Publications

23 Aug 2010
Research & Ideas

The Drive to Acquire’s Impact on Globalization

heart of good and wise leadership. In the following excerpt, Lawrence describes how various forms of globalization—classic trading, international sales, and transnational outsourcing—reveal examples of good, bad, and misguided leadership View Details

Keywords: by Paul R. Lawrence

03 Dec 2008
What Do You Think?

Can Housing and Credit be “Nudged” Back to Health?

Summing Up The current global recession has, judging from responses to this month's column, many origins, among them housing and credit. All, of course, are traceable to human responses to both perceived opportunities and calamities,... View Details

Keywords: by Jim Heskett

26 Jul 2011
First Look

First Look: July 26

PublicationsPolicy Bundling to Overcome Loss Aversion: A Method for Improving Legislative Outcomes Authors:Katherine L. Milkman, Mary Carol Mazza, Lisa L. Shu, Chia-Jung Tsay, and Max H. Bazerman Publication:Organizational Behavior and... View Details

Keywords: Sean Silverthorne

18 Feb 2015
First Look

First Look: February 18

scientifically grounded way to align our speech and nonverbal behavior with our beliefs, abilities, and values to produce a synchronized inner state that resonates and connects with others. In this way, we can capture the inner strength... View Details

Keywords: Sean Silverthorne

January 2021 (Revised March 2022)
Teaching Note

Maritz Automotive

By: Ashley V. Whillans and Lamar Pierce

This case focuses on Charlotte Blank, the Chief Behavioral Officer at Maritz, as she tries to assist a major automotive manufacturer (CarCo) with increasing their sales by prepaying monthly bonuses to independently franchised car dealers and clawing them back if the... View Details

Keywords: Loss-framing; Sales; Performance Improvement; Compensation and Benefits; Motivation and Incentives; Behavior; Theory; Auto Industry

May 2016
Article

When Performance Trumps Gender Bias: Joint Versus Separate Evaluation

By: Iris Bohnet, Alexandra van Geen and Max Bazerman

We examine a new intervention to overcome gender biases in hiring, promotion, and job assignments: an "evaluation nudge," in which people are evaluated jointly rather than separately regarding their future performance. Evaluators are more likely to focus on individual... View Details

Keywords: Prejudice and Bias; Selection and Staffing; Decision Choices and Conditions; Performance; Gender

26 Mar 2019
First Look

New Research and Ideas, March 26, 2019

March 2019 Organizational Behavior and Human Decision Processes Thin Slices of Workgroups By: Satterstrom, Patricia, Jeffrey T. Polzer, Lisa Kwan, Oliver P. Hauser, Wannawiruch Wiruchnipawan, and Marina... View Details

Keywords: Dina Gerdeman

Article

No Evidence for an Effect of Testosterone Administration on Delay Discounting in Male University Students

By: Georgia Rada Ortner, Matthias Wibral, Anke Becker, Thomas Dohmen, Dietrich Klingmüller, Armin Falk and Bernd Weber

Intertemporal choices between a smaller sooner and a larger delayed reward are one of the most important types of decisions humans face in their everyday life. The degree to which individuals discount delayed rewards correlates with impulsiveness. Steep delay... View Details

Keywords: Delay Discounting; Impulsiveness; Intertemporal Choice; Testosterone; Decision Making; Behavior; Personal Characteristics

May 1994
Article

The Work Preference Inventory: Assessing Intrinsic and Extrinsic Motivational Orientations

By: T. M. Amabile, K. G. Hill, B. A. Hennessey and E. M. Tighe

The Work Preference Inventory (WPI) is designed to assess individual differences in intrinsic and extrinsic motivational orientations. Both the college student and the working adult versions aim to capture the major elements of intrinsic motivation (self-determination,... View Details

Keywords: Creativity; Motivation and Incentives; Measurement and Metrics; Higher Education; Employees; Personal Characteristics

Article

Consistent Belief in a Good True Self in Misanthropes and Three Interdependent Cultures

