \up0 \expndtw0\charscalex107 also includes two Action papers on
learning.\ul0\nosupersub\cf10\f11\fs20 Baily \line \up0 \expndtw0\charscalex10
3 (1989)\ul0\nosupersub\cf9\f10\fs20 experimentally tests the relationship betw
een \line \up0 \expndtw0\charscalex105 forgetting and the learning curve. H
e finds that \line \up0 \expndtw0\charscalex110 forgetting is a function of pr
ocedural versus con-\line \up0 \expndtw0\charscalex106 tinuous control tasks as
well as the amount learned \line \up0 \expndtw0\charscalex102 and the passage of
time. He does not find support for \line \up0 \expndtw0\charscalex109 the assum
ption that modeling of forgetting can be \line \up0 \expndtw0\charscalex102 done
by returning to a previous point on the learning \line \up0 \expndtw0\charscale
x106 curve.\ul0\nosupersub\cf10\f11\fs20 Bretz and Thompsett (1992)\ul0\nosuper
sub\cf9\f10\fs20 used training at \line \up0 \expndtw0\charscalex108 Kodak to
explore different training techniques. \line \up0 \expndtw-1\charscalex100 C
omparing traditional training with Integrative Learn-\line \up0 \expndtw-2\chars
calex100 ing they show an increase in favorable reactions but no \line \up0 \exp
ndtw0\charscalex108 change in performance. More recent experimental \line \up0 \
expndtw0\charscalex102 work associated with feedback, learning, and experi-\line
\up0 \expndtw0\charscalex106 ence in production and workflow contexts, demon-\l
ine \up0 \expndtw0\charscalex100 strates the role of task interdependence on man
agerial \line \up0 \expndtw0\charscalex104 support of both subordinate workers a

nd IT systems \line \up0 \expndtw0\charscalex100 (e.g., ERP,\ul0\nosupersub\cf10

\f11\fs20 Bendoly et al., in press; Bachrach et al., in \line \up0 \expndtw-1\c
harscalex100 press\ul0\nosupersub\cf9\f10\fs20 ). Since supportive leadership ca
n directly impact \line \up0 \expndtw0\charscalex100 motivated action and levels
of individual productivity \line \up0 \expndtw0\charscalex103 (\ul0\nosupersub\
cf10\f11\fs20 Bendoly and Hur, in press\ul0\nosupersub\cf9\f10\fs20 ), it is obv
ious that issues \line \up0 \expndtw0\charscalex105 affecting such support ne
ed to be considered in \line \up0 \expndtw0\charscalex101 process design.\pa
r\pard\column \ql \li20\sb185\sl-230\slmult0 \up0 \expndtw0\charscalex102 4.5. P
rocurement and strategic sourcing\par\pard\qj \li5723\sb0\sl-239\slmult0 \par\pa
rd\qj \li20\ri533\sb2\sl-239\slmult0\fi239 \up0 \expndtw0\charscalex108 There is
a long history of work in experimental \line \up0 \expndtw0\charscalex104 econo
mics on negotiations and the efficiency of \line \up0 \expndtw0\charscalex
100 alternative market designs, such as auctions and other \line \up0 \expndtw-4
\charscalex100 bargaining systems. See\ul0\nosupersub\cf10\f11\fs20 Roth (1995b
)\ul0\nosupersub\cf9\f10\fs20 and\ul0\nosupersub\cf10\f11\fs20 Kagel (1995) \l
ine \up0 \expndtw-4\charscalex100 \ul0\nosupersub\cf9\f10\fs20 for a review of t
his literature, most of which is published \line \up0 \expndtw0\charscalex104 ou
tside the six journals we surveyed. This literature \line \up0 \expndtw0\charsca
lex106 provides a solid base for identifying behavioral \line \up0 \expndt
w0\charscalex104 influences in the operation of procurement systems. \line \up0
\expndtw0\charscalex100 The five papers identified in our survey help illustrate
\line \up0 \expndtw0\charscalex100 this point.\par\pard\qj \li20\ri532\sb0\sl-2
39\slmult0\fi239 \up0 \expndtw0\charscalex103 \ul0\nosupersub\cf10\f11\fs20 Gelf
and and Realo (1999)\ul0\nosupersub\cf9\f10\fs20 perform an experiment \line \u
p0 \expndtw0\charscalex100 involving buyers and sellers of advertising to test h
ow \line \up0 \expndtw-3\charscalex100 individualism versus collectivism norms a
cross cultures \line \up0 \expndtw0\charscalex100 influence the effects of accou
