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Singapore Management University

2016

Research Collection Lee Kong Chian School Of Business

Articles 1 - 30 of 48

Full-Text Articles in Social and Behavioral Sciences

All In The Family: Economies Of Scale In Retail And Institutional Investment Management, Darwin Choi, Xi Li, Tong Yao, Zhe Zhang Dec 2016

All In The Family: Economies Of Scale In Retail And Institutional Investment Management, Darwin Choi, Xi Li, Tong Yao, Zhe Zhang

Research Collection Lee Kong Chian School Of Business

This paper examines the (dis)economies of scale related to the joint management of retail mutual funds and institutional funds (i.e., investment portfolios catering to institutional clients). Similar to well-known observations for mutual funds, the performance of institutional funds is negatively related to fund size but positively related to fund family size, suggesting diseconomies of scale at individual fund level and economies of scale at fund family level. More importantly, there is spillover of the family size effect -- the performance of mutual funds (institutional funds) is positively related to the total institutional assets (mutual fund assets) managed by the same …

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The Effect Of Monetary Policy On Bank Wholesale Funding, Hyunsoo Choi, Hyun Soo Choi Dec 2016

The Effect Of Monetary Policy On Bank Wholesale Funding, Hyunsoo Choi, Hyun Soo Choi

Research Collection Lee Kong Chian School Of Business

We study how monetary policy affects the funding composition of the banking sector. When monetary tightening reduces the retail deposit supply due to, for example, a decrease in bank reserves or in money demand, banks try to substitute the deposit outflows with more wholesale funding in order to mitigate the policy impact on their lending. Banks have varying degrees of accessibility to wholesale funding sources because of financial frictions, and those banks that are large or that have a greater reliance on wholesale funding increase their wholesale funding more. As a result, monetary tightening increases both the reliance on and …

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Simulations For Crisis Communication: The Use Of Social Media, Siyoung Chung Dec 2016

Simulations For Crisis Communication: The Use Of Social Media, Siyoung Chung

Research Collection Lee Kong Chian School Of Business

Simulations have been widely used in crisis and emergency communication for practitioners but have not reached classrooms in higher education. The purpose of this study was to investigate the effects that simulations using social media have on learning of crisis communication among college students. To explore the effects, a real-time crisis simulation activity using social media are created for 132 undergraduate students enrolled at a business school. Both quantitative and qualitative data collected from pre- and post-simulation surveys are used to investigate the benefits of simulations on learning and identify the challenges the participants experienced.

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Short Selling Meets Hedge Fund 13f: An Anatomy Of Informed Demand, Yawen Jiao, Massimo Massa, Hong Zhang Dec 2016

Short Selling Meets Hedge Fund 13f: An Anatomy Of Informed Demand, Yawen Jiao, Massimo Massa, Hong Zhang

Research Collection Lee Kong Chian School Of Business

The existing literature treats the short side (i.e., short selling) and the long side of hedge fund trading (i.e., fund holdings) independently. The two sides, however, complement each other: opposite changes in the two are likely to be driven by information, whereas simultaneous increases (decreases) of the two may be motivated by hedging (unwinding) considerations. We use this intuition to identify informed demand and document that it exhibits highly significant predictive power over returns (approximately 10% per year). We also find that informed demand forecasts future firm fundamentals, suggesting that hedge funds play an important role in information discovery. (C) …

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The Effect Of Monetary Policy On Bank Wholesale Funding, Hyunsoo Choi, Hyun Soo Choi Dec 2016

The Effect Of Monetary Policy On Bank Wholesale Funding, Hyunsoo Choi, Hyun Soo Choi

Research Collection Lee Kong Chian School Of Business

We study how monetary policy affects the funding composition of the banking sector. When monetary tightening reduces the retail deposit supply due to, for example, a decrease in bank reserves or in money demand, banks try to substitute the deposit outflows with more wholesale funding in order to mitigate the policy impact on their lending. Banks have varying degrees of accessibility to wholesale funding sources because of financial frictions, and those banks that are large or that have a greater reliance on wholesale funding increase their wholesale funding more. As a result, monetary tightening increases both the reliance on and …

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Can Asians Be Creative?, Chua, Roy Y. J., Jerry Zremski Nov 2016

