Expectations-based Reference Points - Publications - Faculty & Research

23 Sep 2014
First Look

First Look: September 23

that pursue a social mission through the use of market mechanisms. These hybrid organizations, often referred to as social enterprises, combine aspects of both charity and business at their core. In this paper we distinguish between two... View Details

Keywords: Sean Silverthorne

23 May 2017
First Look

First Look at New Ideas and Research: May 23, 2017

arbitrariness of the set. Drawing on Gestalt psychology, we develop a conceptual account that predicts what will—and will not—act as a pseudo-set and defines the psychological process through which these pseudo-sets affect behavior, concluding that over and above... View Details

Keywords: Carmen Nobel

26 Oct 2021
Research & Ideas

What Companies Want Most in a CEO: A Good Listener

involvement in mergers and acquisitions. Larger firms were more likely to include social skills in their job-search requirements. Being a multinational corporation was associated with a 4.7 percentage point increase in the probability of... View Details

Keywords: by Jay Fitzgerald

27 Apr 2016
Research & Ideas

How the FBI Reinvented Itself After 9/11

enforcement agency. Its official fact sheet read, “The primary function of the FBI is law enforcement.” Today, the fact sheet reads “national security.” LESSONS ABOUT THE INTERPLAY OF DESIGN AND IDENTITY IN TIMES OF RADICAL CHANGE At each View Details

Keywords: by Carmen Nobel

05 Jul 2022
What Do You Think?

Have We Seen the Peak of Just-in-Time Inventory Management?

facing new challenges posed by the rise of what John referred to as the “tribal spectrum” and the polarization that accompanies it. Perhaps the most significant question raised by respondents was that of balance. To what extent should a... View Details

Keywords: by James Heskett; Manufacturing; Shipping; Transportation

08 Mar 2004
Research & Ideas

Creating Value in Your Business Ecosystem

robustness by consistently incorporating technological innovations and by providing a reliable point of reference that helps participants respond to new and uncertain conditions. And they can encourage... View Details

Keywords: by Marco Iansiti & Roy Levien

07 Jan 2019
Research & Ideas

The Better Way to Forecast the Future

School of Business to lay out best practices as well as challenges. They also highlight three domains already using probability forecasts successfully: meteorology, economics, and political science. Probability forecasting differs from simple View Details

Keywords: by Roberta Holland; Air Transportation; Transportation

09 Jul 2020
Research & Ideas

It’s Time to Reset Decision-Making in Your Organization

Uncertainty, Complexity, and Ambiguity. While these words seem similar in many respects, a key point of VUCA is that each of these terms describes a different situation that requires a specific response. Nathan Bennett, a professor with... View Details

Keywords: by Boris Groysberg and Sarah Abbott

10 Jan 2023
Op-Ed

Time to Move On? Career Advice for Entrepreneurs Preparing for the Next Stage

luxury of long breaks between jobs or extended periods of time to think about their transition before they step into the next thing. Additionally, as Bridges points out, we often don’t see when we are in a neutral zone, that time when we... View Details

Keywords: by Julia Austin

28 Sep 2020
Research & Ideas

How Leaders Can Navigate Politicized Conversations and Inspire Collaboration

means to be politically correct. They used the responses to help create the definition employed in their research: “using language (or behavior) to seem sensitive to others’ feelings, especially those others who seem socially disadvantaged.” “‘Correctness’ doesn’t... View Details

Keywords: by Kristen Senz

13 Mar 2023
Research & Ideas

The Power of Personal Connections: How Shared Experiences Boost Performance

percentage points higher in patient satisfaction surveys than specialists with whom the primary care doctor didn’t train, finds new research published in JAMA Internal Medicine. PCPs and specialists who spent their early years together... View Details

Keywords: by Rachel Layne; Health

08 Sep 2014
Research & Ideas

The Strategic Way To Hire a Sales Team

managers. This underscores a point discussed in chapter 10: the importance of links between sales and HR. Sales managers know (or should know) the key sales tasks. But HR managers typically know a lot more about the tools, techniques, and... View Details

Keywords: by Carmen Nobel

05 Apr 2004
Research & Ideas

Six Ways to Build Trust in Negotiations

moves forward and the relationship builds. Express the hope that when a mistake or misunderstanding occurs, as some inevitably will, both sides will see it as a natural part of the learning process and redouble efforts to reach an understanding of the other's View Details

Keywords: by Deepak Malhotra

30 Mar 2003
Research & Ideas

The Future of IT Consulting

Johnston: Your research refers to the PC in the 80's and the Internet in the 90's as triggers of explosive growth for the IT consulting industry. Have you identified a third trigger for this decade? Nolan and Bennigson: The trigger in... View Details

Keywords: by Sarah Jane Johnston; Consulting

18 Nov 2002
Research & Ideas

Where Morals and Profits Meet: The Corporate Value Shift

also add to the bottom line? A: I've alluded to some of the ways positive values can add to the bottom line. And research points to others that I discuss in the book—better access to talent, enhanced employee commitment, better... View Details

Keywords: by Carla Tishler

05 Jun 2009
What Do You Think?

What Does Slower Economic Growth Really Mean?

What do you think? Original Article During the past several weeks, economists have begun to predict substantially slower growth rates for the world's economy into the foreseeable future. Characteristic of this is the reduction of roughly 100 basis View Details

Keywords: by Jim Heskett; Financial Services; Construction; Real Estate

01 Mar 2021
Research & Ideas

How Systemic Racism Can Threaten National Security

passed white rates in mid-1942. It stayed that way until the US ended voluntary enlistment, the authors write. "Our point is not that African Americans did not participate. In fact, they did volunteer—and did so at high rates." A large... View Details

Keywords: by Rachel Layne

06 Mar 2006
Research & Ideas

Four Strategies for Making Concessions

counterpart views your initial demands as serious and reasonable. Accordingly, spend time legitimating your original offer and then use it as a reference point when labeling your concession. The... View Details