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Publications

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  • All HBS Web  (240)
    • People  (1)
    • News  (66)
    • Research  (122)
    • Events  (2)
  • Faculty Publications  (69)

Show Results For

  • All HBS Web  (240)
    • People  (1)
    • News  (66)
    • Research  (122)
    • Events  (2)
  • Faculty Publications  (69)
← Page 2 of 240 Results →
  • Article

When Dreaming Is Believing: The (Motivated) Interpretation of Dreams

By: Carey K. Morewedge and Michael I. Norton
This research investigated laypeople's interpretation of their dreams. Participants from both Eastern and Western cultures believed that dreams contain hidden truths (Study 1) and considered dreams to provide more meaningful information about the world than similar... View Details
Keywords: Anchoring; Attribution; Dreams; Motivated Reasoning; Unconscious Thought; Communication Intention and Meaning; Judgments; Values and Beliefs; Information; Behavior; Cognition and Thinking; Motivation and Incentives
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Morewedge, Carey K., and Michael I. Norton. "When Dreaming Is Believing: The (Motivated) Interpretation of Dreams." Journal of Personality and Social Psychology 96, no. 2 (February 2009): 249–264. (Winner of Society for Personality and Social Psychology. Theoretical Innovation Prize For an article or book chapter judged to provide the most innovative theoretical contribution to social/personality psychology within a given year presented by Society for Personality and Social Psychology​.)
  • 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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Gourville, John T., and Dilip Soman. "The Consumer Psychology of Mail-in Rebates." Journal of Product & Brand Management 20, no. 2 (2011).
  • Jun 07 2016
  • Short Film

Ruth Mulan Chu Chao Center

  • 08 Apr 2025
  • HBS Seminar

Dan Bartels, University of Chicago

  • 12 Dec 2008
  • News

Harvard Business School Featured in CNBC Original Production

  • November 2023
  • Case

Team Liquid: Fueling the Business of Fandom

By: Youngme Moon and Kerry Herman
In 2023, the co-CEOs of Team Liquid, one of the world's most prominent Esports organizations, are deciding whether and how to evolve their business model to include (1) a greater focus on enterprise revenue; and (2) more direct-to-consumer activity. Team Liquid has one... View Details
Keywords: Business Model; Customer Focus and Relationships; Games, Gaming, and Gambling; Revenue; Organizational Culture; Business and Community Relations; Video Game Industry
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Moon, Youngme, and Kerry Herman. "Team Liquid: Fueling the Business of Fandom." Harvard Business School Case 324-041, November 2023.
  • 16 Jun 2020
  • News

Business School Dean Nitin Nohria Announces New Anti-Racist Efforts After Criticism

  • August 1996 (Revised December 1996)
  • Background Note

Two Psychological Traps in Negotiation

Two psychological traps, anchoring and framing, and their role in negotiation are described. The anchoring section describes how first or opening offers can be used effectively in negotiation. Examines how opening offers serve as an anchor, changing one side's... View Details
Keywords: Negotiation Tactics
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Wu, George. "Two Psychological Traps in Negotiation." Harvard Business School Background Note 897-036, August 1996. (Revised December 1996.)
  • July 2002
  • Supplement

Discount & Hawkins Openings: Video Highlights

By: Michael A. Wheeler
This case shows the interactions between two quite different pairs of negotiators, both engaged in working through the final leasing clause between a mall developer and its anchor tenant. It highlights the importance of openings to frame and shape the entire course of... View Details
Keywords: Interpersonal Communication; Negotiation; Leasing; Renting or Rental; Competition
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Wheeler, Michael A. "Discount & Hawkins Openings: Video Highlights." Harvard Business School Video Supplement 903-801, July 2002.
  • 24 Jun 2019
  • News

Bookstores Find Growth as ‘Anchors of Authenticity’

  • Career Coach

Kevin Dolan

Kevin (HBS 2004; Purdue 1999) was a Senior Partner at McKinsey & Company in Chicago, and retired from McKinsey in 2022 after 19 years with the Firm. Kevin has over 25 years of experience as a counselor to CEOs and senior executives on topics of sales, growth,... View Details
  • 17 Feb 2010
  • First Look

First Look: Feb. 17

Management (forthcoming) Abstract 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... View Details
Keywords: Martha Lagace
  • 07 Mar 2021
  • News

What Role Does Diplomacy Play in China's Modern History?