Can Asians Be Creative?, Chua, Roy Y. J., Jerry Zremski

Research Collection Lee Kong Chian School Of Business

A crotchety American named Henry Ford invented a modern, fast and efficient way to manufacture automobiles and a Japanese man named Eiji Toyoda refined and perfected it. A series of innovators across the western world developed the television - and the tech specialists at Sony, Toshiba and a host of other Asian companies found ways to make TVs better, cheaper, faster. And an idiosyncratic Californian named Steve Jobs invented a company that made a smart phone for the masses - and then outsourced the manufacturing to China. If you detect a pattern here, you are not alone. Asia may be …

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Days To Cover And Stock Returns, Harrison G. Hong, Frank Weikai Li, Sophie X. Ni, Jose A. Scheinkman, Philip Yan Nov 2016

Days To Cover And Stock Returns, Harrison G. Hong, Frank Weikai Li, Sophie X. Ni, Jose A. Scheinkman, Philip Yan

Research Collection Lee Kong Chian School Of Business

A crowded trade emerges when speculators' positions are large relative to the asset's liquidity, making exit difficult. We study this problem of recent regulatory concern by focusing on short-selling. We show that days to cover (DTC), the ratio of short interest to trading volume, measures the costliness of exiting crowded trades. Crowding is an important concern as short-sellers avoid illiquid stocks, which we establish using an instrumental-variables strategy involving staggered stock market decimalization reforms. Arbitrageurs require a premium to enter into such trades as a strategy shorting high DTC stocks and buying low DTC stocks generates a 1.2% monthly return. …

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Blame The Shepherd Not The Sheep: Imitating Higher-Ranking Transgressors Mitigates Punishment For Unethical Behavior, Christopher W. Bauman, Leigh Plunkett Tost, Ong, Madeline Nov 2016

Blame The Shepherd Not The Sheep: Imitating Higher-Ranking Transgressors Mitigates Punishment For Unethical Behavior, Christopher W. Bauman, Leigh Plunkett Tost, Ong, Madeline

Research Collection Lee Kong Chian School Of Business

Do bad role models exonerate others’ unethical behavior? Based on social learning theory and psychologicaltheories of blame, we predicted that unethical behavior by higher-ranking individuals changes howpeople respond to lower-ranking individuals who subsequently commit the same transgression. Fivestudies explored when and why this rank-dependent imitation effect occurs. Across all five studies, wefound that people were less punitive when low-ranking transgressors imitated high-ranking membersof their organization. However, imitation only reduced punishment when the two transgressors werefrom the same organization (Study 2), when the transgressions were highly similar (Study 3), and whenit was unclear whether the initial transgressor was punished (Study 5). …

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Bargaining Zone Distortion In Negotiations: The Elusive Power Of Multiple Alternatives, Michael Schaerer, David D. Loschelder, Roderick I. Swaab Nov 2016

Bargaining Zone Distortion In Negotiations: The Elusive Power Of Multiple Alternatives, Michael Schaerer, David D. Loschelder, Roderick I. Swaab

Research Collection Lee Kong Chian School Of Business

We challenge the assumption that having multiple alternatives is always better than a single alternative by showing that negotiators who have additional alternatives ironically exhibit downward-biased perceptions of their own and their opponent’s reservation price, make lower demands, and achieve worse outcomes in distributive negotiations. Five studies demonstrate that the apparent benefits of multiple alternatives are elusive because multiple alternatives led to less ambitious first offers (Studies 1–2) and less profitable agreements (Study 3). This distributive disadvantage emerged because negotiators’ perception of the bargaining zone was more distorted when they had additional (less attractive) alternatives than when they only had …

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Interpersonal Dynamics In Assessment Center Exercises: Effects Of Role Player Portrayed Disposition, Tom Oliver, Peter Hausdorf, Filip Lievens, Peter Conlon Nov 2016

Interpersonal Dynamics In Assessment Center Exercises: Effects Of Role Player Portrayed Disposition, Tom Oliver, Peter Hausdorf, Filip Lievens, Peter Conlon

Research Collection Lee Kong Chian School Of Business

Although interpersonal interactions are the mainstay of many assessment center exercises, little is known about how these interactions unfold and affect participant behavior and performance. More specifically, participants interact with role players who have been instructed to demonstrate behavior reflecting specific dispositions as part of the exercise. This study focuses on role player portrayed disposition as a potentially important social demand relevant to participant behavior and performance in interpersonal simulations. We integrate interpersonal theory and trait activation theory to formulate hypotheses about the effects of role player portrayed disposition on participant behavior and performance in 184 interpersonal simulations. A significant …

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How To Revive Beauty Subscription Boxes In Asia, Shilpa Madan Oct 2016

How To Revive Beauty Subscription Boxes In Asia, Shilpa Madan

Research Collection Lee Kong Chian School Of Business

After being acquired by consumer goods behemoth Unilever for a whopping $1 billion, Dollar Shave Club became the indisputable poster child of the subscription economy era. So will the next Dollar Shave Club come from Asia?

