persuasion and influence - Publications - Faculty & Research - Harvard Business School

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June 2024 (Revised June 2025)
Case

Dylan Mulvaney and Bud Light

By: Jill Avery and Celine Chammas

On April 1, 2023, social media content creator and influencer Dylan Mulvaney recorded a promotional post. It featured a video of herself drinking from a can of Bud Light beer, offering a virtual toast to her followers. Alongside the video, she posted a photograph of a... View Details

Keywords: Brand Crises; Brand Management; Influencer Marketing; Boycott; Marketing Strategy; Marketing Communications; Brands and Branding; Consumer Behavior; Social Media; Advertising; Social Issues; Public Opinion; Food and Beverage Industry; Food and Beverage Industry; United States

2010
Other Unpublished Work

God, Government and Outsiders: The Influence of Religious Beliefs on Depositor Behavior in an Emerging Market.

By: Ayesha K. Khan and Tarun Khanna

This paper provides evidence that religious beliefs can have a significant impact on individual financial choices. Using proprietary panel data on the distribution of bank deposits across all commercial banks in Pakistan over a 33-month period, I find that Islamic... View Details

Keywords: Decision Choices and Conditions; Commercial Banking; Cross-Cultural and Cross-Border Issues; Consumer Behavior; Emerging Markets; Religion; Banking Industry; Pakistan

03 Apr 2013
What Do You Think?

Will Women Leaders Influence the Way We Work?

Summing Up How Important is Leadership Gender in Influencing the Way We Work? Any attempt to describe behaviors on the basis of gender runs the risk of stereotyping, generalizing, and generally... View Details

Keywords: by James Heskett

March 2025
Article

Differentiating on Diversity: How Disclosing Workforce Diversity Influences Consumer Choice

By: Maya Balakrishnan, Jimin Nam and Ryan W. Buell

Companies are facing increased pressure to “walk the talk” on diversity, equity, and inclusion (DEI) in their operations. One specific call-to-action from stakeholders is the public disclosure of EEO-1s. Companies with 100+ employees are federally mandated to annually... View Details

Keywords: Consumer Behavior; Corporate Disclosure; Diversity; Employees; Perception

November 2015
Article

Influence of Experience and the Surgical Learning Curve on Long-term Patient Outcomes in Cardiac Surgery

By: Bryan M. Burt, Andrew W. ElBardissi, Robert S. Huckman, Lawrence H. Cohn, Marisa W. Cevasco, James D. Rawn, Sary F. Aranki and John G. Byrne

OBJECTIVE: We hypothesized that increased post-graduate surgical experience correlates with improved operative efficiency and long-term survival in standard cardiac surgery procedures.

METHODS: Utilizing a prospectively collected retrospective database,... View Details

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

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2008
Chapter

Identity Negotiation Processes Amidst Diversity: Understanding the Influence of Social Identity and Status Differences

By: Jeffrey T. Polzer and Heather M. Caruso

We integrate an identity negotiation framework with research on diversity, social identity theory, and status differences. This integration reveals the distinct advantages and challenges that high and low status people face when they engage in identity negotiation... View Details

Keywords: Status and Position; Prejudice and Bias; Groups and Teams; Organizational Culture; Identity; Diversity; Power and Influence

2012
Working Paper

Author-Level Eigenfactor Metrics: Evaluating the Influence of Authors, Institutions and Countries within the SSRN community

By: Jevin D. West, Michael C. Jensen, Ralph J. Dandrea, Gregg Gordon and Carl T. Bergstrom

In this paper, we show how the Eigenfactor® score, originally designed for ranking scholarly journals, can be adapted to rank the scholarly output of authors, institutions, and countries based on author-level citation data. Using the methods described herein, we... View Details

Keywords: Body of Literature; Measurement and Metrics; Networks; Rank and Position; Research; Motivation and Incentives

October 1988
Article

Managerial Influences in the Implementation of a New Technology

By: D. A. Leonard and I. Deschamps

Keywords: Management; Leadership; Technology

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13 Feb 2019
News

Trolley Dilemmas Shouldn’t Influence Self-Driving Policies, Experts Argue

2003
Working Paper

How Communication Links Influence Coalition Bargaining: A Laboratory Investigation

By: Gary E. Bolton, Kalyan Chatterjee and Kathleen L. McGinn

2000
Working Paper

How Communication Links Influence Coalition Bargaining: A Laboratory Investigation

By: Gary E. Bolton, Kalyan Chatterjee and Kathleen L. McGinn

15 Sep 2015
News

The Unexpected Influence of Stories Told at Work

13 Dec 2019
Video

Melcolm Ruffin (MBA 2020) Talks Tightknit Families, Sports Stats, and Influencing at a Higher Level

Winter 2014
Article

The Influences of Strategic Management on Antitrust Discourse

By: Hillary Greene and Dennis Yao

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December 1998
Article

Being Different Yet Feeling Similar: The Influence of Demographic Composition and Organizational Culture on Work Processes and Outcomes

By: J. Chatman, J. Polzer, S. Barsade and M. Neale

Keywords: Demographics; Organizational Culture; Outcome or Result

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October 2012
Article

The Preference for Potential

By: Zakary L. Tormala, Jayson Jia and Michael I. Norton

When people seek to impress others, they often do so by highlighting individual achievements. Despite the intuitive appeal of this strategy, we demonstrate that people often prefer potential rather than achievement when evaluating others. Indeed, compared with... View Details

Keywords: Preferences; Persuasion; Uncertainty; Risk and Uncertainty; Performance Expectations; Attitudes

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2006
Working Paper

Worse but Equal: The Influence of Social Categories on Resource Allocations

By: Stephen M. Garcia, Max H. Bazerman, Shirli Kopelman and Dale T. Miller

This paper explores the influence of social categories on the perceived trade-off between relatively bad but equal distribution of resources between two parties and profit maximizing, yet asymmetric payoffs. Study 1 and 2 showed that people prefer to maximize profits... View Details

Keywords: Demographics; Fairness; Resource Allocation; Decision Choices and Conditions; Profit

2007
Working Paper

Acting Globally but Thinking Locally? The Influence of Local Communities on Organizations

By: Christopher Marquis and Julie Battilana

We develop an institutional theory of how local communities continue to matter for organizations, and why community factors are particularly important in a global age. Since globalization has taken center stage in both practitioner and academic circles, research has... View Details

Keywords: Geographic Location; Local Range; Globalization; Organizational Change and Adaptation; Business and Community Relations; Power and Influence

October 2007
Article

The Influence of Financial Statement Recognition and Analyst Coverage on the Market's Valuation of R&D Capital

By: Michael D. Kimbrough

Statement of Financial Accounting Standards 141 (SFAS No. 141)'s requirement that an acquirer in a business combination estimate the fair value of the target's separately identifiable assets and liabilities (including research and development capital) provides a rare... View Details

Keywords: Information; Value Creation; Fair Value Accounting; Research and Development; Financial Statements; Capital

12 Jul 2016
News

Mass Shootings Influence Spike In Gun-Related Laws At State Level

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