Publications

SSRN

Research Summary

Emotional Experience, Expression, and Regulation

By: Alison Wood Brooks

Once considered irrational, emotions often exert a more profound influence on decision-making and workplace outcomes than logic or reason. Professor Brooks studies emotional experience, emotional expression, and how individuals can regulate their emotions... View Details

2016
Teaching Note

Advanced Leadership Pathways: Shelly London and Ethics Education

By: Rosabeth Moss Kanter, Tessa Natanay Hamilton and Ai-Ling Jamila Malone

Teaching Note for Case 313-028. Following a successful career as a Senior Vice President, Vice President, and Chief Communications Officer at two large corporate companies, Shelly London became a Harvard Advanced Leadership Fellow. During her fellowship she set out to... View Details

Keywords: Ethics; Education; Moral Sensibility; Behavior; Decision Making; Leadership; Innovation and Management; Change Management; Social Enterprise; Education Industry; Service Industry; North and Central America

January 2017 (Revised May 2019)
Case

Kjell and Company: Motivating Salespeople with Incentive Compensation (A)

By: Doug J. Chung

Kjell & Company was a Swedish retail electronics chain. The company’s products consisted of home electronics and accessories. The company was noted for its excellent customer service and a fair “one-for-all” HR policy. Historically, the salespeople had been compensated... View Details

Keywords: Salesforce Management; Compensation and Benefits; Change; Decision Making; Electronics Industry; Sweden

Educators

16 Jun 2020
Research & Ideas

Your Customers Have Changed. Here's How to Engage Them Again.

demonstrates that firms who maintain or accelerate customer-centric philosophies consistently outperform firms that do not.” All in all, this set of circumstances and stricter budget constraints make... View Details

Keywords: by Rohit Deshpandé, Ofer Mintz, and Imran S. Currim; Retail; Service

June 2019
Article

Brokers vs. Retail Investors: Conflicting Interests and Dominated Products

By: Mark Egan

I study how brokers distort household investment decisions. Using a novel convertible bond dataset, I find that consumers often purchase dominated bonds—cheap and expensive versions of otherwise identical bonds coexist in the market. The empirical evidence suggests... View Details

Keywords: Brokers; Fiduciary Standard; Consumer Finance; Structured Products; Household; Investment; Decisions; Motivation and Incentives; Conflict of Interests

23 Oct 2019
Blog Post

How to Talk Gooder in Business and Life

other people at work, home, school, and beyond, we aren’t that great at it—we make mistakes, have awkward moments, miss golden opportunities—we all have room for improvement. If we can improve each... View Details

01 Jun 2024
News

Again and Again

Good habits help keep us on track and in good health, but rituals animate us. They are the emotional catalysts that enhance an ordinary day or make special occasions memorable. When we survey romantic... View Details

Keywords: Publishing Industries (except Internet); Information

April 2011
Article

Ethical Breakdowns: Good People often Let Bad Things Happen. Why?

By: Max H. Bazerman and Ann E. Tenbrunsel

Companies are spending a great deal of time and money to install codes of ethics, ethics training, compliance programs, and in-house watchdogs. If these efforts worked, the money would be well spent. But unethical behavior appears to be on the rise. The authors observe... View Details

Keywords: Ethics; Moral Sensibility; Corporate Accountability; Corporate Governance; Leadership; Behavior; Conflict of Interests

14 Feb 2013
Working Paper Summaries

Fostering Translational Research: Using Public-Private Partnerships to Improve Firm Survival, Employment Growth, and Innovative Performance

Keywords: by Sen Chai & Willy C. Shih; Education

Article

Anger and Regulation

By: Rafael Di Tella and Juan Dubra

We study a model in which agents experience anger when they see a firm that has displayed insufficient concern for the welfare of its clients (i.e., altruism) making high profits. Regulation can increase welfare, for example, through fines (even with no changes in... View Details

Keywords: Altruism; Populism; Public Relations; Profit; Consumer Behavior; Perception; Governing Rules, Regulations, and Reforms

2014
Working Paper

Non-Adherence in Health Care: A Positive and Normative Analysis

By: Mark Egan and Tomas J. Philipson

Non-adherence in health care results when a patient does not initiate or continue care that a provider has recommended. Previous research identifies non-adherence as a major source of waste in US health care, totaling approximately 2.3% of GDP, and have proposed a... View Details

Keywords: Health Care and Treatment; Behavior; Economics; Analysis; Mathematical Methods

01 Aug 2023
What Do You Think?

As Leaders, Why Do We Continue to Reward A, While Hoping for B?

titled “On the Folly of Rewarding A, While Hoping for B.” The paper cites examples in many walks of life in which we reward behaviors that we hope to discourage. “The complaint about lack of interest in good teaching continues among... View Details

Keywords: by James Heskett

03 Oct 2017
First Look

First Look at Research and Ideas, October 3, 2017

overrule clients' specifications (or biases) about the competencies they should be targeting in their ideal hires? Accompanying the case are the (anonymized) data one of these companies used to make its hiring View Details

Keywords: by Sean Silverthorne

2023
Working Paper

Algorithm Failures and Consumers' Response: Evidence from Zillow

By: Isamar Troncoso, Runshan Fu, Nikhil Malik and Davide Proserpio

In November 2021, Zillow announced the closure of its iBuyer business. Popular media largely attributed this to a failure of its proprietary forecasting algorithm. We study the response of consumers to Zillow’s iBuyer business closure. We show that after the iBuyer... View Details

Keywords: Algorithmic Pricing; Price; Forecasting and Prediction; Consumer Behavior; Real Estate Industry

SSRN

30 Jan 2015
News

The Ethical Slide, Train Tickets, and Helping the Next Generation of Corporate Leaders to Choose Differently

October 2020
Article

Task Selection and Workload: A Focus on Completing Easy Tasks Hurts Long-Term Performance

By: Diwas S. KC, Bradley R. Staats, Maryam Kouchaki and Francesca Gino

How individuals manage, organize, and complete their tasks is central to operations management. Recent research in operations focuses on how under conditions of increasing workload individuals can decrease their service time, up to a point, in order to complete work... View Details

Keywords: Healthcare; Knowledge Work; Discretion; Workload; Employees; Health Care and Treatment; Decision Making; Performance Effectiveness; Performance Productivity

2023
Working Paper

Complexity and Hyperbolic Discounting

By: Benjamin Enke, Thomas Graeber and Ryan Oprea

A large literature shows that people discount financial rewards hyperbolically instead of exponentially. While discounting of money has been questioned as a measure of time preferences, it continues to be highly relevant in empirical practice and predicts a wide range... View Details

Keywords: Hyperbolic Discounting; Present Bias; Bounded Rationality; Cognitive Uncertainty; Behavioral Finance