ntability in negotiations. \line \up0 \expndtw-4\charscalex100 They find that hi
gh accountability enhances competition \line \up0 \expndtw0\charscalex108 for su
bjects with low levels of collectivism, while \line \up0 \expndtw0\charscalex100
enhancing cooperation for subjects with high collecti-\line \up0 \expndtw0\char
scalex103 vism.\ul0\nosupersub\cf10\f11\fs20 SarinandWeber(1993)\ul0\nosupersub\
cf9\f10\fs20 testtheinfluenceofmarket \line \up0 \expndtw-1\charscalex100 design
when a procurement transaction involves ambi-\line \up0 \expndtw0\charscalex103
guityinprobabilityduetolackofinformationortraining. \line \up0 \expndtw-1\chars
calex100 Their experimental results show that in both sealed bid \line \up0 \exp
ndtw-3\charscalex100 and double oral auctions, subject bids and market prices \l
ine \up0 \expndtw-5\charscalex100 are consistently lower when probabilities are
ambiguous. \line \up0 \expndtw-3\charscalex100 \ul0\nosupersub\cf10\f11\fs20 Kat
ok and Roth (2004)\ul0\nosupersub\cf9\f10\fs20 examine the performance of two \
line \up0 \expndtw-4\charscalex100 auction mechanisms, the descending price Dutc
h auction \line \up0 \expndtw0\charscalex104 and eBay\u8217?s ascending uniformprice Dutch auction, \line \up0 \expndtw-2\charscalex100 when synergies exist ac
ross multi-unit purchases. Such \line \up0 \expndtw-2\charscalex100 synergies ar
e common in business-to-business environ-\line \up0 \expndtw-3\charscalex100 men
ts involving fixed transportation, quality control, or \line \up0 \expndtw0\char
scalex101 order processing costs. They find that the descending \line \up0 \expn
dtw-4\charscalex100 price Dutch auction is more robust to exposure and free-\lin
e \up0 \expndtw0\charscalex102 rider problems.\ul0\nosupersub\cf10\f11\fs20 Bol
ton et al. (2004)\ul0\nosupersub\cf9\f10\fs20 test the potential \line \up0 \ex
pndtw-5\charscalex100 benefit of online feedback as a means to overcome moral \l
ine \up0 \expndtw0\charscalex105 hazard problems often associated with trade amo
ng \line \up0 \expndtw-2\charscalex100 strangers. Their experiment compares an o
nline market \line \up0 \expndtw0\charscalex100 setting with and without feedbac
k, as well as a setting \line \up0 \expndtw0\charscalex100 where participants en
gage face-to-face. They find that \line \up0 \expndtw0\charscalex102 onlinefeedb
ackdoesmitigatemoralhazardbehavior,but \line \up0 \expndtw0\charscalex102 alsoin
troducesaninterestingpublicgoodsproblemsince \line \up0 \expndtw-3\charscalex100
the benefits of trustworthy behavior are now enjoyed by \line \up0 \expndtw0\ch

arscalex101 the entire community. Finally,\ul0\nosupersub\cf10\f11\fs20 Kwasnic

a et al. (2005) \line \up0 \expndtw0\charscalex104 \ul0\nosupersub\cf9\f10\fs20
introduce and test the performance of a new auction \line \up0 \expndtw0\charsca
lex109 design coined the Resource Allocation Design \line \up0 \expndtw0\ch
arscalex105 (RAD) auction, which combines the best aspects of \line \up0 \expndt
w0\charscalex101 simultaneous multi-round and adoptive user selection \line \up0
\expndtw0\charscalex101 mechanisms. More recent experimental studies in the \li
ne \up0 \expndtw0\charscalex105 procurement area (that fall outside our survey p
ara-\line \up0 \expndtw0\charscalex103 meters) include\ul0\nosupersub\cf10\f11\
fs20 Bajari et al. \up0 \expndtw-1\charscalex100 (2003)\ul0\nosupersub\cf9\f
10\fs20 ,\ul0\nosupersub\cf10\f11\fs20 Engelbrecht-\par\pard\qj \li20\ri534\sb
0\sl-239\slmult0\fi0 \up0 \expndtw-1\charscalex100 Wiggans and Katok (2005)\ul0\
nosupersub\cf9\f10\fs20 , and\ul0\nosupersub\cf10\f11\fs20 Engelbrecht-Wiggans
\up0 \expndtw-1\charscalex100 et al. (2005)\ul0\nosupersub\cf9\f10\fs20 . \par\p
ard\sect\sectd\fs24\paperw10880\paperh14860{\shp
