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    • All HBS Web  (120,054)
      • Faculty Publications  (89)

      John, Leslie K.Remove John, Leslie K. →

      ← Page 4 of 89 Results →
      • August 2016
      • Article

      The Role of (Dis)similarity in (Mis)predicting Others' Preferences

      By: Kate Barasz, Tami Kim and Leslie K. John
      Consumers readily indicate liking options that appear dissimilar—for example, enjoying both rustic lake vacations and chic city vacations or liking both scholarly documentary films and action-packed thrillers. However, when predicting other consumers’ tastes for the... View Details
      Keywords: Perceived Similarity; Prediction Error; Preference Prediction; Self-other Difference; Social Inference; Cognition and Thinking; Perception; Forecasting and Prediction
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      Barasz, Kate, Tami Kim, and Leslie K. John. "The Role of (Dis)similarity in (Mis)predicting Others' Preferences." Journal of Marketing Research (JMR) 53, no. 4 (August 2016): 597–607.
      • July–August 2016
      • Article

      How to Negotiate with a Liar

      By: Leslie John
      People, including negotiators, lie every day, so when you're trying to make a deal, it's important to defend against deception. The best strategy, says the author, is to focus not on detecting lies but on preventing them. She outlines five tactics that research has... View Details
      Keywords: Negotiation Tactics; Negotiation Participants
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      John, Leslie. "How to Negotiate with a Liar." Harvard Business Review 94, nos. 7-8 (July–August 2016): 114–117.
      • January 26, 2016
      • Article

      Hiding Personal Information Reveals the Worst

      By: Leslie K. John, Kate Barasz and Michael I. Norton
      Seven experiments explore people's decisions to share or withhold personal information and the wisdom of such decisions. When people choose not to reveal information—to be "hiders"—they are judged negatively by others (experiment 1). These negative judgments emerge... View Details
      Keywords: Disclosure; Transparency; Policy-making; Privacy; Information; Corporate Disclosure; Decision Choices and Conditions; Trust
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      John, Leslie K., Kate Barasz, and Michael I. Norton. "Hiding Personal Information Reveals the Worst." Proceedings of the National Academy of Sciences 113, no. 4 (January 26, 2016): 954–959.
      • Article

      Beyond Good Intentions: Prompting People to Make Plans Improves Follow-through on Important Tasks

      By: Todd Rogers, Katherine L Milkman, Leslie K. John and Michael I. Norton
      Many intend to stay fit but fail to exercise or eat healthfully; students intend to earn good grades but study too little; citizens intend to vote but fail to turnout. How can policymakers help people follow through on intentions like these? Plan-making, a tool that... View Details
      Keywords: Behavior; Success; Planning
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      Rogers, Todd, Katherine L Milkman, Leslie K. John, and Michael I. Norton. "Beyond Good Intentions: Prompting People to Make Plans Improves Follow-through on Important Tasks." Behavioral Science & Policy 1, no. 2 (December 2015): 33–41.
      • 2015
      • Chapter

      The Consumer Psychology of Online Privacy: Insights and Opportunities from Behavioral Decision Theory

      By: Leslie K. John
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      John, Leslie K. "The Consumer Psychology of Online Privacy: Insights and Opportunities from Behavioral Decision Theory." In The Cambridge Handbook of Consumer Psychology, edited by Michael I. Norton, Derek D. Rucker, and Cait Lamberton. New York: Cambridge University Press, 2015.
      • 2015
      • Other Teaching and Training Material

      Marketing Reading: Marketing Intelligence

      By: Robert J. Dolan and Leslie K. John
      This reading provides the basic knowledge a marketing manager needs in order to choose the right combination of research methods, as well as the best way to present research findings to stakeholders. Furthermore, this Reading shows how effective decision making hinges... View Details
      Keywords: Marketing Research; Marketing; Research
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      Dolan, Robert J., and Leslie K. John. "Marketing Reading: Marketing Intelligence." Core Curriculum Readings Series. Harvard Business Publishing 8191, 2015.
      • March 2015
      • Teaching Note

      CVS Health: Promoting Drug Adherence

      By: Leslie John, John Quelch and Robert Huckman
      Email mking@hbs.edu for a courtesy copy.

      This Teaching Note explains the theory of the case and teaching plan for the case: CVS Health: Promoting Drug Adherence (515010). The case finds Helena Foulkes, Executive... View Details
      Keywords: Medication Adherence; Affordable Care Act (ACA); Marketing Strategy; Communication Strategy; Customer Value and Value Chain; Decisions; Health Care and Treatment; Goals and Objectives; Resource Allocation; Marketing Communications; Consumer Behavior; Measurement and Metrics; Service Delivery; Behavior; Motivation and Incentives; Social Issues; Information Technology; Value Creation; Health Industry; Pharmaceutical Industry; Insurance Industry; Public Relations Industry; Retail Industry; United States
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      John, Leslie, John Quelch, and Robert Huckman. "CVS Health: Promoting Drug Adherence." Harvard Business School Teaching Note 515-086, March 2015. (Email mking@hbs.edu for a courtesy copy.)
      • March 2015
      • Teaching Note

      Kiehl's Since 1851: Pathway to Profitable Growth

      By: Leslie John and Robert J. Dolan
      Email mking@hbs.edu for a courtesy copy.

