Filter Results:
(630)
Show Results For
- All HBS Web
(725)
- News (33)
- Research (630)
- Events (2)
- Multimedia (3)
- Faculty Publications (357)
Show Results For
- All HBS Web
(725)
- News (33)
- Research (630)
- Events (2)
- Multimedia (3)
- Faculty Publications (357)
Sort by
- 12 Oct 2011
- Research & Ideas
Creating Online Ads We Want to Watch
30-second consumer product advertisements. Out of 28 ads, 14 were chosen because they were decidedly provocative; the researchers expected them to evoke either joy or surprise in the viewers at different points in the brief plot. The... View Details
- 06 Mar 2017
- Research & Ideas
Why Comparing Apples to Apples Online Leads To More Fruitful Sales
assistant professor in the Marketing Unit at Harvard Business School and an affiliate of Harvard’s Center for Brain Sciences, who studies the neural and psychological factors that underlie consumer... View Details
- 11 Feb 2013
- Research & Ideas
Neuroeconomics: Eyes, Brain, Business
field of neuromarketing, which uses brain-tracking tools to determine why consumers prefer some products over others. And there is neuroleadership, which applies neuroscience to management research. Looser is looking to integrate insights... View Details
Keywords: by Carmen Nobel
- 11 Dec 2006
- Research & Ideas
Fixing Price Tag Confusion
says Groceries $88, Delivery $8? In a recent working paper titled "The Framing Effect of Price Format," HBS Associate Professor Luc Wathieu and coauthor Marco Bertini of the London Business School attempt to understand the consumer View Details
- 22 Feb 2000
- Research & Ideas
The Mind of the Market: Extending the Frontiers of Marketing Thought
might serve the study of consumer behavior. An HBS professor since 1991, Zaltman's work actually cuts across a number of boundaries. He's a co-director (with Stephen M. Kosslyn, Professor of psychology at... View Details
Keywords: by Martha Lagace
- 10 Aug 2015
- Research & Ideas
Why a Federal Rule on CEO Pay Disclosure May Get You In Trouble With Customers
check. In sheer terms of gaining favor among consumers, a firm with a high CEO-to-worker pay ratio must offer a substantial 50 percent discount to keep up with a firm that maintains a low pay ratio. This is among the key findings in the working paper Paying Up for Fair... View Details
- 19 Dec 2018
- Sharpening Your Skills
New Year, New Habits
Good Habit Psychological nudges can be a cost-effective way for governments to get citizens to do the right thing. Skills and Behaviors that Make Entrepreneurs Successful Research at Harvard Business School takes a unique approach to... View Details
Keywords: by Sean Silverthorne
- 15 May 2013
- Research & Ideas
From McRibs to Maseratis: The Power of Scarcity Marketing
access to our favorite things will make us keep appreciating them); Buy Time (focusing on time over money yields wiser purchases); Pay Now, Consume Later (delayed consumption leads to increased enjoyment); and Invest in Others (spending... View Details
Keywords: Re: Michael I. Norton
- 23 Jun 2003
- Research & Ideas
Psychology, Pathology, and the CEO
Each of these executives restored their people's confidence in themselves and in one another—a necessary antecedent to restoring investor or public confidence. They inspired and empowered their organizations to take new actions that could renew profitability. In short,... View Details
Keywords: by Rosabeth Moss Kanter
- 16 Dec 2015
- Research & Ideas
Why ‘Sleep on It’ No Longer Sounds Like Great Advice
believe that with all of these positive cognitive effects, you might also get benefits for decision making,” says Karmarkar, who conducted the research with UMass Amherst psychology professor Rebecca Spencer and Stanford Graduate School... View Details
- 19 May 2011
- Research & Ideas
Empathy: The Brand Equity of Retail
There's a famous line from the movie The Godfather, which is often repeated in corporate settings: "This is business, not personal." Ironically, though, that statement is actually bad business advice. During the Consortium for Operational Excellence in Retailing (COER)... View Details
- 05 Feb 2008
- First Look
First Look: February 5, 2008
paper: http://www.hbs.edu/research/pdf/08-052.pdf Psychological Influence in Negotiation: An Introduction Long Overdue Authors:Deepak Malhotra and Max Bazerman Abstract This paper discusses the causes and consequences of the... View Details
Keywords: Martha Lagace
- November 2024
- Case
Innovation at Master Kong Beverages
By: David E. Bell and Shu Lin
Hong-Chen Wei (HBS MBA 2014), Chairman of KSF Beverage Holding Co., Ltd. (KSFB), was steering the company toward the premium segment with the launch of “InheriTea,” a premium, sugar-free tea product. Traditionally, KSFB’s flagship brand, Master Kong, catered to the... View Details
- 23 Sep 2013
- Research & Ideas
Status: When and Why It Matters
Consumers pay handsomely for products that are considered the best of the best in their league, whether they are the fastest cars, the fanciest handbags, or the finest wines. But for what, exactly, are they paying a premium? The superior... View Details
Keywords: by Dina Gerdeman
- March 2006
- Background Note
Influencing Customer Behavior in Service Operations
By: Frances X. Frei and Amy C. Edmondson
Explores ways in which service firms can influence the behavior of their customers. Drawing from research on employee motivation and applying it to customer motivation, the note describes two levels of managerial control: instrumental control, which shapes behavior... View Details
Keywords: Customers; Governance Controls; Consumer Behavior; Service Operations; Emotions; Motivation and Incentives; Power and Influence; Service Industry
Frei, Frances X., and Amy C. Edmondson. "Influencing Customer Behavior in Service Operations." Harvard Business School Background Note 606-061, March 2006.
