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All HBS Web
(3,541)
- Faculty Publications (857)
- April 16, 2021
- Article
A Playbook for Negotiators in the Social Media Era
By: James K. Sebenius, Ben Cook, David Lax, Ron S. Fortgang, Isaac Silberberg and Paul Levy
The disruptive effects of social media have been felt in virtually every corner of the world. Yet the information revolution has been largely ignored in the field of negotiation. Through a series of case studies we explore how savvy practitioners can ethically harness...
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Keywords:
Negotiation Analysis;
Bargaining;
Negotiation;
Analysis;
Negotiation Tactics;
Social Media;
North America
Sebenius, James K., Ben Cook, David Lax, Ron S. Fortgang, Isaac Silberberg, and Paul Levy. "A Playbook for Negotiators in the Social Media Era." Harvard Business Review Digital Articles (April 16, 2021).
- 2021
- Working Paper
Science-Based Carbon Emissions Targets
By: David Freiberg, Jody Grewal and George Serafeim
We examine the effect of voluntarily adopting a standard for setting science-based carbon emissions targets on target difficulty and investments to achieve those targets. We find that firms with a track record of setting and achieving ambitious carbon targets are more...
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Keywords:
Target;
Targeting;
Target-setting;
Target Efficiency;
Management Control Systems;
Management Accounting;
Environment;
Environmental And Social Sustainability;
Climate Change;
Environmental Management;
Environmental Accounting;
Environmental Sustainability;
Management Analysis, Tools, and Techniques
Freiberg, David, Jody Grewal, and George Serafeim. "Science-Based Carbon Emissions Targets." Harvard Business School Working Paper, No. 21-108, March 2021.
- April 2021
- Teaching Note
Social Media War 2021: Snap vs. Facebook vs. TikTok
By: David B. Yoffie and Daniel Fisher
This teaching note provides analysis and a teaching plan for the Social Media War 2021: Snap vs. Facebook vs. TikTok case.
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- April 2021 (Revised March 2024)
- Case
Social Media War 2021: Snap vs. Facebook vs. TikTok
By: David B. Yoffie and Daniel Fisher
This case explores the competitive war between Snap, Facebook, and TikTok in 2021. The strategic focus is on Snapchat: how should it respond to the emergence of TikTok, and how should it compete with the dominant competitor in its space—Facebook. The case examines...
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Keywords:
Strategy Development;
Competitor Analysis;
Strategy;
Network Effects;
Competitive Strategy;
Decision Choices and Conditions;
Social Media
Yoffie, David B., and Daniel Fisher. "Social Media War 2021: Snap vs. Facebook vs. TikTok." Harvard Business School Case 721-443, April 2021. (Revised March 2024.)
- April 2021
- Article
The Effects of Quota Frequency: Sales Performance and Product Focus
By: Doug J. Chung, Das Narayandas and Dongkyu Chang
This study investigates the comprehensive and multidimensional effects of quota (goal) frequency on sales force performance. We develop a theory of salespeople’s behavior—aggregate effort and the product type focus—in response to the temporal length of a sales-quota...
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Keywords:
Sales Force Compensation;
Field Experiment;
Quotas;
Quota Frequency;
Commissions;
Bonuses;
Goals;
Salesforce Management;
Compensation and Benefits;
Goals and Objectives;
Behavior;
Performance
Chung, Doug J., Das Narayandas, and Dongkyu Chang. "The Effects of Quota Frequency: Sales Performance and Product Focus." Management Science 67, no. 4 (April 2021): 2151–2170.
- 2021
- Comment
Willpower Is a Form of, but Not Synonymous with, Self-control
By: Ariella S. Kristal and Julian Zlatev
We build on Ainslie's discussion of willpower by highlighting another common misconception in the literature: the conflation of self-control and willpower. In our commentary, we identify this issue and discuss the importance of recognizing willpower not as synonymous...
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Kristal, Ariella S., and Julian Zlatev. "Willpower Is a Form of, but Not Synonymous with, Self-control." Behavioral and Brain Sciences 44 (2021): E44.
- 2021
- Working Paper
Cognitive Biases: Mistakes or Missing Stakes?
By: Benjamin Enke, Uri Gneezy, Brian Hall, David Martin, Vadim Nelidov, Theo Offerman and Jeroen van de Ven
Despite decades of research on heuristics and biases, empirical evidence on the effect of large incentives—as present in relevant economic decisions—on cognitive biases is scant. This paper tests the effect of incentives on four widely documented biases: base rate...
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Enke, Benjamin, Uri Gneezy, Brian Hall, David Martin, Vadim Nelidov, Theo Offerman, and Jeroen van de Ven. "Cognitive Biases: Mistakes or Missing Stakes?" Harvard Business School Working Paper, No. 21-102, March 2021.