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      John, Leslie, and Robert J. Dolan. "Kiehl's Since 1851: Pathway to Profitable Growth." Harvard Business School Teaching Note 515-087, March 2015. (Email mking@hbs.edu for a courtesy copy.)
      • February 2015 (Revised September 2016)
      • Teaching Note

      Making stickK Stick: The Business of Behavioral Economics

      By: Leslie K. John and Michael Norton
      Email mking@hbs.edu for a courtesy copy.

      This Teaching Note explains the theory of the case and teaching plan for the case: Making sticK Stick: The Business of Behavioral Economics (514019). The case focuses on a... View Details
      Keywords: Behavioral Economics; Behavior Change; B2B Vs. B2C; Human Resource Management; Marketing Of Innovations; Health & Wellness; Weight Loss; Charitable Giving; Marketing; Consumer Behavior; Entrepreneurship; Internet and the Web; Health; Business Model; Sales; Human Resources; Health Industry; United States
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      John, Leslie K., and Michael Norton. "Making stickK Stick: The Business of Behavioral Economics." Harvard Business School Teaching Note 515-088, February 2015. (Revised September 2016.) (Email mking@hbs.edu for a courtesy copy.)
      • January 2015 (Revised July 2019)
      • Case

      CVS Health: Promoting Drug Adherence

      By: Leslie John, John Quelch and Robert Huckman
      Email mking@hbs.edu for a courtesy copy.

      The case describes a program that CVS Health recently implemented to improve medication adherence, an important problem from a societal, public policy, and firm... View Details
      Keywords: Medication Adherence; Affordable Care Act (ACA); Marketing Strategy; Communication Strategy; Customer Value and Value Chain; Decisions; Health Care and Treatment; Goals and Objectives; Resource Allocation; Marketing Communications; Consumer Behavior; Measurement and Metrics; Service Delivery; Behavior; Motivation and Incentives; Social Issues; Information Technology; Value Creation; Health Industry; Pharmaceutical Industry; Insurance Industry; Public Relations Industry; Retail Industry; United States
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      John, Leslie, John Quelch, and Robert Huckman. "CVS Health: Promoting Drug Adherence." Harvard Business School Case 515-010, January 2015. (Revised July 2019.) (Email mking@hbs.edu for a courtesy copy.)
      • April 2014 (Revised June 2015)
      • Case

      Making stickK Stick: The Business of Behavioral Economics

      By: Leslie John, Michael Norton and Michael Norris
      Email mking@hbs.edu for a courtesy copy.

      stickK.com, a website that uses behavioral economics to help users achieve their goals, must choose between a direct-to-consumer or business-to-business model. The case... View Details
      Keywords: Behavioral Economics; Behavior Change; B2B Vs. B2C; Human Resource Management; Marketing Of Innovations; Health & Wellness; Weight Loss; Charitable Giving; Marketing; Consumer Behavior; Entrepreneurship; Internet and the Web; Health; Business Model; Sales; Human Resources; Health Industry; United States
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      John, Leslie, Michael Norton, and Michael Norris. "Making stickK Stick: The Business of Behavioral Economics." Harvard Business School Case 514-019, April 2014. (Revised June 2015.) (request a courtesy copy.)
      • March 2014
      • Article

      Cheating More for Less: Upward Social Comparisons Motivate the Poorly Compensated to Cheat

      By: Leslie K. John, George Loewenstein and Scott Rick
      Intuitively, people should cheat more when cheating is more lucrative, but we find that the effect of performance-based pay rates on dishonesty depends on how readily people can compare their pay rate to that of others. In Experiment 1, participants were paid 5 cents... View Details
      Keywords: Dishonesty; Social Comparison; Pay Secrecy; Motivation and Incentives; Fairness; Decision Making; Compensation and Benefits
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      John, Leslie K., George Loewenstein, and Scott Rick. "Cheating More for Less: Upward Social Comparisons Motivate the Poorly Compensated to Cheat." Special Issue on Behavioral Ethics. Organizational Behavior and Human Decision Processes 123, no. 2 (March 2014): 101–109.
      • Article

      Financial Incentives for Exercise Adherence in Adults: Systematic Review and Meta-analysis

