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  • Article

Forgoing Earned Incentives to Signal Pure Motives

By: Erika L. Kirgios, Edward H. Chang, Emma E. Levine, Katherine L. Milkman and Judd B. Kessler
Policy makers, employers, and insurers often provide financial incentives to encourage citizens, employees, and customers to take actions that are good for them or for society (e.g., energy conservation, healthy living, safe driving). Although financial incentives are... View Details
Keywords: Incentives; Motivation Laundering; Self-signaling; Motivation and Incentives; Behavior; Perception
Related
  • November 2019
  • Case

The Boss Has the Wrong Idea: Confidential Role Material for Lee Clancy

By: Katherine Coffman, Kathleen McGinn, Judith A. Clair and Katherine Chen
“The Boss Has the Wrong Idea” is a two-person conversation exercise in which an MBA student seeks advice from a mentor in her field about how to handle an incident of workplace sexual harassment. The case consists of two confidential role materials: a role for the... View Details
Keywords: Sexual Harassment; Interpersonal Communication; Organizational Culture
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  • November 2019
  • Case

The Boss Has the Wrong Idea: Confidential Role Material for Julia Smith

By: Katherine Coffman, Kathleen McGinn, Judith A. Clair and Katherine Chen
“The Boss Has the Wrong Idea” is a two-person conversation exercise in which an MBA student seeks advice from a mentor in her field about how to handle an incident of workplace sexual harassment. The case consists of two confidential role materials: a role for the... View Details
Keywords: Sexual Harassment; Interpersonal Communication; Organizational Culture
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    No Taxation without Information

    Tax evasion generates billions of dollars of losses in government revenue and creates large distortions, especially in developing countries. A growing, mostly theoretical literature argues that information flows are central to understanding effective taxation. This... View Details

    • Research Summary

    Trust

    By: Deepak Malhotra
    My research on trust falls into two broad categories.  First, I study barriers to trust development, and focus on mechanisms that might help to overcome these barriers.  One recent project analyzes over 150,000 pages of documents concerning 102-interfirm disputes to... View Details
    • 2025
    • Working Paper

    Pushing the Envelope: The Effects of Salary Negotiations

    By: Zoë B. Cullen, Bobak Pakzad-Hurson and Ricardo Perez-Truglia
    Salary negotiations are a widespread phenomenon that can shape key labor market outcomes, such as welfare and inequality. We provide novel empirical and theoretical insights into the causes and consequences of salary negotiations. We conducted two field experiments... View Details
    Keywords: Compensation and Benefits; Negotiation; Policy; Gender; Equality and Inequality; Welfare
    Related
    • 02 Feb 2012
    • News

    Harvard Business School Faculty Lead Immersion Trip to Israel

    • 02 Feb 2012
    • News

    Harvard Business School Faculty Lead Immersion Trip to Israel

      Jeffrey T. Polzer

      Jeff Polzer is the UPS Foundation Professor of Human Resource Management in the Organizational Behavior Unit at Harvard Business School. He studies how people collaborate in teams and across organizational networks to accomplish their individual and collective... View Details

      • 13 Jul 2011
      • Research & Ideas

      Experimental Researcher Helps Improve Health Care in Zambia

      "We can't solve the challenges of global health without deeply understanding what motivates customer and provider behavior," she said. And field experiments make that possible. View Details
      Keywords: by Roger Thompson; Health

        Anthony Mayo

        Tony Mayo is the Thomas S. Murphy Senior Lecturer of Business Administration and C. Roland Christensen Distinguished Management Educator in the Organizational Behavior Unit of Harvard Business School (HBS).  He currently teaches and serves as the course head for... View Details

        Keywords: advertising; airline; education industry; nonprofit industry; publishing industry; service industry
        • December 2023
        • Article

        Discerning Saints: Moralization of Intrinsic Motivation and Selective Prosociality at Work

        By: Mijeong Kwon, Julia Lee Cunningham and Jon M. Jachimowicz
        Intrinsic motivation has received widespread attention as a predictor of positive work outcomes, including employees’ prosocial behavior. In the current research, we offer a more nuanced view by proposing that intrinsic motivation does not uniformly increase prosocial... View Details
        Keywords: Motivation and Incentives; Behavior; Moral Sensibility; Employees
        Related
        • June 2013
        • Article

        What Is Privacy Worth?

        By: Alessandro Acquisti, Leslie K. John and George Loewenstein
        Understanding the value that individuals assign to the protection of their personal data is of great importance for business, law, and public policy. We use a field experiment informed by behavioral economics and decision research to investigate individual privacy... View Details
        Keywords: Safety; Rights; Valuation; Ethics; Identity
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        • June 2009
        • Article

        Highbrow Films Gather Dust: Time-inconsistent Preferences and Online DVD Rentals

        By: Katherine L. Milkman, Todd Rogers and Max H. Bazerman
        We report on a field study demonstrating systematic differences between the preferences people anticipate they will have over a series of options in the future and their subsequent revealed preferences over those options. Using a novel panel data set, we analyze the... View Details
        Keywords: Decision Choices and Conditions; Forecasting and Prediction; Film Entertainment; Demand and Consumers; Renting or Rental; Power and Influence; Prejudice and Bias; Online Technology; Motion Pictures and Video Industry
        Related
        • 2007
        • Working Paper

        Highbrow Films Gather Dust: Time-inconsistent Preferences and Online DVD Rentals

        By: Katherine L. Milkman, Todd Rogers and Max H. Bazerman
        We report on a field study demonstrating systematic differences between the preferences people anticipate they will have over a series of options in the future and their subsequent revealed preferences over those options. Using a novel panel data set, we analyze the... View Details
        Keywords: Internet and the Web; Decision Choices and Conditions; Attitudes; Conflict and Resolution; Emotions; Film Entertainment; Cognition and Thinking; Entertainment and Recreation Industry
        Related
        • 03 Jul 2015
        • Blog Post

        What is HBS Bridges?

        new beginnings and new adventures.  But whereas at the start of my HBS experience I had looked around at a room full of strangers, now I looked around and saw countless friends.  And here we were all together, having come full circle;... View Details
        • 29 Feb 2024
        • Blog Post

        African American Student Union Spotlight on Social Enterprise

        The HBS African American Student Union (AASU) aims to create a close-knit community for its members from the time they choose to join HBS, through their transition to the second year, and beyond graduation. In this feature, we highlight the View Details

          Jon M. Jachimowicz

          Jon M. Jachimowicz is an Assistant Professor of Business Administration in the Organizational Behavior Unit at Harvard Business School, where he teaches the Leadership and Organizational Behavior course (LEAD) in the Required Curriculum. He studies... View Details

          • Research Summary

          Overview

          I am interested in the individual experience of learning in organizational settings, particularly how employees learn to learn from the challenging work they do. I am currently researching the role of reflection for raising awareness of learning opportunities that... View Details
          Keywords: Learning; Learning And Development; Learning Organizations; Intrinsic Motivation; Reflection; Goal Setting; Performance Measurement; Innovation; Job Design; Biotechnology Industry; Consulting Industry; Pharmaceutical Industry
          • 16 Dec 2021
          • Blog Post

          African American Student Union Spotlight on STEM

          The HBS African American Student Union (AASU) strives to be an extended family for its members from the moment they decide to attend HBS, through the transition to second year, and beyond graduation. Here we profile four AASU members with STEM backgrounds about their... View Details