- March 2021
- Article
Bayesian Signatures of Confidence and Central Tendency in Perceptual Judgment
By: Yang Xiang, Thomas Graeber, Benjamin Enke and Samuel Gershman
This paper theoretically and empirically investigates the role of Bayesian noisy cognition in perceptual judgment, focusing on the central tendency effect: the well-known empirical regularity that perceptual judgments are biased towards the center of the...
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Xiang, Yang, Thomas Graeber, Benjamin Enke, and Samuel Gershman. "Bayesian Signatures of Confidence and Central Tendency in Perceptual Judgment." Attention, Perception, & Psychophysics (March 2021): 1–11.
- 2021
- Working Paper
First Law of Motion: Influencer Video Advertising on TikTok
By: Jeremy Yang, Juanjuan Zhang and Yuhan Zhang
This paper engineers an intuitive feature that is predictive of the causal effect of influencer video advertising on product sales. We propose the concept of m-score, a summary statistic that captures the extent to which a product is advertised in the most engaging...
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Keywords:
Influencer Advertising;
Video Advertising;
Computer Vision;
Machine Learning;
Advertising;
Online Technology
Yang, Jeremy, Juanjuan Zhang, and Yuhan Zhang. "First Law of Motion: Influencer Video Advertising on TikTok." Working Paper, March 2021.
- March 2021
- Article
International Trade and Social Connectedness
By: Michael Bailey, Abhinav Gupta, Sebastian Hillenbrand, Theresa Kuchler, Robert J. Richmond and Johannes Stroebel
We use de-identified data from Facebook to construct a new and publicly available measure of the pairwise social connectedness between 170 countries and 332 European regions. We find that two countries trade more when they are more socially connected, especially for...
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Bailey, Michael, Abhinav Gupta, Sebastian Hillenbrand, Theresa Kuchler, Robert J. Richmond, and Johannes Stroebel. "International Trade and Social Connectedness." Journal of International Economics 129 (March 2021).
- March 2021
- Article
Last Place Aversion in Queues
By: Ryan W. Buell
This paper documents the effects of last place aversion in queues and its implications for customer experiences and behaviors as well as for operating performance. An observational analysis of customers queuing at a grocery store, and four online studies in which...
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Keywords:
Behavioral Operations;
Queues;
Reference Effects;
Last Place Aversion;
Transparency;
Customers;
Behavior;
Satisfaction;
Service Operations
Buell, Ryan W. "Last Place Aversion in Queues." Management Science 67, no. 3 (March 2021): 1430–1452.
- 2021
- Article
Leisure Beliefs and the Subjective Well-being of Nations
By: Lucia Macchia and A.V. Whillans
Here, we construct a data set of 79 countries (N = 220,000) and explore whether differences in the prioritization of time (leisure) vs. money (work) explain cross-country differences in happiness. Consistent with our predictions, countries whose citizens value leisure...
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Keywords:
Leisure;
Work;
Subjective Well-being;
Public Policy;
Employment;
Happiness;
Governance;
Policy
Macchia, Lucia, and A.V. Whillans. "Leisure Beliefs and the Subjective Well-being of Nations." Journal of Positive Psychology 16, no. 2 (2021): 198–206. (Shared Authorship.)
- March 2021
- Article
The Crowd Emotion Amplification Effect
By: Amit Goldenberg, Erika Weisz, Timothy D. Sweeney, Mina Cikara and James Gross
How do people go about reading a room or taking the temperature of a crowd? When people catch a brief glimpse of an array of faces, they can only focus their attention on some of the faces. We propose that perceivers preferentially attend to faces exhibiting strong...
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Goldenberg, Amit, Erika Weisz, Timothy D. Sweeney, Mina Cikara, and James Gross. "The Crowd Emotion Amplification Effect." Psychological Science 32, no. 3 (March 2021): 437–450.
- February 2021
- Case
Measuring Impact at JUST Capital
By: Charles C.Y. Wang and Ethan Rouen
JUST Capital is a nonprofit organization that seeks to make public companies more "just" by measuring and ranking their overall impact on society, based on the priorities most important to the average American. This case examines JUST's strategy for influencing...
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Keywords:
Nonprofit Organizations;
Ethics;
Measurement and Metrics;
Performance Evaluation;
Social Issues;
Corporate Social Responsibility and Impact
Wang, Charles C.Y., and Ethan Rouen. "Measuring Impact at JUST Capital." Harvard Business School Multimedia/Video Case 121-703, February 2021.
- February 2021 (Revised March 2022)
- Case
TikTok in 2020: Super App or Supernova?
By: Jeffrey F. Rayport, Dan Maher and Dan O'Brien
TikTok’s parent company, ByteDance, was launched in 2012 around a simple idea – helping users entertain themselves on their smartphones while on the Beijing Subway. In less than a decade, it had become one of the world’s most valuable private companies, with investors...
