Four studies provide support for the development and validation of a framework for understanding the range of social psychological outcomes valued subjectively as consequences of negotiations. Study 1 inductively elicited and coded elements of subjective value among students, community members, and negotiation practitioners, revealing 20 categories that negotiation theorists in Study 2 sorted to reveal four underlying dimensions: Feelings about Instrumental Outcomes, the Self, Process, and Relationship. Study 3 proposed a new Subjective Value Inventory (SVI) questionnaire and confirmed its 4-factor structure, and Study 4 presents convergent, discriminant, and predictive validity data for this SVI. Results suggest the SVI is a promising tool to systematize and encourage research on the subjective outcomes of negotiation.

With the growth of fashion consumption through websites and e-tailers, the question of when and why consumers engage in shopping without the intent to purchase has gained new relevance. A novel framework for understanding this phenomenon comes from studies examining the neural basis of aesthetic appreciation. Previous studies in neuroaesthetics have identified brain regions associated with value and reward, including the nucleus accumbens (NAcc) and ventromedial prefrontal cortex (VMPFC), as involved during attractiveness judgments even when no physical product is consumed. Along with research demonstrating that attractive stimuli can serve as economic incentives to motivate behavior, these results suggest that the experience of aesthetic appreciation can have value in and of itself, similar to the hedonic value previously proposed to explain shopping without the intent to purchase. The proposed study examines whether fashion browsing can be considered a type of aesthetic experience. Functional magnetic resonance imaging (fMRI) will be used to measure neural activation as female subjects (N=50) view fashion images. If fashion browsing is a type of aesthetic experience, we would expect it serve as an economic incentive and motivate work. Additionally, the NAcc and VMPFC during browsing should show increasing activation with increasing attractiveness of fashion content. Individual differences in self-reported fashion browsing behavior will correlate with the degree of neural differentiation to fashion content such that individuals who spend more time per week browsing will have higher BOLD signal NAcc and VMPFC activation during the experimental task. Fashion browsing as an aesthetic experience could serve as a crucial mechanism to develop a greater understanding of an important aspect of the consumer shopping experience.

This thesis presents a positive answer to the question: "Is theory of value an unjustly overlooked subject of economics?" The positive answer is arrived at by analysis of logical and historical genesis of the concept of value itself and consequences of its nature to both concept of value and its applicability, as well as for economics proper and some of its subject matters (choice theory, theory of money and welfare theory).