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401fffd9}}}}}\pard\sb0\sl-240{\bkmkstart Pg13}{\bkmkend Pg13}\ql \li737\sb108\sl

-184\slmult0 \up0 \expndtw0\charscalex102 \ul0\nosupersub\cf1\f2\fs16 + Models \
par\pard\li737\sb0\sl-184\slmult0\par\pard\li737\sb0\sl-184\slmult0\par\pard\li7
37\sb0\sl-184\slmult0\par\pard\li737\sb24\sl-184\slmult0\fi2251\tx9903 \up0 \exp
ndtw0\charscalex102 E. Bendoly et al./Journal of Operations Management xxx (2005
) xxx-xxx\tab \up0 \expndtw0\charscalex102 13\par\pard\li737\sb185\sl-230\slmult
0\fi0\tx5638 \up0 \expndtw0\charscalex102 \ul0\nosupersub\cf9\f10\fs20 4.6. Supp
ly chain management\tab \up0 \expndtw0\charscalex102 5. Discussion and summary r
emarks\par\pard\sect\sectd\sbknone\cols2\colno1\colw5478\colsr160\colno2\colw510
2\colsr160\ql \li737\sb0\sl-230\slmult0 \par\pard\ql \li976\sb18\sl-230\slmult0
\up0 \expndtw0\charscalex107 Much of the experimental work in supply chain\par\p
ard\qj \li737\ri267\sb2\sl-239\slmult0 \up0 \expndtw0\charscalex100 management f
ocuses on issues related to the bullwhip \line \up0 \expndtw-2\charscalex100 eff
ect.\ul0\nosupersub\cf10\f11\fs20 Croson and Donohue (2002)\ul0\nosupersub\cf9\
f10\fs20 provide a survey of \line \up0 \expndtw0\charscalex104 this research.
Simply stated, the bullwhip effect is a \line \up0 \expndtw-2\charscalex100 phen
omenon where orders received at each level of the \line \up0 \expndtw-2\charscal
ex100 supply chain increase in variation as one moves further \line \up0 \expndt
w-4\charscalex100 from the final consumer.\ul0\nosupersub\cf10\f11\fs20 Sterman
(1989)\ul0\nosupersub\cf9\f10\fs20 was the first to \line \up0 \expndtw0\chars
calex103 identify a behavioral cause for this phenomenon. He \line \up0 \expndtw
0\charscalex101 found that supply chain members tend to discount the \line \up0
\expndtw0\charscalex104 magnitude of their outstanding orders when making \line
\up0 \expndtw-1\charscalex100 ordering decisions, which in term causes them to o
ver-\line \up0 \expndtw-1\charscalex100 react to stock-out or over-stock situati
ons. He refers to \line \up0 \expndtw-3\charscalex100 this behavioral tendency a
s supply line underweighting. \line \up0 \expndtw-4\charscalex100 \ul0\nosupersu
b\cf10\f11\fs20 Croson and Donohue (2003)\ul0\nosupersub\cf9\f10\fs20 show that
passing point-of-\line \up0 \expndtw-2\charscalex100 sale \up0 \expndtw0\charsc
alex104 (POS) information can lessen, although not\par\pard\qj \li737\ri268
\sb1\sl-239\slmult0\fi0 \up0 \expndtw0\charscalex102 eliminate, this behaviora
l tendency.\ul0\nosupersub\cf10\f11\fs20 Steckel et al. \line \up0 \expndtw
0\charscalex104 (2004)\ul0\nosupersub\cf9\f10\fs20 test the impact of both POS
data sharing and \line \up0 \expndtw0\charscalex105 lead-time reductions under a
wide range of demand \line \up0 \expndtw0\charscalex103 conditions. More recent
research in this area (falling \line \up0 \expndtw0\charscalex104 outside our s
urvey parameters) includes\ul0\nosupersub\cf10\f11\fs20 Croson and \line \up0 \
expndtw0\charscalex101 Donohue (in press-a,b)\ul0\nosupersub\cf9\f10\fs20 ,\ul0\
nosupersub\cf10\f11\fs20 Croson et al. (2005)\ul0\nosupersub\cf9\f10\fs20 , and
\ul0\nosupersub\cf10\f11\fs20 Wu \line \up0 \expndtw0\charscalex100 and Katok (
in press)\ul0\nosupersub\cf9\f10\fs20 .\par\pard\qj \li737\ri267\sb0\sl-239\slmu
lt0\fi239 \up0 \expndtw0\charscalex109 The remaining papers in this category foc
us on \line \up0 \expndtw-2\charscalex100 bargaining issues that are quite gener
al in nature. Some \line \up0 \expndtw-1\charscalex100 of these papers do not ac
tually describe a supply chain \line \up0 \expndtw0\charscalex105 problem or ta
ilor their results to an OM-context. \line \up0 \expndtw0\charscalex102 Howe
ver, we include them in the survey because the \line \up0 \expndtw-3\charscalex1
