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- All HBS Web (181)
- Faculty Publications (28)
Show Results For
- All HBS Web (181)
- Faculty Publications (28)
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- November–December 2022
- Article
Can AI Really Help You Sell?: It Can, Depending on When and How You Implement It
By: Jim Dickie, Boris Groysberg, Benson P. Shapiro and Barry Trailer
Many salespeople today are struggling; only 57% of them make their annual quotas, surveys show. One problem is that buying processes have evolved faster than selling processes, and buyers today can access a wide range of online resources that let them evaluate products...
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Dickie, Jim, Boris Groysberg, Benson P. Shapiro, and Barry Trailer. "Can AI Really Help You Sell? It Can, Depending on When and How You Implement It." Harvard Business Review (November–December 2022): 120–129.
- September 2007
- Case
Nonverbal Communication: Distinguishing Truth and Lies
This video-based coursework illuminates the importance--and difficulty--of judging whether people are trustworthy. Students can test their skills at assessing whether contestants in a high-stakes game show will cooperate or defect.
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Wheeler, Michael A. "Nonverbal Communication: Distinguishing Truth and Lies." Harvard Business School Multimedia/Video Case 908-702, September 2007.
- 04 Mar 2002
- Research & Ideas
Don’t Lose Money With Customers
relationships that are successful over time, the parties, despite obvious power disparities, work together to develop a spirit of mutual trust and cooperation that gradually brings a degree of balance to their dealings with each...
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by Peter K. Jacobs
- August 2010 (Revised October 2012)
- Exercise
To Catch a Vandal: A Power & Influence Exercise
By: Amy J.C. Cuddy, Ruwan Tharindu Gunatilake and Meredith Hodges
This exercise is based on the "Mafia" game created by psychologist Dimma Davidoff, and is designed to give students a broad introduction to multiple theories of influence and to challenge their instincts about which techniques are the most powerful and how they may be...
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Keywords:
Nonverbal Communication;
Knowledge Use and Leverage;
Management Analysis, Tools, and Techniques;
Management Skills;
Groups and Teams;
Power and Influence;
Trust
Cuddy, Amy J.C., Ruwan Tharindu Gunatilake, and Meredith Hodges. "To Catch a Vandal: A Power & Influence Exercise." Harvard Business School Exercise 911-013, August 2010. (Revised October 2012.)
- 09 Aug 2013
- Research & Ideas
Read All About It: Digital CEO Buys Traditional Media!
asking exactly what role a newspaper can play in a consumer's life? As a physically distributed printed daily paper carrying local classified advertising, probably not much. But imagine a world that lacked a trusted intermediary selecting...
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- 2012
- Working Paper
How Short-Termism Invites Corruption—And What to Do About It
Researchers and business leaders have long decried short-termism: the excessive focus of executives of publicly traded companies-along with fund managers and other investors-on short-term results. The central concern is that short-termism discourages long-term... View Details
Keywords:
Business and Shareholder Relations;
Public Ownership;
Performance Expectations;
Economy;
Crime and Corruption;
Ethics;
Trust;
Financial Services Industry;
United States
Salter, Malcolm S. "How Short-Termism Invites Corruption—And What to Do About It." Harvard Business School Working Paper, No. 12-094, April 2012.
- December 2022 (Revised June 2023)
- Case
Hacking the U.S. Election: Russia's Misinformation Campaign
By: Shikhar Ghosh
The case discusses the relatively low technology approach used by Russia to influence the U.S. Presidential Election in 2016. Although political parties manipulating the media was not a new phenomenon, the Russians ran a broad, well-financed, and sophisticated social...
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Keywords:
Political Elections;
International Relations;
Social Media;
Power and Influence;
Information;
Russia;
United States
Ghosh, Shikhar. "Hacking the U.S. Election: Russia's Misinformation Campaign." Harvard Business School Case 823-043, December 2022. (Revised June 2023.)
- 08 Mar 2011
- First Look
First Look: March 8
impairment reporting and that its effect is better understood in the context of upper echelons theory and agency theory. Download the paper: http://www.hbs.edu/research/pdf/11-088.pdf Risky Trust: How Multi-entity Teams Develop Trust in a...
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Sean Silverthorne
- 07 Jun 2012
- Working Paper Summaries
How Short-Termism Invites Corruption--And What to Do About It
Keywords:
by Malcolm S. Salter
- 26 Apr 2024
- HBS Case
Deion Sanders' Prime Lessons for Leading a Team to Victory
Sanders wasn’t afraid to roll up his sleeves to help his team succeed—even mowing the practice fields himself if they didn’t get mowed on time. By his third year at JSU, Sanders had posted the first undefeated season in the school’s history and boosted home View Details
- 17 Aug 2020
- Research & Ideas
What the Stockdale Paradox Tells Us About Crisis Leadership
courage. The game of physical intimidation was not won or lost in one grand showdown. The hero of us all was the plucky little guy who made them start all over every day.” Leach cited a shipwreck survivor who wrote, during the fifteenth...
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by Boris Groysberg and Robin Abrahams
- 13 May 2013
- Research & Ideas
How to Spot a Liar
differences between flat-out lying and so-called deception by omission—that is, the willful avoidance of divulging important information, either by changing the subject or by saying as little as possible. The Ultimatum Game To garner a...
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by Carmen Nobel
- 30 Sep 2014
- First Look
First Look: September 30
the puzzle of low adoption, we show that payouts improve trust in the product and that farmers shield payouts from claims by relatives. Download working paper:...
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Sean Silverthorne
- 26 Mar 2013
- First Look
First Look: March 26
embeddedness of the new technologies posed significant entrepreneurial challenges. The best equipped to overcome these challenges were often entrepreneurs based in minorities who held significant advantages in capital-raising and trust...
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Sean Silverthorne
- 18 Aug 2022
- Op-Ed
Your Best Employees Are Burning Out: A Framework for Retaining Talent
business leaders need to step up their game to attract and retain the top talent they need to remain competitive, productive, and cohesive to get through this tumultuous period. "Leaders must realize that their workers are their greatest...
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by Hise Gibson and MaShon Wilson
- 19 Oct 2022
- Op-Ed
Cofounder Courtship: How to Find the Right Mate—for Your Startup
engage in experiences that allow them to see more dimensions of their personalities. For example, go on a road trip or partake in an activity that neither of you have done before. See how each of you make decisions together like where to eat lunch or which trail to...
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by Julia Austin
- 01 Jun 2015
- Research & Ideas
The Surprising Benefits of Oversharing
conclusions about the costs of hiding information carry implications for individuals and companies alike. It turns out that who benefits from disclosing information has everything to do with how they reveal it. Match Game In What Hiding...
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by Michael Blanding
- 13 Jan 2021
- Research & Ideas
How 'Small C' Change Can Beat Large-Scale Rebuilding
1. Empower your team With Flick at the helm of Bayern Munich, one small lineup change made a big difference. Flick reduced the number of players rotated in and out of the game, trusting his smaller core to perform to their capabilities...
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- 16 Jul 2020
- Research & Ideas
Restaurant Revolution: How the Industry Is Fighting to Stay Alive
does reopening look like and can we afford it? Throughout the crisis, restaurants and regulatory authorities have discussed game plans for reopening. Prominent features of these plans include reconfiguring floor plans to enable physical...
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- 24 Oct 2011
- Research & Ideas
The Yelp Factor: Are Consumer Reviews Good for Business?
restaurants of gaming the system by stacking reviews by friends and family, or simply falling prey to a popularity contest by uninformed palates. "Given the evidence, I don't think many people would dispute Yelp's influence,"...
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