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Marco Greco

University of Cassino and Southern Latium, Department of Civil and Mechanical Engineering, Faculty Member

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Mainly researching on open innovation, intellectual capital, project management and business strategy. Keen to collaborate with foreign colleagues on adjacent topics. Teaches Industrial Marketing, Corporate governance, Negotiation and Enterprise Management

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Papers by Marco Greco

A framework of intellectual property protection strategies and open innovation

Journal of Business Research, 2021

Adequate management of intellectual property (IP) is critical to sustaining competitive advantage... more Adequate management of intellectual property (IP) is critical to sustaining competitive advantage and managing outbound open innovation (OI), which describes the inside-out flows of knowledge and technology. This article presents an IP strategic framework comprising the following strategies: a 'defensive' strategy, aimed at avoiding knowledge spillovers and building barriers to competition; a 'collaborative' strategy, aimed at collaborating with other organizations and entering new markets; and an 'impromptu' strategy, which describes firms protecting their IP without a clear purpose. We investigate the relationships of such IP strategies with outbound OI and innovation performance in 158 Italian firms. Most of them declared an impromptu IP strategy. We found that not having any IP protection strategy can be a barrier to outbound OI and that firms with a defensive IP strategy embraced outbound OI more than those declaring a collaborative IP strategy. Finally, firms with collaborative IP strategies outperformed those with defensive strategies.

An Experimental Study of the Reputation Mechanism in a Business Game

Simulation & Gaming, Aug 5, 2010

Reputation enables different parties to establish a trusting and cooperative relationship, a key ... more Reputation enables different parties to establish a trusting and cooperative relationship, a key factor in integrative negotiations referred to as "win-win" negotiations. Thus, a good reputation mechanism can bring simulations closer to reality. In this study we review the reputation mechanisms applied to the online business game WIN WIN MANAGER, where the players' reputations are decided by their counterparts at the end of each negotiation. We then compare two reputation mechanisms and hypothesize that the best mechanism will be more positively correlated with the negotiation outcome which is measured by a scoring algorithm. Using non-parametric statistics, we highlight that the reputation mechanism in earlier versions of the game seems to produce values unrelated to the score, whereas the new mechanism produces values significantly positively correlated with the score. Such results can be useful to scholars who conduct experiments on negotiation, as well as online markets in which users are allowed to negotiate with one another

Negotiation in Open Innovation: A Literature Review

Group Decision and Negotiation, Mar 24, 2018

Open innovation describes a model of innovation that has gathered increasing consensus both in th... more Open innovation describes a model of innovation that has gathered increasing consensus both in the literature and among practitioners. Studies on open innovation have shown how organizations can benefit from interaction with other subjects to foster their innovation activities. Somewhat surprisingly, although such interactions entail complex negotiations, very few studies have organically analyzed the role of negotiation from an open innovation perspective, although many of them emphasize its importance in successful collaborations. This article aims to analyze the state of the art on the peculiarities and the critical aspects of negotiation for organizations that adopt the open innovation model. Thus, this article presents a systematic literature review that organizes and discusses the main contributions of 70 relevant manuscripts. Such studies have been classified according to three classes (preparation, bargaining, and other) and eleven subclasses. The article has implications for both practitioners and academics. Indeed, the review allows practitioners to identify the literature that is relevant to their own topics of interest, while the conclusions herein provide academics with recommendations for further research on specific aspects of negotiation and open innovation.

The Use of Role–Playing in Learning

The.use.of.Role-Playing.is.becoming.prominent.in.Serious.Games.due.to.its.positive.effects.on.lea... more The.use.of.Role-Playing.is.becoming.prominent.in.Serious.Games.due.to.its.positive.effects.on.learning. In this chapter the author will provide a comprehensive definition of role-playing games, drawing inspiration from the many different definitions provided in the existing literature. Then, will propose a five-dimension taxonomy for Serious Role Playing Games, applying it to a small selection of successful Serious Games in five different domains. An overview of the literature will help the reader understand when.Role-Playing.should.be.used,.and.when.it.might.be.useless.or.detrimental..Finally,.a.brief.analysis. will.be.performed.on.the.reviewed.games,.in.order.to.point.out.the.correlations.among.the.taxonomy. dimensions.and.the.domains.of.application.