00 insights they provide could be applied to a supply chain \line \up0 \expndtw0
\charscalex102 collaboration initiative (such as a collaborative plan-\line \up0
\expndtw0\charscalex101 ning, forecasting, and replenishment, or collaborative
\line \up0 \expndtw-4\charscalex100 logistics). For example,\ul0\nosupersub\cf10
\f11\fs20 Bolton et al. (2003)\ul0\nosupersub\cf9\f10\fs20 examine the \line \
up0 \expndtw-3\charscalex100 impact of communication patterns in negotiations in
the \line \up0 \expndtw-2\charscalex100 context of a merger decision between th
ree companies. \line \up0 \expndtw0\charscalex100 They find that parties in a we
aker position in terms of \line \up0 \expndtw-1\charscalex100 alternatives benef
it from a constrained communication \line \up0 \expndtw-2\charscalex100 structur
e where information is not publicly shared with \line \up0 \expndtw0\charscalex1
07 all parties. In contrast, stronger parties prefer open \line \up0 \expndtw0\c
harscalex102 communication since it triggers more competitive \line \up0 \e

xpndtw0\charscalex101 bidding.\ul0\nosupersub\cf10\f11\fs20 Gupta \up0 \expndt

w0\charscalex105 (1989)\ul0\nosupersub\cf9\f10\fs20 studies the existence a
nd\par\pard\ql \li737\sb7\sl-230\slmult0 \up0 \expndtw0\charscalex107 influence
of reference points \up0 \expndtw0\charscalex112 (i.e., a middle point\par\pard\
qj \li737\ri268\sb2\sl-239\slmult0 \up0 \expndtw0\charscalex104 agreement on bot
h sides) in collaborative two-party \line \up0 \expndtw0\charscalex104 negotiati
ons. They develop a model that shows how \line \up0 \expndtw-2\charscalex100 bar
gainers move from this reference point to a point on \line \up0 \expndtw0\charsc
alex104 the players\u8217? Pareto boundary that maintain the same \line \up0 \ex
pndtw0\charscalex104 balance of power. Experimental results confirm this \line \
up0 \expndtw0\charscalex100 behavior in some cases. Finally,\ul0\nosupersub\cf10
\f11\fs20 Steckel (1990)\ul0\nosupersub\cf9\f10\fs20 shows \line \up0 \expndtw
-3\charscalex100 that decision makers in a committee setting abide by the \line
\up0 \expndtw-1\charscalex100 Core concept, which implies that an alternative wi
ll be \line \up0 \expndtw0\charscalex102 chosen if it has a strict simple majori
ty over all other \line \up0 \expndtw-2\charscalex100 alternatives.\par\pard\col
umn \ql \li5638\sb0\sl-230\slmult0 \par\pard\ql \li259\sb18\sl-230\slmult0 \up0
\expndtw-4\charscalex100 Our initial discussion of assumption types (in Section\
par\pard\qj \li20\ri618\sb2\sl-239\slmult0 \up0 \expndtw-4\charscalex100 \ul0\no
supersub\cf10\f11\fs20 3\ul0\nosupersub\cf9\f10\fs20 ) outlined a number of beha
vioral assumptions that one \up0 \expndtw0\charscalex106 could test in future re
search.\ul0\nosupersub\cf10\f11\fs20 Table \up0 \expndtw0\charscalex105 1\ul0\n
osupersub\cf9\f10\fs20 also provides\par\pard\ql \li20\ri618\sb0\sl-239\slmult0
\tx269\tx269 \up0 \expndtw-3\charscalex100 specific hypotheses that could be tes
ted in different OM \line \up0 \expndtw-4\charscalex100 contexts. We conclude wi
th a number of additional ideas \line \up0 \expndtw-4\charscalex100 and conclusi
ons drawn from the papers listed in\ul0\nosupersub\cf10\f11\fs20 Table 2\ul0\no
supersub\cf9\f10\fs20 . \line\tab \up0 \expndtw0\charscalex105 The majority of p
apers surveyed focus on opera-\line \up0 \expndtw0\charscalex104 tional decision
s within two traditional (and tactical) \line \up0 \expndtw0\charscalex100 conte
xts: inventory management and production man-\line \up0 \expndtw0\charscalex104
agement. However, one could argue that behavioral \line \up0 \expndtw-4\charscal
ex100 issues are even more likely to arise in the remaining four \line \up0 \exp
ndtw0\charscalex104 context areas (namely product development, quality \line \up