By: Julian De Freitas, Hagop Sarkissian, George E. Newman, Igor Grossman, Felipe De Brigard, Andres Luco and Joshua Knobe

People sometimes explain behavior by appealing to an essentialist concept of the self, often referred to as the true self. Existing studies suggest that people tend to believe that the true self is morally virtuous; that is deep inside, every person is motivated to... View Details

Keywords: Concepts; Social Cognition; Moral Reasoning; True Self; Culture; Misanthropy; Behavior; Values and Beliefs; Moral Sensibility

09 Jul 2013
Research & Ideas

Catching Up With Boards--Jay Lorsch

performance and succession, corporate strategy, and executive compensation. In a recent interview at Harvard Business School, governance expert Jay Lorsch, the School's Louis Kirstein Professor of Human Relations, offered his insights.... View Details

Keywords: by Jim Aisner

March 16, 2021
Article

From Driverless Dilemmas to More Practical Commonsense Tests for Automated Vehicles

By: Julian De Freitas, Andrea Censi, Bryant Walker Smith, Luigi Di Lillo, Sam E. Anthony and Emilio Frazzoli

For the first time in history, automated vehicles (AVs) are being deployed in populated environments. This unprecedented transformation of our everyday lives demands a significant undertaking: endowing complex autonomous systems with ethically acceptable behavior. We... View Details

Keywords: Automated Driving; Public Health; Artificial Intelligence; Transportation; Health; Ethics; Policy; AI and Machine Learning

February 2024
Case

Levels.fyi: How Negotiations Coaching and Pay Transparency Change Job Market Outcomes

By: Zoë B. Cullen

Salary information is everywhere. What impact does it have on compensation? How should employees and employers use salary information in negotiations? This case brings to light how pay information affects behavior and job market outcomes in surprising ways. View Details

Keywords: Knowledge Use and Leverage; Compensation and Benefits; Negotiation

Educators

26 Jul 2016
First Look

July 26, 2016

connecting the macroscopic with the microscopic in human behavior has traditionally been difficult. Manifestations of homophily, the notion that individuals tend to interact with others who resemble them,... View Details

Keywords: Sean Silverthorne

March 7, 2024
Article

Integrating Digital Tools into Every Stage of Your Sales Strategy

By: Frank V. Cespedes and Georg Krentzel

In their growth and customer-acquisition activities, most companies now face twin challenges: understanding and responding to omni-channel buying behavior and doing that without inadvertently decreasing sales productivity. Thirty years ago, Peter Drucker noted that... View Details

Keywords: Sales Management; Digital Tools; Sales; Marketing Channels; Technology Adoption; Brands and Branding

2025
Working Paper

Why Most Resist AI Companions

By: Julian De Freitas, Zeliha Oğuz-Uğuralp, Ahmet Kaan Uğuralp and Stefano Puntoni

AI companion applications—designed to serve as synthetic interaction partners—have recently become capable enough to reduce loneliness, a growing public health concern. However, behavioral research has yet to fully explain the barriers to adoption of such AI and... View Details

Keywords: Generative Ai; Chatbots; Artificial Intelligence; Algorithmic Aversion; Lonelines; Technology Adoption; AI and Machine Learning; Well-being; Emotions

SSRN

Article

Faithful and Customizable Explanations of Black Box Models

By: Himabindu Lakkaraju, Ece Kamar, Rich Caruana and Jure Leskovec

As predictive models increasingly assist human experts (e.g., doctors) in day-to-day decision making, it is crucial for experts to be able to explore and understand how such models behave in different feature subspaces in order to know if and when to trust them. To... View Details

Keywords: Interpretable Machine Learning; Black Box Models; Decision Making; Framework

January 2025
Case

AI Meets VC: The Data-Driven Revolution at Quantum Light Capital

By: Lauren Cohen, Grace Headinger and Sophia Pan

Ilya Kondrashov, CEO of Quantum Light Capital, was driven to harness AI for identifying high-potential scale-ups. Collaborating with Nik Storonsky, founder of Revolut, the duo observed that most venture capital (VC) decisions were heavily influenced by emotion, with... View Details

Educators