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Publications

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      • 2015
      • Chapter

      Consuming Brands

      By: Jill Avery and Anat Keinan
      Traditional definitions of branding often underestimate the value a brand has for infusing a choice situation with meaning. This chapter explores how people consume brands and presents three perspectives on the meaning of brands that have diverse theoretical roots in... View Details
      Keywords: Brand Building; Brand Management; Marketing; Brands and Branding
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      Avery, Jill, and Anat Keinan. "Consuming Brands." Chap. 8 in The Cambridge Handbook of Consumer Psychology, edited by Michael I. Norton, Derek D. Rucker, and Cait Lamberton. New York: Cambridge University Press, 2015.
      • 2015
      • Article

      Beliefs About the True Self Explain Asymmetries Based on Moral Judgment

      By: George E. Newman, Julian De Freitas and Joshua Knobe
      Past research has identified a number of asymmetries based on moral judgments. Beliefs about (a) what a person values, (b) whether a person is happy, (c) whether a person has shown weakness of will, and (d) whether a person deserves praise or blame seem to depend... View Details
      Keywords: Concepts; Social Cognition; Moral Reasoning; True Self; Values; Weakness Of Will; Blame; Values and Beliefs; Identity; Moral Sensibility; Happiness
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      Newman, George E., Julian De Freitas, and Joshua Knobe. "Beliefs About the True Self Explain Asymmetries Based on Moral Judgment." Cognitive Science 39, no. 1 (2015): 96–125.
      • 2015
      • Working Paper

      Match Your Own Price? Self-Matching as a Retailer's Multichannel Pricing Strategy

      By: Pavel Kireyev, Vineet Kumar and Elie Ofek
      Multichannel retailing has created several new strategic choices for firms. With respect to pricing, an important decision is whether to offer a "self-matching policy." Self-matching allows a multichannel retailer to offer the lowest of its online and in-store prices... View Details
      Keywords: Price Self-matching; Multichannel Retailing; Pricing Strategy; Marketing Strategy; Price; Distribution Channels; Supply and Industry; Retail Industry
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      Kireyev, Pavel, Vineet Kumar, and Elie Ofek. "Match Your Own Price? Self-Matching as a Retailer's Multichannel Pricing Strategy." Harvard Business School Working Paper, No. 15-058, January 2015.
      • 2014
      • Conference Presentation

      Beliefs about the True Self Explain Asymmetries Based on Moral Judgment

      By: J. E. Newman, J. De Freitas and J. Knobe
      Citation
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      Newman, J. E., J. De Freitas, and J. Knobe. "Beliefs about the True Self Explain Asymmetries Based on Moral Judgment." Paper presented at the Society for Philosophy and Psychology Annual Meeting, Vancouver, Canada, 2014.
      • October 2013
      • Article

      Shattering the Myth of Separate Worlds: Negotiating Non-Work Identities at Work

      By: Lakshmi Ramarajan and Erin M. Reid
      How much of our self is defined by our work? Fundamental changes in the social organization of work are destabilizing the relationship between work and the self. As a result, parts of the self traditionally considered outside the domain of work, i.e., "non-work"... View Details
      Keywords: Identity; Diversity; Strategy; Jobs and Positions; Work-Life Balance
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      Ramarajan, Lakshmi, and Erin M. Reid. "Shattering the Myth of Separate Worlds: Negotiating Non-Work Identities at Work." Academy of Management Review 38, no. 4 (October 2013): 621–644.
      • Article

      Prosocial Bonuses Increase Employee Satisfaction and Team Performance

      By: Lalin Anik, Lara B. Aknin, Elizabeth W. Dunn, Michael I. Norton and Jordi Quoidbach
      In three field studies, we explore the impact of providing employees and teammates with prosocial bonuses, a novel type of bonus spent on others rather than on oneself. In Experiment 1, we show that prosocial bonuses in the form of donations to charity lead to happier... View Details
      Keywords: Satisfaction; Groups and Teams; Performance; Compensation and Benefits; Philanthropy and Charitable Giving; Banking Industry; Sports Industry; Pharmaceutical Industry; Canada; Belgium; Australia
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      Anik, Lalin, Lara B. Aknin, Elizabeth W. Dunn, Michael I. Norton, and Jordi Quoidbach. "Prosocial Bonuses Increase Employee Satisfaction and Team Performance." PLoS ONE 8, no. 9 (September 2013): 1–8.
      • 2013
      • Working Paper