0 \expndtw0\charscalex100 management, procurement and strategic sourcing, and \l
ine \up0 \expndtw-3\charscalex100 supply chain management). For example, the suc
cess of \line \up0 \expndtw-1\charscalex100 a product development or quality imp
rovement project \line \up0 \expndtw0\charscalex104 is inherently riddled with e
nvironmental factors that \line \up0 \expndtw0\charscalex102 may impact human be
havior. Similarly, supply chain \line \up0 \expndtw0\charscalex104 management an
d sourcing tasks involve reliance on \line \up0 \expndtw0\charscalex105 multiple
parties across different organizations, with \line \up0 \expndtw0\charscalex102
different perspectives, capabilities, objectives, and \line \up0 \expndtw-2
\charscalex100 information availability. OM theory concerning institu-\line \up0
\expndtw0\charscalex101 tional structure and interaction effects is beginning t
o \line \up0 \expndtw0\charscalex100 emerge in these areas (thanks to recent app
lications of \line \up0 \expndtw0\charscalex101 empirical methods within OM).
We believe these \line \up0 \expndtw0\charscalex100 theories could be furthe
r tested, refined, and strength-\line \up0 \expndtw0\charscalex100 ened through
carefully designed human experiments. \line\tab \up0 \expndtw-2\charscalex100 Th
ere has also been an explosion of OM research in \line \up0 \expndtw-1\charscale
x100 the last 10 years focusing on interaction effects among \line \up0 \expndtw
-2\charscalex100 decentralized decision makers. This research combines \line \up
0 \expndtw0\charscalex106 traditional OM models of scheduling, inventory \l
ine \up0 \expndtw0\charscalex101 planning, quality management, supply chain mana
ge-\line \up0 \expndtw0\charscalex110 ment, etc., with game theoretic rules and
analysis \line \up0 \expndtw0\charscalex102 indicative of decentralized decision
making environ-\line \up0 \expndtw0\charscalex108 ments (e.g., see\ul0\nosupers
ub\cf10\f11\fs20 Cachon and Netessine, 2004\ul0\nosupersub\cf9\f10\fs20 for a
\line \up0 \expndtw-3\charscalex100 review). The tight connection between game t

heory and \line \up0 \expndtw0\charscalex102 experimental methods in economic

s suggests that \line \up0 \expndtw-1\charscalex100 experiments may be an impo
rtant tool for testing these \line \up0 \expndtw0\charscalex107 new game theoret
ic results in OM. In future years, \line \up0 \expndtw-1\charscalex100 we hope t
o see the body of behavioral work accelerate \line \up0 \expndtw0\charscalex100
within these problem domains.\par\pard\qj \li20\ri619\sb0\sl-239\slmult0\fi239 \
up0 \expndtw-1\charscalex100 In terms of the types of assumptions tested,\ul0\no
supersub\cf10\f11\fs20 Table 2 \up0 \expndtw-1\charscalex100 \ul0\nosupersub\cf
9\f10\fs20 shows a dominance of work related to Action assump-\line \up0 \expndt
w0\charscalex104 tions.ThismightbeduetothefactthatmanyOMtheories \up0 \expndtw0\
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charscalex100 individuals or systems. Theories concerning the Inten-\line \up0 \
expndtw0\charscalex102 tionsorReactionsofindividualsareoftenlessdeveloped. \line
\up0 \expndtw-4\charscalex100 In the case of Intentions, it is also perhaps mor
e difficult \line \up0 \expndtw-4\charscalex100 to identify behavioral insights
that are truly novel to OM \line \up0 \expndtw-3\charscalex100 settings. For exa
mple, one might identify the behavioral \line \up0 \expndtw0\charscalex101 chara
cteristicthatinventorymanagersareriskaverse,but \par\pard\sect\sectd\fs24\paperw
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a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
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a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
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a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28

