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- 31 May 2007
- Working Paper Summaries
Extremeness Seeking: When and Why Consumers Prefer the Extremes
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by John T. Gourville & Dilip Soman
- 01 Nov 1999
- Research & Ideas
John H. Patterson and the Sales Strategy of the National Cash Register Company, 1884 to 1922
rules of salesmanship at N.C.R. was the ability to demonstrate "sympathy [toward] ... the business and interests of the P.P. [or "Probable Purchaser"] and sincerity in presenting [the] machines to the P.P " These were skills to be honed. After an...
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by Walter A. Friedman
- April 2001
- Article
Beyond Talent: John Irving and the Passionate Craft of Creativity
By: T. M. Amabile
Although laypeople and creativity theorists often make the assumption that individual creativity depends primarily on talent, there is considerable evidence that hard work and intrinsic motivation-which can be supported or undermined by the social environment-also play...
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Keywords:
Creativity;
Performance;
Performance Improvement;
Motivation and Incentives;
Personal Characteristics;
Situation or Environment
Amabile, T. M. "Beyond Talent: John Irving and the Passionate Craft of Creativity." American Psychologist 56, no. 4 (April 2001): 333–336.
- 05 Feb 2009
- Research & Ideas
In Praise of Marketing
through the marketing ranks is much higher in the United States than Europe. The marketers at Wal-Mart, Google, and Lenovo are in the best tradition of Henry Ford and his Model T. They seek to democratize access to their products View Details
- 22 Jan 2001
- Research & Ideas
Control Your Inventory in a World of Lean Retailing
perspective of actual consumer buying patterns, a blazer in an atypical size actually has more in common with a fashion-driven product than with the same style jacket in a popular size. For example, sales for 46-regular, one of the most popular sizes, vary only View Details
- 18 Oct 2016
- Op-Ed
Why Business Should Invest in Community Health
improve health in their communities. The business case for investing in community health is compelling, especially for companies that depend on communities for workers and customers. Sick and absent workers cost American firms some $225 billion annually. Now a study...
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- 07 Aug 2012
- Research & Ideas
Off and Running: Professors Comment on Olympics
whose excitement lasts only for days? John T. Gourville, Albert J. Weatherhead, Jr. Professor of Business Administration and an expert on consumer behavior, pricing, and innovation. The blog below, cowritten...
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- 28 Jun 2004
- Research & Ideas
How to Avoid a Price Increase
quantity than raise prices, conclude Harvard Business School marketing professor John Gourville and University of Texas professor Jonathan Koehler. They recently published their findings in a working paper,...
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by Manda Salls
- 23 Apr 2012
- Research & Ideas
How to Brand a Next-Generation Product
notice a new name.” Like Apple, most consumer-centric companies deal with the dilemma of how to brand the next- generation of an existing product. Product upgrades make up the majority of corporate research and development activity. That's why Harvard Business School...
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by Carmen Nobel
- 02 Oct 2000
- Research & Ideas
Networked Incubators: Hothouses of the New Economy
actually needed them, allowing the start-ups to take advantage of them quickly. Second, the networking leads to preferential access, not preferential treatment—a subtle but crucial distinction. Preferential access means being able to call a meeting and receive the full...
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- 31 May 2016
- First Look
May 31, 2016
have a higher probability of walking by the clinic for reasons other than vaccination. Method: We obtained data from an employer with a free workplace influenza vaccination clinic. Using each employee’s building entry/exit swipe card...
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Sean Silverthorne
- 17 Feb 2010
- First Look
First Look: Feb. 17
critiques of prior work on ads as signals; namely, that ad content is irrelevant, ad exposure is unnecessary, and the choice of ads as signals is inherently arbitrary. The Consumer Psychology of Mail-in Rebates Authors:John T. View Details
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Martha Lagace
- 06 Sep 2005
- Research & Ideas
When Product Variety Backfires
slightly different than the other? It's enough to give a shopper, well, a headache. The belief that variety is good "is not always true," argues Harvard Business School professor John Gourville in...
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- 29 May 2007
- First Look
First Look: May 29, 2007
Working PapersLeading and Creating Collaboration in Decentralized Organizations Authors:Heather M. Caruso, Todd Rogers, and Max Bazerman Download the paper: http://www.hbs.edu/research/pdf/07-090.pdf Extremeness Seeking: When and Why Consumers Prefer the Extremes...
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Martha Lagace
- 30 Sep 2002
- Research & Ideas
Use the Psychology of Pricing To Keep Customers Returning
Buyers are more apt to use a product right after they purchase it, a fact you need to ponder as you consider how to keep customers coming back for more. In this e-mail interview with HBS Working Knowledge's Manda Mahoney, Harvard Business School professor View Details
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by Manda Mahoney
- 07 Mar 2017
- First Look
First Look at New Research, March 7
these dynamics has been constrained by fragmentation within relevant management research. In this paper, we clarify and describe two narratives that have emerged within past and current research on growth and the internal organization....
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Sean Silverthorne
- 12 Jun 2012
- First Look
First Look: June 12
PublicationsPricing to Create Shared Value Authors:Marco Bertini and John T. Gourville Publication:Harvard Business Review 90, no. 6 (June 2012) Abstract Many companies are...
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Sean Silverthorne
- 11 Nov 2014
- First Look
First Look: November 11
implementing a national evaluation system of green GDP, and before forming the system complexity model, the easiest issues first can be taken to establish the evaluation system of economic, environmental, and social responsibility respectively, which will be integrated...
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Sean Silverthorne
- 16 Mar 2020
- Research & Ideas
How the Coronavirus Is Already Rewriting the Future of Business
organize and the invitations you accept. There still may not be enough time to go around, but by resetting your collaboration patterns, you can make the most of the time you spend 'at work.' Jeffrey T....
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by Dina Gerdeman
- 31 Jan 2012
- First Look
First Look: Jan. 31
PublicationsHow Leaders Kill Meaning at Work Authors:Teresa Amabile and Steven Kramer Publication:The McKinsey Quarterly, no. 1 (January 2012) Abstract Senior executives routinely undermine creativity, productivity, and commitment by...
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Keywords:
Sean Silverthorne & Carmen Nobel