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The Too-Much Precision Effect: When And Why Precise Anchors Backfire With Experts, David D. Loschelder, Malte Friese, Michael Schaerer, Adam D. Galinsky Oct 2016

The Too-Much Precision Effect: When And Why Precise Anchors Backfire With Experts, David D. Loschelder, Malte Friese, Michael Schaerer, Adam D. Galinsky

Research Collection Lee Kong Chian School Of Business

Past research has suggested a fundamental principle of price precision: The more precise an opening price, the more it anchors counteroffers. The present research challenges this principle by demonstrating a too-much-precision effect. Five experiments (involving 1,320 experts and amateurs in real-estate, jewelry, car, and human-resources negotiations) showed that increasing the precision of an opening offer had positive linear effects for amateurs but inverted-U-shaped effects for experts. Anchor precision backfired because experts saw too much precision as reflecting a lack of competence. This negative effect held unless first movers gave rationales that boosted experts’ perception of their competence. Statistical mediation and …

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An Approach-Avoidance Framework Of Workplace Aggression, D. Lance Ferris, Ming Yan, Vivien K. G. Lim, Yuanyi Chen, Shereen Fatimah Oct 2016

An Approach-Avoidance Framework Of Workplace Aggression, D. Lance Ferris, Ming Yan, Vivien K. G. Lim, Yuanyi Chen, Shereen Fatimah

Research Collection Lee Kong Chian School Of Business

The number of constructs developed to assess workplace aggression has flourished in recent years, leading to confusion over what meaningful differences exist (if any) between the constructs. We argue that one way to frame the field of workplace aggression is via approach–avoidance principles, with various workplace aggression constructs(e.g., abusive supervision, supervisor undermining, and workplace ostracism) differentially predicting specific approach or avoidance emotions and behaviors. Using two multi-wave field samples of employees, we demonstrate the utility of approach–avoidance principles in conceptualizing workplace aggression constructs, as well as the processes and boundary conditions through which they uniquely influence outcomes. Implications for the …

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Political Turnovers, Ownership, And Corporate Investment In China, Jerry X. Cao, Julio Brandon, Tiecheng Leng, Sili Zhou Oct 2016

Political Turnovers, Ownership, And Corporate Investment In China, Jerry X. Cao, Julio Brandon, Tiecheng Leng, Sili Zhou

Research Collection Lee Kong Chian School Of Business

We examine the impact of political influence and ownership on corporate investment by exploiting the unique way provincial leaders are promoted in China. The tournament-style promotion system creates incentives for new governors to exert influence over investment in the early years of their term. We find a divergence in investment rates between state owned enterprises (SOEs) and private firms following political turnover. SOEs increase investment by 6.0% following the turnover while investment rates for private firms decline, suggesting that the political influence exerted over SOEs may crowd out private investment.

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Textual Analysis And Machine Leaning: Crack Unstructured Data In Finance And Accounting, Li Guo, Feng Shi, Jun Tu Sep 2016

Textual Analysis And Machine Leaning: Crack Unstructured Data In Finance And Accounting, Li Guo, Feng Shi, Jun Tu

Research Collection Lee Kong Chian School Of Business

In finance and accounting, relative to quantitative methods traditionally used, textual analysis becomes popular recently despite of its substantially less precise manner. In an overview of the literature, we describe various methods used in textual analysis, especially machine learning. By comparing their classification performance, we find that neural network outperforms many other machine learning techniques in classifying news category. Moreover, we highlight that there are many challenges left for future development of textual analysis, such as identifying multiple objects within one single document.