Analisi degli aspetti comportamentali nelle operazioni di fusione e acquisizione

La finanza aziendale comportamentale. Overconfidence nelle decisioni di fusione e acquisizione. F... more

Predictors and outcomes of individual knowledge on early-stage pandemic: Social media, information credibility, public opinion, and behaviour in a large-scale global study

Information Processing & Management, 2021

info:eu-repo/semantics/publishedVersio

Can Ahp Facilitate Conflict Resolution? Quantitative Evidence from Role Playing in a Business Engineering Class

Proceedings of the International Symposium on the Analytic Hierarchy Process, 2011

The theme of conflict resolution using Analytic Hierarchy Process (AHP) is widely examined in sci... more The theme of conflict resolution using Analytic Hierarchy Process (AHP) is widely examined in scientific literature, but as yet insufficient attention has been paid to the quantitative aspect of AHP contribution. In this paper we aim to quantify AHP helpfulness in conflict negotiations: how much does AHP actually facilitate a conflict resolution and help negotiators to find win-win agreements? Following this lead, we realized a role playing experiment simulating a "Union versus Management" negotiation problem and compared two groups: a control group that negotiated without any structured decision support system and another group that negotiated with the support of AHP. In order to compare the agreements obtained by means of negotiation and AHP, we acted as an arbiter in the AHP decision process, following Saaty's assumptions on the psychological attitudes of negotiating parties in a conflict. The results showed that AHP agreements are more frequently Pareto-efficient than those achieved by negotiators, and are characterized by higher average utilities.

Negotiation in Open Innovation: A Literature Review

Group Decision and Negotiation, 2018

Open innovation describes a model of innovation that has gathered increasing consensus both in th... more Open innovation describes a model of innovation that has gathered increasing consensus both in the literature and among practitioners. Studies on open innovation have shown how organizations can benefit from interaction with other subjects to foster their innovation activities. Somewhat surprisingly, although such interactions entail complex negotiations, very few studies have organically analyzed the role of negotiation from an open innovation perspective, although many of them emphasize its importance in successful collaborations. This article aims to analyze the state of the art on the peculiarities and the critical aspects of negotiation for organizations that adopt the open innovation model. Thus, this article presents a systematic literature review that organizes and discusses the main contributions of 70 relevant manuscripts. Such studies have been classified according to three classes (preparation, bargaining, and other) and eleven subclasses. The article has implications for both practitioners and academics. Indeed, the review allows practitioners to identify the literature that is relevant to their own topics of interest, while the conclusions herein provide academics with recommendations for further research on specific aspects of negotiation and open innovation.

The Use of Role–Playing in Learning

Games-Based Learning Advancements for Multi-Sensory Human Computer Interfaces

The use of Role-Playing is becoming prominent in Serious Games due to its positive effects on lea... more The use of Role-Playing is becoming prominent in Serious Games due to its positive effects on learning. In this chapter the author will provide a comprehensive definition of role-playing games, drawing inspiration from the many different definitions provided in the existing literature. Then, will propose a five-dimension taxonomy for Serious Role Playing Games, applying it to a small selection of successful Serious Games in five different domains. An overview of the literature will help the reader understand when Role-Playing should be used, and when it might be useless or detrimental. Finally, a brief analysis will be performed on the reviewed games, in order to point out the correlations among the taxonomy dimensions and the domains of application.

Simulating Board of Directors decisional dynamics: A System Dynamics application for Upper Echelons Theory

ABSTRACT This work deals with the development of a business game, named Board Leadership Game (BL... more ABSTRACT This work deals with the development of a business game, named Board Leadership Game (BLG), which is still under further development at the University of Rome &amp;quot;Tor Vergata&amp;quot;. The final goal is to build a powerful didactic tool for students and management professionals in order to favor the understanding of underlying dynamics in the decisions&amp;#39; formulation processes inside groups; this also takes into account principles that come from the Upper Echelons Theory, developed in management science, which establishes a direct relationship between top management&amp;#39;s demographic characteristics and the strategies carried out by the firm. In the developed framework, each player plays the company CEO, making up strategic proposals that are examined by the company&amp;#39;s Board of Directors (BoD) and could be eventually changed in accordance with the top management demographic characteristics and with CEO&amp;#39;s leadership (the ability to influence the BoD&amp;#39;s final decisions). Strategies chosen by the BoD, together with market&amp;#39;s characteristics and competitors&amp;#39; actions, determine the company&amp;#39;s economic and financial results, which in turn close the loop by having a direct influence on CEO&amp;#39;s leadership.

