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- All HBS Web (734)
- Faculty Publications (400)
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- May 2018
- Article
Incentives for Prosocial Behavior: The Role of Reputations
By: Christine L. Exley
Do monetary incentives encourage volunteering? Or, do they introduce concerns about appearing greedy and crowd out the motivation to volunteer? Since the importance of such image concerns is normally unobserved, the answer is theoretically unclear, and corresponding... View Details
Keywords: Incentives; Image Motivation; Volunteer; Prosocial Behavior; Altruism; Gender; Reputations; Motivation and Incentives; Behavior; Perception; Reputation
Exley, Christine L. "Incentives for Prosocial Behavior: The Role of Reputations." Management Science 64, no. 5 (May 2018): 2460–2471.
- 10 Mar 2008
- Research & Ideas
Encouraging Entrepreneurs: Lessons for Government Policy
growing academic interest in the influence of social networks on entrepreneurial successes and failures, Nanda says. As an example, he cites Regional Advantage: Culture and Competition in Silicon Valley and Route 128, a 1994 book by... View Details
Keywords: by Julia Hanna
- September 2019
- Article
The Interpersonal Costs of Dishonesty: How Dishonest Behavior Reduces Individuals' Ability to Read Others' Emotions
By: J.J. Lee, H. Hardin, B. Parmar and F. Gino
In this research, we examine the unintended consequences of dishonest behavior for one’s interpersonal abilities and subsequent ethical behavior. Specifically, we unpack how dishonest conduct can reduce one’s generalized empathic accuracy—the ability to accurately read... View Details
Lee, J.J., H. Hardin, B. Parmar, and F. Gino. "The Interpersonal Costs of Dishonesty: How Dishonest Behavior Reduces Individuals' Ability to Read Others' Emotions." Journal of Experimental Psychology: General 148, no. 9 (September 2019): 1557–1574.
- 10 Sep 2001
- Research & Ideas
The Negotiator’s Secret: More Than Merely Effective
wildly inaccurate, the psychology of perception systematically leads negotiators to major errors. Self-Serving Role Bias. People tend unconsciously to interpret information pertaining to their own side in a strongly self-serving way. The... View Details
Keywords: by James K. Sebenius
- October 2022
- Article
When Does Moral Engagement Risk Triggering a Hypocrite Penalty?
By: Jillian J. Jordan and Roseanna Sommers
Society suffers when people stay silent on moral issues. Yet people who engage morally may appear hypocritical if they behave imperfectly themselves. Research reveals that hypocrites can—but do not always—trigger a “hypocrisy penalty,” whereby they are evaluated... View Details
Jordan, Jillian J., and Roseanna Sommers. "When Does Moral Engagement Risk Triggering a Hypocrite Penalty?" Art. 101404. Special Issue on Honesty and Deception edited by Maurice E. Schweitzer, Emma Levine. Current Opinion in Psychology 47 (October 2022).
- 2022
- Working Paper
The Gender Minority Gaps in Confidence and Self-Evaluations
By: Billur Aksoy, Christine L. Exley and Judd B. Kessler
An increasing share of the population identifies as something other than male or female. Yet, we know very little about the economic preferences and beliefs of gender minorities. In this paper, we document a “gender minority gap” in confidence and in self-evaluations.... View Details
Aksoy, Billur, Christine L. Exley, and Judd B. Kessler. "The Gender Minority Gaps in Confidence and Self-Evaluations." Working Paper, October 2022.
- 17 Mar 2020
- Working Paper Summaries
From Sweetheart to Scapegoat: Brand Selfie-Taking Shapes Consumer Behavior
- 2018
- Article
Overcoming Barriers to Time-Saving: Reminders of Future Busyness Encourage Consumers to Buy Time
By: A. V. Whillans, Elizabeth W. Dunn and Michael I. Norton
Spending money on time-saving purchases improves happiness. Yet, people often fail to spend their money in this way. Because most people believe that the future will be less busy than the present, they may underweight the value of these purchases. We examine the impact... View Details
Keywords: Consumer Choice; Sharing Economy; Opportunity Cost; Time-as Money; Well-being; Time Management; Happiness; Perception; Behavior
Whillans, A. V., Elizabeth W. Dunn, and Michael I. Norton. "Overcoming Barriers to Time-Saving: Reminders of Future Busyness Encourage Consumers to Buy Time." Social Influence 13, no. 2 (2018): 117–124.