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Keywords:
Business Model;
Business Startups;
Business Organization;
Change Management;
Disruption;
Cross-Cultural and Cross-Border Issues;
Global Strategy;
Health Pandemics;
Innovation Strategy;
Growth and Development Strategy;
Growth Management;
Brands and Branding;
Marketing Strategy;
Marketing Channels;
Network Effects;
Digital Platforms;
Product Design;
Product Development;
Partners and Partnerships;
Opportunities;
Social Issues;
Mobile and Wireless Technology;
Internet and the Web;
Value Creation;
United States;
China
Rayport, Jeffrey F., Dan Maher, and Dan O'Brien. "TikTok in 2020: Super App or Supernova?" Harvard Business School Case 821-087, February 2021. (Revised March 2022.)
- February 2021
- Case
The Tulsa Massacre and the Call for Reparations
By: Mihir Desai, Ruth Page, Suzanne Antoniou and Leanne Fan
How should historic social injustices be addressed? Survivors of the 1921 Tulsa Massacre and their descendants, including Representative Regina Goodwin of Tulsa, believe they should be addressed through reparations and have consequently continued to push the government...
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Keywords:
Costs And Consequences;
Decisions;
Judgment And Decision-making;
Lawsuit;
Leading Change;
Conflict Resolution;
Perspective Taking;
Prejudice;
Bias;
Reparations;
Decision Making;
Decision Choices and Conditions;
Cost vs Benefits;
Judgments;
Race;
Ethics;
Fairness;
Moral Sensibility;
Values and Beliefs;
Conflict Management;
Governance;
Corporate Accountability;
Corporate Governance;
Governing Rules, Regulations, and Reforms;
Policy;
Government and Politics;
Government Legislation;
History;
Lawsuits and Litigation;
Legal Liability;
Mission and Purpose;
Corporate Social Responsibility and Impact;
Motivation and Incentives;
Civil Society or Community;
Social Issues;
Oklahoma;
Tulsa;
United States
Desai, Mihir, Ruth Page, Suzanne Antoniou, and Leanne Fan. "The Tulsa Massacre and the Call for Reparations." Harvard Business School Multimedia/Video Case 221-707, February 2021.
- 2021
- Working Paper
Assessing the Strength of Network Effects in Social Network Platforms
By: Marco Iansiti
Network effects have risen to the forefront of platform competition discussions (e.g. the House Judiciary investigation of competition in digital markets, claiming that Facebook, for example, is entrenched due to strong network effects and high switching costs). While...
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Keywords:
Social Networks;
Platform Competition;
Network Effects;
Competition;
Social Media;
Digital Platforms
Iansiti, Marco. "Assessing the Strength of Network Effects in Social Network Platforms." Harvard Business School Working Paper, No. 21-086, February 2021.
- 2023
- Working Paper
Effects of Structured Sharing of Best Practices in an Unstructured Information Sharing System
By: Shelley Xin Li and Tatiana Sandino
Unstructured information sharing systems, such as certain enterprise social networks (ESNs), can
supplement top-down knowledge transfer with a wide array of ideas through peer-to-peer
knowledge sharing. However, the unstructured nature of such systems can also lead...
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Keywords:
Retail;
Best Practices;
Enterprise Social Media;
Management Accounting And Control Systems;
Knowledge Sharing;
Networks;
Management Systems;
Management Practices and Processes;
Social Media;
Europe
Li, Shelley Xin, and Tatiana Sandino. "Effects of Structured Sharing of Best Practices in an Unstructured Information Sharing System." Harvard Business School Working Paper, No. 21-085, February 2021. (Revised March 2023.)
- 2021
- Article
Fundraising for Stigmatized Groups: A Text Message Donation Experiment
By: Katerina Linos, Laura Jakli and Melissa Carlson
As government welfare programming contracts and NGOs increasingly assume core aid functions, they must address a long-standing challenge—that people in need often belong to stigmatized groups. To study other-regarding behavior, we fielded an experiment through a...
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Keywords:
Demographics;
Philanthropy and Charitable Giving;
Communication Strategy;
Civil Society or Community;
Non-Governmental Organizations;
Welfare;
Greece
Linos, Katerina, Laura Jakli, and Melissa Carlson. "Fundraising for Stigmatized Groups: A Text Message Donation Experiment." American Political Science Review 115, no. 1 (2021): 14–30.
- February 2021
- Article
I Own, So I Help Out: How Psychological Ownership Increases Prosocial Behavior
By: Ata Jami, Maryam Kouchaki and Francesca Gino
This article explores the consequences of psychological ownership going beyond the specific relationship with the possession to guide behavior in unrelated situations. Across seven studies, we find that psychological ownership leads to a boost in self-esteem, which...
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Keywords:
Psychological Ownership;
Prosocial Behavior;
Altruism;
Self-Esteem;
Materialism;
Behavior;
Attitudes
Jami, Ata, Maryam Kouchaki, and Francesca Gino. "I Own, So I Help Out: How Psychological Ownership Increases Prosocial Behavior." Journal of Consumer Research 47, no. 5 (February 2021): 698–715.