An Exploratory Taxonomy of Business Games

Simulation & Gaming, 2013

This article proposes a business game taxonomy. The taxonomy creates a comprehensive definition o... more This article proposes a business game taxonomy. The taxonomy creates a comprehensive definition of business games in general and identifies their parameter-defining characteristics. A successful taxonomy can facilitate the comparison of different game-based educational tools and can direct application-based research to a game’s most learning-associated components. The field’s existing taxonomies within the literature are inadequate for both purposes. The genesis of our five-part taxonomy of business games was both literature-based and intuitive. It is hoped that this taxonomy will serve to develop a global database to be built collaboratively by the community of business game users and developers.

An Experimental Study of the Reputation Mechanism in a Business Game

Simulation & Gaming, 2010

Reputation enables different parties to establish a trusting and cooperative relationship, a key ... more Reputation enables different parties to establish a trusting and cooperative relationship, a key factor in integrative negotiations referred to as “win-win” negotiations. Thus, a good reputation mechanism can bring simulations closer to reality. In this study, the authors review the reputation mechanisms applied to the online business game WIN WIN MANAGER, where the players’ reputations are decided by their counterparts at the end of each negotiation. Then, the authors compare two reputation mechanisms and hypothesize that the best mechanism will be more positively correlated with the negotiation outcome, which is measured by a scoring algorithm. Using nonparametric statistics, it is highlighted that the reputation mechanism in earlier versions of the game seems to produce values unrelated to the score, whereas the new mechanism produces values significantly positively correlated with the score. Such results can be useful to scholars who conduct experiments on negotiation, as well a...

Enhancing conflict resolution through an AHP-based methodology

International Journal of Management and Decision Making, 2014

Opposing interests, bounded rationality and decisional bias may severely hinder conflict resoluti... more Opposing interests, bounded rationality and decisional bias may severely hinder conflict resolution. When the commitment for an agreement is high, opponents can resort to the intervention of a third party, such as a mediator. We propose a methodology to enhance conflict resolution, which is based on the analytic hierarchy process (AHP) and takes into account the psychological attitudes of the conflicting parties. The AHP Technique for Highly Eligible Negotiation Agreements (ATHENA) supports a third party in selecting, among potential negotiation agreements, those proposals having the best chances to be accepted by adverse parties. We illustrate an implementation of ATHENA that involved 160 students simulating 'Union versus Management' negotiations. A control group of 40 couples negotiated without any decision support system, while the other 40 couples were supported by ATHENA. The results show that the procedure implementation outperformed unsupported negotiation by increasing the number and the fairness of agreements.

La negoziazione bilaterale business to consumer. Un modello di “Recommender System” per il commercio elettronico

La logica dominante nella letteratura dei sistemi di raccomandazione presuppone che il venditore ... more La logica dominante nella letteratura dei sistemi di raccomandazione presuppone che il venditore desideri raccomandare al proprio cliente il bene con la massima probabilità di venire acquistato. In questo lavoro si promuove un radicale cambio di prospettiva, suggerendo che egli sia più che altro interessato alla massimizzazione del proprio profitto atteso. Inoltre viene proposto un algoritmo di raccomandazione orientato a proporre bundle di prodotti, caratterizzati dalla presenza di sinergie tra loro, le quali permettono di ...

Le M&A nel settore bancario: qual è l’effetto del modello di corporate governance italiano sul loro successo?

Le operazioni di M&amp;A costituiscono un fondamentale strumento di crescita ed aumento di ef... more Le operazioni di M&amp;A costituiscono un fondamentale strumento di crescita ed aumento di efficienza, specie nei periodi di crisi. Il loro buon esito può tuttavia essere influenzato dagli interessi individualistici degli amministratori, che talvolta non coincidono con quelli degli azionisti. L’articolo analizza un campione di 38 tra fusioni ed incorporazioni nel settore bancario italiano tra il 2000 ed il 2007. Attraverso alcune statistiche descrittive e l’analisi delle tavole di contingenza si mettono in relazione retention (numero dei consiglieri della società target mantenuti dopo l’operazione), interlocking (numero di connessioni tra i CdA di target e bidder prima dell’operazione), merger premium e risultati delle operazioni. Si è così evidenziato un legame significativo tra alcune caratteristiche della corporate governance, come interlocking e retention, oltre che l’impatto dell’interlocking totale sulla performance.

