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- All HBS Web (126)
- Faculty Publications (49)
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- All HBS Web (126)
- Faculty Publications (49)
- 12 Jan 2016
- First Look
January 12, 2016
practice, disciplinary rigor, and successful search for powerful generalizations help explain the lasting impact of their 1965 book, A Behavioral Theory of Labor Negotiations. Central to their argument are three important... View Details
Keywords: Carmen Nobel
- June 2020
- Article
Air Pollution, State Anxiety, and Unethical Behavior: A Meta-Analytic Review
By: J Lu, J. Lee, F. Gino and A. Galinsky
Lu, Lee, Gino, and Galinsky (2018) reported four studies demonstrating that air pollution predicted unethical behavior and that one mediating mechanism was state anxiety. In contrast, Heck and colleagues reported two null-effect studies on air pollution, trait... View Details
Lu, J., J. Lee, F. Gino, and A. Galinsky. "Air Pollution, State Anxiety, and Unethical Behavior: A Meta-Analytic Review." Psychological Science 31, no. 6 (June 2020): 748–755.
- 2018
- Working Paper
Thanks for Nothing: Expressing Gratitude Invites Exploitation by Competitors
By: Jeremy Yip, Kelly Kiyeon Lee, Cindy Chan and Alison Wood Brooks
Previous research has revealed that expressing gratitude motivates prosocial behavior in cooperative relationships. However, expressing gratitude in competitive interactions may operate differently. Across five studies, we demonstrate that individuals interacting with... View Details
Yip, Jeremy, Kelly Kiyeon Lee, Cindy Chan, and Alison Wood Brooks. "Thanks for Nothing: Expressing Gratitude Invites Exploitation by Competitors." Harvard Business School Working Paper, No. 18-081, February 2018.
- Article
Sadness, Identity, and Plastic in Over-shopping: The Interplay of Materialism, Poor Credit Management, and Emotional Buying Motives in Predicting Compulsive Buying
By: Grant Edward Donnelly, Masha Ksendzova and Ryan Howell
A comprehensive study is currently lacking to explain why material values strongly influence compulsive buying. The goal of the current study is to test if money management, buying motivations for improving mood and identity, and self-transformation expectations... View Details
Donnelly, Grant Edward, Masha Ksendzova, and Ryan Howell. "Sadness, Identity, and Plastic in Over-shopping: The Interplay of Materialism, Poor Credit Management, and Emotional Buying Motives in Predicting Compulsive Buying." Journal of Economic Psychology 39 (December 2013): 113–125.
- December 2023
- Article
Discerning Saints: Moralization of Intrinsic Motivation and Selective Prosociality at Work
By: Mijeong Kwon, Julia Lee Cunningham and Jon M. Jachimowicz
Intrinsic motivation has received widespread attention as a predictor of positive work outcomes, including employees’ prosocial behavior. In the current research, we offer a more nuanced view by proposing that intrinsic motivation does not uniformly increase prosocial... View Details
Kwon, Mijeong, Julia Lee Cunningham, and Jon M. Jachimowicz. "Discerning Saints: Moralization of Intrinsic Motivation and Selective Prosociality at Work." Academy of Management Journal 66, no. 6 (December 2023): 1625–1650.
- August 2020
- Article
Trust in State and Non-State Actors: Evidence from Dispute Resolution in Pakistan
By: Daron Acemoglu, Ali Cheema, Asim I. Khwaja and James A. Robinson
Lack of trust in state institutions is a pervasive problem in many developing countries. This paper investigates whether information about improved public services can help build trust in state institutions and move people away from non-state actors. We find that... View Details
Keywords: Dispute Resolution; Lab-in-the-field Games; Legitimacy; Motivated Reasoning; Non-state Actors; State Capacity; Trust; Conflict and Resolution; Information; Developing Countries and Economies
Acemoglu, Daron, Ali Cheema, Asim I. Khwaja, and James A. Robinson. "Trust in State and Non-State Actors: Evidence from Dispute Resolution in Pakistan." Journal of Political Economy 128, no. 8 (August 2020): 3090–3147.