a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
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a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
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a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
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a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
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a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28

a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a00fffd9}}}}}\pard\sb0\sl-240{\bkmkstart
Pg14}{\bkmkend Pg14}\ql \li823\sb108\sl-184\slmult0 \up0 \expndtw0\charscalex10
2 \ul0\nosupersub\cf1\f2\fs16 + Models \par\pard\li823\sb0\sl-184\slmult0\par\pa
rd\li823\sb0\sl-184\slmult0\par\pard\li823\sb0\sl-184\slmult0\par\pard\li823\sb2
3\sl-184\slmult0\fi0\tx3075 \up0 \expndtw0\charscalex100 14\tab \up0 \expndtw0\c
harscalex100 E. Bendoly et al./Journal of Operations Management xxx (2005) xxx-x
xx\par\pard\sect\sectd\sbknone\cols2\colno1\colw5563\colsr160\colno2\colw5017\co
lsr160\ql \li823\sb186\sl-230\slmult0 \up0 \expndtw-2\charscalex100 \ul0\nosuper
sub\cf9\f10\fs20 is this aversion unique to the OM task or simply in line\par\pa
rd\qj \li823\ri267\sb2\sl-239\slmult0 \up0 \expndtw0\charscalex102 withtheaversi
onexhibitedbymanagersinotherbusiness \line \up0 \expndtw-2\charscalex100 setting
s? Tests of Action and Reaction assumptions are \line \up0 \expndtw-1\charscalex
100 likely to be more directly associated with OM settings; \line \up0 \expndtw3\charscalex100 often capturing specific aspects of task dependencies or \line \
up0 \expndtw0\charscalex100 second moment phenomenon (e.g., planned variations \
line \up0 \expndtw0\charscalex102 and/oruncertaintyininput,output,ordemand).So,w
hile \line \up0 \expndtw0\charscalex105 we hope experimental research will conti
nue to test \line \up0 \expndtw-3\charscalex100 assumptions of all types, we exp
ect the Action category \line \up0 \expndtw0\charscalex103 tocontinuetodominatea
ndtheReactioncategorytogain \line \up0 \expndtw-3\charscalex100 momentum.\par\pa
rd\ql \li823\ri266\sb0\sl-239\slmult0\fi238\tx1061 \up0 \expndtw0\charscalex105
Another way to categorize prior experimental \line \up0 \expndtw-2\charscal
ex100 researchisto considertheenvironment of the experiment \line \up0 \expndtw0
\charscalex102 itself.Theliteraturewereviewedfallsintothreetypes:(1) \line \up0
\expndtw-2\charscalex100 industrial experiments where real workers are observed
\line \up0 \expndtw-1\charscalex100 performing authentic tasks, (2) laboratory e
xperiments \line \up0 \expndtw0\charscalex109 where subjects take part in a cont
rolled, and often \line \up0 \expndtw-3\charscalex100 stylized, version of an au
thentic task, and (3) situational \line \up0 \expndtw-2\charscalex100 experiment
s where subjects are given a description of a \line \up0 \expndtw-3\charscalex10
0 situation and asked to answer questions about how they \line \up0 \expndtw0\ch
arscalex103 would feel or act in such a situation. The majority of \line \up0 \e
xpndtw-4\charscalex100 publications included in\ul0\nosupersub\cf10\f11\fs20 Ta
ble 2\ul0\nosupersub\cf9\f10\fs20 were of the second type \line \up0 \expndtw-1
\charscalex100 (approximately 75%). Only six papers involved indus-\line \up0 \e
xpndtw0\charscalex104 trial experiments. We hope the number of industrial \line
\up0 \expndtw-2\charscalex100 experiments, in particular, will grow in future ye
ars. \line\tab \up0 \expndtw0\charscalex100 In summary, we believe behavioral ex
periments, if \line \up0 \expndtw-1\charscalex100 properly designed and executed
, can provide windows \line \up0 \expndtw-4\charscalex100 into a wide range of p
henomena of interest to operations \line \up0 \expndtw-4\charscalex100 managers.