Potere, Conflitti e Cultura Organizzativa

Improving negotiation skills through an online business game

Proceedings of the European Conference on Game Based Learning, Oct 25, 2007

Abstract: Game-based Learning enables students to undertake tasks and situations which would othe... more Abstract: Game-based Learning enables students to undertake tasks and situations which would otherwise be impossible or undesirable for cost, time, logistical and safety reasons. As a matter of fact, this training technique allows learners to earn skills which wouldn't be developed through a traditional didactic approach.

Open innovation actions and innovation performance

European Journal of Innovation Management, 2015

Purpose – The purpose of this paper is to identify the recurrences in the empirical evidences tha... more Purpose – The purpose of this paper is to identify the recurrences in the empirical evidences that link open innovation (OI) actions and innovation performance in European countries. It provides managers with useful strategic suggestions, emphasizes the limitations of the state of the art, and recommends future directions of research. Design/methodology/approach – The authors systematically reviewed empirical articles linking OI actions and innovation performance in European countries, published on peer reviewed journals from January 2003 until May 2013. The authors organized the evidences according to a novel taxonomy grounded in the literature. Findings – The paper shows an increasing interest in the research of empirical evidence regarding OI and innovation performance. Nonetheless, evidence of the role played by outbound OI activities are extremely rare. The authors found that process innovations are more likely to benefit from coupled OI activities rather than inbound activitie...

An overall index of intellectual capital

Management Research Review, 2014

Purpose – The aim of this article is to expound a holistic intellectual capital index. Moreover, ... more Purpose – The aim of this article is to expound a holistic intellectual capital index. Moreover, the paper presents its implementation within a real estate organization. Design/methodology/approach – The index is calculated on the basis of 14 structured interviews synthesized through the analytic hierarchy process, min–max normalizations and weighted sums. Findings – The authors estimate a holistic intellectual capital index and show that an analysis of its components may allow identifying discordances within the organization about the contributions of its value drivers. Research limitations/implications – The proposed index may be used in a medium-/long-term research to measure the evolution in the organizational intellectual capital and its relation with the top management’s initiatives and the competitive environment changes. Practical implications – The proposed methodology may integrate the reports prepared for shareholders and stakeholders and provide the top management, with ...

La negoziazione organizzativa

A framework of intellectual property protection strategies and open innovation

Journal of Business Research, 2021

Adequate management of intellectual property (IP) is critical to sustaining competitive advantage... more Adequate management of intellectual property (IP) is critical to sustaining competitive advantage and managing outbound open innovation (OI), which describes the inside-out flows of knowledge and technology. This article presents an IP strategic framework comprising the following strategies: a 'defensive' strategy, aimed at avoiding knowledge spillovers and building barriers to competition; a 'collaborative' strategy, aimed at collaborating with other organizations and entering new markets; and an 'impromptu' strategy, which describes firms protecting their IP without a clear purpose. We investigate the relationships of such IP strategies with outbound OI and innovation performance in 158 Italian firms. Most of them declared an impromptu IP strategy. We found that not having any IP protection strategy can be a barrier to outbound OI and that firms with a defensive IP strategy embraced outbound OI more than those declaring a collaborative IP strategy. Finally, firms with collaborative IP strategies outperformed those with defensive strategies.

An Experimental Study of the Reputation Mechanism in a Business Game

Simulation & Gaming, Aug 5, 2010

Reputation enables different parties to establish a trusting and cooperative relationship, a key ... more Reputation enables different parties to establish a trusting and cooperative relationship, a key factor in integrative negotiations referred to as "win-win" negotiations. Thus, a good reputation mechanism can bring simulations closer to reality. In this study we review the reputation mechanisms applied to the online business game WIN WIN MANAGER, where the players' reputations are decided by their counterparts at the end of each negotiation. We then compare two reputation mechanisms and hypothesize that the best mechanism will be more positively correlated with the negotiation outcome which is measured by a scoring algorithm. Using non-parametric statistics, we highlight that the reputation mechanism in earlier versions of the game seems to produce values unrelated to the score, whereas the new mechanism produces values significantly positively correlated with the score. Such results can be useful to scholars who conduct experiments on negotiation, as well as online markets in which users are allowed to negotiate with one another