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Did Bp Atone For Its Transgressions? Expanding Theory Of “Ethical Apology In Crisis Communication, Audra Diers-Lawson, Augustine Pang Sep 2016

Did Bp Atone For Its Transgressions? Expanding Theory Of “Ethical Apology In Crisis Communication, Audra Diers-Lawson, Augustine Pang

Research Collection Lee Kong Chian School Of Business

Ethical communication during crisis response is often assessed by external perceptions of the organization's intentions, rather than an assessment of the organization's communicative behaviors. This can easily lead researchers to draw editorial conclusions about an organization's ethics in crisis response rather than accurately describing its communicative behaviors. The case of BP's 2010 oil spill in the Gulf of Mexico provides a prime example for the importance of accurately assessing the ethical content of an organization's crisis response because the ethics of BP's response have been discussed in news and academic sources; yet little direct examination of the ethical content in …

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What 100,000 Tweets About The Volkswagen Scandal Tell Us About Angry Customers, Vanitha Swaminathan, Suyun Mah Sep 2016

What 100,000 Tweets About The Volkswagen Scandal Tell Us About Angry Customers, Vanitha Swaminathan, Suyun Mah

Research Collection Lee Kong Chian School Of Business

In September 2015 the Environmental Protection Agency found that many Volkswagen cars sold in the United States were equipped with software that could falsely improve the performance of diesel engines on emissions tests. This cheating was subsequently acknowledged by the car maker.Among the many issues at stake for the company was one of public perception. Anecdotal evidence at the time of the incident suggested irreparable harm to the Volkswagen brand. So could Volkswagen recover in the short term in this regard? And, the broader question, how can you measure brand perception in times of scandal, particularly in an era where …

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Contingent Value Of Director Identification: The Role Of Government Directors In Monitoring And Resource Provision In An Emerging Economy, Hongjin Zhu, Toru Yoshikawa Aug 2016

Contingent Value Of Director Identification: The Role Of Government Directors In Monitoring And Resource Provision In An Emerging Economy, Hongjin Zhu, Toru Yoshikawa

Research Collection Lee Kong Chian School Of Business

Although previous studies have explored the value of government directors, less attention has been directed at the antecedents of government directors' engagement in value-adding activities, such as managerial monitoring and resource provision. Drawing on social identity theory, we offer a novel model that specifies how a government director's dual identifications with the focal firm, and with the government individually and interactively affect his or her governance behavior. An investigation of government directors in China shows that their identification with the focal firm enhances monitoring and resource provision, while their identification with the government affects monitoring and resource provision differently. depending …

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Leveraging Foreign Institutional Logic In The Adoption Of Stock Option Pay Among Japanese Firms, Xuesong Geng, Toru Yoshikawa, Asli M. Colpan Jul 2016

Leveraging Foreign Institutional Logic In The Adoption Of Stock Option Pay Among Japanese Firms, Xuesong Geng, Toru Yoshikawa, Asli M. Colpan

Research Collection Lee Kong Chian School Of Business

We investigate why Japanese firms have adopted executive stock option pay, which was developed with shareholder-oriented institutional logic that was inconsistent with Japanese stakeholder-oriented institutional logic. We argue that Japanese managers have self-serving incentives to leverage stock ownership of foreign investors and their associated institutional logic to legitimize the adoption of stock option pay. Our empirical analyses with a large sample of Japanese firms between 1997 and 2007 show that when managers have elite education, high pay inequality with ordinary employees, and when firms experience poor sales growth, foreign ownership is more likely associated with the adoption of stock option …

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Thinking Through The Meteoric Rise Of Middle-East Carriers From Singapore Airlines' Vantage Point, Terence P. C. Fan, Mats Lingblad Jul 2016

Thinking Through The Meteoric Rise Of Middle-East Carriers From Singapore Airlines' Vantage Point, Terence P. C. Fan, Mats Lingblad

Research Collection Lee Kong Chian School Of Business

The rise of Middle East carriers in the past decade has been nothing less than meteoric. Based on the notion of generic strategy, we analysed the potential for competitors of the leading Middle East carriers to respond in terms of market scope and product characteristics, using Singapore Airlines as a reference. We found that it was generally difficult for Singapore Airlines to compete in terms of market scope, and thus it should concentrate on offering different degrees of differentiation in its products. While the latest small, long-haul aircraft could help increase Singapore Airlines' market scope, this impact would be marginal …

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Validity And Reliability Of Situational Judgement Test Scores: A New Approach Based On Cognitive Diagnosis Models, Miguel A. Sorrel, Julio Olea, Francisco José Abad, Jimmy De La Torre, David Aguado, Filip Lievens Jul 2016

Validity And Reliability Of Situational Judgement Test Scores: A New Approach Based On Cognitive Diagnosis Models, Miguel A. Sorrel, Julio Olea, Francisco José Abad, Jimmy De La Torre, David Aguado, Filip Lievens

