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  • November 2006
  • Exercise

Sell Yourself!

By: Thomas J. Steenburgh and Michael I. Norton
Helps students develop an effective sales pitch for their greatest asset--themselves. Also, broadens their understanding of how salespeople sell products and services. Before class, students are asked to interview a potential employer and to develop a preliminary sales... View Details
Keywords: Marketing; Sales; Product; Service Operations; Interpersonal Communication; Personal Development and Career
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  • October 2006 (Revised August 2007)
  • Case

RKS Guitars

By: Elie Ofek, Thomas J. Steenburgh, Michael I. Norton and Kerry Herman
RKS has designed a revolutionary electric guitar and needs to decide how to best market their innovation. The iconic status of existing electric guitars, and the lack of any recent radical innovations in the category, pose challenges in securing consumer adoption. If... View Details
Keywords: Innovation and Invention; Marketing Strategy; Product Launch; Consumer Behavior; Product Design; Adoption
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  • 2006
  • Working Paper

Improving Online Dating with Virtual Dates

By: Jeana H. Frost, Michael I. Norton and Dan Ariely
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  • January 2006
  • Article

Lay Theories about Racists: What Constitutes Racism (and What Doesn't).

By: Samuel R. Sommers and Michael I. Norton
Keywords: Theory; Attitudes
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  • July 2005
  • Article

From Student to Superhero: Situational Primes Shape Future Helping

By: Leif D. Nelson and Michael I. Norton
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  • September 2004
  • Article

Spin (and Pitch) Doctors: Campaign Strategies in Televised Political Debates

By: Michael I. Norton and George R. Goethals
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  • May 2003
  • Article

Perceptions of a Fluid Consensus: Uniqueness Bias, False Consensus, False Polarization and Pluralistic Ignorance in a Water Conservation Crisis.

By: Benoit Monin and Michael I. Norton
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  • Article

Hype and Suspicion: The Effects of Pretrial Publicity, Race, and Suspicion on Jurors' Verdicts.

By: Steven Fein, Seth J. Morgan, Michael I. Norton and Samuel R. Sommers
Keywords: Courts and Trials; Judgments; Diversity
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  • Research Summary

Mastering Strategy Execution

By: Robert Simons

Professor Robert Simons’ research encompasses three areas of management accountability that are the foundation for successful strategy execution: organization design, performance measurement and control, and risk management. In addition, Simons is interested in the... View Details

  • Research Summary

Research

By: Michael I. Norton
Professor Norton's research can be grouped into two broad areas. First, he explores the effects of social norms on people’s attitudes and behavior, addressing the key role that social factors play in shaping the preferences of individuals. This work has a particular... View Details

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