Negotiation in Open Innovation: A Literature Review

Group Decision and Negotiation, Mar 24, 2018

Open innovation describes a model of innovation that has gathered increasing consensus both in th... more Open innovation describes a model of innovation that has gathered increasing consensus both in the literature and among practitioners. Studies on open innovation have shown how organizations can benefit from interaction with other subjects to foster their innovation activities. Somewhat surprisingly, although such interactions entail complex negotiations, very few studies have organically analyzed the role of negotiation from an open innovation perspective, although many of them emphasize its importance in successful collaborations. This article aims to analyze the state of the art on the peculiarities and the critical aspects of negotiation for organizations that adopt the open innovation model. Thus, this article presents a systematic literature review that organizes and discusses the main contributions of 70 relevant manuscripts. Such studies have been classified according to three classes (preparation, bargaining, and other) and eleven subclasses. The article has implications for both practitioners and academics. Indeed, the review allows practitioners to identify the literature that is relevant to their own topics of interest, while the conclusions herein provide academics with recommendations for further research on specific aspects of negotiation and open innovation.

The Use of Role–Playing in Learning

The.use.of.Role-Playing.is.becoming.prominent.in.Serious.Games.due.to.its.positive.effects.on.lea... more The.use.of.Role-Playing.is.becoming.prominent.in.Serious.Games.due.to.its.positive.effects.on.learning. In this chapter the author will provide a comprehensive definition of role-playing games, drawing inspiration from the many different definitions provided in the existing literature. Then, will propose a five-dimension taxonomy for Serious Role Playing Games, applying it to a small selection of successful Serious Games in five different domains. An overview of the literature will help the reader understand when.Role-Playing.should.be.used,.and.when.it.might.be.useless.or.detrimental..Finally,.a.brief.analysis. will.be.performed.on.the.reviewed.games,.in.order.to.point.out.the.correlations.among.the.taxonomy. dimensions.and.the.domains.of.application.

Analisi degli aspetti comportamentali nelle operazioni di fusione e acquisizione

La finanza aziendale comportamentale. Overconfidence nelle decisioni di fusione e acquisizione. F... more

Predictors and outcomes of individual knowledge on early-stage pandemic: Social media, information credibility, public opinion, and behaviour in a large-scale global study

Information Processing & Management, 2021

info:eu-repo/semantics/publishedVersio

Can Ahp Facilitate Conflict Resolution? Quantitative Evidence from Role Playing in a Business Engineering Class

Proceedings of the International Symposium on the Analytic Hierarchy Process, 2011

The theme of conflict resolution using Analytic Hierarchy Process (AHP) is widely examined in sci... more The theme of conflict resolution using Analytic Hierarchy Process (AHP) is widely examined in scientific literature, but as yet insufficient attention has been paid to the quantitative aspect of AHP contribution. In this paper we aim to quantify AHP helpfulness in conflict negotiations: how much does AHP actually facilitate a conflict resolution and help negotiators to find win-win agreements? Following this lead, we realized a role playing experiment simulating a "Union versus Management" negotiation problem and compared two groups: a control group that negotiated without any structured decision support system and another group that negotiated with the support of AHP. In order to compare the agreements obtained by means of negotiation and AHP, we acted as an arbiter in the AHP decision process, following Saaty's assumptions on the psychological attitudes of negotiating parties in a conflict. The results showed that AHP agreements are more frequently Pareto-efficient than those achieved by negotiators, and are characterized by higher average utilities.

Negotiation in Open Innovation: A Literature Review

Group Decision and Negotiation, 2018

Open innovation describes a model of innovation that has gathered increasing consensus both in th... more Open innovation describes a model of innovation that has gathered increasing consensus both in the literature and among practitioners. Studies on open innovation have shown how organizations can benefit from interaction with other subjects to foster their innovation activities. Somewhat surprisingly, although such interactions entail complex negotiations, very few studies have organically analyzed the role of negotiation from an open innovation perspective, although many of them emphasize its importance in successful collaborations. This article aims to analyze the state of the art on the peculiarities and the critical aspects of negotiation for organizations that adopt the open innovation model. Thus, this article presents a systematic literature review that organizes and discusses the main contributions of 70 relevant manuscripts. Such studies have been classified according to three classes (preparation, bargaining, and other) and eleven subclasses. The article has implications for both practitioners and academics. Indeed, the review allows practitioners to identify the literature that is relevant to their own topics of interest, while the conclusions herein provide academics with recommendations for further research on specific aspects of negotiation and open innovation.