- April 2014
- Article
Evil Genius? How Dishonesty Can Lead to Greater Creativity
By: F. Gino and S. Wiltermuth
We propose that dishonest and creative behavior have something in common: they both involve breaking rules. Because of this shared feature, creativity may lead to dishonesty (as shown in prior work), and dishonesty may lead to creativity (the hypothesis we tested in... View Details
Gino, F., and S. Wiltermuth. "Evil Genius? How Dishonesty Can Lead to Greater Creativity." Psychological Science 25, no. 4 (April 2014): 973–981.
- Article
Guilt Enhances the Sense of Control and Drives Risky Judgments
By: Maryam Kouchaki, Christopher Oveis and F. Gino
The present studies investigate the hypothesis that guilt influences risk-taking by enhancing one's sense of control. Across multiple inductions of guilt, we demonstrate that experimentally induced guilt enhances optimism about risks for the self (Study 1), preferences... View Details
Kouchaki, Maryam, Christopher Oveis, and F. Gino. "Guilt Enhances the Sense of Control and Drives Risky Judgments." Journal of Experimental Psychology: General 143, no. 6 (December 2014): 2103–2110.
- September 2011
- Article
The Labor Illusion: How Operational Transparency Increases Perceived Value
By: Ryan W. Buell and Michael I. Norton
A ubiquitous feature of even the fastest self-service technology transactions is the wait. Conventional wisdom and operations theory suggests that the longer people wait, the less satisfied they become; we demonstrate that due to what we term the labor illusion, when... View Details
Keywords: Internet and the Web; Perception; Valuation; Service Delivery; Consumer Behavior; Performance Effectiveness; Customer Satisfaction; Service Industry
Buell, Ryan W., and Michael I. Norton. "The Labor Illusion: How Operational Transparency Increases Perceived Value." Management Science 57, no. 9 (September 2011): 1564–1579.
- 2023
- Working Paper
The Irredeemability of the Past: Determinants of Reconciliation and Revenge in Post-Conflict Settings
By: Kristen Kao, Kristin Fabbe and Michael Bang Petersen
In the aftermath of violent conflict, identifying former enemy collaborators versus
innocent bystanders forced to flee violence is difficult. In post-conflict settings,
internally displaced persons (IDPs) risk becoming stigmatized and face difficulties... View Details
Keywords: Conflict and Resolution; War; Refugees; Moral Sensibility; Behavior; Public Opinion; Lawfulness; Iraq
Kao, Kristen, Kristin Fabbe, and Michael Bang Petersen. "The Irredeemability of the Past: Determinants of Reconciliation and Revenge in Post-Conflict Settings." Harvard Business School Working Paper, No. 24-011, August 2023.
- Article
Are Self-service Customers Satisfied or Stuck?
This paper investigates the impact of self-service technology (SST) usage on customer satisfaction and retention. Specifically, we disentangle the distinct effects of satisfaction and switching costs as drivers of retention among self-service customers. Our empirical... View Details
Keywords: Service Delivery; Information Technology; Customer Satisfaction; Competition; Cost; Banks and Banking; Behavior; Market Transactions; Management Analysis, Tools, and Techniques
Buell, Ryan W., Dennis Campbell, and Frances X. Frei. "Are Self-service Customers Satisfied or Stuck?" Production and Operations Management 19, no. 6 (November–December 2010). (Awarded the Decision Sciences Institute Stan Hardy Award for Outstanding Paper Published during 2010 in the Field of Operations Management.)
- September 2012
- Article
The Bedside Manner of Homo Economicus: How and Why Priming an Economic Schema Reduces Compassion
By: Andrew Molinsky, Adam M. Grant and Joshua D. Margolis
We investigate how, why and when activating economic schemas reduces the compassion that individuals extend to others in need when delivering bad news. Across three experiments, we show that unobtrusively priming economic schemas decreases the compassion that... View Details
Molinsky, Andrew, Adam M. Grant, and Joshua D. Margolis. "The Bedside Manner of Homo Economicus: How and Why Priming an Economic Schema Reduces Compassion." Organizational Behavior and Human Decision Processes 119, no. 1 (September 2012): 27–37.