Weview experimental research as a means for \line \up0 \expndtw0\charscalex103
ensuringmorerealisticOMtheoriesandmodels,withthe \line \up0 \expndtw-4\charscale
x100 assumptions of many established OM theories serving as \line \up0 \expndtw0
\charscalex105 a vast and rich ground for experimentation. Our \line \up0
\expndtw-2\charscalex100 assumption framework provides one method for identi-\li
ne \up0 \expndtw0\charscalex101 fyingimplicitbehavioralassumptionsinOMmodels.We
\line \up0 \expndtw-2\charscalex100 look forward to the emergence of other frame
works, as \line \up0 \expndtw-3\charscalex100 well as updated literature reviews
, in the years to come.\par\pard\ql \li823\sb0\sl-230\slmult0 \par\pard\ql \li82
3\sb17\sl-230\slmult0 \up0 \expndtw0\charscalex101 Acknowledgements\par\pard\qj
\li823\sb0\sl-238\slmult0 \par\pard\qj \li823\ri267\sb5\sl-238\slmult0\fi238 \up
0 \expndtw0\charscalex101 The insights of L. Joseph Thomas, Kenneth Doerr, \line
\up0 \expndtw0\charscalex100 Elena Katok, and Rachel Croson proved invaluable i
n \line \up0 \expndtw0\charscalex101 the assessment of certain facets of behavio
ral work in \line \up0 \expndtw-4\charscalex100 OM. We would also like to recogn

ize Rob Handfield for \line \up0 \expndtw0\charscalex100 his encouragement in th

e development of this work.\par\pard\ql \li823\sb0\sl-230\slmult0 \par\pard\ql \
li823\sb18\sl-230\slmult0 \up0 \expndtw0\charscalex102 References\par\pard\ql \l
i823\sb0\sl-199\slmult0 \par\pard\ql \li823\ri267\sb35\sl-199\slmult0\tx1062\tx1
062 \up0 \expndtw-2\charscalex100 \ul0\nosupersub\cf1\f2\fs16 Aiello, J.R., Kolb
, K.J., 1995. Electronic performance monitoring and \line\tab \up0 \expndtw0\cha
rscalex107 social context: impact on productivity and stress. Journal of \line \
tab \up0 \expndtw0\charscalex100 Applied Psychology 80 (3), 339-353.\par\pard\ql
\li823\ri266\sb1\sl-198\slmult0\tx1062\tx1062 \up0 \expndtw0\charscalex100 Anso
n, R., Bostrom, R., Wynne, B., 1995. An experiment assessing \line\tab \up0 \exp
ndtw-2\charscalex100 group support system and facilitator effects on meeting out
comes. \line \tab \up0 \expndtw0\charscalex100 Management Science 41 (2), 189-20
8.\par\pard\column \ql \li20\sb184\sl-184\slmult0 \up0 \expndtw0\charscalex106 A
udia, G., Kristof-Brown, A., Brown, K.G., Locke, E.A., 1996.\par\pard\qj \li261\
ri533\sb4\sl-199\slmult0 \up0 \expndtw0\charscalex101 Relationship of goals and
microlevel work processes to perfor-\line \up0 \expndtw0\charscalex101 mance on
a multipath manual task 81 (5) \up0 \expndtw0\charscalex102 483-497.\par\pard\ql
\li20\ri532\sb0\sl-199\slmult0\tx271\tx271\tx271\tx271 \up0 \expndtw-1\charscal
ex100 Bachrach, D.G., Bendoly, E., Podsakoff, P.M., 2001. Attributions of \line\
tab \up0 \expndtw-1\charscalex100 the \u8216?\u8216?causes\u8217?\u8217? of grou
p performance as an alternative explanation \line \tab \up0 \expndtw0\charscalex
101 of the relationship between organizational citizenship behavior \line \tab \
up0 \expndtw0\charscalex100 and organizational performance. Journal of Applied P
sychology \line \tab \up0 \expndtw-2\charscalex100 86 \up0 \expndtw0\charscalex1