Research Collection Lee Kong Chian School Of Business

Conventional methods for assessing the validity and reliability of situational judgment test (SJT) scores have proven to be inadequate. For example, factor analysis techniques typically lead to nonsensical solutions, and assumptions underlying Cronbach's alpha coefficient are violated due to the multidimensional nature of SJTs. In the current article, we describe how cognitive diagnosis models (CDMs) provide a new approach that not only overcomes these limitations but that also offers extra advantages for scoring and better understanding SJTs. The analysis of the Q-matrix specification, model fit, and model parameter estimates provide a greater wealth of information than traditional procedures do. Our …

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Tapping The Power Of Local Knowledge: A Local-Global Interactive Perspective, Shenxue Li, Mark Easterby-Smith, Majorie A. Lyles, Timothy Adrian Robert Clark Jun 2016

Tapping The Power Of Local Knowledge: A Local-Global Interactive Perspective, Shenxue Li, Mark Easterby-Smith, Majorie A. Lyles, Timothy Adrian Robert Clark

Research Collection Lee Kong Chian School Of Business

Existing theories of international business and strategy do not fully explain how local knowledge disadvantage faced by foreign investors can be mitigated. We conducted an in-depth qualitative study into four MNCs to investigate the micro-processes of how they generated value from their dispersed sources of local knowledge in China. The results suggest an interactive model: that MNCs employed management processes encompassing three strategically interconnected efforts—global knowledge penetration, local-global knowledge blending, and local-global knowledge integration. The model highlights the interplay between global and local knowledge and challenges extant research that solely focuses on the transfer of either home-based or local knowledge.

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Public Relations Practitioners’ Perceptions Of The Use Of Crisis Response Strategies In China, Yang Hu, Augustine Pang Jun 2016

Public Relations Practitioners’ Perceptions Of The Use Of Crisis Response Strategies In China, Yang Hu, Augustine Pang

Research Collection Lee Kong Chian School Of Business

This study seeks to solicit Chinese PR practitioners’ views on the veracity of identified indigenous crisis response strategies (CRSs) and examine the underpinning socio-contextual factors that contribute to the employment of these strategies. Through 20 interviews, the authors found that political power, cultural backgrounds, media nature, public idiosyncrasies, and companies’ problematic status contributed to the use of indigenous strategies of “Barnacle”, “Third-party endorsement” and “Setting up new topics”.

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What Makes Professors Credible: The Effect Of Demographic Characteristics And Ideological Beliefs, Luke Zhu, Karl Aquino, Abhijeet K. Vadera Jun 2016

What Makes Professors Credible: The Effect Of Demographic Characteristics And Ideological Beliefs, Luke Zhu, Karl Aquino, Abhijeet K. Vadera

Research Collection Lee Kong Chian School Of Business

Five studies are conducted to examine how ideology and perceptions regarding gender, race, caste, and affiliation status affect how individuals judge researchers' credibility. Support is found for predictions that individuals judge researcher credibility according to their egalitarian or elitist ideologies and according to status cues including race, gender, caste, and university affiliation. Egalitarians evaluate low-status researchers as more credible than high-status researchers. Elitists show the opposite pattern. Credibility judgments affect whether individuals will interpret subsequent ambiguous events in accordance with the researcher's findings. Effects of diffuse status cues and ideological beliefs may be mitigated when specific status cues are presented …

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Widening Access In Selection Using Situational Judgement Tests: Evidence From The Ukcat, Filip Lievens, Fiona Patterson, Jan Corstjens, Stuart Martin, Sandra Nicholson Jun 2016

Widening Access In Selection Using Situational Judgement Tests: Evidence From The Ukcat, Filip Lievens, Fiona Patterson, Jan Corstjens, Stuart Martin, Sandra Nicholson

Research Collection Lee Kong Chian School Of Business

Widening access promotes student diversity and the appropriate representation of all demographic groups. This study aims to examine diversity-related benefits of the use of situational judgement tests (SJTs) in the UK Clinical Aptitude Test (UKCAT) in terms of three demographic variables: (i) socioeconomic status (SES); (ii) ethnicity, and (iii) gender. Methods: Outcomes in medical and dental school applicant cohorts for the years 2012 (n = 15 581) and 2013 (n = 15 454) were studied. Applicants' scores on cognitive tests and an SJT were linked to SES (parents' occupational status), ethnicity (White versus Black and other minority ethnic candidates), and …

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The Regret Elements Scale: Distinguishing The Emotional And Cognitive Components Of Regret, Joshua Buchanan, Amy Summerville, Jennifer Lehmann, Jochen Reb May 2016

