communications - Publications - Faculty & Research

03 Mar 2016
News

3-Minute Briefing: Pamela Meyer (MBA 1986)

sabotage these moments through passive-aggressive behavior. What you need are the three Ts. Transparency for openly communicating your goals, concerns, disappointments, and expectations. Trust for the small, significant circle of people... View Details

Keywords: Julia Hanna

January 2015 (Revised April 2025)
Technical Note

FIELD Global Capstone: Orchestrating a Compelling Presentation

By: Jill Avery

This note was written to help you organize and orchestrate your FIELD Global Immersion final project presentation to your global partner. It is designed to illustrate ways to make your final presentation persuasive, inspiring, and powerful—a presentation with presence.... View Details

Keywords: Presentation Skills; Communication; Communication Intention and Meaning; Communication Strategy; Interpersonal Communication; Management Skills

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14 Dec 1999
Research & Ideas

From Spare Change to Real Change: The Social Sector as a Beta Site for Business Innovation

healthy communities. Traditionally, businesses have supported the social sector in two different ways: they contribute their employees' time for volunteer activities, and they support community initiatives with money and gifts in kind.... View Details

Keywords: by Rosabeth Moss Kanter

Article

Why ‘Tell Them Something They Don't Know’ Is Bad Advice in B2B Sales

By: Frank V. Cespedes and Tracy DeCicco

Common advice in sales is to provide insights to customers during sales calls. But this advice generally stays at the level of “tell people something they don’t already know” and results in sales conversations littered with many irrelevant factoids. This article... View Details

Keywords: Sales; Interpersonal Communication; Communication Strategy

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01 Mar 2010
News

Students Assist Needy Family

$1,550 for the family in less than 48 hours. “It was a truly rewarding and meaningful experience for both of us,” said Simmons. SmallCanBeBig.org, created by Boathouse Group, a Boston communications firm led by president John Connors (PMD... View Details

Keywords: Colleges, Universities, and Professional Schools; Educational Services; Religious, Grantmaking, Civic, Professional, and Similar Organizations; Personal Services

18 Mar 2018
Working Paper Summaries

Thanks for Nothing: Expressing Gratitude Invites Exploitation by Competitors

Keywords: by Jeremy Yip, Kelly Kiyeon Lee, Cindy Chan, and Alison Wood Brooks

16 Mar 2018
Working Paper Summaries

Amount and Diversity of Digital Emotional Expression Predicts Happiness

Keywords: by Laura Vuillier, Alison Wood Brooks, June Gruber, Rui Sun, Michael I. Norton, Matthew James Samson, Emiliana Simon-Thomas, Paul Piff, Sarah Fan, Jordi Quoidbach, Charles Gorintin, Pete Fleming, Arturo Bejar, and Dacher Keltner

2012
Other Unpublished Work

Managerial Control of Business Press Coverage

By: Eugene F. Soltes and David H. Solomon

The business press plays a significant role in distributing firm news to investors. We investigate the extent to which managers can influence their firm's level of coverage in newswires and newspapers. We consider three choices under managerial control: press release... View Details

Keywords: Announcements; Governance Controls; News; Communication Strategy; Journalism and News Industry

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01 Sep 2009
News

Home Sweet Home

TERWILLIGER: Workforce-housing shortages can hurt urban economies. Photo Courtesy Habitat for Humanity In June, Ron Terwilliger (MBA ’70) was named Housing Person of the Year by the nonpartisan National Housing Conference. With almost forty years in the housing... View Details

Keywords: Administration of Housing Programs, Urban Planning, and Community Development; Administration of Housing Programs, Urban Planning, and Community Development; Administration of Housing Programs, Urban Planning, and Community Development; Administration of Housing Programs, Urban Planning, and Community Development

Article

Handshaking Promotes Deal-Making by Signaling Cooperative Intent

By: Juliana Schroeder, Jane L. Risen, Francesca Gino and Michael I. Norton

We examine how a simple handshake—a gesture that often occurs at the outset of social interactions—can influence deal-making. Because handshakes are social rituals, they are imbued with meaning beyond their physical features. We propose that during mixed-motive... View Details

Keywords: Handshake; Cooperation; Affiliation; Competition; Negotiation; Nonverbal Communication; Negotiation Participants; Behavior; Communication Intention and Meaning; Negotiation Deal

16 Sep 2015
News

Creating more effective content across all media

Associate Professor Thales Teixeira’s research into the economics of attention explores the ways in which companies can better communicate with buyers of goods and services in a marketplace cluttered with messaging across all media.... View Details

01 Dec 2017
News

Examining the Magnitude of Syria’s Refugee Crisis

Syrian communities was phase one of a large-scale survey Fabbe conducted to gain insight into the effects of the war on those who had fled from the conflict at home. Throughout 2016, Fabbe’s research team conducted interviews with more... View Details

16 Feb 2021
Working Paper Summaries

Information Avoidance and Image Concerns

Keywords: by Christine L. Exley and Judd B. Kessler

January 2023
Article

The Dark Side of Machiavellian Rhetoric: Signaling in Reward-Based Crowdfunding Performance

By: Goran Calic, Rene Arseneault and Maryam Ghasemaghaei

In this study, we explore the impact of Machiavellian rhetoric on fundraising within the increasingly important context of online crowdfunding. The “all-or-nothing” funding model used by the world’s largest crowdfunding platform, Kickstarter, may be an attractive... View Details

Keywords: Crowdfunding; Communication Strategy; Entrepreneurial Finance; Behavior

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2014
Working Paper

Why Don’t People Ask More Questions? Question-asking Promotes Information Exchange and Improves Interpersonal Perception

By: A.W. Brooks, J. Minson and K. Huang

Keywords: Knowledge Sharing; Interpersonal Communication

Citation

August 2012
Article

From Mind Perception to Mental Connection: Synchrony as a Mechanism for Social Understanding

By: Thalia Wheatley, Olivia Kang, Carolyn Parkinson and Christine E. Looser

Connecting deeply with another mind is as enigmatic as it is fulfilling. Why people ‘‘click’’ with some people but not others is one of the great unsolved mysteries of science. However, researchers from psychology and neuroscience are converging on a likely... View Details

Keywords: Neuroscience; Social Psychology; Interpersonal Communication; Relationships

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