Publications

1982
Article

When Self-Descriptions Contradict Behavior: Actions do Speak Louder than Words

By: T. M. Amabile and L. Kabat

Subjects viewed two videotapes, one depicting a stimulus person's self-description and the other depicting that person's behavior in a conversation, according to a four-way factorial design personality descriptor used in the self-description ("introvert" or... View Details

Keywords: Behavior; Perception; Cognition and Thinking; Judgments

May 2019
Supplement

Kjell and Company: Motivating Salespeople with Incentive Compensation (D)

By: Doug J. Chung

Kjell & Company was a Swedish retail electronics chain. The company’s products consisted of home electronics and accessories. The company was noted for its excellent customer service and a fair “one-for-all” HR policy. Historically, the salespeople had been compensated... View Details

Keywords: Salesforce Management; Compensation and Benefits; Motivation and Incentives; Change Management; Behavior; Electronics Industry; Sweden

2018
Working Paper

Status Inconsistency: Variance in One's Status Across Groups Harms Well-being but Improves Perspective-taking

By: Catarina Fernandes and Alison Wood Brooks

Most people belong to many different groups. While some people experience consistently high or low status across all of their groups, others experience wildly different levels of status in each group. In this research, we examine how status inconsistency – the degree... View Details

Keywords: Status; Social Hierarchies; Well-being; Perspective Taking; Status and Position; Groups and Teams; Satisfaction; Perspective

2021
Working Paper

Diversity and Performance in Entrepreneurial Teams

By: Sophie Calder-Wang, Paul A. Gompers and Kevin Huang

We study the role of diversity and performance in the entrepreneurial teams. We exploit a unique dataset of MBA students who participated in a required course to propose and start a real micro-business that allows us to examine horizontal diversity (i.e., within the... View Details

Keywords: Entrepreneurship; Groups and Teams; Diversity; Performance

Prior research suggests employees benefit from highly passionate teammates because passion spreads easily from one employee to the next. We develop theory to propose that life in high-passion teams may not be as uniformly advantageous as previously assumed. More... View Details

03 May 2019
HBS Seminar

Stephanie Cheng & Ran Song, Harvard University & Harvard Law School

June 2025
Article

Riding the Passion Wave or Fighting to Stay Afloat? A Theory of Differentiated Passion Contagion

By: Emma Frank, Kai Krautter, Wen Wu and Jon M. Jachimowicz

Prior research suggests that employees benefit from highly passionate teammates because passion spreads easily from one employee to the next. We develop theory to propose that life in high-passion teams may not be as uniformly advantageous as previously assumed. We... View Details

Keywords: Passion; Emotional Contagion; Emotions; Groups and Teams; Employees; Power and Influence; Performance Improvement

2021
Working Paper

Dirty Money: How Banks Influence Financial Crime

By: Joseph Pacelli, Janet Gao, Jan Schneemeier and Yufeng Wu

On September 21st, 2020, a consortium of international journalists leaked nearly 2,500 suspicious activity reports (SAR) obtained from the U.S. Financial Crimes Enforcement Network, exposing nearly $2 trillion of money laundering activity. The event raises important... View Details

Keywords: Financial Institutions; Crime and Corruption; Policy

SSRN

Research Summary

Overview

By: Eva Ascarza

Professor Ascarza’s research primarily focuses on providing researchers and marketers a better understanding of how to manage customer retention so as to reduce churn and increase firm’s profitability. She addresses these issues by building empirical models of customer... View Details

2025
Working Paper

Discrimination, Rejection, and Job Search

By: Anne Boring, Katherine Coffman, Dylan Glover and María José González-Fuentes

We investigate how candidates’ willingness to apply responds to (potential) discrimination and rejection using a simulated labor market. Past work has shown that “blinding” job applications reduces discrimination and increases the rate at which women are hired. Our... View Details

Keywords: Job Search; Prejudice and Bias; Selection and Staffing; Demographics

Web

Research - Global

Gilman and Nina Roussille This paper provides causal evidence on how wage inequality among workers affects the labor movement using three complementary research designs: a vignette experiment with union organizers, a natural policy... View Details

Web

Behavioral Finance & Financial Stability

research here , Vincent’s other research here , and Edison’s other research here . More Info Stock Market Returns and Consumption By: Marco Di Maggio , Amir Kermani & Kaveh Majlesi JULY 2020 What is the causal impact of changes in stock... View Details

07 Apr 2022
HBS Seminar

Hummy Song, Wharton

July 2021
Article

How Trust and Distrust Shape Perception and Memory

By: Ann-Christin Posten and Francesca Gino

Trust is a key ingredient in decision making, as it allows us to rely on the information we receive. Although trust is usually viewed as a positive element of decision making, we suggest that its effects on memory are costly rather than beneficial. Across nine studies... View Details

Keywords: Distrust; Memory; Similarity; Misinformation; Trust; Perception; Decision Making

January 2017 (Revised May 2019)
Case

Kjell and Company: Motivating Salespeople with Incentive Compensation (A)

By: Doug J. Chung

Kjell & Company was a Swedish retail electronics chain. The company’s products consisted of home electronics and accessories. The company was noted for its excellent customer service and a fair “one-for-all” HR policy. Historically, the salespeople had been compensated... View Details

Keywords: Salesforce Management; Compensation and Benefits; Change; Decision Making; Electronics Industry; Sweden

Educators

04 Dec 2014
Working Paper Summaries

The Air War versus The Ground Game: An Analysis of Multi-Channel Marketing in US Presidential Elections

Keywords: by Doug J. Chung & Lingling Zhang

2021
Working Paper

An Empirical Study of Time Allotment and Delays in E-commerce Delivery

By: M. Balakrishnan, MoonSoo Choi and Natalie Epstein

Problem definition: We study how having more time allotted to deliver an order affects the speed of the delivery process. Furthermore, we seek to predict orders that are likely to be delayed early in the delivery process so that actions can be taken to avoid delays.... View Details

Keywords: Logistics; E-commerce; Mathematical Methods; AI and Machine Learning; Performance Productivity