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  • Article

Contingent Match Incentives Increase Donations

By: Lalin Anik, Michael I. Norton and Dan Ariely
We propose a new means by which non-profits can induce donors to give today and commit to giving in the future: contingent match incentives, in which matching is made contingent on the percentage of others who give (e.g., "if X% of others give, we will match all... View Details
Keywords: Matching Donations; Social Proof; Prosocial Behavior; Charitable Giving; Plausibility; Motivation and Incentives; Philanthropy and Charitable Giving
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  • 13 Feb 2018
  • First Look

New Research and Ideas, February 13, 2018

Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=53934 forthcoming Management Science Incentives for Prosocial Behavior: The Role of Reputations By: Exley, Christine L. Abstract—Do monetary incentives encourage... View Details
Keywords: Sean Silverthorne
  • Research Summary

Overview

Professor Keenan studies barriers to and motivators of prosocial behavior, using a combination of field, laboratory, and online experimental methods. Her recent work investigates donors’ aversion to overhead spending by nonprofits, including its negative effects on the... View Details

    Jillian J. Jordan

    Jillian Jordan is an Assistant Professor of Business Administration in the Negotiation, Organizations & Markets Unit at Harvard Business School. She teaches Negotiations in the MBA elective curriculum.

    Professor Jordan’s research investigates moral... View Details

    • Article

    Heuristics Guide the Implementation of Social Preferences in One-Shot Prisoner's Dilemma Experiments

    By: Jillian J. Jordan, Valerio Capraro and David G. Rand
    Cooperation in one-shot anonymous interactions is a widely documented aspect of human behavior. Here we shed light on the motivations behind this behavior by experimentally exploring cooperation in a one-shot continuous-strategy Prisoner’s Dilemma (i.e. one-shot... View Details
    Keywords: Human Behavior; Social Evolution; Behavior; Cooperation; Decision Making; Game Theory
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    • Research Summary

    Overview

    I am currently a Principal or Co-Principal Investigator of five field-based randomized controlled trials, each of which examines the management of lay health workers in developing countries, with an eye toward generating theoretical insights and policy guidance on how... View Details
    • Research Summary

    Overview

    By: Julian J. Zlatev
    First, Professor Zlatev studies how people make decisions that reinforce a sense that they are good or moral. He studies the psychology behind dual motive behaviors—actions that incorporate self-interested and prosocial motives—and the structure of moral identity. For... View Details
    • Research Summary

    Overview

    I am currently a Principal or Co-Principal Investigator of five field-based randomized controlled trials, each of which examines the management of lay health workers in developing countries, with an eye toward generating theoretical insights and policy guidance on how... View Details
    Keywords: Development Economics; Policy; Health; Human Resources; Africa; India; United States
    • Research Summary

    Overview

    I am currently a Principal or Co-Principal Investigator of five field-based randomized controlled trials, each of which examines the management of lay health workers in developing countries, with an eye toward generating theoretical insights and policy guidance on how... View Details
    Keywords: Development Economics; Policy; Health; Human Resources; Africa; India; United States
    • 2021
    • Article

    Helping and Happiness: A Review and Guide for Public Policy

    By: Lara B. Aknin and Ashley V. Whillans
    Perhaps one of the most reaffirming findings to emerge over the past several decades is that humans not only engage in generous behavior, they also appear to experience pleasure from doing so. Yet not all acts of helping lead to greater happiness. Here, we review the... View Details
    Keywords: Generosity; Helping; Behavior; Motivation and Incentives; Happiness; Policy
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    • 2023
    • Working Paper

    'It Wouldn’t Have Mattered Anyway': When Overdetermined Outcomes Justify Our Sins

    By: Stephanie C. Lin, Julian J. Zlatev and Dale T. Miller
    We identify and document an “overdetermined outcome defense” which occurs when one learns that circumstances besides one’s own actions were sufficient to produce a negative effect (e.g., deciding not to go to the gym, but later discovering that the gym had been... View Details
    Keywords: Moral Sensibility; Decision Making; Outcome or Result; Behavior
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    • 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
    Keywords: Gratitude; Forgiveness; Negotiations; Emotion; Emotions; Behavior; Negotiation; Ethics
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    • 2022
    • Working Paper

    The Routledge Handbook of Digital Consumption, Chapter 41: The Internet’s Effects on Consumption: Useful, Harmful, Playful

    By: John A. Deighton and Leora Kornfeld
    This chapter considers how digital culture has changed over the past decade, as the internet has grown its scope and user base. Billions around the world connect daily to an ever-expanding set of applications. A framework for thinking about digital effects is offered:... View Details
    Keywords: Digital Culture; Internet and the Web; Consumer Behavior; Society
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    • 10 Sep 2009
    • Working Paper Summaries

    Feeling Good about Giving: The Benefits (and Costs) of Self-Interested Charitable Behavior

    Keywords: by Lalin Anik, Lara B. Aknin, Michael I. Norton & Elizabeth W. Dunn
    • June 2023
    • Article

    Can Purpose Foster Stakeholder Trust in Corporations

    By: Ranjay Gulati and Franz Wohlgezogen
    As part of institutional changes toward more responsible capitalism, firms increasingly articulate a purpose beyond simply profit as a central tenet of their governance. Management scholarship has noted the potential advantages of such purpose-focus for stakeholder... View Details
    Keywords: Stakeholder Management; Moral Identity; Mission and Purpose; Trust; Corporate Governance; Business and Stakeholder Relations
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    • 13 Sep 2011
    • First Look

    First Look: September 13

    and increase earnings management and CEO compensation following these board appointments. Read the paper: http://www.people.hbs.edu/lcohen/pdffiles/malcofrazIII.pdf Paying to Be Nice: Consistency and Costly Prosocial Behavior... View Details
    Keywords: Sean Silverthorne
    • 12 Dec 2017
    • First Look

    New Research and Ideas, December 12, 2017

    Organizational Behavior The Energizing Nature of Work Engagement: Toward a New Need-Based Theory of Work Motivation By: Green, Paul, Eli Finkel, Grainne Fitzsimons, and Francesca Gino Abstract—We present theory suggesting that experiences... View Details
    Keywords: Sean Silverthorne
    • 15 Aug 2023
    • Research & Ideas

    Why Giving to Others Makes Us Happy

    feel good for the actor.” Their review, published in Current Directions in Psychological Science, examines 15 published, pre-registered experiments on prosocial spending and reveals insights about when giving is likely to increase... View Details
    Keywords: by Michael Blanding
    • 18 Aug 2009
    • First Look

    First Look: August 18

    these two relationships may operate in a circular fashion. Second, we consider whether advertising these benefits of charitable giving—asking people to give in order to be happy—may have the perverse consequence of decreasing charitable giving, crowding out intrinsic... View Details
    Keywords: Martha Lagace
    • 05 Dec 2011
    • Research & Ideas

    It’s Alive! Business Scholars Turn to Experimental Research

    very rational view of people, and workers were almost considered like widgets." —Ian Larkin For instance, Norton and several other researchers ran an experiment at a large American amusement park, documented in the paper Paying to be Nice: Consistency and Costly View Details
    Keywords: by Carmen Nobel