Publications

March 2000 (Revised July 2000)
Background Note

Power to Persuade, The

Presents tools for undertaking five core persuasion tasks: 1) mapping the influence landscape, 2) shaping perceptions of interests, 3) shaping perceptions of alternatives, 4) gaining acceptance for tough decisions, and 5) persuading at a distance. View Details

Keywords: Management Skills; Power and Influence

Educators

November 2005
Article

A Behavioral Window on the Mind of the Market: An Application of the Response Time Paradigm

By: Fred W. Mast and Gerald Zaltman

Keywords: Behavior; Markets; Standards

June 2006
Article

CEO Incentives and Earnings Management

Keywords: Management; Motivation and Incentives; Profit

SSRN

2004
Working Paper

Effort or Timing: The Effect of Lump-Sum Bonuses

This article addresses the question of whether lump-sum bonuses motivate salespeople to work harder to attain incremental orders or whether they induce salespeople to play timing games (behaviors that increase incentive payments without providing incremental benefits... View Details

Keywords: Motivation and Incentives; Salesforce Management

SSRN

August 2005
Article

Strategy-Making in Novel and Complex Worlds: The Power of Analogy

By: Giovanni Gavetti, Daniel A. Levinthal and Jan W. Rivkin

Keywords: Strategy; Power and Influence; Complexity

2004
Other Unpublished Work

Sudden Conflict: The Clash of Cultures at the Heart of Crisis Management

By: Dutch Leonard and Arnold M. Howitt

Keywords: Crisis Management; Conflict and Resolution

2005
Book

Conflicts of Interest

By: D. Moore, G. Loewenstein, D. Cain and M. H. Bazerman

Keywords: Conflict of Interests

March 1988
Case

Debi Coleman and Apple Computer, Inc.

A companion case to Donna Dubinsky and Apple Computer (A) and (B). In a conflict with Dubinsky over the introduction of a new just-in-time distribution system, this case provides Coleman's side of the story. Coleman's perception of the issue is quite different and her... View Details

Keywords: Conflict and Resolution; Management Teams; Computer Industry

Educators

September 1997
Article

The Cost of Price Incentives: An Empirical Analysis of Motivation Crowding-Out

By: Bruno S. Frey and Felix Oberholzer-Gee

Keywords: Cost; Motivation and Incentives; Theory

1998
Chapter

Trust and Organizational Learning

By: B. Moingeon and A. Edmondson

Keywords: Trust; Organizational Change and Adaptation

2009
Article

Social Structure Shapes Cultural Stereotypes and Emotions: A Causal Test of the Stereotype Content Model

By: P. Caprariello, A.J.C. Cuddy and S.T. Fiske

The stereotype content model (SCM) posits that social structure predicts specific cultural stereotypes and associated emotional prejudices (Fiske et al., 2002). No prior evidence at a societal level has manipulated both structural predictors and measured both... View Details

Keywords: Competency and Skills; Mathematical Methods; Emotions; Personal Characteristics; Prejudice and Bias; Status and Position; Culture; Competition

14 Sep 2017
Op-Ed

Op-Ed: Google Engineer Deserved to be Fired by the CEO

supremacists brought these once-hidden issues back to the forefront of social consciousness. Stereotyping contributes directly to unconscious bias, a subject about which Mahzarin Banaji, chair of Harvard’s psychology department, has... View Details

Keywords: by Bill George

07 Nov 2016
Research & Ideas

Corporate Tax Strategies Mirror Personal Returns of Top Execs

not delve into the psychology behind those choices. He and Silva, now husband and wife, co-authored the 2015 working paper Tax-Minded Executives and Corporate Tax Strategies: Evidence from the 2013 Tax Hikes. A correlation on tax... View Details

Keywords: by Roberta Holland

04 May 2023
Blog Post

Sustainability: Career Advice from HBS Career Coach Hillary Mann

about, whether it’s by eating a primarily plant-based diet or using clean products in my home. I am interested in the psychology of what will drive consumer decisions to make thoughtful choices so that we can have more sustainable planet.... View Details

05 Aug 2009
Working Paper Summaries

Authority versus Persuasion

Keywords: by Eric J. Van den Steen

June 2017 (Revised May 2019)
Supplement

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

By: Doug J. Chung

Kjell & Company was a Swedish retail electronics chain founded in 1988 by brothers Marcus, Mikael and Fredrik Dahnelius. The company operated 84 stores, all company-owned, located mainly in the metropolitan areas of Sweden’s most popular cities: Stockholm, Gothemburg... View Details

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

2012
Working Paper

With Us or Against Us? Networks, Identity and Order in a Virtual World

By: Magnus Thor Torfason

Social networks and social groups have both been seen as important to discouraging malfeasance and supporting the global pro-social norms that underlie social order, but have typically been treated either as pure substitutes or as having completely independent effects.... View Details

Keywords: Social Norms; Social Networks; Triadic Closure; Social Groups; Group Identity; Groups and Teams; Boundaries; Organizations; Identity; Social and Collaborative Networks; Societal Protocols

Article

The Pot Calling the Kettle Black: Distancing Response to Ethical Dissonance

By: R. Barkan, S. Ayal, F. Gino and D. Ariely

Six studies demonstrate the "pot calling the kettle black" phenomenon whereby people are guilty of the very fault they identify in others. Recalling an undeniable ethical failure, people experience ethical dissonance between their moral values and their behavioral... View Details

Keywords: Ethical Dissonance; Cognitive Dissonance; Moral Judgment; Impression Management; Unethical Behavior; Values and Beliefs; Moral Sensibility; Cognition and Thinking; Research; Behavior; Judgments

2005
Chapter

Fundamentals for a World-Class Leadership Programme

Meaningful leadership development needs to incorporate emotional and often unconscious aspects of human behavior. This chapter describes a leadership program designed to provide opportunities to learn, in-depth and through personal experience, about the exercise of... View Details

Keywords: Learning; Leadership Development; Personal Development and Career; Groups and Teams; Behavior; Emotions