      Prosocial Bonuses Increase Employee Satisfaction and Team Performance

      By: Lalin Anik, Lara B. Aknin, Michael I. Norton, Elizabeth W. Dunn and Jordi Quoidbach
      In two field studies, we explore the impact of providing employees and teammates with prosocial bonuses, a novel type of bonus spent on others rather than on oneself. In Experiment 1, we show that prosocial bonuses in the form of donations to charity lead to happier... View Details
      Keywords: Satisfaction; Groups and Teams; Performance; Compensation and Benefits; Philanthropy and Charitable Giving; Banking Industry; Sports Industry; Pharmaceutical Industry; Canada; Belgium; Australia
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      Anik, Lalin, Lara B. Aknin, Michael I. Norton, Elizabeth W. Dunn, and Jordi Quoidbach. "Prosocial Bonuses Increase Employee Satisfaction and Team Performance." Harvard Business School Working Paper, No. 13-095, May 2013.
      • 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
      Keywords: Value; Consumer Behavior; Attitudes
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      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.
      • 2010
      • Article

      The Ethical Mirage: A Temporal Explanation as to Why We Are Not as Ethical as We Think We Are

      By: A. E. Tenbrunsel, K. Diekmann, K A. Wade-Benzoni and Max Bazerman
      This paper explores the biased perceptions that people hold of their own ethicality. We argue that the temporal trichotomy of prediction, action and recollection is central to these misperceptions: People predict that they will behave more ethically than they actually... View Details
      Keywords: Forecasting and Prediction; Values and Beliefs; Framework; Research; Behavior; Cognition and Thinking; Perception; Prejudice and Bias
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      Tenbrunsel, A. E., K. Diekmann, K A. Wade-Benzoni, and Max Bazerman. "The Ethical Mirage: A Temporal Explanation as to Why We Are Not as Ethical as We Think We Are." Research in Organizational Behavior 30 (2010): 153–173.
      • 2010
      • Article

      Multi-Rater Assessment of Creative Contributions to Team Projects in Organizations

      By: Giovanni B. Moneta, Teresa M. Amabile, Elizabeth Schatzel and Steve J. Kramer
      This study examined the convergent and construct validity of ratings of individual creative contributions in a team context. A sample of 201 employees and supervisors, working on 26 team projects, completed the NEO-Five Factor Inventory and rated themselves and their... View Details
      Keywords: Creativity; Groups and Teams; Research; Performance Evaluation; Gender; Projects
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      Moneta, Giovanni B., Teresa M. Amabile, Elizabeth Schatzel, and Steve J. Kramer. "Multi-Rater Assessment of Creative Contributions to Team Projects in Organizations." European Journal of Work and Organizational Psychology 19, no. 2 (2010): 150–176.
      • 2010
      • Chapter

      The Paranoid Style in the Study of American Politics

      By: David Moss and Mary Oey
      What drives policy making in a democracy? The conventional view is that political actors, like economic actors, pursue their self interest, and that special interest groups dominate the policy making process by satisfying policy makers' need for money and other forms... View Details
      Keywords: Policy; Government Legislation; Media; Interests; Power and Influence; Public Opinion; United States
      Citation
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      Moss, David, and Mary Oey. "The Paranoid Style in the Study of American Politics." In Government and Markets: Toward a New Theory of Regulation, edited by Edward J. Balleisen and David A. Moss. Cambridge: Cambridge University Press, 2010.
      • 2009
      • Working Paper

      Firsthand Experience and the Subsequent Role of Reflected Knowledge in Cultivating Trust in Global Collaboration

      By: Mark Mortensen and T. B. Neeley
      While scholars contend that firsthand experience—time spent onsite observing the people, places, and norms of a distant locale—is crucial in globally distributed collaboration, how such experience actually affects interpersonal dynamics is poorly understood. Based on... View Details
      Keywords: Interpersonal Communication; Experience and Expertise; Globalized Firms and Management; Knowledge Acquisition; Knowledge Use and Leverage; Trust
      Citation
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      Mortensen, Mark, and T. B. Neeley. "Firsthand Experience and the Subsequent Role of Reflected Knowledge in Cultivating Trust in Global Collaboration." Harvard Business School Working Paper, No. 09-131, May 2009. (Under second review, Management Science.)
      • May 2008
      • Journal Article

      Future Lock-in: Future Implementation Increases Selection of 'Should' Choices

      By: Todd Rogers and Max Bazerman
      People often experience tension over certain choices (e.g., they should reduce their gas consumption or increase their savings, but they do not want to). Some posit that this tension arises from the competing interests of a deliberative “should” self and an affective... View Details
      Keywords: Decision Choices and Conditions; Research; Behavior; Conflict of Interests
      Citation
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      Rogers, Todd, and Max Bazerman. "Future Lock-in: Future Implementation Increases Selection of 'Should' Choices." Organizational Behavior and Human Decision Processes 106, no. 1 (May 2008): 1–20.
      • 2008
      • Other Unpublished Work

      The Paranoid Style in the Study of American Politics

      By: David Moss and Mary Oey

      The conventional view is that political actors, like economic actors, pursue their self interest, and that special interest groups dominate the policy making process by satisfying policy makers' need for money and other forms of political support. Indeed, many... View Details