  • 05 Oct 2016
  • Blog Post

The Women’s College Cohort at Peek Weekend

provided an anchor by centering my interpretations within a motif of leadership and collaborative discussion during what could have otherwise been a completely overwhelming experience. Having attended Peek, I now have a far better... View Details
  • 2022
  • Article

When Regular Meets Remarkable: Awe as a Link between Routine Work and Meaningful Self-narratives

By: Elizabeth Sheprow and Spencer Harrison
Daily narratives of work can include a mix of ordinary actions and awe-inspiring moments that reveal a vaster, more meaningful reality. When awe is experienced in the context of work, it can prompt self-referential sensemaking about what these experiences mean for the... View Details
Keywords: Narratives; Meaning; Qualitative Method; Emotions; Identity; Employment
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Sheprow, Elizabeth, and Spencer Harrison. "When Regular Meets Remarkable: Awe as a Link between Routine Work and Meaningful Self-narratives." Organizational Behavior and Human Decision Processes 170 (May 2022).
  • 2021
  • Book

Why Startups Fail: A New Roadmap for Entrepreneurial Success

By: Thomas R. Eisenmann
Why Startups Fail explores entrepreneurial failure, examining its predictable patterns, how to avoid them, and how to cope when failure does occur. Part I looks at three common failure patterns for early-stage startups, illustrating each with an anchor case... View Details
Keywords: Entrepreneurship; Business Startups; Failure; Success; Framework
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Eisenmann, Thomas R. Why Startups Fail: A New Roadmap for Entrepreneurial Success. New York: Currency, 2021.
  • October 2020 (Revised March 2021)
  • Case

Pete Carroll: Building a Winning Organization through Purpose, Caring, and Inclusion

By: Ranjay Gulati, Matthew Breitfelder and Monte Burke
Competing at the highest levels of the National Football League (NFL) requires tremendous skill, dedication and persistence. The most successful coaches in the NFL know how to draw out a higher level of performance and consistency from their players. This is typically... View Details
Keywords: National Football League; Leadership Style; Organizational Culture; Mission and Purpose; Relationships; Performance; Success; Sports; Sports Industry
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Gulati, Ranjay, Matthew Breitfelder, and Monte Burke. "Pete Carroll: Building a Winning Organization through Purpose, Caring, and Inclusion." Harvard Business School Case 421-020, October 2020. (Revised March 2021.)
  • December 1997 (Revised September 2014)
  • Exercise

Discount and Hawkins Exercise: Confidential Instructions for Landlord

By: Michael A. Wheeler
This simulation involves a negotiation between a real estate developer and a prospective anchor tenant in a proposed shopping center. Students are assigned roles, given confidential information, and asked to try to break the impasse over the "use, assignment, and... View Details
Keywords: Negotiation; Leasing; Real Estate Industry
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Wheeler, Michael A. "Discount and Hawkins Exercise: Confidential Instructions for Landlord." Harvard Business School Exercise 898-130, December 1997. (Revised September 2014.)
  • November 22, 2023
  • Article

Unifying Your Company Around a Moral Goal

By: Ranjay Gulati
In turbulent times, companies need a reliable anchor to guide decision-making. When organizations become moral communities, underpinned by purpose, they provide that stability for stakeholders as well as a reassuring sense of hope, solidarity, agency, and meaning.... View Details
Keywords: Mission and Purpose; Organizational Culture; Corporate Strategy; Leadership
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Gulati, Ranjay. "Unifying Your Company Around a Moral Goal." Harvard Business Review Digital Articles (November 22, 2023).
  • 21 Jan 2009
  • News

Harvard Business School Students Immersed in Experiential Learning

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