Décider, c’est sélectionner une alternative parmi l’ensemble des options possibles en accord avec nos buts. Les décisions perceptuelles, correspondant à la sélection d’une action sur la base d’une perception, résultent de l’accumulation progressive d’information sensorielle jusqu’à un seuil de décision. Aux niveaux comportemental et cérébral, ce processus est bien capturé par les modèles de décision par échantillonnage séquentiel. L’étude neurobiologique des processus de décision, guidée par l’usage de modèles computationnels, a permis d’établir un lien clair entre cette accumulation d’information sensorielle et un réseau cortical incluant le sillon intra-pariétal et le cortex dorso-latéral préfrontal. L’architecture des réseaux biologiques impliqués dans la prise de décision, la nature des algorithmes qu’ils implémentent et surtout, l’étude des relations entre structure biologique et computation est au cœur des questionnements actuels en neurosciences cognitives et constitue le fil conducteur de cette thèse. Dans un premier temps, nous nous sommes intéressés aux mécanismes neuraux et computationnels permettant l’ajustement du processus de décision perceptuelle à son contexte. Nous avons montré que l’information a priori disponible pour prédire nos choix diminue la distance au seuil de décision, régulant ainsi dynamiquement la quantité d’information sensorielle nécessaire pour sélectionner une action. Pendant la prise de décision perceptuelle, le cortex cingulaire antérieur ajuste le seuil de décision proportionnellement à la quantité d’information prédictive disponible et le cortex dorso-latéral préfrontal implémente l’accumulation progressive d’information sensorielle. Dans un deuxième temps, nous avons abordé la question de l’unicité, au travers des domaines cognitifs, des mécanismes neuro-computationnels implémentant la prise de décision. Nous avons montré qu’un modèle de décision par échantillonnage séquentiel utilisant la valeur subjective espérée de chaque option prédisait avec précision le comportement de sujets lors de choix économiques risqués. Pendant la décision, la portion médiale du cortex orbito-frontal code la différence entre les valeurs subjectives des options considérées, exprimées sur une échelle de valeur commune. Ce signal orbito-frontal médian sert d’entrée à un processus de décision par échantillonnage séquentiel implémenté dans le cortex dorso-latéral préfrontal. Pris ensemble, nos travaux précisent les contours d’une architecture fonctionnelle de la prise de décision dans le cortex préfrontal humain en établissant une cartographie des modules computationnels qu’il implémente, mais aussi en caractérisant la façon dont l’intégration fonctionnelle de ces régions cérébrales permet l’émergence de la capacité à prendre des décisions / Decision-making is the selection of an alternative according to our inner goals. Perceptual decisions, the selection of an action based on our perceptions, are made when sensory evidence accumulated over time reaches a decision threshold. This cognitive process is well accounted for by sequential sampling models of decision-making. Moreover, the model-driven neurobiological study of the decision-making process has linked the accumulation of sensory information with a parieto-prefrontal cortical network. The architecture of these cortical networks, the algorithms implemented and the mapping of elementary computations onto biological structures are the questions at the core of this thesis. First, we investigated the neural mechanisms underlying the contextual modulation of the decision-making process. We showed that predictive information on the forthcoming stimuli decreased the distance to the decision threshold, adjusting dynamically the amount of sensory information required to commit to a choice. In our study, the anterior cingulate cortex modulated the decision threshold in proportion to the amount of predictive information and the dorso-lateral prefrontal cortex accumulated sensory information. Then, we addressed the question of the unicity across cognitive domains of the neuro-computational mechanisms of decision-making. We showed that a sequential sampling model of decision-making using subjective values as its inputs precisely predicted Human economic decision-making behavior. Moreover, we showed that the medial part of the orbito-frontal cortex coded the difference between the subjective values of the options under scrutiny on a common scale. This orbito-frontal decision-related value signal drove the sequential sampling decision-making process implemented in the dorso-lateral prefrontal cortex. Taken together, our work delineates a functional architecture of Human decision-making by mapping elementary computations onto the human prefrontal cortex and by characterizing how the functional integration between these brain regions subserves the ability to make choices

Incorporate in business administration from the management model of economic value, implies that the direction of the entity should worry about how to run effectively in this economic value and how to achieve an equitable distribution of this value created, which requires understanding the nature of this economic value and the importance of the firm as an essential economic activity. In this context arose three approaches that are directly related to the firm and its capacity to create economic value, such as economic agents involved in it, or understand how to shape the firmand the relationship between the real market and the financial market. In this vein, the purpose of this article is tolay the ground work for supporting the economic value and the considerations that management should keep in mind when it comes to managing it. / Incorporar en la administración de empresas el modelo de gestión del valor económico implica que la dirección de la entidad debe preocuparse de forma eficaz en la generación de este valor económico y en su distribución equitativa, lo cual obliga a comprender su naturaleza y la importancia de la empresa como ente fundamental de la actividad económica. En este contexto, surgen tres planteamientos que están directamente relacionados con la empresa y su capacidad para crear valor económico: los agentes económicos involucrados en la misma, la forma de entender o modelar la empresa y la relación entre el mercado real y el mercado financiero. En este orden, el objetivo de este artículo es establecer las bases en las que se sustenta este valor y las consideraciones que la dirección debe tener presente para gestionarlo.

The aim is to present specific methodology of the austrian school with laying stress on prerequisits which determine its understanding of phenomena.