- 28 Nov 2018
- HBS Seminar
Jon Jachimowicz, Columbia University
- Article
From Orientation to Behavior: The Interplay Between Learning Orientation, Open-mindedness, and Psychological Safety in Team Learning
By: Jean-François Harvey, Kevin J. Johnson, Kathryn S. Roloff and Amy C. Edmondson
Do teams with motivation to learn actually engage in the behaviors that produce learning? Though team learning orientation has been found to be positively related to team learning, we know little about how and when it actually fosters team learning. It is obviously not... View Details
Keywords: Emergent States; Goal Orientation; Open-mindedness; Psychological Safety; Team Learning; Teams; Groups and Teams; Learning; Goals and Objectives
Harvey, Jean-François, Kevin J. Johnson, Kathryn S. Roloff, and Amy C. Edmondson. "From Orientation to Behavior: The Interplay Between Learning Orientation, Open-mindedness, and Psychological Safety in Team Learning." Human Relations 72, no. 11 (November 2019): 1726–1751.
- Research Summary
Overview
Engaged with field work in South Asia and East Africa, Professor Hussam places a focus on exploring questions with strong theoretical motivation in the economics literature as well as relevant downstream policy implications. Her research spans four broad interests.... View Details
- 21 Jun 2012 - 24 Jun 2012
- Conference Presentation
Visual Attention to Power Posers: People Avert their Gaze from Nonverbal Displays of Power
By: Elizabeth Baily Wolf
Existing literature suggests that people visually attend more to powerful/high-status people. However, previous studies manipulated target power/status via the target’s role (e.g., CEO or judge vs. mechanic or fry cook) or clothing (e.g., business suit vs. sweat suit).... View Details
- March 2017
- Article
Risky Business: When Humor Increases and Decreases Status
By: T. B. Bitterly, A.W. Brooks and M. E. Schweitzer
Across eight experiments, we demonstrate that humor can influence status, but attempting to use humor is risky. The successful use of humor can increase status in both new and existing relationships, but unsuccessful humor attempts (e.g., inappropriate jokes) can harm... View Details
Bitterly, T. B., A.W. Brooks, and M. E. Schweitzer. "Risky Business: When Humor Increases and Decreases Status." Journal of Personality and Social Psychology 112, no. 3 (March 2017): 431–455.
- 2014
- Working Paper
Bridging Science and Technology Through Academic-Industry Partnerships
By: Sen Chai and Willy C. Shih
Scientific research and its translation into commercialized technology is a driver of wealth creation and economic growth. Partnerships to foster the translational processes from public research organizations, such as universities and hospitals, to private firms are a... View Details
Keywords: Innovation; Firm Performance; Public-private Partnership Funding; Translational Research; Small And Medium Enterprises; Partners and Partnerships; Public Sector; Private Sector; Performance; Science-Based Business; Innovation and Invention
Chai, Sen, and Willy C. Shih. "Bridging Science and Technology Through Academic-Industry Partnerships." Harvard Business School Working Paper, No. 13-058, January 2013. (Revised July 2014.)
- December 2012
- Article
Bolstering and Restoring Feelings of Competence via the IKEA Effect
By: Daniel Mochon, Michael I. Norton and Dan Ariely
We examine the underlying process behind the IKEA effect, which is defined as consumers' willingness to pay more for self-created products than for identical products made by others, and explore the factors that influence both consumers' willingness to engage in... View Details
Mochon, Daniel, Michael I. Norton, and Dan Ariely. "Bolstering and Restoring Feelings of Competence via the IKEA Effect." International Journal of Research in Marketing 29, no. 4 (December 2012): 363–369.
- 2024
- Working Paper
Consumer Inertia and Market Power
By: Alexander MacKay and Marc Remer
We study the pricing decisions of firms in the presence of consumer inertia. Inertia, which can arise from habit formation, brand loyalty, and switching costs, generates dynamic pricing incentives. These incentives mediate the impact of competition on market power in... View Details
Keywords: Consumer Inertia; Market Power; Dynamic Competition; Demand Estimation; Consumer Behavior; Markets; Performance; Competition; Price
MacKay, Alexander, and Marc Remer. "Consumer Inertia and Market Power." Harvard Business School Working Paper, No. 19-111, April 2019. (Revised January 2024. Direct download.)