Publications

Article

Handshaking Promotes Deal-Making by Signaling Cooperative Intent

By: Juliana Schroeder, Jane L. Risen, Francesca Gino and Michael I. Norton

We examine how a simple handshake—a gesture that often occurs at the outset of social interactions—can influence deal-making. Because handshakes are social rituals, they are imbued with meaning beyond their physical features. We propose that during mixed-motive... View Details

Keywords: Handshake; Cooperation; Affiliation; Competition; Negotiation; Nonverbal Communication; Negotiation Participants; Behavior; Communication Intention and Meaning; Negotiation Deal

31 Oct 2019
News

Business Success Means Community Success in Wisconsin; GNN Roundup

Clubs News Clubs News Wisconsin executives share success More than 100 alumni and guests of the HBS Club of Wisconsin gathered on October 8 at the Fiserv Forum, home arena of the Milwaukee Bucks, to explore how two local business leaders... View Details

Keywords: Margie Kelley

May 2007
Article

The Governance of Open Source Initiatives: What Does it Mean to be Community Managed?

The concept of 'open source' software initially referred to software projects managed by grassroots communities in public forums. Since 1998, the concept has been adapted and diffused to new settings that extend beyond software. While the open source community has... View Details

Keywords: Governance; Open Source Distribution

Purchase

November 1975 (Revised September 1992)
Background Note

Communications Policy

Introductory note on communications policy for use in first year marketing. Focuses on: Target selection; message delineation; communications intensity; alternative communications; means and media; economics of communications decisions; and need for consistency in... View Details

Keywords: Communication Strategy

Educators

Purchase

2004
Chapter

What Do Communication Media Mean for Negotiations? A Question of Social Awareness

By: Kathleen L. McGinn and Rachel Croson

Keywords: Negotiation; Media; Perception; Social Issues; Media and Broadcasting Industry

2003
Working Paper

What Do Communication Media Mean for Negotiators? A Question of Social Awareness

By: Kathleen L. McGinn and Rachel Croson

September 2007
Article

(Noisy) Communication

By: Bharat Anand and Ron Shachar

Communication is central to many settings in marketing and economics. A focal attribute of communication is miscommunication. We model this key characteristic as a noise in the messages communicated, so that the sender of a message is uncertain about its perception by... View Details

Keywords: Communication Intention and Meaning; Interpersonal Communication; Cost vs Benefits; Marketing Communications; Performance Improvement; Mathematical Methods

2010
Chapter

Revisiting the Meaning of Leadership

By: Joel Podolny, Rakesh Khurana and Marya Hill-Popper

During the past 50 years, organizational scholarship on leadership has shifted from a focus on the significance of leadership for meaning-making to the significance of leadership for economic performance. This shift has been problematic for two reasons. First, it has... View Details

Keywords: Communication Intention and Meaning; Economics; Leadership; Performance Improvement; Behavior

but it’s important to remember that as I progress through my career, the decisions I or other MBAs make will have lasting impact, both on company employees and the customers and View Details

2013
Article

Planning Prompts as a Means of Increasing Preventive Screening Rates

By: Katherine L Milkman, John Beshears, James J. Choi, David Laibson and Brigitte C. Madrian

Keywords: Reminder Systems; Communication; Economics; Behavioral; Primary Prevention; Colonoscopy; Memory; Behavior; Health Care and Treatment; Health Testing and Trials; Communication Strategy; Health Industry

Web

What Does PRIDE Mean to You? - MBA

Blog Blog MBA Voices Filter Results Arrow Down Arrow Up Read posts from Author Alumni Author Career and Professional Development Staff Author HBS Community Author HBS Faculty Author MBA Admissions Author MBA Students Topics Topics 1st Year (RC) 2+2 Program 2nd Year... View Details

Article

Why, When, and How Much to Entertain Consumers in Advertisements?: A Web-based Facial Tracking Field Study

By: Thales Teixeira, Rosalind Picard and Rana el Kaliouby

The presence of positive entertainment (e.g., visual imagery, upbeat music, humor) in TV advertisements can make them more attractive and persuasive. However, little is known about the downsides of using too much entertainment. This research focuses on why, when, and... View Details

Keywords: Face-tracking; Entertainment; Television; Purchase Intent; Commercials; Facial Expressions; Marketing Communication; Advertising; Television Entertainment; Marketing; Advertising Industry

October 26, 2015
Article

Measuring and Communicating Health Care Value with Charts

By: Robert S. Kaplan, Robin P. Blackstone, Derek A. Haas and Nikhil G. Thaker

The goal of a health care system should be to deliver the most value to patients: the outcomes achieved for treating a medical condition relative to the costs incurred over a complete care cycle. We have found that a radar (spider web) chart is an effective means to... View Details

Keywords: Service Delivery; Value; Health Care and Treatment; Health Industry

Register to Read

01 Jun 2011
News

Where Conservation Means Business

communication devices, the tools of Anderson’s trade are more prosaic — a scalpel, a soft-bristle brush, tweezers, a razor knife, Q-tips, and the like. As collections conservator at the Baker Library |... View Details

Keywords: Roger thompson

Article

Revisiting the Meaning of Leadership

By: Joel Podolny, Rakesh Khurana and Marya Lisl Hill-Popper

Keywords: Leadership; Communication Intention and Meaning