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  • 11 Sep 2018
  • First Look

New Research and Ideas, September 11, 2018

Behavior and Human Decision Processes When and Why Randomized Response Techniques (Fail to) Elicit the Truth By: John, Leslie K., George Loewenstein, Alessandro Acquisti, and Joachim Vosgerau Abstract—By adding random noise to individual... View Details
Keywords: Dina Gerdeman
  • 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
  • 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
  • 09 Jun 2015
  • First Look

First Look: June 9, 2015

morality and decrease people's ability to justify dishonesty. The second principle, Visibility, aims to restrict anonymity, prompt peer monitoring, and elicit responsible norms. The third principle, Self-Engagement, increases motivation... 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
  • 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
  • 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
  • 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
  • 17 Jun 2014
  • First Look

First Look: June 17

finance. Download working paper: http://ssrn.com/abstract=2171497 Does 'Could' Lead to Good? Toward a Theory of Moral Insight By: Zhang, Ting, Francesca Gino, and Joshua D. Margolis Abstract—We introduce the construct of moral insight and study how it can be View Details
Keywords: Sean Silverthorne
  • 24 May 2021
  • Blog Post

Rebekah Emanuel: Host of Season 3 of the Climate Rising Podcast

particular CEO or leader was doing. Figuring out both how to elicit that, learn more on the fly, determine what might be interesting to listeners, and then weave that into a story is a wonderfully creative process. It's both a highly... View Details
  • 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
  • 15 Nov 2016
  • First Look

November 15, 2016

meeting the founding teams. We find that the predictability of venture outcomes varies with the intensity of research and development (R&D) in the sector. In R&D-intensive sectors, such as life sciences, the ideas that elicit more... View Details
Keywords: Sean Silverthorne
  • 21 Apr 2015
  • First Look

First Look: April 21

direct competition with each other elicit size effects: consumers like small brands more when they compete with big brands and like big brands less when they compete with small brands. We further explore the relationships between brand... View Details
Keywords: Carmen Nobel & Sean Silverthorne
  • 01 Dec 1999
  • News

From the Editors

New York City mayor Robert F. Wagner (MBA '36), elicited a torrent of dissenting letters in 1956 and was followed with a similar article from the Republican point of view. Fenn also increased the number of internationally focused articles... View Details
Keywords: Deborah Blagg
  • 17 Oct 2006
  • First Look

First Look: October 17, 2006

on both dimensions. Different quadrants call for different tools. When employees share little consensus on either dimension, for instance, the only methods that will elicit cooperation are "power tools" such as fiat, force, and... View Details
Keywords: Sean Silverthorne
  • 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
  • 29 May 2018
  • First Look

New Research and Ideas, May 29, 2018

disruptive innovation has gained considerable currency among practitioners despite widespread misunderstanding of its core principles. Similarly, foundational research on disruption has elicited frequent citation and vibrant debate in... View Details
Keywords: Dina Gerdeman
  • 25 Jan 2011
  • First Look

First Look: Jan. 25

grow and become successful, they are often marked by the negative stigma associated with size and power, which elicits anticorporate sentiment from consumers. An underdog brand biography can be strategically wielded to prevent or offset... View Details
Keywords: Sean Silverthorne
  • 05 Oct 2010
  • First Look

First Look: October 5, 2010

stocks and indexes without being detected for over a year. Although the case could be used to teach the basics of internal controls, it is likely to be more effective by eliciting a debate about how predictable the incident was, and... 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