persuasion and influence - Publications - Faculty & Research

13 Jan 2016
Research & Ideas

The Problem with Productivity of Multi-Ethnic Teams

influenced voters’ decision to register. Pons and co-researchers Benjamin Marx and Tavneet Suri—both of the Massachusetts Institute of Technology—focused on Kibera, the largest... View Details

Keywords: by Michael Blanding

02 Jul 2001
What Do You Think?

Built to Last or Bought to Sell?

destruction" research. As Devdip Ganguli put it: "The sphere of influence of companies goes beyond themselves and their investors: their decisions encompass social View Details

Keywords: by James Heskett

12 Jun 2006
Research & Ideas

The Promise of Channel Stewardship

distribution channels tend to exhibit a strong inertia. Of all the elements of a company's marketing strategy, distribution channels are perhaps the hardest to change. Three primary factors explain why: 1. Any change in distribution necessarily involves many different... View Details

Keywords: by V. Kasturi Rangan & Marie Bell; Consumer Products

14 Jun 2004
Research & Ideas

The Big Money for Big Projects

of the use of venture capital investment. Do you think the use of project finance is affected by market cycles as well? And if so, what economic factors do you feel would influence a boost in interest in... View Details

Keywords: by Ann Cullen; Financial Services

08 Mar 2010
Sharpening Your Skills

Sharpening Your Skills: Successful Negotiation

discussions—be it fairness or competition—strongly influences the equality of payoffs even in complex, full-information multiparty bargaining. Research in this working paper by HBS professor Kathleen L. McGinn View Details

Keywords: by Staff

24 Sep 2019
Research & Ideas

Do National Security Secrets Hold Back National Innovation?

Instead of seeking patents, many inventors and firms choose to keep the details of their innovations secret, out of the public view. But what are the implications of keeping important new ideas locked away in vaults as trade secrets? Does... View Details

Keywords: by Kristen Senz

06 May 2015
Research & Ideas

A Flood of Picassos Threatens to Water Down the Art Market

customers and auction houses set for themselves that are influenced by those educators." Those prices anchors will still be in place to a degree because Marina Picasso's collection, after all, still... View Details

07 Feb 2005
Research & Ideas

How “Career Imprinting” Shapes Leaders

top biotech managers, companies leave an imprint of their worldview on young executives through such things as the firm's structure, strategy, and culture. There is a GE imprint, an IBM imprint, a Bain imprint—all of which View Details

Keywords: by Mallory Stark

28 May 2013
Research & Ideas

Can LEGO Snap Together a Future in Asia?

As one of the largest toy makers in the world, the LEGO Group has been riding high in America and Western Europe. To grow, however, LEGO recently faced a decision familiar to many other multinationals: should the company shift from... View Details

Keywords: by Kim Girard; Entertainment & Recreation

04 Mar 2002
Research & Ideas

Don’t Lose Money With Customers

demands can sometimes cost more than the revenue actually generated. By studying numerous companies and their customers across multiple industries, the researchers learned that the way firms derive profit through the customer management... View Details

Keywords: by Peter K. Jacobs

11 Dec 2006
Research & Ideas

Fixing Price Tag Confusion

rental charge and a charge for the remote. Do partitioned prices help the consumer make an informed decision or just add to his or her confusion? Do partitioned prices increase demand? Is an online grocer better off presenting a customer... View Details

Keywords: by Sean Silverthorne; Retail

27 Sep 2017
Research & Ideas

What Happens When Ordinary People Get Creative?

than 12,000 daily diaries, looking for commonalities that influenced the workers’ “inner work lives,” defined by the researchers as “the confluence of perceptions, emotions, and motivations that individuals... View Details

Keywords: by Carmen Nobel

07 Apr 2003
Research & Ideas

How the U.S. Army Develops Leaders

skills. However, should you decide, as we did, that the leverage lies much deeper, in the BE component, be prepared to think differently about what development really means and how to go about measuring and... View Details

Keywords: by Martha Lagace

11 Oct 2022
Research & Ideas

Shrinking the Racial Wealth Gap, One Mortgage at a Time

“Loan officers seem to be having an important influence on mortgage outcomes.” “Loan officers seem to be having an important influence on mortgage outcomes,” Sunderam says. “The most surprising finding in... View Details

Keywords: by Rachel Layne; Financial Services

07 Dec 2009
Research & Ideas

Government’s Positive Role in Kick-Starting Entrepreneurship

Silicon Valley is the poster child for capitalism, the synergistic geography where smart private money supports cool ideas, creates jobs, boosts national productivity, and provides a handsome return for investors. Less well understood... View Details

Keywords: by Sean Silverthorne; Technology

17 Mar 2022
Research & Ideas

Navigating Tradeoffs: How Purpose Becomes a Company's ‘Lighthouse in the Storm’

commitments that influence the supply chain, and governments creating proper incentives and market dynamics to fuel innovation and usher in... View Details

Keywords: by Ranjay Gulati

14 Jan 2002
Research & Ideas

Countries on the Cusp: The Power of Nationalism

always been the case. Q: Belarus, for example? A: The idea in Russia is sometimes that Belarus wants a handout, an economic bailout; and Russia is not sure that it should be expending resources to maintain View Details

Keywords: by Martha Lagace

25 Feb 2002
Research & Ideas

MNCs in Asia: Investing in the Future

and influence government policy with your interests in mind," remarked Newman. Successful partnerships are undertaken with clearly defined common goals and organizational... View Details

Keywords: by Julia Hanna

15 Aug 2005
HBS Case

Classic Cases Live On at HBS

But how much should the company charge for it? Little is known of the pad's potential market, and there is little data available regarding other variables that would also influence the product's price.... View Details

Keywords: by Garry Emmons

05 Dec 2007
Sharpening Your Skills

Sharpening Your Skills: Managing Marketing

direct sales? Should I break out individual costs on a price tag? How Can Marketing Better Align With Corporate Strategy? Fixing the Marketing—CEO Disconnect In many companies, the marketing function has wandered far from the firms' overall strategy. The result: lower... View Details

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