The Use of Role–Playing in Learning

Games-Based Learning Advancements for Multi-Sensory Human Computer Interfaces

The use of Role-Playing is becoming prominent in Serious Games due to its positive effects on lea... more The use of Role-Playing is becoming prominent in Serious Games due to its positive effects on learning. In this chapter the author will provide a comprehensive definition of role-playing games, drawing inspiration from the many different definitions provided in the existing literature. Then, will propose a five-dimension taxonomy for Serious Role Playing Games, applying it to a small selection of successful Serious Games in five different domains. An overview of the literature will help the reader understand when Role-Playing should be used, and when it might be useless or detrimental. Finally, a brief analysis will be performed on the reviewed games, in order to point out the correlations among the taxonomy dimensions and the domains of application.

Simulating Board of Directors decisional dynamics: A System Dynamics application for Upper Echelons Theory

ABSTRACT This work deals with the development of a business game, named Board Leadership Game (BL... more ABSTRACT This work deals with the development of a business game, named Board Leadership Game (BLG), which is still under further development at the University of Rome &amp;quot;Tor Vergata&amp;quot;. The final goal is to build a powerful didactic tool for students and management professionals in order to favor the understanding of underlying dynamics in the decisions&amp;#39; formulation processes inside groups; this also takes into account principles that come from the Upper Echelons Theory, developed in management science, which establishes a direct relationship between top management&amp;#39;s demographic characteristics and the strategies carried out by the firm. In the developed framework, each player plays the company CEO, making up strategic proposals that are examined by the company&amp;#39;s Board of Directors (BoD) and could be eventually changed in accordance with the top management demographic characteristics and with CEO&amp;#39;s leadership (the ability to influence the BoD&amp;#39;s final decisions). Strategies chosen by the BoD, together with market&amp;#39;s characteristics and competitors&amp;#39; actions, determine the company&amp;#39;s economic and financial results, which in turn close the loop by having a direct influence on CEO&amp;#39;s leadership.

An Exploratory Taxonomy of Business Games

Simulation & Gaming, 2013

This article proposes a business game taxonomy. The taxonomy creates a comprehensive definition o... more This article proposes a business game taxonomy. The taxonomy creates a comprehensive definition of business games in general and identifies their parameter-defining characteristics. A successful taxonomy can facilitate the comparison of different game-based educational tools and can direct application-based research to a game’s most learning-associated components. The field’s existing taxonomies within the literature are inadequate for both purposes. The genesis of our five-part taxonomy of business games was both literature-based and intuitive. It is hoped that this taxonomy will serve to develop a global database to be built collaboratively by the community of business game users and developers.

An Experimental Study of the Reputation Mechanism in a Business Game

Simulation & Gaming, 2010

Reputation enables different parties to establish a trusting and cooperative relationship, a key ... more Reputation enables different parties to establish a trusting and cooperative relationship, a key factor in integrative negotiations referred to as “win-win” negotiations. Thus, a good reputation mechanism can bring simulations closer to reality. In this study, the authors review the reputation mechanisms applied to the online business game WIN WIN MANAGER, where the players’ reputations are decided by their counterparts at the end of each negotiation. Then, the authors compare two reputation mechanisms and hypothesize that the best mechanism will be more positively correlated with the negotiation outcome, which is measured by a scoring algorithm. Using nonparametric statistics, it is highlighted that the reputation mechanism in earlier versions of the game seems to produce values unrelated to the score, whereas the new mechanism produces values significantly positively correlated with the score. Such results can be useful to scholars who conduct experiments on negotiation, as well a...

Enhancing conflict resolution through an AHP-based methodology

International Journal of Management and Decision Making, 2014

Opposing interests, bounded rationality and decisional bias may severely hinder conflict resoluti... more Opposing interests, bounded rationality and decisional bias may severely hinder conflict resolution. When the commitment for an agreement is high, opponents can resort to the intervention of a third party, such as a mediator. We propose a methodology to enhance conflict resolution, which is based on the analytic hierarchy process (AHP) and takes into account the psychological attitudes of the conflicting parties. The AHP Technique for Highly Eligible Negotiation Agreements (ATHENA) supports a third party in selecting, among potential negotiation agreements, those proposals having the best chances to be accepted by adverse parties. We illustrate an implementation of ATHENA that involved 160 students simulating 'Union versus Management' negotiations. A control group of 40 couples negotiated without any decision support system, while the other 40 couples were supported by ATHENA. The results show that the procedure implementation outperformed unsupported negotiation by increasing the number and the fairness of agreements.

