Behavioral - Publications - Faculty & Research

08 Aug 2016
Lessons from the Classroom

Panic Management: Keep Your Eyes on the Road

blame someone.” When our brains are preoccupied, he continues, we engage in counterproductive behavior. “We demonize, we retreat from the problem itself and from others who might provide counsel, and then we redouble those efforts. We do more and more of the View Details

Keywords: by Dina Gerdeman

06 Dec 2013
Op-Ed

HBS Faculty Remember Nelson Mandela

what goes on in any organization or community sliding downhill—suppression of information, group vs. group antagonisms, isolation and self-protection, passivity and hopelessness. He began the turnaround with messages of optimism and hope, new View Details

Keywords: by Nitin Nohria, Linda Hill, Rosabeth Moss Kanter & Gautam Mukunda

04 Oct 2004
Research & Ideas

Start to Measure Your E-commerce Success

potential payoffs of e-commerce investments. Measuring returns on e-commerce projects can be a daunting challenge. Predicting customer behavior is difficult, because using the Web to do business is still relatively new to many businesses... View Details

Keywords: by Marc J. Epstein

26 Jul 2010
Research & Ideas

Yes, You Can Raise Prices in a Downturn

a principle that behavioral economists now emphasize: the importance of salient feedback in affecting customer choice, especially when long-term costs of a purchase (health care, trucks) or one's behavior... View Details

Keywords: by Sean Silverthorne; Retail; Consumer Products

27 Nov 2006
Research & Ideas

Manly Men, Oil Platforms, and Breaking Stereotypes

limitations, publicly admitted their mistakes so they could learn from them, and openly attended to their own and others' feelings. We describe these behaviors as "purposeful" because they involve making oneself vulnerable in... View Details

Keywords: by Sarah Jane Gilbert; Energy; Utilities

July 2020
Teaching Plan

Girls Who Code

By: Brian Trelstad and Amy Klopfenstein

This teaching plan serves as a supplement to HBS Case No. 320-055, “Girls Who Code.” Founded 2012 by former lawyer Reshma Saujani, Girls Who Code (GWC) offered coding education programs to middle- and high school-aged girls. The organization also sought to alter... View Details

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September 2019
Supplement

Keroche (B): Considering Entry into the Kenyan Beer Market

By: Ramon Casadesus-Masanell and Pippa Tubman Armerding

This case discusses the situation of the Kenyan alcoholic drinks producer Keroche in July 2004, when co-founder Tabitha Karanja was debating whether to enter the Kenyan beer market. Doing so would mean direct competition with the multinational EABL in an industry and... View Details

Keywords: Keroche; Alcohol; Alcoholic Drinks; Alcoholic Beverages; Beverages; Drinks; Wine Industry; Wine; Fortified Wine; Viena; Beer; Beer Market; Manufacturing; Production Capacity; Capacity; Growth; Regulated; Unregulated; Informal; Informal Market; Regulation; Illicit; Illegal; Substandard; Dangerous; Shutdown; Factory; Safe; Affordable; Low-income Consumers; Business Growth and Maturation; Business Startups; Production; Investment; Safety; Quality; Small Business; Family Business; Crime and Corruption; Customer Focus and Relationships; Decisions; Income; Demographics; Geographic Scope; Geographic Location; Goods and Commodities; Government Legislation; Growth and Development; Business History; Lawsuits and Litigation; Laws and Statutes; Lawfulness; Goals and Objectives; Consumer Behavior; Market Entry and Exit; Problems and Challenges; Social Issues; Poverty; Strategy; Competition; Entrepreneurship; Marketing; Manufacturing Industry; Food and Beverage Industry; Kenya; Nairobi; Africa

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13 Feb 2017
Research & Ideas

Paid Search Ads Pay Off for Lesser-Known Restaurants

behavior (for example, by messaging users more frequently), when they were advertising. The researchers monitored views of each restaurant’s Yelp page, requests for directions, calls placed to the restaurant, and visits to its home page.... View Details

Keywords: by Dina Gerdeman; Food & Beverage

25 Nov 2014
First Look

First Look: November 25

field research methods, this paper connects these achievements to bureaucratic norms, unwritten rules within the state that guide the behavior of public officials and structure their relations with civic agencies outside the state.... View Details

Keywords: Carmen Nobel

26 Feb 2013
First Look

First Look: Feb. 26

call in sick to retain eligibility. Second, employees with perfect pre-program attendance or high productivity suffered a 6% to 8% productivity decrease after program introduction, suggesting they were demotivated by awards for good View Details

Keywords: Sean Silverthorne

01 Sep 2009
First Look

First Look: September 1

18, no. 3 (fall 2009): 817-844 Abstract This paper examines how organizational structure affects behavior and outcomes, studying the performance of different types of venture capital organizations. We find a strong positive relationship... View Details

