Publications

01 Mar 2011
First Look

First Look: March 1

Authors:Leigh Plunkett Tost, Francesca Gino, and Richard P. Larrick Abstract We examine the impact of subjective power on leadership behavior and demonstrate that the psychological effect of power on leaders spills over to impact team... View Details

Keywords: Sean Silverthorne

Web

Negotiation, Organizations & Markets - Faculty & Research

occurring in the same paper. I will use my knowledge of behavioral ethics and my experience as a co-author on a fraudulent paper to explore changes that are needed to improve research integrity. About the... View Details

27 Nov 2023
Research & Ideas

Voting Democrat or Republican? The Critical Childhood Influence That's Tough to Shake

political beliefs. The strategy was to measure the “extent to which a voter whose family moves to a new neighborhood during their childhood adopts a political behavior similar to their permanent-resident peers in that neighborhood,” the... View Details

Keywords: by Ben Rand

June 2012
Article

Pricing to Create Shared Value

By: Marco Bertini and John T. Gourville

Many companies are in competition with their customers to extract as much value as possible from every transaction. Pricing is their weapon of choice, and consumers fight back by rooting out and disseminating pricing policies that seem unfair. The problem is that... View Details

Keywords: Pricing; Marketing Strategy; Price; Customer Focus and Relationships; Customer Relationship Management; Value Creation; Fairness

March 2017
Article

Why Do We Hate Hypocrites? Evidence for a Theory of False Signaling

By: Jillian J. Jordan, Roseanna Sommers, Paul Bloom and David G. Rand

Why do people judge hypocrites, who condemn immoral behaviors that they in fact engage in, so negatively? We propose that hypocrites are disliked because their condemnation sends a false signal about their personal conduct, deceptively suggesting that they behave... View Details

Keywords: Moral Psychology; Condemnation; Vignettes; Deception; Social Signaling; Open Data; Open Materials; Moral Sensibility; Behavior; Perception

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Web

Community Values | About

today includes a wide range of courses that deal with the issues of ethics and leadership. For example, Leadership and Corporate Accountability is an interdisciplinary course that draws on economics, law, psychology, and organizational... View Details

2012
Working Paper

How Short-Termism Invites Corruption—And What to Do About It

By: Malcolm S. Salter

Researchers and business leaders have long decried short-termism: the excessive focus of executives of publicly traded companies-along with fund managers and other investors-on short-term results. The central concern is that short-termism discourages long-term... View Details

Keywords: Business and Shareholder Relations; Public Ownership; Performance Expectations; Economy; Crime and Corruption; Ethics; Trust; Financial Services Industry; United States

10 Feb 2011
Working Paper Summaries

The Dark Side of Creativity: Original Thinkers Can Be More Dishonest

Keywords: by Francesca Gino & Dan Ariely

12 Sep 2023
Book

Successful, But Still Feel Empty? A Happiness Scholar and Oprah Have Advice for You

goals, is the backbone of Brooks’ new book with Oprah Winfrey, Build the Life You Want: The Art and Science of Getting Happier. They weave together the best happiness how-tos from social psychology, behavioral economics, and neuroscience... View Details

Keywords: by Avery Forman

June 2013
Article

What Is Privacy Worth?

By: Alessandro Acquisti, Leslie K. John and George Loewenstein

Understanding the value that individuals assign to the protection of their personal data is of great importance for business, law, and public policy. We use a field experiment informed by behavioral economics and decision research to investigate individual privacy... View Details

Keywords: Safety; Rights; Valuation; Ethics; Identity

2019
Working Paper

Birds of a Feather ... Enforce Social Norms? Interactions Among Culture, Norms, and Strategy

By: Hongyi Li and Eric J. Van den Steen

This paper analyzes how shared beliefs and preferences (or values) cause the emergence of social norms; why people may enforce norms that go against their own beliefs and preferences/values; and how this may cause a disconnect to develop between the... View Details

Keywords: Culture; Norms; Values and Beliefs; Organizational Culture; Strategy

SSRN

03 Oct 2023
Research Event

Build the Life You Want: Arthur Brooks and Oprah Winfrey Share Happiness Tips

would right now say that America seems like a particularly happy place. And I was wondering, both of you should address this, it's like what is the source of a kind of national unhappiness? I mean, we we see this in politics, obviously. A-- A level of View Details

Keywords: by HBS Staff

11 Feb 2014
First Look

First Look: February 11

http://people.hbs.edu/mluca/Papers%20on%20RIS/Land%20Reform.pdf August 2013 Psychological Science Evil Genius? How Dishonesty Can Lead to Greater Creativity By: Gino, F., and S. Wiltermuth Abstract—We propose that dishonest and creative View Details

Keywords: Sean Silverthorne

15 Jan 2008
First Look

First Look: January 15, 2008

the paper: http://www.hbs.edu/research/pdf/08-044.pdf See No Evil: When We Overlook Other People's Unethical Behavior Authors:Francesca Gino, Don A. Moore, and Max H. Bazerman Abstract It is common for people to be more critical of... View Details

Keywords: Martha Lagace

December 2019
Article

Brokers and Order Flow Leakage: Evidence from Fire Sales

By: Andrea Barbon, Marco Di Maggio, Francesco Franzoni and Augustin Landier

Using trade-level data, we study whether brokers play a role in spreading order flow information. We focus on large portfolio liquidations, which result in temporary drops in stock prices, and identify the brokers that intermediate these trades. We show that these... View Details

Keywords: Predatory Trading; Back Running; Fire Sales; Brokers; Stocks; Price; Information; Knowledge Dissemination; Ethics

05 Dec 2016
Research & Ideas

How To Deceive Others With Truthful Statements (It's Called 'Paltering,' And It's Risky)

paltered in some or most of their negotiations, whereas a smaller number, 21 percent, said that they lied by commission. Perhaps they palter more often because it doesn’t make them feel as badly as outright lying. The researchers found that negotiators consider... View Details

Keywords: by Dina Gerdeman

October 2017 (Revised March 2020)
Case

Medicetra Medtech Company, Inc.

By: Doug J. Chung

Medicetra MedTech Company is a dental equipment distributor, and senior management is deciding whether to implement a new incentive compensation program for the sales force. For many years, Medicetra had paid salespeople only a fixed salary. Although the current plan... View Details

Keywords: Sales Compensation; Sales Force Retention; Employee Fairness; Salesforce Management; Compensation and Benefits; Motivation and Incentives; Retention; Fairness; Performance Improvement