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- All HBS Web (343)
- Faculty Publications (53)
Show Results For
- All HBS Web (343)
- Faculty Publications (53)
- 05 Dec 2007
- Sharpening Your Skills
Sharpening Your Skills: Managing Marketing
Cannibalizing Direct Sales? Working Paper: Adding Bricks to Clicks—The Effects of Store Openings on Sales through Direct ChannelsConsider a retailer who operates both brick-and-mortar stores and direct channels such as direct mail... View Details
- 23 Aug 2011
- News
New Kid in School
effects of the HBS case-method on his approach to secondary education, Ellison said, “I often frame new concepts around a useful real-world problem in need of a solution. For many years, while teaching... View Details
- 13 Jun 2005
- Research & Ideas
From Turf Wars to Learning Curves: How Hospitals Adopt New Technology
PTCA going up against an established and effective procedure known as coronary-artery bypass grafting (CABG), but also against the surgeons and other interests in hospitals invested in the older procedure. The authors found that "in... View Details
- 22 Jun 2011
- Sharpening Your Skills
Sharpening Your Skills: Motivation
into the most effective way to design a compensation plan, concentrating on whether bonuses boost sales productivity and whether they should be awarded quarterly or annually. Research, focusing on the sales force of a large office supply... View Details
Keywords: Re: Multiple Faculty
- 01 Oct 1999
- News
Culture Clash: Exploring Cross Cultural Conflicts in Business
Paine's view, framing the issue as "my way or your way" tends to heighten the dilemma and limit the possibilities for an effective resolution. Instead, she urges managers to look beyond differences in... View Details
Keywords: Judith A. Ross
- 14 Aug 2018
- First Look
First Look at New Research and Ideas, August 14, 2018
argued the merits of each, we inquired into which happiness people say they want. In five studies (N = 3351), we asked people to choose between experienced happiness and remembered happiness—for shorter time frames (e.g., one’s next hour)... View Details
Keywords: by Sean Silverthorne
- 18 Sep 2018
- First Look
New Research and Ideas, September 18, 2018
residual 48%. The factors most strongly correlated with state fixed effects are the availability of Election Day voter registration and no-excuse absentee voting, as well as electoral competitiveness. Education is the only variable... View Details
Keywords: Dina Gerdeman
- Web
Reweaving Ourselves and the World: New Perspectives on Climate Change - Course Catalog
you frame the meaning and purpose of your life, and for how you decide to engage with the world. My goal is to support you in learning from people (and ideas) that may seem deeply unfamiliar and possibly even dangerous and to combine... View Details
- Web
Workshops & Technical Talks - Research Computing Services
Python Essential Training Learning Python Stata Stata Data Frames Demo (RCS) Workshop Recording Code Stata Reproducible Reporting (DynDoc) Demo (RCS) Workshop Recording Output Stata workshop materials (e.g., Stata Introduction; Stata Data... View Details
- 19 Aug 2013
- Research & Ideas
Studying How Income Inequality Shapes Behavior
One way to uncover the consequences of inequality, Moss and his colleagues propose, is to set up experiments in a lab to look at possible effects on individual decision-making. Behavioral psychologists have found that people often make... View Details
Keywords: by Michael Blanding
- 16 Jan 2018
- First Look
First Look at New Research and Ideas, January 16, 2018
change). They can be used to diagnose a culture and to model how likely an individual leader is to align with and shape it. The authors offer five insights regarding culture's effect on companies' success: (1) When aligned with strategy... View Details
Keywords: Sean Silverthorne
- 04 Sep 2019
- News
Clicks and Mortar
selfies, where you can take a picture of yourself in Glossier pink and share that on social media. They might serve a small number people during a pop-up experience, but if those people send that message out on social media, the effect is... View Details
- 25 Oct 2011
- First Look
First Look: October 25
Institutional Investors Frame Their Losses: Evidence on Dynamic Loss Aversion from Currency Portfolios Authors:Kenneth A. Froot, J. Arabadjis, S. Cates, and S. Lawrence Publication:Journal of Portfolio Management (forthcoming) Abstract... View Details
Keywords: Sean Silverthorne
- 23 May 2016
- Research & Ideas
A Little Understanding Motivates Copyright Abusers to Pay Up
going to pay,” says Luo. “If they get a letter saying they are not the culprit, then it may soften their legal frame of mind, and moves them into thinking, what is the right thing to do given that a mistake was made.” For some businesses,... View Details
- 12 Oct 1999
- Research & Ideas
Value Judgments: Business Ethics Across Borders
from different points of cultural reference, they learn to anticipate and deal with the kinds of value conflicts they are likely to face as global managers. Paine points out that students taking her course also develop a business philosophy and a set of values that... View Details
Keywords: by Judith A. Ross
- 01 Dec 1999
- News
Negotiating in 3-D: An Overarching Way to Get to Yes?
has developed a "three-dimensional" model that, in addition to utilizing two familiar and traditional aspects of negotiation, offers a third, multifaceted approach that has enormous potential to increase effective negotiation. According... View Details
Keywords: Anita M. Harris
- 06 Mar 2017
- Research & Ideas
Why Comparing Apples to Apples Online Leads To More Fruitful Sales
items didn’t seem to act as competing alternatives to the buyer. Instead, a cohesive display provided a general frame for the decision, keeping the buyer fixated on the question of whether to buy something in that product category. More... View Details
- 06 Jul 2009
- What Do You Think?
Are You Ready to Manage in an Irrational World?
proved that each generation perceives its actions as rational but to (the) next it may appear irrational. This is the path to growth and development of civilization." Frances Pratt said, "What is normal and rational is framed by... View Details
Keywords: by Jim Heskett
- 23 May 2017
- First Look
First Look at New Ideas and Research: May 23, 2017
points. Pseudo-set framing changes gambling choices (Study 1), effort (Studies 2 and 3), giving behavior (Field Data and Study 4), and purchase decisions (Study 5). These effects persist in the absence of... View Details
Keywords: Carmen Nobel
- 01 Dec 2015
- First Look
December 1, 2015
salesperson heterogeneity by using a hierarchical Bayesian framework to estimate our model. We find conditional compensation in the form of quota-bonus incentives to improve performance. We find little evidence that effectiveness differs... View Details
Keywords: Sean Silverthorne