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  • 17 Apr 2007
  • First Look

First Look: April 17, 2007

firm, or between an upstream and downstream firm. We claim that misalignment is costly both to the involved functions/firms and to the rest of the organization or supply chain, and focus the paper on studying the circumstances under which alignment will or will not... View Details
Keywords: Martha Lagace
  • September 2007
  • Case

Nonverbal Communication: Distinguishing Truth and Lies

By: Michael A. Wheeler
This video-based coursework illuminates the importance--and difficulty--of judging whether people are trustworthy. Students can test their skills at assessing whether contestants in a high-stakes game show will cooperate or defect. View Details
Keywords: Nonverbal Communication; Competency and Skills; Moral Sensibility; Emotions; Trust
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  • November–December 2022
  • Article

Can AI Really Help You Sell?: It Can, Depending on When and How You Implement It

By: Jim Dickie, Boris Groysberg, Benson P. Shapiro and Barry Trailer
Many salespeople today are struggling; only 57% of them make their annual quotas, surveys show. One problem is that buying processes have evolved faster than selling processes, and buyers today can access a wide range of online resources that let them evaluate products... View Details
Keywords: Sales; AI and Machine Learning; Customers
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  • 04 Mar 2002
  • Research & Ideas

Don’t Lose Money With Customers

relationships that are successful over time, the parties, despite obvious power disparities, work together to develop a spirit of mutual trust and cooperation that gradually brings a degree of balance to their dealings with each... View Details
Keywords: by Peter K. Jacobs
  • August 2010 (Revised October 2012)
  • Exercise

To Catch a Vandal: A Power & Influence Exercise

By: Amy J.C. Cuddy, Ruwan Tharindu Gunatilake and Meredith Hodges
This exercise is based on the "Mafia" game created by psychologist Dimma Davidoff, and is designed to give students a broad introduction to multiple theories of influence and to challenge their instincts about which techniques are the most powerful and how they may be... View Details
Keywords: Nonverbal Communication; Knowledge Use and Leverage; Management Analysis, Tools, and Techniques; Management Skills; Groups and Teams; Power and Influence; Trust
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  • 09 Aug 2013
  • Research & Ideas

Read All About It: Digital CEO Buys Traditional Media!

asking exactly what role a newspaper can play in a consumer's life? As a physically distributed printed daily paper carrying local classified advertising, probably not much. But imagine a world that lacked a trusted intermediary selecting... View Details
Keywords: by Jim Aisner; Journalism & News; Publishing
  • 2012
  • Working Paper

How Short-Termism Invites Corruption—And What to Do About It

By: Malcolm S. Salter

Researchers and business leaders have long decried short-termism: the excessive focus of executives of publicly traded companies-along with fund managers and other investors-on short-term results. The central concern is that short-termism discourages long-term... View Details

Keywords: Business and Shareholder Relations; Public Ownership; Performance Expectations; Economy; Crime and Corruption; Ethics; Trust; Financial Services Industry; United States
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  • December 2022 (Revised June 2023)
  • Case

Hacking the U.S. Election: Russia's Misinformation Campaign

By: Shikhar Ghosh
The case discusses the relatively low technology approach used by Russia to influence the U.S. Presidential Election in 2016. Although political parties manipulating the media was not a new phenomenon, the Russians ran a broad, well-financed, and sophisticated social... View Details
Keywords: Political Elections; International Relations; Social Media; Power and Influence; Information; Russia; United States
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  • 08 Mar 2011
  • First Look

First Look: March 8

impairment reporting and that its effect is better understood in the context of upper echelons theory and agency theory. Download the paper: http://www.hbs.edu/research/pdf/11-088.pdf Risky Trust: How Multi-entity Teams Develop Trust in a... View Details
Keywords: Sean Silverthorne
  • 07 Jun 2012
  • Working Paper Summaries

How Short-Termism Invites Corruption--And What to Do About It

Keywords: by Malcolm S. Salter
  • 26 Apr 2024
  • HBS Case

Deion Sanders' Prime Lessons for Leading a Team to Victory

Sanders wasn’t afraid to roll up his sleeves to help his team succeed—even mowing the practice fields himself if they didn’t get mowed on time. By his third year at JSU, Sanders had posted the first undefeated season in the school’s history and boosted home View Details
Keywords: by Avery Forman; Sports
  • 13 May 2013
  • Research & Ideas

How to Spot a Liar

differences between flat-out lying and so-called deception by omission—that is, the willful avoidance of divulging important information, either by changing the subject or by saying as little as possible. The Ultimatum Game To garner a... View Details
Keywords: by Carmen Nobel
  • 30 Sep 2014
  • First Look

First Look: September 30

the puzzle of low adoption, we show that payouts improve trust in the product and that farmers shield payouts from claims by relatives. Download working paper:... View Details
Keywords: Sean Silverthorne
  • 17 Aug 2020
  • Research & Ideas

What the Stockdale Paradox Tells Us About Crisis Leadership

courage. The game of physical intimidation was not won or lost in one grand showdown. The hero of us all was the plucky little guy who made them start all over every day.” Leach cited a shipwreck survivor who wrote, during the fifteenth... View Details
Keywords: by Boris Groysberg and Robin Abrahams
  • 18 Aug 2022
  • Op-Ed

Your Best Employees Are Burning Out: A Framework for Retaining Talent

business leaders need to step up their game to attract and retain the top talent they need to remain competitive, productive, and cohesive to get through this tumultuous period. "Leaders must realize that their workers are their greatest... View Details
Keywords: by Hise Gibson and MaShon Wilson
  • 26 Mar 2013
  • First Look

First Look: March 26

embeddedness of the new technologies posed significant entrepreneurial challenges. The best equipped to overcome these challenges were often entrepreneurs based in minorities who held significant advantages in capital-raising and trust... View Details
Keywords: Sean Silverthorne
  • 01 Jun 2015
  • Research & Ideas

The Surprising Benefits of Oversharing

conclusions about the costs of hiding information carry implications for individuals and companies alike. It turns out that who benefits from disclosing information has everything to do with how they reveal it. Match Game In What Hiding... View Details
Keywords: by Michael Blanding
  • 19 Oct 2022
  • Op-Ed

Cofounder Courtship: How to Find the Right Mate—for Your Startup

engage in experiences that allow them to see more dimensions of their personalities. For example, go on a road trip or partake in an activity that neither of you have done before. See how each of you make decisions together like where to eat lunch or which trail to... View Details
Keywords: by Julia Austin
  • 24 Oct 2011
  • Research & Ideas

The Yelp Factor: Are Consumer Reviews Good for Business?

restaurants of gaming the system by stacking reviews by friends and family, or simply falling prey to a popularity contest by uninformed palates. "Given the evidence, I don't think many people would dispute Yelp's influence,"... View Details
Keywords: by Michael Blanding; Food & Beverage
  • 16 Jul 2020
  • Research & Ideas

Restaurant Revolution: How the Industry Is Fighting to Stay Alive

does reopening look like and can we afford it? Throughout the crisis, restaurants and regulatory authorities have discussed game plans for reopening. Prominent features of these plans include reconfiguring floor plans to enable physical... View Details
Keywords: by Michael S. Kaufman, Lena G. Goldberg, and Jill Avery; Food & Beverage

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