Framing - Publications - Faculty & Research

05 Dec 2007
Sharpening Your Skills

Sharpening Your Skills: Managing Marketing

get for their money. Price framing can be used as a tool to induce consumers to acknowledge additional points of differentiation. Partitioning a price in the hope that consumers will be fooled and overlook small fees will backfire. View Details

27 Feb 2013
Research & Ideas

Sidetracked: Why Can’t We Stick to the Plan?

examine why subtle differences in the way a question is framed lead to different solutions (chapter 8), and discuss how the structure of our environment can cause us to veer off track (chapter 9). To a certain extent, all these forces... View Details

04 Mar 2002
Research & Ideas

Don’t Lose Money With Customers

series of articles and HBS Working Papers, he explores the process of how firms in business-to-business markets manage customer relationships. As a frame of reference, Narayandas explains that modern marketing occurs at three distinct... View Details

Keywords: by Peter K. Jacobs

21 Sep 2016
Research & Ideas

Shabana Azmi: Leveraging Bollywood Fame into Social Good

Parliament: “I was an independent member and every time I wanted to speak on an issue I was allowed to speak. So whether it was on framing the national slum policy or whether it was the domestic violence against women act or whether it... View Details

Keywords: by Sean Silverthorne; Motion Pictures & Video

23 May 2000
Research & Ideas

The Emerging Art of Negotiation

is looking into how the framing of a negotiation can change the game. In one experiment, for example, it was shown that the amount of cooperation among participants was affected far more by what the game was called—whether the... View Details

Keywords: by Martha Lagace

18 Jun 2012
Research & Ideas

Better by the Bunch: Evaluating Job Candidates in Groups

separate evaluation, the employers were more likely to choose male employees for the math tasks and females for the verbal tasks. But in cases of joint evaluation, stereotypes did not seem to matter at all. The researchers attribute their findings to View Details

Keywords: by Maggie Starvish

26 Jun 2012
First Look

First Look: June 26

service organizations. Download the paper: http://www.hbs.edu/research/pdf/12-110.pdf Communicating Frames in Negotiations Authors:Kathleen L. McGinn and Markus Nöths Abstract An abstract is unavailable at this time. Download the paper:... View Details

Keywords: Sean Silverthorne

25 Aug 2003
Research & Ideas

Should You Sell Your Digital Privacy?

property with a market price and opportunity cost. Rights are matters for regulation, assets are matters safely and usually better left to markets. Framed in these terms, here is the problem with regulation. It solves the problem of... View Details

Keywords: by Manda Salls & Sean Silverthorne; Advertising

06 Apr 2007
What Do You Think?

Will Market Forces Stop Global Warming?

Clearly, my effort to frame the discussion around just the third question failed. As George Olsen said, "A lot of the people posting to this discussion appear to have missed the point." But responses have prompted me to wonder... View Details

Keywords: by Jim Heskett; Energy; Utilities

05 Feb 2019
First Look

New Research and Ideas, February 5, 2019

examine attitudes towards two critical phases of conflict termination—a ceasefire and a peace agreement. We examine the rigidity/flexibility of refugees’ attitudes to see if subtle changes in how wartime losses are framed or in who... View Details

Keywords: Dina Gerdeman

02 Apr 2015
Research & Ideas

Digital Initiative Summit: The Business of Crowdsourcing

is quite a bit in scoping out the right question with them so the community can be of value to them," Lipstein said. "If it's a simple question, there's no reason to crowdsource." DeJulio agreed that framing the question just right — free... View Details

Keywords: by Dina Gerdeman

03 Jan 2008
What Do You Think?

Does Judgment Trump Experience?

judgment calls, framing and naming the judgment call, and mobilizing and aligning the right people to carry it out), making the judgment call, making execution happen, and learning and continuously adjusting after the call is made. Good... View Details

Keywords: by Jim Heskett

29 Oct 2007
HBS Case

Marketing Maria: Managing the Athlete Endorsement

interest to Harvard Business School professor Anita Elberse, be they a movie legend or a third baseman. She wrote the Sharapova case with Margarita Golod (HBS MBA '07) to study and frame classroom discussions on a favorite field of... View Details

Keywords: by Sarah Jane Gilbert; Sports

31 Mar 2002
Research & Ideas

You’re Wasting Your Employees! What You Can Do About It

expertise. But senior managers also must rethink their role in shaping strategic direction. Their main contribution has shifted from deciding the strategic content to framing the organizational context. That means creating a sense of... View Details

Keywords: by Christopher A. Bartlett & Sumantra Ghoshal

01 Oct 2020
What Do You Think?

Are CEOs the Wrong Leaders for Stakeholder Capitalism?

again the question framed so eloquently 70 years ago by Milton Friedman in his famous article, “The Social Responsibility of Business Is to Increase Its Profits.” (Incidentally, Friedman made no reference to either short- or long-term... View Details

Keywords: by James Heskett

15 Jan 2018
Research & Ideas

A Better Business Model for Fighting Cancer

this stickiest of bottlenecks? Create business partnerships by framing the right questions, says Giusti, and then identifying and combining existing datasets for analysis to answer those questions. The organization also rallies individual... View Details

Keywords: by Julia Hanna; Health; Pharmaceutical

09 May 2011
Research & Ideas

Moving From Bean Counter to Game Changer

Early Warning System that conveyed the bank's "risk view." Management started using these tools to frame important debates, such as the evaluation of divisional heads' performance at quarterly business reviews. The system also helped the... View Details

Keywords: by Kim Girard; Banking

30 Aug 2016
First Look

August 30, 2016

conditional compensation in the form of quota-bonus incentives to improve performance; however, it may lead to lower future performance. We find little evidence that effectiveness differs between a quota-bonus plan and a punitive-bonus plan View Details

Keywords: Carmen Nobel

16 Oct 2012
First Look

First Look: October 16

http://www.sciencedirect.com/science/article/pii/S0048733312001205 A Framework for Research on Corporate Accountability Reporting Author:Karthik Ramanna Publication:Accounting Horizons (forthcoming) Abstract This paper provides an accounting-based conceptual View Details