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  • 18 Jun 2014
  • Research & Ideas

Leading Innovation is the Art of Creating ‘Collective Genius’

Hill's cowriter on Being the Boss: The 3 Imperatives for Becoming a Good Leader. What most distinguishes innovation leadership, the book argues, is recognition that innovation is a "team sport," not the act of a sole inventor. "Truly innovative groups are consistently... View Details
Keywords: by Kim Girard
  • 26 Jun 2012
  • First Look

First Look: June 26

rewards, respectively. The analysis yields three main findings. First, non-financial rewards are more effective at eliciting effort than either financial rewards or the volunteer contract. The effect of financial rewards is much smaller... View Details
Keywords: Sean Silverthorne
  • 24 Jul 2018
  • First Look

New Research and Ideas, July 24, 2018

staff are well positioned to conceive improvement opportunities based on first-hand knowledge of what works and does not work. The innovation contest may be a relevant and useful vehicle to elicit staff ideas. However, the success of the... View Details
Keywords: Dina Gerdeman
  • 02 May 2005
  • What Do You Think?

Where is Consumer Generated Marketing Taking Us?

increasingly rely on users for new product development, design, and distribution. His particular interest is in how products can be designed and distributed to elicit user-driven development through such methods as "open... View Details
Keywords: by James Heskett
  • 04 Sep 2018
  • First Look

New Research and Ideas, September 4, 2018

with a warm communication style, both in a field experiment (Study 2) and in a laboratory experiment (Study 3). This was driven by the fact that offers delivered in tough language elicited more favorable counteroffers. We further find... View Details
Keywords: Dina Gerdeman
  • 08 Oct 2013
  • First Look

First Look: October 8

http://ssrn.com/abstract=2332106 It's Not the Size of the Gift; It's How You Present It: New Evidence on Gift Exchange from a Field Experiment By: Gilchrist, Duncan, Michael Luca, and Deepak Malhotra Abstract—Behavioral economists argue that above-market wages View Details
Keywords: Sean Silverthorne
  • 02 Oct 2000
  • What Do You Think?

What Lies Beyond NAFTA?

with the results that NAFTA has produced. But it seems not to have receded in interest among at least one group of readers of this column. The column "What Lies Beyond NAFTA?," with a focus on future responses to issues concerning migration between Mexico and... View Details
Keywords: by James Heskett
  • 16 Jul 2013
  • First Look

First Look: July 16

trust through warmth and understanding. Most leaders today approach their jobs by emphasizing competence, strength, and credentials. But without first building a foundation of trust, they run the risk of eliciting fear, resentment, or... View Details
Keywords: Anna Secino
  • 22 Mar 2011
  • First Look

First Look: March 22

individuals to recognize and embrace contradictions—increases creativity. In four laboratory studies using different creativity tasks and different manipulations for eliciting paradoxical frames, participants who adopted paradoxical... View Details
Keywords: Sean Silverthorne
  • 21 Jul 2003
  • Research & Ideas

Don’t Get Buried in Customer Data—Use It

their answers to questions you haven't even asked them." In one-on-one interviews with customers, Zaltman uses a process he describes as metaphor elicitation to get at the beliefs, emotions, intentions, and often unconscious... View Details
Keywords: by Jean Ayers
  • 13 May 2014
  • First Look

First Look: May 13

working paper: http://ssrn.com/abstract=2430174 Eliciting Taxpayer Preferences Increases Tax Compliance By: Lamberton, Cait, Jan-Emmanuel De Neve, and Michael I. Norton Abstract—Two experiments show that View Details
Keywords: Sean Silverthorne
  • 27 Jan 2009
  • First Look

First Look: January 27, 2009

a successful transformation in your company. Spousal Control and Intra-Household Decision Making: An Experimental Study in the Philippines Author:Nava Ashraf Publication:American Economic Review (forthcoming) Abstract Using an experimental design I View Details
Keywords: Martha Lagace
  • 08 Dec 2003
  • Research & Ideas

Is That Really Your Best Offer?

him that the instructor was alert enough to catch. 4. Ask The Right Questions In negotiation, the question "Is that really your best offer?" almost always elicits a "Yes." No one is going to say, "Well, actually,... View Details
Keywords: by Michael Wheeler
  • 20 Aug 2001
  • Research & Ideas

Making an Ally of Uncle Sam

on at other levels. Understanding these interactions is critical to devising good influence strategies. 5. Linked games. Many influence games also have both value-net and public interest components. A merger, for example, needs government approval; it may also View Details
Keywords: by Michael Watkins, Mickey Edwards & Usha Thakrar
  • 10 Aug 2015
  • Research & Ideas

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

to buy towels under a variety of bargain pricing scenarios. The findings were significant: A high-pay-ratio retailer required a 50 percent discount to elicit a willingness to purchase the product that was on par with a low-pay-ratio... View Details
Keywords: by Carmen Nobel; Retail
  • 08 Jan 2016
  • Research & Ideas

Is it Worth a Pay Cut to Work for a Great Manager (Like Bill Belichick)?

be able to monetize their newly acquired levels of performance, either with their team or elsewhere. On the football field In the football world, Coach Belichick is known for meticulous attention to detail and for his defensive strategy. His eye for talent and his... View Details
Keywords: by Boris Groysberg & Abhijit Naik; Sports
  • 12 Nov 2013
  • First Look

First Look: November 12

link: http://francescagino.com/#/judgment_research   Working Papers When 3+1>4: Gift Structure and Reciprocity in the Field By: Gilchrist, Duncan, Michael Luca, and Deepak Malhotra Abstract—Do higher wages elicit reciprocity and hence... View Details
Keywords: Sean Silverthorne
  • 04 Mar 2015
  • What Do You Think?

Can a Laissez-Faire Approach Fix Labor Market Inequality?

wage disparity, which is more a symptom than a cause of the larger problem. These discussions often elicit an observation that, in many developed economies, too many workers can't live on the money they make. For whatever... View Details
Keywords: by James Heskett; Retail
  • 12 Apr 2016
  • First Look

April 12, 2016

employees. And, because standard interviews enable you to spot trends but unstructured ones elicit unexpected insights, consider combining the two approaches in semi-structured interviews. Publisher's link:... View Details
Keywords: Sean Silverthorne
  • 08 Apr 2014
  • First Look

First Look: April 8

  Publications August 2013 Journal of Consumer Research Brand Tourists: How Non-Core Users Enhance the Brand Image by Eliciting Pride By: Bellezza, Silvia, and Anat Keinan Abstract—This research examines how core consumers of selective... View Details
Keywords: Sean Silverthorne

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