The Regret Elements Scale: Distinguishing The Emotional And Cognitive Components Of Regret, Joshua Buchanan, Amy Summerville, Jennifer Lehmann, Jochen Reb

Research Collection Lee Kong Chian School Of Business

Regret is one of the most common emotions, but researchers generally measure it in an ad-hoc, unvalidated fashion. Three studies outline the construction and validation of the Regret Elements Scale (RES), which distinguishes between an affective component of regret, associated with maladaptive affective outcomes, and a cognitive component of regret, associated with functional preparatory outcomes. The present research demonstrates the RES’s relationship with distress (Study 1), appraisals of emotions (Study 2), and existing measures of regret (Study 3). We further demonstrate the RES’s ability to differentiate regret from other negative emotions (Study 2) and related traits (Study 3). The scale …

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The Regret Elements Scale: Distinguishing The Emotional And Cognitive Components Of Regret, J. Buchanan, A. Summerville, J. Lehmann, Jochen Reb May 2016

The Regret Elements Scale: Distinguishing The Emotional And Cognitive Components Of Regret, J. Buchanan, A. Summerville, J. Lehmann, Jochen Reb

Research Collection Lee Kong Chian School Of Business

Regret is one of the most common emotions, but researchers generally measure it in an ad-hoc, unvalidated fashion. Three\302\240studies outline the construction and validation of the Regret Elements Scale (RES), which distinguishes between an affective\302\240component of regret, associated with maladaptive affective outcomes, and a cognitive component of regret, associated with\302\240functional preparatory outcomes. The present research demonstrates the RES's relationship with distress (Study 1), appraisals\302\240of emotions (Study 2), and existing measures of regret (Study 3). We further demonstrate the RES's ability to differentiate\302\240regret from other negative emotions (Study 2) and related traits (Study 3). The scale provides both a new theoretical …

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The Microstructure Behavior Of Sgx Nikkei 225 Index Futures Resulting From Component Changes Of The Underlying Cash Market Index, Charlie Charoenwong, David K. Ding, Vasan Siraprapasiri May 2016

The Microstructure Behavior Of Sgx Nikkei 225 Index Futures Resulting From Component Changes Of The Underlying Cash Market Index, Charlie Charoenwong, David K. Ding, Vasan Siraprapasiri

Research Collection Lee Kong Chian School Of Business

We study the effect of changes involving component stocks of the Nikkei 225 stock index on the behavior of the Nikkei 225 index futures. Specifically, we examine the effects of component changes of the Nikkei 225 on the volume, returns, volatility, and bid-ask spreads (BAS) on its corresponding futures contract traded on the Singapore Exchange (SGX). We find that trading volume increases and the bid-ask spread decreases but there is no significant change in the returns of the SGX Nikkei 225 index futures after a component change takes place. This does not support the Price Pressure Hypothesis, which states that …

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Inter-Generational Transitions Of Family Businesses Using Private Equity: Lessons For China And Australia From Chinese Family-Owned Enterprises In Singapore, Pi Shen Seet, Christopher Graves, Wee Liang Tan May 2016

Inter-Generational Transitions Of Family Businesses Using Private Equity: Lessons For China And Australia From Chinese Family-Owned Enterprises In Singapore, Pi Shen Seet, Christopher Graves, Wee Liang Tan

Research Collection Lee Kong Chian School Of Business

This chapter aims to address some of these research gaps by looking at family-owned SMEs (SMFEs). In particular, it examines the considerations of Chinese SMFES in Singapore when they engage with the private equity (PE) sector as part of the overall capital-raising and harvest strategy.

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Sidestepping The Rock And The Hard Place: The Private Avoidance Of Prosocial Requests, Stephanie C. Lin, Rebecca L. Schaumberg, Taly Reich May 2016

Sidestepping The Rock And The Hard Place: The Private Avoidance Of Prosocial Requests, Stephanie C. Lin, Rebecca L. Schaumberg, Taly Reich

Research Collection Lee Kong Chian School Of Business

For some, facing a prosocial request feels like being trapped between a rock and a hard place, requiring either a resource (e.g., money) or psychological (e.g., self-reproach) cost. Because both outcomes are dissatisfying, we propose that these people are motivated to avoid prosocial requests, even when they face these requests in private, anonymous contexts. In two experiments, in which participants' anonymity and privacy was assured, participants avoided facing prosocial requests and were willing to do so at a personal cost. This was true both for people who would have otherwise complied with the request and those who would have otherwise …

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