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Show Results For
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All HBS Web
(699)
- News (32)
- Research (619)
- Events (1)
- Multimedia (1)
- Faculty Publications (339)
- 19 Sep 2016
- Research & Ideas
Why Isn't Business Research More Relevant to Business Practitioners?
challenging, is achievable. Take HBS colleague Benjamin G. Edelman, an expert in online markets whose research focuses on consumer protection related to online businesses. “My research is made better by choosing questions that are...
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- 06 Mar 2017
- Research & Ideas
Why Comparing Apples to Apples Online Leads To More Fruitful Sales
assistant professor in the Marketing Unit at Harvard Business School and an affiliate of Harvard’s Center for Brain Sciences, who studies the neural and psychological factors that underlie consumer...
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- 12 Oct 2011
- Research & Ideas
Creating Online Ads We Want to Watch
30-second consumer product advertisements. Out of 28 ads, 14 were chosen because they were decidedly provocative; the researchers expected them to evoke either joy or surprise in the viewers at different points in the brief plot. The...
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- 11 Feb 2013
- Research & Ideas
Neuroeconomics: Eyes, Brain, Business
field of neuromarketing, which uses brain-tracking tools to determine why consumers prefer some products over others. And there is neuroleadership, which applies neuroscience to management research. Looser is looking to integrate insights...
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by Carmen Nobel
- 10 Aug 2015
- Research & Ideas
Why a Federal Rule on CEO Pay Disclosure May Get You In Trouble With Customers
check. In sheer terms of gaining favor among consumers, a firm with a high CEO-to-worker pay ratio must offer a substantial 50 percent discount to keep up with a firm that maintains a low pay ratio. This is among the key findings in the working paper Paying Up for Fair...
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- 11 Dec 2006
- Research & Ideas
Fixing Price Tag Confusion
says Groceries $88, Delivery $8? In a recent working paper titled "The Framing Effect of Price Format," HBS Associate Professor Luc Wathieu and coauthor Marco Bertini of the London Business School attempt to understand the consumer View Details
- 22 Feb 2000
- Research & Ideas
The Mind of the Market: Extending the Frontiers of Marketing Thought
might serve the study of consumer behavior. An HBS professor since 1991, Zaltman's work actually cuts across a number of boundaries. He's a co-director (with Stephen M. Kosslyn, Professor of psychology at...
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by Martha Lagace
- 15 May 2013
- Research & Ideas
From McRibs to Maseratis: The Power of Scarcity Marketing
access to our favorite things will make us keep appreciating them); Buy Time (focusing on time over money yields wiser purchases); Pay Now, Consume Later (delayed consumption leads to increased enjoyment); and Invest in Others (spending...
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Re: Michael I. Norton
- 01 Dec 2015
- News
Faculty Q&A: The Price Is Right
What intrigued you about the pay-what-you-want (PWYW) model? It’s very unusual for a firm or a seller to completely relinquish pricing power to their customers. Typically consumers encounter a price, and then they decide whether or not...
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Julia Hanna
- 19 Dec 2018
- Sharpening Your Skills
New Year, New Habits
Good Habit Psychological nudges can be a cost-effective way for governments to get citizens to do the right thing. Skills and Behaviors that Make Entrepreneurs Successful Research at Harvard Business School takes a unique approach to...
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by Sean Silverthorne
- 23 Sep 2013
- Research & Ideas
Status: When and Why It Matters
Consumers pay handsomely for products that are considered the best of the best in their league, whether they are the fastest cars, the fanciest handbags, or the finest wines. But for what, exactly, are they paying a premium? The superior...
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by Dina Gerdeman
- 2016
- Article
Buying to Blunt Negative Feelings: Materialistic Escape from the Self
By: Grant Edward Donnelly, Masha Ksendzova, Ryan Howell, Kathleen Vohs and Roy F. Baumeister
We propose that escape theory, which describes how individuals seek to free themselves from aversive states of self-awareness, helps explain key patterns of materialistic people’s behavior. As predicted by escape theory, materialistic individuals may feel dissatisfied...
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Keywords:
Materialism;
Escape;
Self;
Negative Emotions;
Self-awareness;
Emotions;
Consumer Behavior;
Identity;
Motivation and Incentives
Donnelly, Grant Edward, Masha Ksendzova, Ryan Howell, Kathleen Vohs, and Roy F. Baumeister. "Buying to Blunt Negative Feelings: Materialistic Escape from the Self." Review of General Psychology 20, no. 3 (2016): 272–316.
- 16 Dec 2015
- Research & Ideas
Why ‘Sleep on It’ No Longer Sounds Like Great Advice
believe that with all of these positive cognitive effects, you might also get benefits for decision making,” says Karmarkar, who conducted the research with UMass Amherst psychology professor Rebecca Spencer and Stanford Graduate School...
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- 01 Jun 2012
- News
Noted & Quoted
—HBS professor Rohit Deshpandé, quoted in an obituary for Thai billionaire Chaleo Yoovidhya, inventor of the popular Red Bull energy drink. (Washington Post, March 19, 2012) “Sex sells, and it has since the dawn of time neuroscience just helps us to understand how.”...
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- 23 Jun 2003
- Research & Ideas
Psychology, Pathology, and the CEO
Each of these executives restored their people's confidence in themselves and in one another—a necessary antecedent to restoring investor or public confidence. They inspired and empowered their organizations to take new actions that could renew profitability. In short,...
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by Rosabeth Moss Kanter
- 02 Feb 2018
- Working Paper Summaries
Last Place Aversion in Queues
- 01 Jun 2002
- News
The Mind Speaks, Marketers Listen
unconscious and often visual, for the last decade Zaltman has solicited visual images from subjects to chart thoughts about a wide array of products. While skeptics may see the ZMET as a passing fad, others consider it evidence of a growing trend toward the use of...
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- 11 Aug 2014
- HBS Case
The Business of Behavioral Economics
You've done everything—endured diets, purged your freezer of Ben & Jerry's, and educated yourself on fat, sugar, and calories. Yet, you can't manage to lose weight. What's wrong with you? According to standard economic theory, which gives humans (perhaps too much)...
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- February 2020
- Article
Why Prosocial Referral Incentives Work: The Interplay of Reputational Benefits and Action Costs
By: Rachel Gershon, Cynthia Cryder and Leslie K. John
While selfish incentives typically outperform prosocial incentives, in the context of customer referral rewards, prosocial incentives can be more effective. Companies frequently offer “selfish” (i.e., sender-benefiting) referral incentives, offering customers financial...
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Keywords:
Incentives;
Prosocial Behavior;
Judgment And Decision-making;
Referral Rewards;
Motivation and Incentives;
Consumer Behavior;
Decision Making
Gershon, Rachel, Cynthia Cryder, and Leslie K. John. "Why Prosocial Referral Incentives Work: The Interplay of Reputational Benefits and Action Costs." Journal of Marketing Research (JMR) 57, no. 1 (February 2020): 156–172.
- 25 Oct 2012
- Research & Ideas
10 Reasons Customers Might Resist Windows 8
for Microsoft. Alas, when it comes to embracing the latest technology, consumer hardware and corporate software are as different as apples and orang well, as different as Apples and corporate software. "Software is the method by...
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