La negoziazione bilaterale business to consumer. Un modello di “Recommender System” per il commercio elettronico

La logica dominante nella letteratura dei sistemi di raccomandazione presuppone che il venditore ... more La logica dominante nella letteratura dei sistemi di raccomandazione presuppone che il venditore desideri raccomandare al proprio cliente il bene con la massima probabilità di venire acquistato. In questo lavoro si promuove un radicale cambio di prospettiva, suggerendo che egli sia più che altro interessato alla massimizzazione del proprio profitto atteso. Inoltre viene proposto un algoritmo di raccomandazione orientato a proporre bundle di prodotti, caratterizzati dalla presenza di sinergie tra loro, le quali permettono di ...

Le M&A nel settore bancario: qual è l’effetto del modello di corporate governance italiano sul loro successo?

Le operazioni di M&amp;A costituiscono un fondamentale strumento di crescita ed aumento di ef... more Le operazioni di M&amp;A costituiscono un fondamentale strumento di crescita ed aumento di efficienza, specie nei periodi di crisi. Il loro buon esito può tuttavia essere influenzato dagli interessi individualistici degli amministratori, che talvolta non coincidono con quelli degli azionisti. L’articolo analizza un campione di 38 tra fusioni ed incorporazioni nel settore bancario italiano tra il 2000 ed il 2007. Attraverso alcune statistiche descrittive e l’analisi delle tavole di contingenza si mettono in relazione retention (numero dei consiglieri della società target mantenuti dopo l’operazione), interlocking (numero di connessioni tra i CdA di target e bidder prima dell’operazione), merger premium e risultati delle operazioni. Si è così evidenziato un legame significativo tra alcune caratteristiche della corporate governance, come interlocking e retention, oltre che l’impatto dell’interlocking totale sulla performance.

Potere, Conflitti e Cultura Organizzativa

Improving negotiation skills through an online business game

Proceedings of the European Conference on Game Based Learning, Oct 25, 2007

Abstract: Game-based Learning enables students to undertake tasks and situations which would othe... more Abstract: Game-based Learning enables students to undertake tasks and situations which would otherwise be impossible or undesirable for cost, time, logistical and safety reasons. As a matter of fact, this training technique allows learners to earn skills which wouldn't be developed through a traditional didactic approach.

Open innovation actions and innovation performance

European Journal of Innovation Management, 2015

Purpose – The purpose of this paper is to identify the recurrences in the empirical evidences tha... more Purpose – The purpose of this paper is to identify the recurrences in the empirical evidences that link open innovation (OI) actions and innovation performance in European countries. It provides managers with useful strategic suggestions, emphasizes the limitations of the state of the art, and recommends future directions of research. Design/methodology/approach – The authors systematically reviewed empirical articles linking OI actions and innovation performance in European countries, published on peer reviewed journals from January 2003 until May 2013. The authors organized the evidences according to a novel taxonomy grounded in the literature. Findings – The paper shows an increasing interest in the research of empirical evidence regarding OI and innovation performance. Nonetheless, evidence of the role played by outbound OI activities are extremely rare. The authors found that process innovations are more likely to benefit from coupled OI activities rather than inbound activitie...

An overall index of intellectual capital

Management Research Review, 2014

Purpose – The aim of this article is to expound a holistic intellectual capital index. Moreover, ... more Purpose – The aim of this article is to expound a holistic intellectual capital index. Moreover, the paper presents its implementation within a real estate organization. Design/methodology/approach – The index is calculated on the basis of 14 structured interviews synthesized through the analytic hierarchy process, min–max normalizations and weighted sums. Findings – The authors estimate a holistic intellectual capital index and show that an analysis of its components may allow identifying discordances within the organization about the contributions of its value drivers. Research limitations/implications – The proposed index may be used in a medium-/long-term research to measure the evolution in the organizational intellectual capital and its relation with the top management’s initiatives and the competitive environment changes. Practical implications – The proposed methodology may integrate the reports prepared for shareholders and stakeholders and provide the top management, with ...

La negoziazione organizzativa