Expectancy Effects - Publications - Faculty & Research

30 Sep 2019
Book

6 Steps to Building a Better Workplace for Black Employees

effectively discuss race, but if they approach it with a sense of openness and learning, they can play an important role in advocating change.” Managers must learn to create safe spaces at work to have these conversations and let... View Details

Keywords: by Dina Gerdeman

22 Apr 2019
Research & Ideas

Why Salespeople Struggle at Leading

not about how well you answered questions in an interview. You need to put in place processes that give you more data about the person’s behavioral fit.” And once on staff, workers benefit from constructive feedback. So companies should train managers to conduct View Details

Keywords: by Dina Gerdeman

21 Feb 2018
Research & Ideas

When a Competitor Abandons the Market, Should You Advance or Retreat?

opportunity to redouble their efforts and grab more market share, or take it as a warning that it might be time to get out while the getting was good? A new research study suggests that more companies than expected see a half-empty glass... View Details

Keywords: by Rachel Layne; Pharmaceutical; Health

16 Apr 2007
Research & Ideas

Delivering the Digital Goods: iTunes vs. Peer-to-Peer

consequence, we expect ISPs to have a more visible role in shaping industry structure going forward. Finally, to compete effectively against p2p, online digital distribution must strive to become accessible... View Details

Keywords: by Sean Silverthorne; Music

12 Dec 2005
Research & Ideas

Using the Law to Strategic Advantage

to the CEO. In many cases, the chief legal officer should be a member of the top management team who is expected to weigh in on all issues, not just represent the legal function. Q: What managerial levels are we talking about here? A:... View Details

Keywords: by Sean Silverthorne; Legal Services

29 Jan 2008
First Look

First Look: January 29, 2008

potential: (1) project complexity, (2) cross-functionality, (3) temporary membership, (4) fluid team boundaries and (5) embeddedness in organizational structures. We argue that effective management of these five attributes allows not only... View Details

Keywords: Martha Lagace

March 2023
Background Note

A Primer on OKRs

By: Suraj Srinivasan and Li-Kuan (Jason) Ni

The OKR framework is a popular goal-setting and strategy execution tool that uses goal setting through “Objectives” and measuring performance using “Key Results” on a periodic basis to measure and drive performance. The OKR framework has been adopted and practiced at... View Details

Keywords: Business Organization; Talent and Talent Management; Framework; Corporate Governance; Goals and Objectives; Growth and Development; Growth and Development Strategy; Growth Management; Management Analysis, Tools, and Techniques; Management Practices and Processes; Management Skills; Management Systems; Measurement and Metrics; Outcome or Result; Performance Effectiveness; Performance Evaluation; Performance Expectations; Performance Productivity; Performance Efficiency

Citation

Educators

Purchase

01 Oct 2001
Research & Ideas

Organizing the Family-Run Business

of directors, the family council and the family assembly generally are more effective forums for shareholders for setting direction and creating policies. Fundamental to the effective governance of these... View Details

22 Apr 2014
First Look

First Look: April 22

happy or saving the environment). Moreover, mediation analyses revealed that this effect was driven by differences in the size of the gap between participants' expectations and reality. Compared to those who... View Details

Keywords: Sean Silverthorne

18 Nov 2002
Research & Ideas

Where Morals and Profits Meet: The Corporate Value Shift

this, as I note in the book, is that expectations for corporate behavior are constantly evolving. Conduct that would have been ethically acceptable in one era becomes unacceptable as expectations rise.... View Details

Keywords: by Carla Tishler

09 Sep 2009
Working Paper Summaries

Perspectives from the Boardroom--2009

Keywords: by Jay W. Lorsch, Joseph L. Bower, Clayton S. Rose & Suraj Srinivasan

06 Mar 2006
Research & Ideas

Four Strategies for Making Concessions

that a concession was, in fact, made. For example, the manufacturer could have explained the effect of a 3 percent wage increase on his firm's bottom line or discussed how difficult it would be for him to justify it to his board of... View Details

Keywords: by Deepak Malhotra

28 Feb 2018
Sharpening Your Skills

Master the Team Meeting

meeting. Information sharing could be a product demo or draft of a presentation someone is seeking feedback on before it goes out. Always send the agenda for the meeting 24 hours in advance. This sets expectations and ensures no surprises... View Details

Keywords: by Julia Austin

15 Jan 2008
First Look

First Look: January 15, 2008

across complements can offset horizontal competition between substitutes. In this paper, we isolate the offsetting price effects and show how they operate in large (as well as small) clusters. We argue that it is possible in principle for... View Details

Keywords: Martha Lagace

13 Jul 2020
Research & Ideas

Merck CEO Ken Frazier Discusses a COVID Cure, Racism, and Why Leaders Need to Walk the Talk

only thing that this sort of learned pragmatism gives me is the opportunity to engage my colleagues who have the real power to make a difference in this country." And he said, "We'll see." So I guess he's right. We'll see. Neeley: So your son is as smart as I would... View Details

Keywords: by Staff; Pharmaceutical

24 Oct 2011
Research & Ideas

The Yelp Factor: Are Consumer Reviews Good for Business?

displayed to consumers. By applying a regression discontinuity analysis, Luca could study how revenues jumped when star thresholds were crossed and compare these with the more steady changes over time. The result: Luca could directly trace the View Details

Keywords: by Michael Blanding; Food & Beverage

28 Sep 2011
Research & Ideas

The Profit Power of Corporate Culture

concept," he says. "Its impact on profit can be measured and quantified." Heskett finds that as much as half of the difference in operating profit between organizations can be attributed to effective cultures. Why? "We... View Details

Keywords: by Sean Silverthorne

09 Mar 2022
Research & Ideas

War in Ukraine: Soaring Gas Prices and the Return of Stagflation?

the United States will create a price effect for Americans and for the world. Forman: Where is this going from an economic and geopolitical perspective? Abdelal: They’re connected in two ways. We should View Details

Keywords: by Avery Forman; Energy

14 Jun 2021
Op-Ed

When Your Nerves Get the Best of You, Change the Narrative

narrative and turn stressful moments into meaningful ones. Expect to do well How we think about an outcome influences our actual results. This insight has been demonstrated for years through the use of medical placebos. In one study,... View Details

Keywords: by Francesca Gino

05 Apr 2004
Research & Ideas

Six Ways to Build Trust in Negotiations

negotiation, as in all aspects of life, your reputation precedes you. A bad reputation can be a deal killer from the start, while a great one can help transcend an impasse. Effective negotiators realize that their reputation is not just a... View Details