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  • All HBS Web  (2,249)
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    • News  (635)
    • Research  (1,023)
    • Events  (32)
    • Multimedia  (17)
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Show Results For

  • All HBS Web  (2,249)
    • People  (22)
    • News  (635)
    • Research  (1,023)
    • Events  (32)
    • Multimedia  (17)
  • Faculty Publications  (519)
← Page 21 of 2,249 Results →
  • Article

Contingent Match Incentives Increase Donations

By: Lalin Anik, Michael I. Norton and Dan Ariely
We propose a new means by which non-profits can induce donors to give today and commit to giving in the future: contingent match incentives, in which matching is made contingent on the percentage of others who give (e.g., "if X% of others give, we will match all... View Details
Keywords: Matching Donations; Social Proof; Prosocial Behavior; Charitable Giving; Plausibility; Motivation and Incentives; Philanthropy and Charitable Giving
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Anik, Lalin, Michael I. Norton, and Dan Ariely. "Contingent Match Incentives Increase Donations." Journal of Marketing Research (JMR) 51, no. 6 (December 2014): 790–801.
  • September 2022
  • Article

The Limits of Inconspicuous Incentives

By: Leslie K. John, Hayley Blunden, Katherine Milkman, Luca Foschini and Bradford Tuckfield
Managers and policymakers regularly rely on incentives to encourage valued behaviors. While incentives are often successful, there are also notable and surprising examples of their ineffectiveness. Why? We propose a contributing factor may be that they are not... View Details
Keywords: Motivation and Incentives; Behavior
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John, Leslie K., Hayley Blunden, Katherine Milkman, Luca Foschini, and Bradford Tuckfield. "The Limits of Inconspicuous Incentives." Art. 104180. Organizational Behavior and Human Decision Processes 172 (September 2022).
  • February 15, 2022
  • Article

How Managers Can Build a Culture of Experimentation

By: Frank V. Cespedes and Neil Hoyne
Testing in business presents qualitatively different challenges than those in clinical trials and most scientific research. There are very few opportunities for randomized control experiments in a changing, competitive market. Yet, change and competition make testing a... View Details
Keywords: Experimentation; Management; Decision Making
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Cespedes, Frank V., and Neil Hoyne. "How Managers Can Build a Culture of Experimentation." Harvard Business Review Digital Articles (February 15, 2022).

    Derrick Bransby

    Derrick studies how teams accomplish complex work in novel contexts. His dissertation advances the idea of disciplined flexibility: a strategy teams use to navigate uncertainty... View Details
    • July 2023
    • Article

    Impacts of Electricity Quality Improvements: Experimental Evidence on Infrastructure Investments

    By: Robyn C. Meeks, Arstan Omuraliev, Ruslan Isaev and Zhenxuan Wang
    Hundreds of millions of households depend on electricity grid connections providing low quality and unreliable services. Understanding the impacts of and consumer response to electricity quality improvements is important for development and the environment. We... View Details
    Keywords: Infrastructure; Energy; Quality; Kyrgyzstan
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    Meeks, Robyn C., Arstan Omuraliev, Ruslan Isaev, and Zhenxuan Wang. "Impacts of Electricity Quality Improvements: Experimental Evidence on Infrastructure Investments." Art. 102838. Journal of Environmental Economics and Management 120 (July 2023).
    • Research Summary

    Overview

    Empirically, Ryann uses a combination of in-depth qualitative field research and visual and textual archival data to examine moral action at multiple levels of analysis. Through observation and interviews, she aims to capture the lived experience of individuals and... View Details
    • 18 Sep 2013
    • HBS Seminar

    Steven Tadelis, University of California Berkeley Haas School of Business

    • December 2020
    • Article

    Consumer Reactance to Promotional Favors

    By: Marco Bertini and Aylin Aydinli
    Promotional favors are an increasingly popular but seldom researched form of price promotion where the receipt of the saving by consumers depends on an action on their part that is nonmonetary in nature, such as completing a questionnaire, posting a review, or making a... View Details
    Keywords: Promotional Favors; Conditional Discounts; Psychological Reactance; Price Promotions; Pricing; Marketing; Price; Consumer Behavior
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    Bertini, Marco, and Aylin Aydinli. "Consumer Reactance to Promotional Favors." Journal of Retailing 96, no. 4 (December 2020): 578–589.
    • Research Summary

    Optimal Contracting with Reciprocal Agents

    (with Florian Englmaier) (Job Market Paper)

     Abstract: Empirically, compensation systems often seem to generate substantial effort despite weak incentives. We consider reciprocal motivations as a source of incentives. We solve for the optimal... View Details

    • October 2017
    • Article

    Observability Increases the Demand for Commitment Devices

    By: Christine L. Exley and Jeffrey K. Naecker
    Previous research often interprets the choice to restrict one’s future opportunity set as evidence for sophisticated time inconsistency. We propose an additional mechanism that may contribute to the demand for commitment technology: the desire to signal to others. We... View Details
    Keywords: Motivation and Incentives; Behavior; Decision Choices and Conditions; Attitudes
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    Exley, Christine L., and Jeffrey K. Naecker. "Observability Increases the Demand for Commitment Devices." Management Science 63, no. 10 (October 2017): 3262–3267.
    • 2023
    • Working Paper