      By: Marc S. Mitchell, Jack M. Goodman, David A. Alter, Leslie K. John, Paul I. Oh, Maureen T. Pakosh and Guy E. Faulkner
      Context Less than 5% of U.S. adults accumulate the required dose of exercise to maintain health. Behavioral economics has stimulated renewed interest in economic-based, population-level health interventions to address this issue. Despite widespread implementation of... View Details
      Keywords: Exercise; Health; Behavior; Motivation and Incentives
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      Mitchell, Marc S., Jack M. Goodman, David A. Alter, Leslie K. John, Paul I. Oh, Maureen T. Pakosh, and Guy E. Faulkner. "Financial Incentives for Exercise Adherence in Adults: Systematic Review and Meta-analysis." American Journal of Preventive Medicine 45, no. 5 (November 2013): 658–667.
      • October 2013 (Revised April 2015)
      • Case

      Kiehl's Since 1851: Pathway to Profitable Growth

      By: Robert J. Dolan and Leslie K. John
      Citation
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      Dolan, Robert J., and Leslie K. John. "Kiehl's Since 1851: Pathway to Profitable Growth." Harvard Business School Case 514-044, October 2013. (Revised April 2015.) (Email mking@hbs.edu for a courtesy copy.)
      • October 2013 (Revised March 2015)
      • Supplement

      Kiehl's Since 1851: Pathway to Profitable Growth (B)

      By: Robert J. Dolan and Leslie K. John
      Email mking@hbs.edu for a courtesy copy.

       View Details
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      Dolan, Robert J., and Leslie K. John. "Kiehl's Since 1851: Pathway to Profitable Growth (B)." Harvard Business School Supplement 514-046, October 2013. (Revised March 2015.) (Email mking@hbs.edu for a courtesy copy.)
      • September 2013
      • Article

      Converging to the Lowest Common Denominator in Physical Health

      By: Leslie K. John and Michael I. Norton
      Objective: This research examines how access to information on peer health behaviors affects one's own health behavior. Methods: We report the results of a randomized field experiment in a large corporation in which we introduced walkstations (treadmills... View Details
      Keywords: Information; Behavior; Decision Choices and Conditions; Health; Health Industry
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      John, Leslie K., and Michael I. Norton. "Converging to the Lowest Common Denominator in Physical Health." Special Issue on Health Psychology Meets Behavioral Economics. Health Psychology 32, no. 9 (September 2013): 1023–1028.
      • June 2013
      • Article

      What Is Privacy Worth?

      By: Alessandro Acquisti, Leslie K. John and George Loewenstein
      Understanding the value that individuals assign to the protection of their personal data is of great importance for business, law, and public policy. We use a field experiment informed by behavioral economics and decision research to investigate individual privacy... View Details
      Keywords: Safety; Rights; Valuation; Ethics; Identity
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      Acquisti, Alessandro, Leslie K. John, and George Loewenstein. "What Is Privacy Worth?" Journal of Legal Studies 42, no. 2 (June 2013): 249–274.
      • Article

      Effects of Description of Options on Parental Perinatal Decision-Making

      By: Marlyse F. Haward, Leslie K. John, John M. Lorenz and Baruch Fischhoff
      Objective: To examine whether parents' delivery room management decisions for extremely preterm infants are influenced by (a) the degree of detail with which options-comfort care (CC) or intensive care (IC)-are presented or (b) their order of presentation. Methods: 309... View Details
      Keywords: Decision Making; Values and Beliefs; Personal Characteristics; Attitudes; Motivation and Incentives; Family and Family Relationships; Health Care and Treatment
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      Haward, Marlyse F., Leslie K. John, John M. Lorenz, and Baruch Fischhoff. "Effects of Description of Options on Parental Perinatal Decision-Making." Pediatrics 129, no. 5 (May 2012): 891–902.
      • 2012
      • Chapter

      Using Decision Errors to Help People Help Themselves

      By: George Loewenstein, Leslie John and Kevin G. Volpp
      Keywords: Decisions; Welfare; Behavior
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      Loewenstein, George, Leslie John, and Kevin G. Volpp. "Using Decision Errors to Help People Help Themselves." Chap. 21 in The Behavioral Foundations of Public Policy, edited by Eldar Shafir, 361–379. Princeton University Press, 2012.
      • November 2012
      • Article

      Empirical Observations on Longer-term Use of Incentives for Weight Loss

      By: Leslie K. John, George Loewenstein and Kevin Volpp
      Behavioral economic-based interventions are emerging as powerful tools to help individuals accomplish their own goals, including weight loss. Deposit contract incentive systems give participants the opportunity to put their money down toward losing weight, which they... View Details
      Keywords: Weight Loss; Obesity; Behavioral Economics; Intervention; Behavior; Motivation and Incentives
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      John, Leslie K., George Loewenstein, and Kevin Volpp. "Empirical Observations on Longer-term Use of Incentives for Weight Loss." Preventive Medicine 55, Supplement 1 (November 2012): S68–S74.
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