05 (6),1285-1293.\par\pard\ql \li20\ri532\sb0\sl-199\slmult0\tx271\tx271\tx271 \
up0 \expndtw0\charscalex105 Bachrach, D.G., Powell, B., Bendoly, E. Organization
al citizen-\line \tab \up0 \expndtw0\charscalex104 ship behavior and performa
nce evaluations: exploring the \line \tab \up0 \expndtw0\charscalex105 impact
of task interdependence. Journal of Applied Psychol-\line \tab \up0 \expndtw0\c
harscalex105 ogy, in press.\par\pard\qj \li20\ri533\sb0\sl-199\slmult0\tx271 \up
0 \expndtw0\charscalex103 Baily, C.D., 1989. Forgetting and the learning curve:
a laboratory \line\tab \up0 \expndtw0\charscalex100 study. Management Science 35
(3), 340-352.\par\pard\ql \li20\sb11\sl-184\slmult0 \up0 \expndtw0\charscalex10
6 Bajari, P.L., McMillan, R.S., Tadelis S., \up0 \expndtw0\charscalex103 2003. A
uctions Versus\par\pard\qj \li261\ri532\sb4\sl-199\slmult0 \up0 \expndtw0\charsc
alex105 Negotiations in Procurement: An Empirical Analysis, NBER \up0 \expndtw-1
\charscalex100 Working Paper 9757.\par\pard\ql \li20\ri532\sb1\sl-199\slmult0\tx
271\tx271\tx271\tx271\tx271\tx271\tx271\tx271\tx271 \up0 \expndtw0\charscalex100
Bartholdi III, J.J., Eisenstein, D.D., 2005. Using bucket brigades to \line\tab
\up0 \expndtw-1\charscalex100 migrate from craft manufacturing to assembly line
s. Manufactur-\line \tab \up0 \expndtw0\charscalex100 ing and Service Operations
Management 7 (2), 121-131. \line \up0 \expndtw-1\charscalex100 Basadur, M., Gra
en, G.B., Scandura, T.A., 1986. Training effects on \line\tab \up0 \expndtw0\cha
rscalex100 attitudes toward divergent thinking among manufacturing engi-\line \t
ab \up0 \expndtw0\charscalex100 neers. Journal of Applied Psychology 71 (4), 612
-617. \line \up0 \expndtw0\charscalex105 Bendoly, E., Bachrach, D.G., Powell, D.
The role of operational \line\tab \up0 \expndtw0\charscalex105 interdependence
and supervisory experience on management \line \tab \up0 \expndtw-2\charscalex10
0 assessments of resource planning systems. Production and Opera-\line \tab \up0
\expndtw-1\charscalex100 tions Management, in press,\ul0\nosupersub\cf12\f13\fs
16 {\field{\*\fldinst {HYPERLINK http://dx.doi.org/10.1016/j.jom.2005.08.004 }}
{\fldrslt {\ul0\nosupersub\cf12\f13\fs16 doi:10.1016/j.jom.2005.08.004}}}\ul0\no
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401fffd9}}}}}\pard\sb0\sl-240{\bkmkstart Pg15}{\bkmkend Pg15}\ql \li737\sb108\sl
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a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
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a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
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a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
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a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
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a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
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a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28a0028a28
a0028a28a0028a28a0028a28a0028a28a0028a28a00fffd9}}}}}\pard\sb0\sl-240{\bkmkstart
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