Keywords: Martha Lagace

24 Jun 2008
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First Look: June 24, 2008

into asset prices. Position and Emotion: The Significance of Georg Simmel's Structural Theories for Leadership and Organizational Behavior Authors: Rosabeth Moss Kanter and Rakesh Khurana Publication: In The Oxford Handbook of Sociology... View Details

Keywords: Martha Lagace

25 Jul 2006
First Look

First Look: July 25, 2006

http://harvardbusinessonline.hbsp.harvard.edu/b02/en/common/item_detail.jhtml?id=206046 PublicationsLasting Success for the Christian in Business Author:Laura L. Nash Periodical:Business and Professional Ethics Journal 23, no. 4 (spring 2006). A Decision Perspective... View Details

Keywords: Sean Silverthorne

14 Jan 2014
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First Look: January 14

Publications January 2014 Harvard Business Review IDEO's Culture of Helping By: Amabile, Teresa, Colin M. Fisher, and Julianna Pillemer Abstract—Leaders can do few things more important than encouraging helping behavior within their... View Details

Keywords: Sean Silverthorne

September 2019 (Revised July 2025)
Case

Keroche (A): Fighting for Share in the Kenyan Alcoholic Drinks Market

By: Ramon Casadesus-Masanell and Pippa Tubman Armerding

This case discusses the challenges faced by Kenyan alcoholic drinks producer Keroche Industries Limited in 2003, when the Kenyan government accused the company of manufacturing and selling substandard alcoholic drinks, revoked its liquor licenses, and shut down its... View Details

Keywords: Keroche; Alcohol; Wine; Manufacturing; Informal Market; Regulation; Illicit; Illegal; Shutdown; Factory; Low-income Consumers; Multinational; Local; Government; Allegations; Accusations; Negative Press; EABL; Tusker; Beer; SAB; Chang'aa; Naivasha; Rift Valley; East Africa; Lawsuit; Legal Battle; Business Ventures; Business Exit or Shutdown; Business Growth and Maturation; Business Startups; Production; Safety; Quality; Distribution; Small Business; Family Business; Crime and Corruption; Customer Focus and Relationships; Decisions; Income; Demographics; Geographic Scope; Geographic Location; Goods and Commodities; Government Legislation; Growth and Development; Business History; Lawsuits and Litigation; Laws and Statutes; Lawfulness; Goals and Objectives; Consumer Behavior; Market Entry and Exit; Problems and Challenges; Social Issues; Poverty; Strategy; Competition; Entrepreneurship; Manufacturing Industry; Food and Beverage Industry; Kenya; Nairobi; Africa

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21 Jul 2015
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First Look: July 21, 2015

Publications In press Organizational Behavior and Human Decision Processes When Doing Good Is Bad in Gift-giving: Mis-predicting Appreciation of Socially-responsible Gifts By: Cavanaugh, A., F. Gino, and G.J. Fitzsimons Abstract—Gifts... View Details

Keywords: Sean Silverthorne

05 Feb 2009
Research & Ideas

In Praise of Marketing

how and why, has advanced greatly in the last twenty years. Low-cost data analysis enables marketers to understand what level and mix of incentives will produce behavior change, even down to the level of the individual consumer. Marketers... View Details

Keywords: by John Quelch; Advertising

28 Oct 2008
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First Look: October 28, 2008

was highly susceptible to normative pressure and most evident among individuals concerned with self-presentational aspects of appearing biased (Study 1). However, this tendency was often counterproductive, as avoiding race during interracial interaction predicted... View Details

Keywords: Martha Lagace

May 2004 (Revised July 2004)
Case

Clarence Saunders: The Comeback King

By: Nitin Nohria and Bridget Gurtler

Follows the rise and fall of the founder of the modern supermarket, Clarence Saunders. Prior to 1915, all staple shopping took place in the market or general store, where a clerk behind a counter pulled items from shelves for customers , measured them from a barrel, or... View Details

Keywords: Inflation and Deflation; Mission and Purpose; Business Processes; Leadership; Consumer Behavior; Leadership Style; Advertising; Customer Relationship Management; Customer Value and Value Chain; Order Taking and Fulfillment

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September 2019 (Revised September 2019)
Case

Facebook Fake News in the Post-Truth World

By: John R. Wells, Carole A. Winkler and Benjamin Weinstock

In August 2019, Mark Zuckerberg, founder and CEO of Facebook, was surrounded by controversy. The first major storm of protest followed the surprise election of Donald Trump as President of the United States on November 8, 2016; many put the blame at the door of fake... View Details