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  • 31 Jul 2006
  • Research & Ideas

When Not to Trust Your Gut

negotiators believe they are capable of distinguishing between situations in which they can safely rely on intuition from those that require more careful thought—but often they are wrong. In fact, most of us trust our intuition more than... View Details
Keywords: by Max H. Bazerman & Deepak Malhotra
  • Article

Unconventional Insights for Managing Stakeholder Trust

By: Michael Pirson and Deepak Malhotra
Initiatives to build and maintain trust with various stakeholders, including customers, employees, suppliers and investors, are at the top of the executive agenda at many organizations. But most companies don't really understand how to manage stakeholder trust... View Details
Keywords: Values and Beliefs; Knowledge Use and Leverage; Organizational Culture; Business and Stakeholder Relations; Perspective; Trust; Cooperation
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  • July–August 2013
  • Article

Connect, Then Lead

By: Amy J.C. Cuddy, Matthew Kohut and John Neffinger
In puzzling over whether it's better to be feared or loved as a leader, Machiavelli famously said that, because it's nigh impossible to do both, leaders should opt for fear. Research from Harvard Business School's Amy Cuddy and consultants Matthew Kohut and John... View Details
Keywords: Influence; Leadership; Trust; Power and Influence
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  • 05 Apr 2004
  • Research & Ideas

Six Ways to Build Trust in Negotiations

her own positive experiences with RLX. While the RLX-Impress negotiation was particularly tricky to get off the ground, establishing trust is critical to achieving success in any negotiation, because all negotiations involve some level of... View Details
Keywords: by Deepak Malhotra
  • 03 Jun 2021
  • News

Trusting ‘Collective Genius’ in a Crisis

  • July 2021
  • Article

How Trust and Distrust Shape Perception and Memory

By: Ann-Christin Posten and Francesca Gino
Trust is a key ingredient in decision making, as it allows us to rely on the information we receive. Although trust is usually viewed as a positive element of decision making, we suggest that its effects on memory are costly rather than beneficial. Across nine studies... View Details
Keywords: Distrust; Memory; Similarity; Misinformation; Trust; Perception; Decision Making
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  • 21 Jul 2021
  • News

A Conversation on Organizational Trust With Punit Renjen

  • 05 Jul 2012
  • What Do You Think?

Why Is Trust So Hard to Achieve in Management?

that lead to damaged trust may well be "plans and intentions (that are) overtaken by circumstances beyond control." There were even more suggestions about what to do about the View Details
Keywords: by James Heskett
  • 07 Jul 2021
  • Book

Good News for Disgraced Companies: You Can Regain Trust

its value when it loses trust, at least in the short term. Meanwhile, a 10 percent increase in trust leads to 0.8 percent more economic growth. “People think trust is an... View Details
Keywords: by Lane Lambert
  • 21 Oct 2022
  • Research & Ideas

People Trust Business, But Expect CEOs to Drive Social Change

Public trust in business remains relatively unshaken amid economic turbulence and a lingering pandemic, even as faith in the media and government falters, but leaders could do more to address social issues, a new global opinion survey shows. However, not everyone... View Details
Keywords: by Scott Van Voorhis
  • 18 Mar 2020
  • News

Leading Change

out how business can do things better. This is a major international problem, and it will need a framework of policies to make a big difference.” Pat Coady, an investment banker and environmentalist who founded the Northern Virginia Land View Details
  • November 2018
  • Article

Worthy of Swift Trust? How Brief Interpersonal Contact Affects Trust Accuracy

By: Oliver Schilke and Laura Huang
Organizational scholars have long underscored the positive consequences of trust, yet trust can also have dysfunctional effects if it is not placed wisely. Though much research has examined conditions that increase individuals’ tendencies to trust others, we know very... View Details
Keywords: Trust; Interpersonal Communication; Judgments; Perspective
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  • June 2024 (Revised March 2025)
  • Case

Wemade: (Re)Establishing Trust in Blockchain Games (A)

By: Jung Koo Kang, Charles C.Y. Wang, David Allen and Kwangmoon So
This case explores the fundamental challenges and accounting issues arising from the integration of blockchain technology into traditional business models. It features Wemade, a South Korean online gaming company that has staked its future on blockchain-based games.... View Details
Keywords: Blockchain; Cryptocurrency; Video Games; Accounting; Financial Reporting; Revenue Recognition; Games, Gaming, and Gambling; Corporate Disclosure; Information Technology; Technology Adoption; Accounting Industry; Information Technology Industry; Video Game Industry; South Korea
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  • 26 Apr 2022
  • Book

What Does Your Business Stand For? Why Building Trust Starts with Purpose

To be successful, companies must build trust with their employees and consumers. But how can companies do so in these turbulent times when they are being pulled in many directions all at once? First, businesses must realize that View Details
Keywords: by Ranjay Gulati
  • 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
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  • 19 Jan 2023
  • Research & Ideas

What Makes Employees Trust (vs. Second-Guess) AI?

about how an algorithm works—but following its advice based on trusting the people who designed and tested it—can lead to better decision-making and financial results for businesses, say researchers... View Details
Keywords: by Rachel Layne
  • Web

Building Trusted Organizations - Course Catalog

what leading with trust looks like when it is practiced as a high art by people who know what they are doing. Course Content and Organization 14, 80-minute in-class sessions, over 7 weeks. Module structure:... View Details
  • June 2020
  • Case

Recovering Trust After Corporate Misconduct at Wells Fargo

By: Suraj Srinivasan and Jonah S. Goldberg
The case describes widespread misconduct at Wells Fargo Community Bank in the period leading up to 2017 and the company’s subsequent attempts to improve internal controls, company culture, and corporate governance. The case examines the potential causes of large scale... View Details
Keywords: Corporate Misconduct; Internal Controls; Banks and Banking; Crime and Corruption; Corporate Governance; Organizational Culture; Governance Compliance; Management Systems; Organizational Change and Adaptation; Performance Improvement; Governing and Advisory Boards
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  • 13 May 2020
  • Blog Post

Crisis Leadership with Nikhil Patel: The Critical Importance of Trust

says, “and parked underneath a tree to meet with gang members. We asked them, ‘What could the city do over the next three, six, and twelve months to improve lives and reduce gun violence?’” The point, Patel understood, was to build trust... View Details
Keywords: Nonprofit / Government; Social Enterprise
  • Blog

Leading Successful Digital Transformation

there is a lot of uncertainty about digital future. However, in a global organization, this bottom-up approach often leads to hundreds of experiments that unfortunately do not add up to much. Although new projects drive a sense of... View Details