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  • 08 Nov 2011
  • First Look

First Look: Nov. 8

Warmth and competence represent the central dimensions of group stereotypes, the majority of which are ambivalent-characterizing groups as warm but incompetent (e.g., older people, working mothers) or competent but cold (e.g., model minorities, female leaders), in turn... View Details
Keywords: Sean Silverthorne
  • 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
  • 08 Jul 2014
  • First Look

First Look: July 8

findings. First, non-financial rewards are more effective at eliciting effort than either financial rewards or the volunteer contract and are also the most cost-effective of the four schemes. Second, non-financial rewards leverage... View Details
Keywords: Carmen Nobel
  • 30 Aug 2010
  • Research & Ideas

Turning Employees Into Problem Solvers

research team recently set out to better understand what managers can do to encourage employees to speak up about problems, and to investigate how managers can encourage employees to offer solutions. The team's working paper, "Speaking Up Constructively: Managerial... View Details
Keywords: by Julia Hanna; Health
  • 09 Apr 2001
  • Research & Ideas

The Manager’s Guide to Communicating with Customers Collection

patented method of doing this, called the Zaltman Metaphor Elicitation Technique (ZMET), centers on having interview subjects select images that best reflect their state of mind concerning the item in question. The images consumers select... View Details
Keywords: by Richard Bierck; Retail
  • 01 Dec 2005
  • News

Winning Legally

appreciate that legal matters are an integral and manageable part of doing business. Organizationally, managers need to facilitate frequent, two-way communication with legal counsel and provide them with enough business information to View Details
Keywords: Deborah Blagg
  • 13 Mar 2007
  • First Look

First Look: March 13, 2007

processes. In particular, our analysis systematically disentangles the obstacles that members of low status social groups must overcome to elicit verification of their positive self-views. People in this situation are not only working... View Details
Keywords: Martha Lagace
  • 24 Oct 2006
  • First Look

First Look: October 24, 2006

forecasting, despite a number of characteristics that make it a challenge to fit to a dynamic supply chain environment, to be effective in that context. We further show that the forecasting process, together with the supporting mechanisms of information exchange and... View Details
Keywords: Sean Silverthorne
  • 12 Feb 2013
  • First Look

First Look: Feb. 12

that a decision maker may use in a multiattribute decision problem. In addition, it may be used to tailor the utility elicitation process to the comfort level of the decision maker. The new conditions, and the corresponding functional... View Details
Keywords: Sean Silverthorne
  • 22 Feb 2011
  • Research & Ideas

Most Popular Articles, Papers of the Decade

in particular on conflicts that originate in open disagreement. Speaking Up Constructively: Managerial Practices that Elicit Solutions from Front-Line Employees Published: August 25, 2010 How can front-line workers be encouraged to speak... View Details
Keywords: by Sean Silverthorne
  • 01 Jun 2024
  • News

Conducting Business

In 2015 I moved from New York City to Madison, Connecticut, where I met, quite by chance, Ginny Vancil and her brother, Richard. I thought, How many Vancils can there be in the world? I asked if they knew Richard “Dick” Vancil, who was my first professor for my first... View Details
Keywords: Michael Farmer (MBA 1971); illustration by Lucinda Rogers; Business Schools & Computer & Management Training; Educational Services
  • 29 Jan 2019
  • First Look

New Research and Ideas, January 29, 2019

opportunities and elicit strategic responses by focal firms. We develop theory and provide empirical evidence of how innovative activity changes in response to product recalls in the U.S. medical device industry. Focal firm recalls slow... View Details
Keywords: Dina Gerdeman
  • 21 Oct 2008
  • First Look

First Look: October 21, 2008

likely stereotype (on warmth and competence) and elicited emotional prejudices (admiration, contempt, envy, and pity). Seven of eight specific predictions are fully confirmed, supporting the SCM's predicted causality for social structural... View Details
Keywords: Martha Lagace
  • 26 May 2015
  • First Look

First Look: May 26

Gilchrist, Duncan S., Michael Luca, and Deepak Malhotra Abstract— Do higher wages elicit reciprocity and lead to increased productivity? In a field experiment with 266 employees, we find that paying higher wages, per se, does not have a... View Details
Keywords: Sean Silverthorne
  • 29 Oct 2013
  • First Look

First Look: October 29

experimental and field data to examine how those who transgress rules may elicit more stringent penalties from those with the authority to punish them if they appeal to relevant norms endorsing leniency. Specifically, we test how... View Details
Keywords: Sean Silverthorne
  • 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
  • 30 Mar 2010
  • First Look

First Look: March 30

abstract description, can affect their behavior. We examined the role of experience over time in the emergence of the Gambler's Fallacy in binary prediction tasks. Theories of the Gambler's Fallacy and models of binary prediction suggest that recency bias, View Details
Keywords: Sean Silverthorne
  • 18 Dec 2018
  • First Look

New Research and Ideas, December 18, 2018

terms. The case elicits discussion surrounding the following questions: How do we develop a framework to measure the financial cost and benefits of social and environmental externalities? What are the challenges of doing so? What do we... View Details
Keywords: Dina Gerdeman