Publications

Educators

2021
Working Paper

First Law of Motion: Influencer Video Advertising on TikTok

By: Jeremy Yang, Juanjuan Zhang and Yuhan Zhang

This paper engineers an intuitive feature that is predictive of the causal effect of influencer video advertising on product sales. We propose the concept of m-score, a summary statistic that captures the extent to which a product is advertised in the most engaging... View Details

Keywords: Influencer Advertising; Video Advertising; Computer Vision; Machine Learning; Advertising; Online Technology

SSRN

Article

Default Neglect in Attempts at Social Influence

By: Julian Zlatev, David P. Daniels, Hajin Kim and Margaret A. Neale

Current theories suggest that people understand how to exploit common biases to influence others. However, these predictions have received little empirical attention. We consider a widely studied bias with special policy relevance: the default effect, which is the... View Details

Keywords: Social Influence; Default Effect; Nudges; Choice Architecture; Decision Making; Behavior

Summer 2019
Article

The Political Influence of Voters' Interests on SEC Enforcement

By: Jonas Heese

I examine whether political influence as a response to voters’ interest in employment levels is reflected in the enforcement actions of the Securities and Exchange Commission (SEC). I find that large employers are less likely to experience SEC enforcement actions.... View Details

Keywords: SEC Enforcement; Government Preferences; Voters' Interests; Political Influence; Employment; Public Opinion; Government Administration; Governance Compliance; Political Elections

SSRN

February 1994 (Revised May 1994)
Background Note

Exercising Influence

By: Linda A. Hill

Provides a framework for understanding the exercise of interpersonal influence in organizations. Describes some of the "myths and realities" of management that new managers discover--specifically, that managers are dependent on a complex network of relationships to get... View Details

Keywords: Power and Influence

Educators

May 1987
Background Note

Influence Tactics

Defines and describes the major categories of influence tactics and indicates some of the conditions under which they are effective. View Details

Keywords: Organizations; Power and Influence

Educators

November – December 2011
Article

Explaining Influence Rents: The Case for an Institutions-Based View of Strategy

By: Gautam Ahuja and Sai Yayavaram

Research in strategy has identified and tried to explain four types of rents: monopolistic rents, efficiency rents, quasi rents, and Schumpeterian rents. Building on previous work on political and institutional strategies, we add a fifth type of rent: influence rents.... View Details

Keywords: Institutions; Influence Rents; Generic Strategies; Strategy; Organizations; Renting or Rental; Economics

2013
Working Paper

Separating Homophily and Peer Influence with Latent Space

By: Joseph P. Davin, Sunil Gupta and Mikolaj Jan Piskorski

We study the impact of peer behavior on the adoption of mobile apps in a social network. To identify social influence properly, we introduce latent space as an approach to control for latent homophily, the idea that "birds of a feather flock together." In a series of... View Details

Keywords: Social Influence; Social Network; Mobile App; Peer Effects; Latent Homophily; Latent Space; Proxy Variables; Familiarity; Behavior; Consumer Behavior; Applications and Software; Social and Collaborative Networks; Mobile and Wireless Technology; Power and Influence; Social Media

2014
Article

Thought Calibration: How Thinking Just the Right Amount Increases One’s Influence and Appeal

By: Daniella Kupor, Zakary L. Tormala, Michael I. Norton and Derek D. Rucker

Previous research suggests that people draw inferences about their attitudes and preferences based on their own thoughtfulness. The current research explores how observing other individuals make decisions more or less thoughtfully can shape perceptions of those... View Details

Keywords: Thoughtfulness; Liking; Social Influence; Decisions; Attitudes; Cognition and Thinking; Power and Influence

2023
Article

Estimating Causal Peer Influence in Homophilous Social Networks by Inferring Latent Locations.

By: Edward McFowland III and Cosma Rohilla Shalizi

Social influence cannot be identified from purely observational data on social networks, because such influence is generically confounded with latent homophily, that is, with a node’s network partners being informative about the node’s attributes and therefore its... View Details

Keywords: Causal Inference; Homophily; Social Networks; Peer Influence; Social and Collaborative Networks; Power and Influence; Mathematical Methods

February 2010
Module Note

Strategies of Influence

By: Deepak Malhotra

Strategies of Influence (SOI) is a stand-alone session that teaches students about the psychology of persuasion. Students are presented a series of mini-case vignettes, each of which illustrates a specific strategy that negotiators can use to make their ideas, offers,... View Details

Keywords: Leadership; Management Teams; Negotiation; Groups and Teams; Power and Influence; Strategy

2020
Working Paper

Social Influence in the COVID-19 Pandemic: Community Establishments’ Closure Decisions Follow Those of Nearby Chain Establishments

By: Abhishek Nagaraj, Mathijs de Vaan, Saqib Mumtaz and Sameer Srivastava

As conveners that bring various stakeholders into the same physical space, firms can powerfully influence the course of pandemics such as COVID-19. Even when operating under government orders and health guidelines, firms have considerable discretion to keep their... View Details

Keywords: COVID-19; Peer Influence; Closure Decisions; Health Pandemics; Business Ventures; Decisions; Business and Community Relations

09 Feb 2012
News

Entrepreneurial Influence

Keywords: News, Library, Internet, and Other Services; Information

How Experts Gain Influence

In 2006 the risk management chiefs of two British financial institutions (we'll call them Saxon Bank and Anglo Bank) were in similar situations. Each reported directly to the CEO and had, in theory, the same influence in their organizations. But by 2011 Saxon’s risk... View Details

20 Mar 2024
News

Abortion Influences Everything

01 Jan 2017
News

Sphere of Influence

Analisa Balares (MBA 2005) was born into a poor family, but her life path crossed different strata of Philippine society, from the ultra-wealthy to the urban poor. A student leader from the age of 13, she represented her high school at science fairs in Singapore and... View Details

November 2009
Article

Neural Mechanisms of Social Influence

By: Malia Mason, Rebecca Dyer and Michael I. Norton

The present investigation explores the neural mechanisms underlying the impact of social influence on preferences. We socially tagged symbols as valued or not-by exposing participants to the preferences of their peers-and assessed subsequent brain activity during an... View Details

Keywords: Power and Influence; Value; Information; Outcome or Result

March 2015
Module Note

Power and Influence in Society

By: Julie Battilana

This module aims to help students understand how power and influence are employed, both to reproduce the status quo and to effect change in society. It first helps them to understand why, more often than not, power is used to reproduce the existing way individuals and... View Details