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No. of bitstreams: 1 Dissertação Alcides Pegorer Junior.pdf: 1016013 bytes, checksum: c4d1c2ce34f4dad11581376e15e491ef (MD5) Previous issue date: 2012-12-27 / In the context of a very competitive market, having teams very well prepared and properly allocated is critical to the survival of businesses. This study aims to identify the repercussion on customer satisfaction and results of companies, from the knowledge of the people working on the front line of these companies, those professionals who play an important role in negotiation, identifying what they value in a subjectively negotiation. Using the tool SVI (Subjective Value Inventory) developed by Curhan et al (2006), from the dimensions of independent and interdependent self-image, attempts to identify the subjective values of the negotiators of a Brazilian retail bank, responsible for a significant part of the negotiations and results of the company in relation to feelings about themselves (Self), the instrumental results, and the process and relationship (Rapport), using interpersonal trust as a moderator in this relationship. Once identified, found results will be related to the customer satisfaction. The purpose of seeking this correlation is due to the assumption that the company exists only because of the customer. For this purpose, it was conducted a quantitative survey, with the application of a structured and closed questionnaire to 532 of the bank negotiators from that bank, who work in the states of Santa Catarina, Rio de Janeiro and Maranhão, responsible for relationship, prospecting and conducting business with institution’s customers, personal, small business and government. Data were analyzed using statistical techniques, using the method of Partial Least Squares. It was observed that over forty percent of customer satisfaction is explained by the subjective values of the negotiators. The study showed, among others results, that business managers with self-image independently value the Self and instrumental results in a negotiation, and interpersonal trust cognitive negatively moderates this relationship. Still, Rapport is valued in a negotiation by those business managers with interdependent self-image and this appreciation in a negotiation is positively related to customer satisfaction. / No contexto de um mercado tão competitivo, ter equipes bem preparadas e alocadas adequadamente é fundamental para a sobrevivência das empresas. O presente estudo objetiva identificar o reflexo na satisfação dos clientes e nos resultados das empresas, a partir do conhecimento das pessoas que trabalham na linha de frente dessas empresas, aqueles profissionais que exercem um papel importante de negociação, identificando o que eles valorizam subjetivamente em uma negociação. Por meio da ferramenta SVI (Subjective Value Inventory), desenvolvida por Curhan et al (2006), a partir das dimensões de autoimagem independente e interdependente, busca-se identificar os valores subjetivos dos negociadores de um banco de varejo brasileiro, responsáveis por parte significativa das negociações e dos resultados da empresa, relativamente aos sentimentos sobre si mesmos (Self), aos resultados instrumentais, e ao processo e relacionamento (Rapport), utilizando a confiança interpessoal como moderadora nessa relação. Após identificados os valores subjetivos desses negociadores em negociação, relacionar os resultados encontrados com a satisfação dos clientes. Para isso, foi realizada uma pesquisa quantitativa, com a aplicação de um questionário fechado e estruturado a 532 negociadores desse banco que atuam nos estados de Santa Catarina, Rio de Janeiro e Maranhão, responsáveis pelo relacionamento, prospecção e realização de negócios com os clientes da instituição, nos segmentos pessoa física, micro e pequenas empresas e governo. Os dados foram analisados a partir de técnicas estatísticas, utilizando-se o método dos Mínimos Quadrados Parciais. Observou-se que mais de 40% da satisfação de cliente é explicada pelos valores subjetivos dos negociadores. O estudo apontou como resultados, dentre outros, que os gerentes de negócios com autoimagem independente valorizam o Self e os resultados instrumentais em uma negociação, e que a confiança interpessoal cognitiva modera negativamente essa relação. Ainda, que aqueles gerentes de negócios com autoimagem interdependente, valorizam o Rapport em uma negociação e que essa valorização está positivamente relacionada com a satisfação dos clientes.

This thesis aims to explain the basic characteristics of valuation method in practice use. The first chapter is about basic character of each method of valuation and factors which influence its applicability. The second chapter mentions estimation of market value/appraisal, includes affecting factors. Then, the third and fourth parts aim to comparing these appraisals (market. vs. price bargaining, subjective and objective, complex appraisal) and price formation for price bargaining in the Czech a EU market. Chain of model facets in appraisal is demonstrated by fair example in the fifth part. Mainly prefeasibility appraisal and bargaining based on the categories of value are followed. These entire complexes comparing of advantages and disadvantages of each category of value with a focus on valuation methods, in particular the consequences of their use are gone to conclusion of my thesis. At the very end of the thesis there are the main points of practical differences and their benefits to it and their contributions summarized.