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  • 30 Sep 2002
  • Research & Ideas

Use the Psychology of Pricing To Keep Customers Returning

effect. Chicago's NPR station asks people to donate by joining their dollar-a-day club. Framed in that manner, the donation seems quite reasonable—about the cost of a cup of coffee. Contrast that with what would happen if they asked... View Details
Keywords: by Manda Mahoney
  • 23 Sep 2008
  • First Look

First Look: September 23, 2008

Experience and Team Familiarity: Addressing the Knowledge Acquisition-Application Problem Authors:Robert S. Huckman and Bradley R. Staats Abstract Prior work in organizational learning has failed to find a consistent effect of variation... View Details
Keywords: Martha Lagace
  • 05 Jun 2018
  • First Look

New Research and Ideas, June 5, 2018

traditional question of how the inflow of foreign workers affects native employment and earnings to explore effects on innovation and productivity, wage inequality across skill groups, the behavior of multinational firms, firm-level... View Details
Keywords: Dina Gerdeman
  • 16 Oct 2012
  • First Look

First Look: October 16

further provide evidence that these effects are due to increased competition for local resources. China: The Indigenization of Insurance Authors:Elisabeth Köll and David Faure Publication:In World Insurance: The Evolution of a Global Risk... View Details
Keywords: Sean Silverthorne
  • 05 Jan 2009
  • Research & Ideas

Most Popular Articles and Working Papers 2008

are not entirely mysterious. In fact, marketers of successful brands regularly draw on a rich assortment of insights excavated from research into basic frames or orientations we have toward the world around us, according to HBS professor... View Details
Keywords: by Staff
  • 23 May 2017
  • First Look

First Look at New Ideas and Research: May 23, 2017

points. Pseudo-set framing changes gambling choices (Study 1), effort (Studies 2 and 3), giving behavior (Field Data and Study 4), and purchase decisions (Study 5). These effects persist in the absence of... View Details
Keywords: Carmen Nobel
  • 27 Feb 2013
  • Research & Ideas

Sidetracked: Why Can’t We Stick to the Plan?

avoid getting sidetracked in the future. Forces from within are factors that reside in both our minds and our hearts, and exist because of the very nature of being human. We will explore the accuracy (or lack thereof) of our beliefs about our abilities and competence... View Details
Keywords: Re: Francesca Gino
  • 26 Jan 2016
  • First Look

January 26, 2016

Cagé, and William R. Kerr Abstract—We build an endogenous growth model to analyze the relationships between taxation, corruption, and economic growth. Entrepreneurs lie at the center of the model and face disincentive effects from... View Details
Keywords: Sean Silverthorne
  • 19 Feb 2019
  • First Look

New Research and Ideas, February 19, 2019

become less critical of the experience—in this study, less sensitive to possible bugs while playing an otherwise identical “revised” video game—and whether this mediates the effect of revision framing on... View Details
Keywords: Sean Silverthorne
  • 23 Apr 2013
  • First Look

First Look: April 23

and prices as a function of the consumer population's valuation for the service and show that competition has three main effects on the marketplace. First, competition drives the provision of services with a low level of disclosure.... View Details
Keywords: Sean Silverthorne
  • 27 May 2014
  • First Look

First Look: May 27

Jill Avery, and Anat Keinan Abstract—We explore the effect of having a large dominant competitor and show the conditions under which focusing on a competitive threat, rather than hiding it, can actually help a brand. We demonstrate... View Details
Keywords: Sean Silverthorne
  • 26 Jul 2010
  • Research & Ideas

Yes, You Can Raise Prices in a Downturn

framing price appropriately.” Alternatively, currently popular strategic doctrine has many executives sailing off, like Ahab or Sinbad, in search of "blue oceans"—market spaces where allegedly no one else is fishing. Avoiding... View Details
Keywords: by Sean Silverthorne; Retail; Consumer Products
  • 06 Feb 2007
  • First Look

First Look: February 6, 2007

that did not enforce and did not change enforcement of non-compete laws, we find that relative mobility decreased by 34 percent in Michigan after the state reversed its policies. Moreover, this effect was amplified 14 percent for... View Details
Keywords: Martha Lagace
  • 06 Dec 2011
  • First Look

First Look: Dec. 6

http://hbr.org/product/flying-without-a-net-turn-fear-of-change-into-fuel/an/10297-HBK-ENG The Real Consequences of Market Segmentation Authors:Sergey Chernenko and Adi Sunderam Publication:Review of Financial Studies (forthcoming) Abstract We study the real View Details
Keywords: Sean Silverthorne
  • 24 Jan 2012
  • First Look

First Look: Jan. 24

that priming relevant networks (e.g., family or friends) makes products associated with those networks more attractive. Read the paper: http://www.people.hbs.edu/mnorton/anik norton.pdf The Influence of Prior Industry Affiliation on View Details
Keywords: Sean Silverthorne
  • 21 Jul 2009
  • First Look

First Look: July 21

the paper: http://www.hbs.edu/research/pdf/10-002.pdf Culture Clash: The Costs and Benefits of Homogeneity Author:Eric Van den Steen Abstract This paper develops an economic theory of the costs and benefits of corporate culture—in the sense of shared beliefs and... View Details
Keywords: Martha Lagace
  • 19 Mar 2019
  • First Look

New Research and Ideas, March 19, 2019

sequence of actions can have different psychological effects due to the role of mutual agreement. Finally, we contribute to research on consumers’ shared experiences by suggesting a novel mechanism for committing to such experiences:... View Details
Keywords: Dina Gerdeman
  • 08 May 2007
  • First Look

First Look: May 8, 2007

exogenous variation in foreign aid. We investigate how aid is spent by tracking its short-run effect on aggregate demand, prices, the national accounts, savings, and the balance of payments. We find that aid is mostly consumed, primarily... View Details
Keywords: Martha Lagace
  • 31 Jul 2012
  • First Look

First Look: July 31

perfect substitutes for equity finance, payout taxes may therefore have an effect on the investment of firms. High taxes will favor investment by firms that can finance internally. Using an international panel with many changes in payout... View Details
Keywords: Carmen Nobel
  • 19 Jan 2011
  • First Look

First Look: Jan. 18

Influence (Un)ethical Behavior Authors:F. Gino and Joshua D. Margolis Publication:Organizational Behavior and Human Decision Processes (forthcoming) Abstract In four laboratory studies, we find that regulatory focus induced by situational cues (such as the View Details
Keywords: Sean Silverthorne

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