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  • Article

Give Them What They Want: The Benefits of Explicitness in Gift Exchange

By: F. Gino and F. Flynn
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  • February 2019
  • Article

Pettiness in Social Exchange

By: Tami Kim, Ting Zhang and Michael I. Norton
We identify and document a novel construct—pettiness, or intentional attentiveness to trivial details—and examine its (negative) implications in interpersonal relationships and social exchange. Seven studies show that pettiness manifests across different types of... View Details
Keywords: Relationships; Personal Characteristics; Perception; Societal Protocols
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  • Article

The Multidimensional Effects of a Small Gift:: Evidence from a Natural Field Experiment

By: Ellen Garbarino, Robert Slonim and Carmen Wang
Using a large natural field experiment, we demonstrate that a small unconditional gift (pen) more than doubled both small (survey) and large (blood donation) responses. We find no evidence that the opportunity for a small response crowded out the larger response;... View Details
Keywords: Reciprocity; Gift Exchange; Blood Donation; Charitable Behavior; Field Experiment; Behavior; Philanthropy and Charitable Giving
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  • August 2023
  • Case

Floward

By: Krishna Palepu and Namrata Arora
In 2022, Abdulaziz B. Al Loughani, CEO and co-founder of Floward, an online flower and gifting company established in Kuwait in 2017, contemplated the firm's growth trajectory. Floward, an e-commerce enterprise that offered fresh-cut flowers sourced directly from... View Details
Keywords: Initial Public Offering; Expansion; Growth and Development Strategy; E-commerce; Information Technology Industry; Middle East; North Africa; Saudi Arabia; Kuwait; United Arab Emirates; Jordan
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  • Research Summary

Unintended Consequences of Fundraising Tactics

Charity fundraisers use a variety of methods to increase donations, with three of the most common being matching funds, seed money, and thank you gifts. Field experiments have shown that matching funds (Eckel and Grossman, 2008) and seed money (List and Lucking-Reiley,... View Details
  • 30 Jun 2022
  • HBS Case

Peloton Changed the Exercise Game. Can the Company Push Through the Pain?

classes left us energized, refreshed, stronger, and ready to take on anything,” Foley explained in Peloton’s 2019 registration filing with the Securities and Exchange Commission. But “we were often left without time, without options, and... View Details
Keywords: by Lane Lambert; Media & Broadcasting; Health; Bicycle
  • 29 Oct 2012
  • Research & Ideas

Are You Paying a Tip--or a Bribe?

Few people see a relationship between tipping and bribing. But consider this: In places where people tip heavily, bribes are more likely to exchange hands as well. Research shows that there's actually a fine line between the socially... View Details
Keywords: by Dina Gerdeman
  • 08 Oct 2020
  • Research & Ideas

Keep Your Weary Workers Engaged and Motivated

productive. Sincere, informed acknowledgement of these efforts can go a long way. Recognize outstanding accomplishments during meetings or some other way. For example, gifts and services are appreciated by people more than ever before.... View Details
Keywords: by Boris Groysberg and Robin Abrahams
  • 16 Jan 2006
  • Research & Ideas

Adam Smith, Behavioral Economist?

market economy. He wrote about trust and reciprocity as critical foundations of the early beginnings of the market, allowing reciprocal gift exchange to emerge, and leading to trade. One might think that the... View Details
Keywords: by Ann Cullen
  • 15 Jun 2007
  • Research & Ideas

Remembering Alfred Chandler

accessible, friendly man. He was always willing to talk about business, share anecdotes, and exchange ideas. He never stopped. He was a living compendium of information about the history of business. I once had a 2-hour conversation with... View Details
Keywords: by Sean Silverthorne
  • 29 Mar 2011
  • First Look

First Look: March 29

Exchange Authors:F. Gino and F. Flynn Publication:Journal of Experimental Social Psychology (forthcoming) Abstract Five studies show that gift recipients are more appreciative receiving View Details
Keywords: Sean Silverthorne
  • 02 Jun 2014
  • Research & Ideas

Excerpt: ‘A Social Strategy’

eschewed broadcasting messages to customers, instead focusing on connecting customers to each other, subsequently linking those customers' actions to increased profitability. To see this approach in action, consider eBay's Group Gifts... View Details
  • 14 Aug 2018
  • First Look

First Look at New Research and Ideas, August 14, 2018

when the (petty) amount given is more generous (e.g., a gift card for $5.15 rather than $5), suggesting that pettiness may in some instances serve as a stronger relationship signal than actual benefits exchanged. Attentiveness to trivial... View Details
Keywords: by Sean Silverthorne
  • 16 May 2017
  • First Look

First Look at New Ideas and Research, May 16

ongoing evolution and recent trends, and perspectives for undertaking research with micro-data from these labor platforms. We undertake new empirical analyses of Upwork data regarding 1) the alignment of micro- and macro-level approaches to disproportionate... View Details
Keywords: Re: Multiple Faculty
  • 10 Aug 2015
  • Research & Ideas

Why a Federal Rule on CEO Pay Disclosure May Get You In Trouble With Customers

Congress of Industrial Organizations (AFL-CIO), which conducts an annual analysis of available labor data. Presumably, the Dodd-Frank rule, once it's mandated, will make more data available for such analyses. The Security and Exchange... View Details
Keywords: by Carmen Nobel; Retail
  • 05 Nov 2009
  • Research & Ideas

A Market for Human Cadavers in All but Name?

of the cadaver trade somewhat skirt this taboo. Indeed, the law basically says cadavers cannot be bought and sold; however, the services surrounding their procurement can be reimbursed. More precisely, the 1987 Uniform Anatomical Gift Act... View Details
Keywords: by Michel Anteby; Health
  • 14 Feb 2012
  • First Look

First Look: February 14

can make organizational learning happen by building teams that learn. Publisher's Link: http://www.wiley.com/WileyCDA/WileyTitle/productCd-078797093X.html The Gifts We Keep on Giving: Documenting and Destigmatizing the Regifting Taboo... View Details
Keywords: Carmen Nobel
  • 26 May 2015
  • First Look

First Look: May 26

  Publications March 2015 AFP Exchange Well Said: Why Articulating Your Strategy Can Set You Apart. By: Cespedes, Frank V. Abstract—Senior finance managers now operate in an altered c-suite landscape. The executives reporting to the CEO... View Details
Keywords: Sean Silverthorne
  • 21 May 2001
  • Research & Ideas

From Tigers to Kaleidoscopes: Thinking About Future Leadership

each of the HBS faculty member's recent insights as described in Management 21C. The Genius Factor Mention the word "genius" and what comes to mind? Most likely a lone person gifted with extraordinary intellectual powers, talents, and... View Details
Keywords: by Martha Lagace
  • 24 Jan 2017
  • First Look

First Look at New Research: January 24, 2017

continuing challenges it faces because of reputational issues and government supervision. A decision by the Foundation to endow $100 million to provide financial aid for Chinese students studying overseas, which included large gifts to... View Details
Keywords: Sean Silverthorne

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