- 2016
- Article
Buying to Blunt Negative Feelings: Materialistic Escape from the Self
By: Grant Edward Donnelly, Masha Ksendzova, Ryan Howell, Kathleen Vohs and Roy F. Baumeister
We propose that escape theory, which describes how individuals seek to free themselves from aversive states of self-awareness, helps explain key patterns of materialistic people’s behavior. As predicted by escape theory, materialistic individuals may feel dissatisfied... View Details
Keywords: Materialism; Escape; Self; Negative Emotions; Self-awareness; Emotions; Consumer Behavior; Identity; Motivation and Incentives
Donnelly, Grant Edward, Masha Ksendzova, Ryan Howell, Kathleen Vohs, and Roy F. Baumeister. "Buying to Blunt Negative Feelings: Materialistic Escape from the Self." Review of General Psychology 20, no. 3 (2016): 272–316.
- July 2022
- Teaching Note
Arçelik (A), (B): From a Dealer Network to an Omnichannel Experience
By: Ayelet Israeli, Fares Khrais and Menna Hassan
Arçelik Turkey, the country’s market leader in household appliances, was at an omnichannel crossroads in January 2020. Arçelik was a B2B player utilizing a dealership network with an umbrella of brands and had one of the largest brick-and-mortar store networks in... View Details
Keywords: Digital Marketing; Bricks And Mortar; Franchise Management; Franchising; Dealer Network; Dealers; B2B; B2B2C; Tradition; Culture Change; Cultural Adaptation; Omnichannel; Omnichannel Retail; Omni-channel; Omnichannel Retailing; Sales Channels; Sales Channel Development; Channel Management; Channels Of Distribution; Marketplace; Platforms; Collaboration; Online Channel; Online Data; Online Sales; Online Shopping; Online; Retail; Retailing; Disruption; Transformation; Franchise Ownership; Change Management; Partners and Partnerships; Consumer Behavior; Sales; Internet and the Web; Marketing Strategy; Conflict and Resolution; Conflict Management; Organizational Culture; Distribution Channels; Digital Transformation; Consumer Products Industry; Consumer Products Industry; Consumer Products Industry; Turkey
- 08 Jan 2007
- What Do You Think?
Neuro Economics: Science or Science Fiction?
At the same time, he adds, there will be "a new set of management and pop psychology books with dubious claims ." Among the potential benefits making it highly relevant, according to David Skinner, is that "its output might... View Details
Keywords: by Jim Heskett
- 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.
- June 28, 2011
- Article
Using Implementation Intentions Prompts to Enhance Influenza Vaccination Rates
By: Katherine L Milkman, John Beshears, James J. Choi, David Laibson and Brigitte C. Madrian
We evaluate the results of a field experiment designed to measure the effect of prompts to form implementation intentions on realized behavioral outcomes. The outcome of interest is influenza vaccination receipt at free on-site clinics offered by a large firm to its... View Details
Keywords: Behavioral Economics; Nudge; Libertarian Paternalism; Public Health; Flu Shot; Behavior; Consumer Behavior; Health Care and Treatment; Cognition and Thinking
Milkman, Katherine L., John Beshears, James J. Choi, David Laibson, and Brigitte C. Madrian. "Using Implementation Intentions Prompts to Enhance Influenza Vaccination Rates." Proceedings of the National Academy of Sciences 108, no. 26 (June 28, 2011): 10415–10420.