Exhibition - Publications - Faculty & Research

2009
Working Paper

Do Friends Influence Purchases in a Social Network?

By: Raghuram Iyengar, Sangman Han and Sunil Gupta

Social networks, such as Facebook and Myspace have witnessed a rapid growth in their membership. Some of these businesses have tried an advertising-based model with very limited success. However, these businesses have not fully explored the power of their members to... View Details

Keywords: Marketing; Network Effects; Sales; Power and Influence; Social and Collaborative Networks; Web Sites; South Korea

Citation

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19 Jan 2015
Research & Ideas

Is Wikipedia More Biased Than Encyclopædia Britannica?

does exhibit some wisdom, so to speak, to self-correct bias." The number of revisions required to start showing this effect, however, is quite large—at least 2,000 edits—and the articles most read by users aren't necessarily those most... View Details

Keywords: by Michael Blanding; Publishing

05 Mar 2009
What Do You Think?

How Frank or Deceptive Should Leaders Be?

some comforting words? We applaud candor while sometimes penalizing those who pursue it. Exhibit A is President Barack Obama, whose candor (assuming he really believes what he is saying about the potential length and depth of the current... View Details

Keywords: by Jim Heskett

19 Apr 2004
Research & Ideas

Birth of the American Salesman

were rooted in craftwork traditions, seldom exhibited a similar interest in mass selling campaigns. Salesmanship flourished in America for cultural reasons as well. In a country that, from the outset, held democratic elections and had no... View Details

Keywords: by Laura Linard

Research Summary

Health-care Applications

Active postmarketing drug surveillance. There is substantial interest within the U.S. health community and among health policymakers in developing a surveillance system that scans public health databases in order to proactively detect potential drug safety... View Details

Research Summary

Understanding Customers

In conventional business case studies, protagonists almost never have the option of stepping back to seek a new understanding of the customer. But to be effective in practice, managers need both the self-assurance and ability to initiate and pursue, with rigor and... View Details

10 Nov 2015
Op-Ed

Authentic Leadership Rediscovered

athletics or music, becoming an authentic leader requires years of practice in challenging situations. Authentic leaders match their behavior to their context, an essential part of emotional intelligence (EQ). They do not burst out with whatever they may be thinking or... View Details

Keywords: by Bill George

06 Jul 2011
Research & Ideas

Are You a Level-Six Leader?

"transactional" leaders. Level One: Sociopath At the base of the model is the person who literally serves no one: the Sociopath. The Sociopath, afflicted with what the Diagnostic and Statistical Manual of Mental Disorders (DSM-III) describes as antisocial... View Details

Keywords: by Mitch Maidique

01 Apr 2013
Research & Ideas

First Minutes are Critical in New-Employee Orientation

the new call agents completed an exercise ranking the individual strengths they would exhibit if stranded on a life raft at sea; they also spent time considering how their responses might differ from their colleagues'. Then, the agents... View Details

Keywords: by Carmen Nobel; Web Services; Service; Telecommunications

02 Dec 2002
Research & Ideas

The Secret of How Microsoft Stays on Top

experience. Our analysis focused on Microsoft's first two internal browser development projects, comparing their performance to a sample of Internet software projects completed at the same time. We discovered that Microsoft's projects View Details

Keywords: by Sean Silverthorne

08 Nov 2022
Research & Ideas

How Centuries of Restrictions on Women Shed Light on Today's Abortion Debate

exhibited stronger anti-abortion attitudes. A larger sample of almost 700,000 women showed that women from historically pastoral ethnic groups faced more mobility restrictions. Among almost 100,000 women in Africa, those who descend from... View Details

Keywords: by Kara Baskin

31 Jul 2013
Working Paper Summaries

Learning from Double-Digit Growth Experiences

Keywords: by Eric D. Werker

09 Jun 2021
Research & Ideas

How Tennis, Golf, and White Anxiety Block Racial Integration

results raise an uncomfortable question: Are the self-segregating behaviors exhibited by many White Americans the result of conscious or unconscious racist thoughts? “To me, that’s a less important question,” says Jachimowicz. “I think... View Details

Keywords: by Jay Fitzgerald

31 Aug 2020
What Do You Think?

Why Don’t More Organizations Understand the Power of Diversity and Inclusion?

organizations in the study are pulling away from the other two-thirds in diversity and inclusion, registering increasingly higher probabilities of being the most profitable. They are exhibiting progress in achieving greater gender and... View Details

Keywords: by James Heskett

03 Jun 2022
Research & Ideas

In a Work-from-Anywhere World, How Remote Will Workers Go?

communities, gain While this setup has clear benefits for employees, it also benefits corporations: When employees can work from anywhere, they tend to exhibit greater company loyalty, he says, perhaps imbued by a sense of independence... View Details

Keywords: by Kara Baskin

Research Summary

Overview

By: Boris Vallee

Professor Vallée focuses on financial innovation, investigating it from different angles. This research thread has led him to relate the methods and insights of corporate finance and banking with those of other subfields, including household finance, public finance,... View Details

16 Mar 2020
Research & Ideas

How the Coronavirus Is Already Rewriting the Future of Business

will help customers be more helpful The rapid spread of COVID-19 reminds us how our wellbeing is interconnected, and the flurry of heartwarming responses people have exhibited in the face of this crisis reveals our tremendous... View Details

Keywords: by Dina Gerdeman

29 Aug 2018
What Do You Think?

What Should Harley-Davidson’s Management Do?

large motorcycles that had weathered many threats, including that of smaller, less expensive Japanese products aimed at a younger market in the 1990s. That image was enhanced by an invitation in February, 2017 from the newly elected administration in Washington to... View Details

Keywords: by James Heskett; Auto

22 Feb 2021
Book

Reaching Today's Omnichannel Customer Takes a New Sales Strategy

reviews and best-practice dissemination are so important. Sales is a performance art, salespeople exhibit a wide variance in performance outcomes, and those outcomes depend upon innate talent as well as the context in which that talent is... View Details

Keywords: by Kristen Senz

01 Jun 2022
What Do You Think?

Is Stakeholder Management Facing New Headwinds?

influence on the decision. That’s all well and good—until factors like cultural issues and employee power begin to creep into the picture. For example, the state has had power but only now seems to be exhibiting higher levels of interest... View Details