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  • June 2020
  • Article

In Generous Offers I Trust: The Effect of First-offer Value on Economically Vulnerable Behaviors

By: M. Jeong, J. Minson and F. Gino
Negotiation scholarship espouses the importance of opening a bargaining situation with an aggressive offer, given the power of first offers to shape concessionary behavior and outcomes. In our research, we identify a surprising consequence to this common prescription.... View Details
Keywords: Attribution; Interpersonal Interaction; Judgment; Social Interaction; Inference; Open Data; Open Materials; Preregistered; Negotiation Offer; Strategy; Behavior; Interpersonal Communication; Trust; Outcome or Result
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  • 2007
  • Working Paper

The 'Fees → Savings' Link, or Purchasing Fifty Pounds of Pasta

By: Michael I. Norton and Leonard Lee
Many consumers have had the experience of entering discount membership clubs to make a few purchases, only to leave with enough pasta to outlast a nuclear winter. We suggest that the presence of membership fees can lead consumers to infer a "fees → savings" link,... View Details
Keywords: Price; Profit; Spending; Consumer Behavior; Retail Industry
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  • 2022
  • Article

How to Choose a Default

By: John Beshears, Richard T. Mason and Shlomo Benartzi
We have developed a model for setting a default when a population is choosing among ordered choices—that is, ones listed in ascending or descending order. A company, for instance, might want to set a default contribution rate that will increase employees’ average... View Details
Keywords: Nudge; Choice Architecture; Behavioral Economics; Behavioral Science; Default; Savings; Decision Choices and Conditions; Behavior; Motivation and Incentives
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  • October 2024
  • Article

Canary Categories

By: Eric Anderson, Chaoqun Chen, Ayelet Israeli and Duncan Simester
Past customer spending in a category is generally a positive signal of future customer spending. We show that there exist “canary categories” for which the reverse is true. Purchases in these categories are a signal that customers are less likely to return to that... View Details
Keywords: Churn; Churn Management; Churn/retention; Assortment Planning; Retail; Retailing; Retailing Industry; Preference Heterogeneity; Assortment Optimization; Customers; Retention; Consumer Behavior; Forecasting and Prediction; Retail Industry
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  • September 2013
  • Article

Converging to the Lowest Common Denominator in Physical Health

By: Leslie K. John and Michael I. Norton
Objective: This research examines how access to information on peer health behaviors affects one's own health behavior. Methods: We report the results of a randomized field experiment in a large corporation in which we introduced walkstations (treadmills... View Details
Keywords: Information; Behavior; Decision Choices and Conditions; Health; Health Industry
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  • 08 Nov 2012
  • HBS Seminar

Avi Goldfarb, University of Toronto

  • Research Summary

Overview

By: Alison Wood Brooks
Professor Brooks studies the psychology of conversation and emotion—topics at the intersection of how people think, feel, and interact. From pitching ideas to seeking advice, from asking questions to giving compliments, from talking about (or hiding) our feelings and... View Details
Keywords: Anxiety; Emotion; Emotion Regulation; Reappraisal; Negotiation; Trust; Performance

    Nitin Nohria

    Nitin Nohria served as the tenth dean of Harvard Business School from 2010-2020. He previously served as co-chair of the Leadership Initiative, Senior Associate Dean of Faculty Development, and Head of the Organizational Behavior unit.

    As Dean, building on... View Details

    Keywords: accounting industry; arts; biotechnology; emerging market private equity; energy; executive search; financial services; green technology; health care; high technology; industrial goods; information technology industry; infrastructure industry; investment banking industry; legal services; management consulting; manufacturing; oil ＆ gas; petroleum; pharmaceuticals; professional services
    • 29 Nov 2012
    • HBS Seminar

    Chris Dellarocas, Boston University

      Jeffrey J. Bussgang

      General Partner, Flybridge Capital Partners

      Former entrepreneur turned VC, HBS Senior Lecturer, author of three, dad of three, husband of one, civic leader, and fan of all Boston sports.

      Jeffrey J. Bussgang is a Senior... View Details

      • 08 Nov 2021
      • Blog Post

      4 Ways the MS/MBA is Preparing Me for a Career in Health Care and the Life Sciences

      Tell us about your life before HBS. I grew up in Antwerp, Belgium as part of the Jewish community. Having four grandparents who are Holocaust survivors, I felt it was important to experience life in Israel, and so, after taking a gap... View Details

        Archie L. Jones

        Archie Jones is a Senior Lecturer in the Entrepreneurial Management Unit at the Harvard Business School, where he currently teaches Venture Capital and Private Equity, Field... View Details

        • Teaching Interest

        Overview

        By: Jeffrey J. Bussgang

        Launching Technology Ventures
        Launching Technology Ventures (LTV) is designed for students who are actively working on their own startups or who will work at early-stage startups. The course material is, in particular, focused on new businesses in the... View Details

        • 20 Jun 2019
        • Blog Post

        What is the MS/MBA Biotechnology: Life Sciences Program? A Q&A with Bill Anderson, Senior Lecturer on Stem Cell and Regenerative Biology

        this field. Furthermore, these advances raise a host of ethical issues in terms of diseases targeted, types of therapies, and accessibility. Given the rich experience of translational science in the Harvard system (Cambridge, Longwood,... View Details
        • May 2018
        • Article

        Effects of an Information Sharing System on Employee Creativity, Engagement, and Performance

        By: Shelley Xin Li and Tatiana Sandino
        Many service organizations rely on information sharing systems to boost employee creativity to meet customer needs. We conducted a field experiment in a retail chain, based on a registered report accepted by Journal of Accounting Research, to test whether an... View Details
        Keywords: Information; Knowledge Sharing; Employees; Creativity; Performance
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        • 2015
        • Article

        Percentage Cost Discounts Always Beat Percentage Benefit Bonuses: Helping Consumers Evaluate Nominally Equivalent Percentage Changes

        By: Bhavya Mohan, Pierre Chandon and Jason Riis
        Marketing offers that are framed as a "percentage change" in consumer cost vs. benefit can have highly non-linear impacts in terms of actual value for consumers. Even though two offers might appear identical, we show that consumers are better off choosing the offer... View Details
        Related
        • 15 Apr 2025
        • HBS Seminar

        Hal Hershfield, University of California, Los Angeles

          A Practical Approach to Sales Compensation: What Do We Know Now? What Should We Know in the Future?

          Personal selling represents one of the most important elements in the marketing mix, and appropriate management of the sales force is vital to achieving the organization’s objectives. Among the various instruments of sales management, compensation plays a pivotal... View Details

            George Serafeim

            George Serafeim is the Charles M. Williams Professor of Business Administration at Harvard Business School. He co-leads a Lab, within Harvard's Digital, Data, Design Institute, and serves on the faculty steering commitee of Harvard University's Salata Institute. He... View Details

            Keywords: asset management; insurance industry; automobiles; industrial goods; fashion; food; green technology

              David Ager

              David Ager is a Senior Lecturer in Executive Education.  He engages CEOs, CHROs, and their teams to design and deliver customized executive development experiences for executive, senior and high potential leaders.  The companies hail from diverse sectors including... View Details