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- Faculty Publications (21)
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- All HBS Web (42)
- Faculty Publications (21)
- Research Summary
Research
Professor Cuddy studies the origins and outcomes of how we perceive and are influenced by other people, investigating the roles of variables such as culture, emotions, nonverbal behaviors, and hormone levels. Much of her work focuses on social categories (e.g.,... View Details
- 20 Apr 2010
- First Look
First Look: April 20
postures. But can these postures actually cause power? As predicted, results revealed that posing in high-power (vs. low-power) nonverbal displays caused neuroendocrine and behavioral changes for both male...
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Martha Lagace
- 24 Jun 2013
- Research & Ideas
Is Your iPhone Turning You Into a Wimp?
Nonverbal Displays Affect Neuroendocrine Levels and Risk Tolerance." Contractive body postures such as folded arms have shown the opposite effect, decreasing testosterone and increasing cortisol. Bos and Cuddy wondered whether there might...
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- 2008
- Book
Marketing Metaphoria: What Deep Metaphors Reveal About the Minds of Consumers
By: Gerald Zaltman and Lindsay Zaltman
Why do advertising campaigns and new products often fail? Why do consumers feel that companies don't understand their needs? Because marketers themselves don't think deeply about consumers' innermost thoughts and feelings. Marketing Metaphoria is a...
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Keywords:
Advertising Campaigns;
Nonverbal Communication;
Customer Satisfaction;
Books;
Marketing Strategy;
Product Launch;
Consumer Behavior;
Failure;
Nonprofit Organizations;
Behavior;
Emotions
Zaltman, Gerald, and Lindsay Zaltman. Marketing Metaphoria: What Deep Metaphors Reveal About the Minds of Consumers. Harvard Business School Press, 2008.
- 06 Nov 2023
- Research & Ideas
Did You Hear What I Said? How to Listen Better
heard.” The bigger takeaway from the research, the researchers say, is just how unreliable several nonverbal cues seem to be in indicating whether people are listening or not. “This research suggests that even when people are tuning out,...
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by Michael Blanding
- 07 Aug 2018
- First Look
New Research and Ideas, August 8, 2018
or partners whose nonverbal behavior was unknown; these expectations of cooperative intent increased negotiators’ own cooperation. Study 4 uses an economic game to demonstrate that handshaking increased...
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by Sean Silverthorne
- Web
Topics - HBS Working Knowledge
(19) Annual Reports (2) Annuities (1) Arts (2) Asset Management (3) Asset Pricing (4) Assets (11) Attitudes (18) Auctions (4) Balanced Scorecard (11) Banks and Banking (29) Behavioral Finance (7) Behavior...
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- 23 Oct 2019
- Blog Post
How to Talk Gooder in Business and Life
Norton as a Short Intensive Program. What role does word choice play in the business world? Words matter! But words are just one of three important buckets that fill our conversations with meaningful content: 1) verbal cues (words), 2) View Details
- 17 Jan 2011
- Research & Ideas
Being the Boss
and telephone calls. We really rely on nonverbal cues, generally, to help us understand the credibility of the message. For instance, to tell whether I'm telling the truth, you'll listen to my tone, you'll look at my face. We're prepared...
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by Carmen Nobel
- 21 Aug 2019
- Research & Ideas
What Machine Learning Teaches Us about CEO Leadership Style
differences in CEO communication style. The words they choose are crucial to meaning, of course, but they also express themselves through tone and nonverbal clues such as facial gestures. Further, these verbal and View Details
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by Michael Blanding
- 13 Feb 2012
- Research & Ideas
The Case Against Racial Colorblindness
"It's so appealing on the surface to think that the best way to approach race is to pretend that it doesn't exist," says behavioral psychologist Michael I. Norton, an associate professor at Harvard Business School. "But research shows...
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by Carmen Nobel
- 03 Mar 2016
- News
3-Minute Briefing: Pamela Meyer (MBA 1986)
(photo by Cade Martin) At my 20th HBS reunion I heard faculty member Michael Wheeler describe behavior people engage in when they’re being deceptive. The room was transfixed. No one was on their phone! It turned out there is a robust,...
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Julia Hanna
- 09 Dec 2014
- First Look
First Look: December 9
behavior that is enacted during interactions and observed by perceivers affects how those perceivers evaluate and respond to the actor, this experiment focused on how a nonverbal View Details
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Sean Silverthorne
- 18 Sep 2012
- First Look
First Look: September 18
J.C. Cuddy, Caroline A. Wilmuth, and Dana R. Carney Abstract The current experiment tested whether changing one's nonverbal behavior prior to a high-stakes social evaluation could improve performance in the...
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Sean Silverthorne
- 18 Feb 2015
- First Look
First Look: February 18
scientifically grounded way to align our speech and nonverbal behavior with our beliefs, abilities, and values to produce a synchronized inner state that resonates and connects with others. In this way, we...
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Sean Silverthorne
- 08 Dec 2003
- Research & Ideas
Is That Really Your Best Offer?
behavior on an ongoing basis. Communication is a central part of that story. Negotiators can have good reasons for not saying everything they're thinking. Holding back information can be a simple matter of self-defense. If a seller...
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by Michael Wheeler
- 08 Nov 2011
- First Look
First Look: Nov. 8
(i.e., pity and envy, respectively) and actions toward members of those groups. However, through nonverbal behaviors that subtly communicate warmth and competence information, people can manage the...
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Sean Silverthorne
- 20 Nov 2012
- First Look
First Look: November 20
Carney Abstract This experiment tested whether changing one's nonverbal behavior prior to an important social evaluation could improve performance on the evaluated task. Participants adopted expansive, open...
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Sean Silverthorne
- 10 Jun 2014
- First Look
First Look: June 10
Dealmaking By: Schroeder, Juliana, Jane Risen, Francesca Gino, and Michael I. Norton Abstract—Humans use subtle sources of information-like nonverbal behavior-to determine whether to act cooperatively or antagonistically when they...
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Sean Silverthorne
- 01 Dec 2015
- News
Alumni and Faculty Books for December 2015
Associate Professor Cuddy presents a scientifically grounded way to align our speech and nonverbal behavior with our beliefs, abilities, and values to produce a synchronized inner state that resonates and...
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