    When Does Gamified Training Improve Performance? The Roles of Office and Leader Engagement

    By: Ryan W. Buell, Wei Cai and Tatiana Sandino
    Gamified training is a novel management control system in which companies use gamification techniques to engage and motivate employees to learn. This study empirically examines the performance consequences of gamified training using data from a natural field... View Details
    Keywords: Gamified Training; Management Control Systems; Employee Engagement; Employees; Learning; Training; Motivation and Incentives; Performance
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    Buell, Ryan W., Wei Cai, and Tatiana Sandino. "When Does Gamified Training Improve Performance? The Roles of Office and Leader Engagement." Harvard Business School Working Paper, No. 19-101, March 2019. (Revised October 2023.)
    • 2012
    • Article

    Does Power Corrupt or Enable?: When and Why Power Facilitates Self-interested Behavior

    By: K. A. DeCelles, D.S. DeRue, J.D. Margolis and T.L. Ceranic
    Does power corrupt a moral identity, or does it enable a moral identity to emerge? Drawing from the power literature, we propose that the psychological experience of power, although often associated with promoting self-interest, is associated with greater self-interest... View Details
    Keywords: Power; Moral Identity; Self-interested Behavior; Moral Awareness; Commons Dilemma; Moral Sensibility; Behavior; Power and Influence
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    DeCelles, K. A., D.S. DeRue, J.D. Margolis, and T.L. Ceranic. "Does Power Corrupt or Enable? When and Why Power Facilitates Self-interested Behavior." Journal of Applied Psychology 97, no. 3 (May 2012): 681–689.
    • 28 Feb 2018
    • HBS Seminar

    Kartik Hosanagar, Wharton, University of Pennsylvania

    • 25 Feb 2025
    • HBS Seminar

    Michel Pham, Columbia University

    • 2014
    • Article

    Investors Prefer Entrepreneurial Ventures Pitched by Attractive Men

    By: Alison Wood Brooks, Laura Huang, Sarah Kearney and Fiona Murray
    Entrepreneurship is a central path to job creation, economic growth, and prosperity. In the earliest stages of start-up business creation, the matching of entrepreneurial ventures to investors is critically important. The entrepreneur's business proposition and... View Details
    Keywords: Prejudice and Bias; Entrepreneurship; Investment; Gender
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    Brooks, Alison Wood, Laura Huang, Sarah Kearney, and Fiona Murray. "Investors Prefer Entrepreneurial Ventures Pitched by Attractive Men." Proceedings of the National Academy of Sciences 111, no. 12 (March 25, 2014): 4427–4431.
    • Research Summary

    Individual Credit Constraints in Rural India (w/ Sendhil Mullainathan)

    Credit access for the poor has recently been given center stage in the international policy arena. A plethora of reports and case studies have emphasized the enormous returns that micro-businesses face: the Year of Microcredit website notes that studies conducted in... View Details
    • September 20, 2019
    • Editorial

    Why Asking for Advice Is More Effective Than Asking for Feedback

    By: Jaewon Yoon, Hayley Blunden, Ariella S. Kristal and A.V. Whillans
    Conventional wisdom says you should ask your colleagues for feedback. However, research suggests that feedback often has no (or even a negative) impact on our performance. This is because the feedback we receive is often too vague—it fails to highlight what we can... View Details
    Keywords: Feedback; Advice; Advice Seeking; Feedback Culture; Advice Taking; Interpersonal Communication
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    Yoon, Jaewon, Hayley Blunden, Ariella S. Kristal, and A.V. Whillans. "Why Asking for Advice Is More Effective Than Asking for Feedback." Harvard Business Review (website) (September 20, 2019).

      Das Narayandas

      Das Narayandas is the Edsel Bryant Ford Professor of Business Administration at the Harvard Business School. His academic credentials include a Bachelor of Technology degree in Engineering from the Indian Institute of Technology, Bombay (IITB), a Post-Graduate... View Details

      Keywords: advertising; beauty products; biotechnology; computer; electrical equipment; electronics; entertainment; federal government; high technology; industrial goods; information technology industry; internet; management consulting; manufacturing; marketing industry; professional services; retailing; telecommunications; transportation
      • April 2018
      • Article

      Consumers Avoid Buying from Firms with Higher CEO-to-Worker Pay Ratios

      By: Bhavya Mohan, Tobias Schlager, Rohit Deshpandé and Michael I. Norton
      We document a novel driver of consumer behavior: pay ratio disclosure. Swiss corporation performance data gathered during a legally mandated pay ratio referendum reveals that salient high pay ratios are associated with decreased firm sales (Pilot Study). An... View Details
      Keywords: Pay Ratio; Wage Fairness; Purchase Intention; Customers; Wages; Fairness; Consumer Behavior
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      Mohan, Bhavya, Tobias Schlager, Rohit Deshpandé, and Michael I. Norton. "Consumers Avoid Buying from Firms with Higher CEO-to-Worker Pay Ratios." Special Issue on Marketplace Morality. Journal of Consumer Psychology 28, no. 2 (April 2018): 344–352.
      • 27 Sep 2019
      • HBS Seminar

      Kevin Boudreau (D'Amore-McKim Sch of Business, Northeastern U), raemarie.copan@harvardbusiness.org

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