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  • 2011
  • Working Paper

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

By: Francesca Gino and Dan Ariely
Creativity is a common aspiration for individuals, organizations, and societies. Here, however, we test whether creativity increases dishonesty. We propose that a creative personality and creativity primes promote individuals' motivation to think outside the box and... View Details
Keywords: Ethics; Behavior; Creativity; Motivation and Incentives; Personal Characteristics
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  • 29 Jun 2009
  • Sharpening Your Skills

Sharpening Your Skills: Leading Change

P. Kotter. His book A Sense of Urgency makes that conviction clear. Our excerpt describes how leaders might skillfully transform a crisis into an organizational motivator for the better. Key concepts include: Always think of crises as... View Details
Keywords: by Staff
  • 21 Jan 2013
  • Research & Ideas

Altruistic Capital: Harnessing Your Employees’ Intrinsic Goodwill

Measuring Social Impact Historically, economists and firms alike have banked on the theory that workers are motivated by earning financial incentives and boosting revenues. And in designing development projects for developing countries,... View Details
Keywords: by Carmen Nobel
  • 22 Apr 2021
  • Blog Post

Launching the Women in Tech Initiative at HBS

This past year the HBS Tech Club launched a new group called the HBS Women in Tech Initiative. The mission of this group is to connect women who are interested in the tech industry and to empower women with the skills, confidence, and network to pursue a meaningful... View Details
  • May 2011 (Revised March 2013)
  • Case

Marshall & Gordon: Designing an Effective Compensation System (A)

By: Heidi K. Gardner and Kerry Herman
CEO Kelly Browne wrestles with the design of a new compensation system to promote the collaboration and cross-selling necessary for supporting her firm's new strategy. Marshall Gordon International, a global public relations (PR) firm, has recently expanded its service... View Details
Keywords: Change Management; Customer Relationship Management; Compensation and Benefits; Retention; Growth and Development Strategy; Growth Management; Organizational Culture; Partners and Partnerships; Motivation and Incentives; Alignment; Public Relations Industry
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  • September 2007
  • Article

Investigative Negotiation

By: Deepak Malhotra and Max H. Bazerman
This article includes a one-page preview that quickly summarizes the key ideas and provides an overview of how the concepts work in practice along with suggestions for further reading. Negotiators often fail to achieve results because they channel too much effort into... View Details
Keywords: Knowledge Acquisition; Knowledge Use and Leverage; Negotiation Process; Negotiation Tactics; Motivation and Incentives; Perspective; Pharmaceutical Industry
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  • August 1983
  • Article

The Social Psychology of Creativity: A Componential Conceptualization

By: T. M. Amabile
Considers the definition and assessment of creativity and presents a componential framework for conceptualizing this faculty. Including domain-relevant skills, creativity-relevant skills, and task motivation as a set of necessary and sufficient components of... View Details
Keywords: Theory; Social Psychology; Creativity; Cognition and Thinking; Motivation and Incentives; Personal Characteristics
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  • September 2002 (Revised October 2002)
  • Case

Bank of America (A)

By: Stefan H. Thomke and Ashok Nimgade
Describes how Bank of America is creating a system for product and service innovation in its retail banking business. Emphasis is placed on the role of experimentation in some two-dozen real-life "laboratories" that serve as fully operating banking branches and as... View Details
Keywords: Motivation and Incentives; Problems and Challenges; Innovation and Management; Risk and Uncertainty; Change; Failure; Banks and Banking; Learning; Banking Industry
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  • May 2013
  • Case

Eureka Forbes Ltd.: Managing the Selling Effort (A) (Photonovel Version)

By: Das Narayandas, Kallol Das and Kerry Herman
The CEO of EFL (India), a direct sales organization, must decide which changes to the sales compensation systems would better motivate his sales reps and improve their sales performance. View Details
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  • Article

Developing a Digital Mindset: How to Lead Your Organization into the Age of Data, Algorithms, and AI

By: Tsedal Neeley and Paul Leonardi
Learning new technological skills is essential for digital transformation. But it is not enough. Employees must be motivated to use their skills to create new opportunities. They need a digital mindset: a set of attitudes and behaviors that enable people and... View Details
Keywords: Machine Learning; AI; Information Technology; Transformation; Competency and Skills; Employees; Technology Adoption; Leading Change; Digital Transformation
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  • 13 Nov 2018
  • News

What Makes Us Tick? Insights From The 2018 Behavioral Summit

  • 2011
  • Article

The Consumer Psychology of Mail-in Rebates

By: John T. Gourville and Dilip Soman
Consumers who buy a product intending to use an accompanying mail-in rebate often do not redeem the rebate. To explain this behavior, we argue that consumers use an anchoring and adjustment approach to predicting the likelihood of redeeming a rebate. In keeping with... View Details
Keywords: Product Marketing; Consumer Behavior; Sales; Motivation and Incentives
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  • 02 Apr 2013
  • News

Losing Weight to Earn Cash: Groups of Dieters Lose More than Individuals

  • 26 Jan 2010
  • First Look

First Look: Jan. 26

Schankerman examine the ways in which software differs from other technologies in promoting economic development, what motivates individuals and firms to contribute to open source projects, how developers and users view the tradeoffs... View Details
Keywords: Martha Lagace
  • 12 May 2020
  • Working Paper Summaries

Elusive Safety: The New Geography of Capital Flows and Risk

Keywords: by Laura Alfaro, Ester Faia, Ruth Judson, and Tim Schmidt-Eisenlohr
  • Research Summary

Non-Monetary Compensation as a Source of Sustainable Competitive Advantage

Non-monetary compensation consists of things individuals get from their work that cannot be converted into currency in any way (e.g. duty, meaning and joy).  Through an in-depth, case-based, examination of a number of organizations relying on non-monetary... View Details

  • December 2016
  • Article

Impact Investing: A Brief History

By: Brian Trelstad
Over the last decade, impact investing has become an increasingly-discussed topic in the realms of both business and public policy. Impact investors are motived by a desire to advance social or environmental goals and an intuition that pursuing two goals at once -... View Details
Keywords: Impact Investing; Investment; Ethics; Strategy
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    Managing Human Assets

    The time has come for American managers to rethink the traditional relationship between management and workers. The personnel practices of the past are an obstacle today, blocking the higher productivity and quality levels your firm will need to succeed in the... View Details

    • 02 Feb 2007
    • What Do You Think?

    Is There Too Little “Know Why” In Business?

    What do you think? To read more: Michael Maccoby, Why Work: Motivating and Leading the New Generation. New York: Simon and Schuster, 1988. Original Article Two recent books offer views of the roles of managers and leaders. The first,... View Details
    Keywords: by Jim Heskett
    • Career Coach

    Laetitia Tiani Vessah

    Laetitia wants to be your compass to confidence in your job search. She can provide specific insights into CPG, and Entrepreneurship through Acquisition. Laetitia understands the pressure of non-traditional recruiting and the tradeoffs between exploring your interests... View Details