persuasion and influence - Publications - Faculty & Research - Harvard Business School

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13 Feb 2019
News

Trolley Dilemmas Shouldn’t Influence Self-Driving Policies, Experts Argue

15 Sep 2015
News

The Unexpected Influence of Stories Told at Work

2008
Chapter

Identity Negotiation Processes Amidst Diversity: Understanding the Influence of Social Identity and Status Differences

By: Jeffrey T. Polzer and Heather M. Caruso

We integrate an identity negotiation framework with research on diversity, social identity theory, and status differences. This integration reveals the distinct advantages and challenges that high and low status people face when they engage in identity negotiation... View Details

Keywords: Status and Position; Prejudice and Bias; Groups and Teams; Organizational Culture; Identity; Diversity; Power and Influence

Winter 2014
Article

The Influences of Strategic Management on Antitrust Discourse

By: Hillary Greene and Dennis Yao

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2003
Working Paper

How Communication Links Influence Coalition Bargaining: A Laboratory Investigation

By: Gary E. Bolton, Kalyan Chatterjee and Kathleen L. McGinn

2000
Working Paper

How Communication Links Influence Coalition Bargaining: A Laboratory Investigation

By: Gary E. Bolton, Kalyan Chatterjee and Kathleen L. McGinn

2012
Working Paper

Author-Level Eigenfactor Metrics: Evaluating the Influence of Authors, Institutions and Countries within the SSRN community

By: Jevin D. West, Michael C. Jensen, Ralph J. Dandrea, Gregg Gordon and Carl T. Bergstrom

In this paper, we show how the Eigenfactor® score, originally designed for ranking scholarly journals, can be adapted to rank the scholarly output of authors, institutions, and countries based on author-level citation data. Using the methods described herein, we... View Details

Keywords: Body of Literature; Measurement and Metrics; Networks; Rank and Position; Research; Motivation and Incentives

1996
Chapter

Frank Barron's Influence on Current and Future Generations of Creativity Researchers: Some Personal Reflections

By: T. M. Amabile, R. Conti and M. A. Collins

Keywords: Creativity; Research; Power and Influence

13 Dec 2019
Video

Melcolm Ruffin (MBA 2020) Talks Tightknit Families, Sports Stats, and Influencing at a Higher Level

August 2021 (Revised February 2024)
Case

Perfect Diary (完美日记)

By: Shunyuan Zhang and Sunil Gupta

Jinfeng (David) Huang founded Yatsen Holding Limited in 2016 and launched the first direct-to-consumer (DTC) cosmetic brand, Perfect Diary, in 2017. Perfect Diary used social influencers or key opinion leaders (KOL) to successfully build brand awareness and to grow... View Details

Keywords: Direct-to-consumer; Social Influencers; Marketing; Digital Marketing; Competitive Strategy; Brands and Branding; Expansion; Beauty and Cosmetics Industry; Asia

December 1998
Article

Being Different Yet Feeling Similar: The Influence of Demographic Composition and Organizational Culture on Work Processes and Outcomes

By: J. Chatman, J. Polzer, S. Barsade and M. Neale

Keywords: Demographics; Organizational Culture; Outcome or Result

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October 2012
Article

The Preference for Potential

By: Zakary L. Tormala, Jayson Jia and Michael I. Norton

When people seek to impress others, they often do so by highlighting individual achievements. Despite the intuitive appeal of this strategy, we demonstrate that people often prefer potential rather than achievement when evaluating others. Indeed, compared with... View Details

Keywords: Preferences; Persuasion; Uncertainty; Risk and Uncertainty; Performance Expectations; Attitudes

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2006
Working Paper

Worse but Equal: The Influence of Social Categories on Resource Allocations

By: Stephen M. Garcia, Max H. Bazerman, Shirli Kopelman and Dale T. Miller

This paper explores the influence of social categories on the perceived trade-off between relatively bad but equal distribution of resources between two parties and profit maximizing, yet asymmetric payoffs. Study 1 and 2 showed that people prefer to maximize profits... View Details

Keywords: Demographics; Fairness; Resource Allocation; Decision Choices and Conditions; Profit

2007
Working Paper

Acting Globally but Thinking Locally? The Influence of Local Communities on Organizations

By: Christopher Marquis and Julie Battilana

We develop an institutional theory of how local communities continue to matter for organizations, and why community factors are particularly important in a global age. Since globalization has taken center stage in both practitioner and academic circles, research has... View Details

Keywords: Geographic Location; Local Range; Globalization; Organizational Change and Adaptation; Business and Community Relations; Power and Influence

October 2007
Article

The Influence of Financial Statement Recognition and Analyst Coverage on the Market's Valuation of R&D Capital

By: Michael D. Kimbrough

Statement of Financial Accounting Standards 141 (SFAS No. 141)'s requirement that an acquirer in a business combination estimate the fair value of the target's separately identifiable assets and liabilities (including research and development capital) provides a rare... View Details

Keywords: Information; Value Creation; Fair Value Accounting; Research and Development; Financial Statements; Capital

January 1986
Article

Social Influences on Creativity: The Effects of Contracted-For Reward

By: T. M. Amabile, B. A. Hennessey and B. S. Grossman

Three studies, with 195 5–11 yr olds and 60 female undergraduates, tested the hypothesis that explicitly contracting to do an activity in order to receive a reward would have negative effects on creativity, but receiving no reward or only a noncontracted-for reward... View Details

Keywords: Social Psychology; Creativity; Motivation and Incentives; Situation or Environment

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2024
Working Paper

Investor Influence on Media Coverage: Evidence from Venture Capital-Backed Startups

By: Brian K. Baik and Albert Shin

We examine the role of investors on the media coverage of their private firm investments. Specifically, we survey VC investors and find that 78% of the respondents take active steps to increase their portfolio companies’ media coverage. The survey results also... View Details

Keywords: Venture Capital; Entrepreneurship; Media; Reputation; Information

Estimating Causal Peer Influence in Homophilous Social Networks by Inferring Latent Locations

Social influence cannot be identified from purely observational data on social networks, because such influence is generically confounded with latent homophily, that is, with a node’s network partners being informative about the node’s attributes and therefore... View Details

26 Oct 2022
Research & Ideas

How Paid Promos Take the Shine Off YouTube Stars (and Tips for Better Influencer Marketing)

suggests that the effect translates to an average of $10,000 over an average six-year-career influencer. “If consumers aren’t perceiving social influencers as trustworthy and authentic, much of their... View Details

Keywords: by Kara Baskin; Technology; Media & Broadcasting

2003
Chapter

Influencing Governmental Decision Making: The Role of Corporate Leadership

Keywords: Decision Making; Power and Influence; Government and Politics; Policy; Leadership; Business and Government Relations

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