      Keywords: Policy; Government Legislation; Media; Interests; Power and Influence; Public Opinion; United States
      Citation
      Related
      Moss, David, and Mary Oey. "The Paranoid Style in the Study of American Politics." 2008.
      • 2007
      • Working Paper

      The Ethical Mirage: A Temporal Explanation as to Why We Aren't as Ethical as We Think We Are

      By: Ann E. Tenbrunsel, Kristina A. Diekmann, Kimberly A. Wade-Benzoni and Max H. Bazerman
      This paper explores the biased perceptions that people hold of their own ethicality. We argue that the temporal trichotomy of prediction, action and evaluation is central to these misperceptions: People predict that they will behave more ethically than they actually... View Details
      Keywords: Forecasting and Prediction; Ethics; Behavior; Cognition and Thinking; Perception; Prejudice and Bias
      Citation
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      Related
      Tenbrunsel, Ann E., Kristina A. Diekmann, Kimberly A. Wade-Benzoni, and Max H. Bazerman. "The Ethical Mirage: A Temporal Explanation as to Why We Aren't as Ethical as We Think We Are." Harvard Business School Working Paper, No. 08-012, August 2007. (revised January 2009, previously titled "Why We Aren't as Ethical as We Think We Are: A Temporal Explanation.")
      • 2006
      • Working Paper

      Future Lock-In: Future Implementation Increases Selection of 'Should' Choices

      By: Todd Rogers and Max H. Bazerman
      People often experience tension over certain choices (e.g., they should reduce their gas consumption or increase their savings, but they do not want to). Some posit that this tension arises from the competing interests of a deliberative "should" self and... View Details
      Keywords: Decision Choices and Conditions; Attitudes; Conflict and Resolution; Cognition and Thinking
      Citation
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      Rogers, Todd, and Max H. Bazerman. "Future Lock-In: Future Implementation Increases Selection of 'Should' Choices." Harvard Business School Working Paper, No. 07-038, December 2006. (Revised May 2007, August 2007.)
      • September 2006 (Revised April 2007)
      • Supplement

      Tim Keller at Katzenbach Partners LLC (B)

      By: Boris Groysberg, Christopher Marquis and Ayesha Kanji
      Supplements the (A) case. The (B) case presents the final outcome of the events. Reveals how Keller is able to turn around perceptions about him and forge relationships with key decision makers. Includes reflections and lessons learned from all parties and Keller's... View Details
      Keywords: Projects; Management; Leadership; Organizations; Situation or Environment; Competition; Rank and Position; Attitudes; Motivation and Incentives; Consulting Industry
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      Groysberg, Boris, Christopher Marquis, and Ayesha Kanji. "Tim Keller at Katzenbach Partners LLC (B)." Harvard Business School Supplement 407-038, September 2006. (Revised April 2007.)
      • September 2006 (Revised April 2007)
      • Supplement

      Tim Keller at Katzenbach Partners LLC (C)

      By: Boris Groysberg, Christopher Marquis and Ayesha Kanji
      Supplements the (A) case. The (C) case includes Keller's actual 2006 mid-year and self evaluations. View Details
      Keywords: Projects; Management; Leadership; Organizations; Situation or Environment; Competition; Rank and Position; Attitudes; Motivation and Incentives; Performance Evaluation; Consulting Industry
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      Groysberg, Boris, Christopher Marquis, and Ayesha Kanji. "Tim Keller at Katzenbach Partners LLC (C)." Harvard Business School Supplement 407-039, September 2006. (Revised April 2007.)
      • January 2005 (Revised September 2018)
      • Exercise

      RetailSoft: Role for Cam Archer

      By: Kathleen McGinn, Hannah Riley Bowles and Dina Witter
      Presents a three-way version of the RetailMax simulation requiring students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. However, RetailSoft introduces... View Details
      Keywords: Negotiation; Compensation and Benefits; Management Practices and Processes; Retail Industry
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      McGinn, Kathleen, Hannah Riley Bowles, and Dina Witter. "RetailSoft: Role for Cam Archer." Harvard Business School Exercise 905-004, January 2005. (Revised September 2018.)
      • January 2005 (Revised September 2018)
      • Exercise

      RetailSoft: Role for Regan Kessel

      By: Kathleen McGinn, Hannah Riley Bowles and Dina Witter
      Presents a three-way version of the RetailMax simulation requiring students to enact an internal salary negotiation, taking on the roles of Cam Archer, a star employee, and Regan Kessel, a VP trying to attract the MBA into his department. However, RetailSoft introduces... View Details
      Keywords: Negotiation; Compensation and Benefits; Management Practices and Processes; Retail Industry
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      McGinn, Kathleen, Hannah Riley Bowles, and Dina Witter. "RetailSoft: Role for Regan Kessel." Harvard Business School Exercise 905-003, January 2005. (Revised September 2018.)
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