- 1982
- Article
When Self-Descriptions Contradict Behavior: Actions do Speak Louder than Words
By: T. M. Amabile and L. Kabat
Subjects viewed two videotapes, one depicting a stimulus person's self-description and the other depicting that person's behavior in a conversation, according to a four-way factorial design personality descriptor used in the self-description ("introvert" or... View Details
Amabile, T. M., and L. Kabat. "When Self-Descriptions Contradict Behavior: Actions do Speak Louder than Words." Social Cognition 1 (1982): 311–335.
- 2011
- Working Paper
Charitable Giving When Altruism and Similarity Are Linked
By: Julio J. Rotemberg
This paper presents a model in which anonymous charitable donations are rationalized by two human tendencies drawn from the psychology literature. The first is people's disproportionate disposition to help those they agree with while the second is the dependence of... View Details
Keywords: Philanthropy and Charitable Giving; Mathematical Methods; Attitudes; Interests; Perception; Wealth and Poverty
Rotemberg, Julio J. "Charitable Giving When Altruism and Similarity Are Linked." NBER Working Paper Series, No. 17585, November 2011.
- April 2022
- Article
Consumers Value Effort over Ease When Caring for Close Others
By: Ximena Garcia-Rada, Mary Steffel, Elanor F. Williams and Michael I. Norton
Many products and services are designed to make caregiving easier, from premade meals for feeding families to robo-cribs that automatically rock babies to sleep. Yet, using these products may come with a cost: consumers may feel they have not exerted enough effort.... View Details
Keywords: Effor; Caregiving; Close Relationships; Symbolic Meaning; Signaling; Relationships; Consumer Behavior; Perception
Garcia-Rada, Ximena, Mary Steffel, Elanor F. Williams, and Michael I. Norton. "Consumers Value Effort over Ease When Caring for Close Others." Journal of Consumer Research 48, no. 6 (April 2022): 970–990.
- October 2020
- Article
What Goes Down When Advice Goes Up: Younger Advisers Underestimate Their Impact
By: Ting Zhang and Michael S. North
Common wisdom suggests that older is wiser. Consequently, people rarely give advice to older individuals—even when they are relatively more expert—leading to missed learning opportunities. Across six studies (N=3,445), we explore the psychology of advisers when they... View Details
Zhang, Ting, and Michael S. North. "What Goes Down When Advice Goes Up: Younger Advisers Underestimate Their Impact." Personality and Social Psychology Bulletin 46, no. 10 (October 2020): 1444–1460.
- 2017
- Working Paper
Equality and Equity in Compensation
By: Jiayi Bao and Andy Wu
Equity compensation is widely used for incentivizing skilled employees, particularly in new technology businesses. Traditional theories explaining why firms offer equity suggest that workers with higher rank should receive compensation packages more heavily weighted in... View Details
Keywords: Inequality Aversion; Compensation; Stock Options; Scarcity; Experiment; Compensation and Benefits; Equity; Equality and Inequality; Perception
Bao, Jiayi, and Andy Wu. "Equality and Equity in Compensation." Harvard Business School Working Paper, No. 17-093, April 2017.
- 29 Apr 2019
- Research & Ideas
Is the Digital Age Making Us Petty?
in nature,” observe the authors of Pettiness in Social Exchange, a paper published last year in the Journal of Experimental Psychology. “That kind of precision can be very off-putting, and we wanted to find out why.” The coauthors, Tami... View Details
Keywords: by Kristen Senz
- April 2023
- Article
The Subjective Expected Utility Approach and a Framework for Defining Project Risk in Terms of Novelty and Feasibility—A Response to Franzoni and Stephan (2023), ‘Uncertainty and Risk-Taking in Science’
In their Discussion Paper, Franzoni and Stephan (F&S, 2023) discuss the shortcomings of existing peer review models in shaping the funding of risky science. Their discussion offers a conceptual framework for incorporating risk into peer review models of research... View Details
Lane, Jacqueline N. "The Subjective Expected Utility Approach and a Framework for Defining Project Risk in Terms of Novelty and Feasibility—A Response to Franzoni and Stephan (2023), ‘Uncertainty and Risk-Taking in Science’." Art. 104707. Research Policy 52, no. 3 (April 2023).
- Article
Money is No Object: Testing The Endowment Effect in Exchange Goods
By: Dan Svirsky
We present a new experimental design to test whether the endowment effect exists for exchange goods, like money. We compare three groups to a baseline: one endowed with money, one endowed with chocolate coins, and one endowed with chocolate coins described as "tokens."... View Details
Svirsky, Dan. "Money is No Object: Testing The Endowment Effect in Exchange Goods." Journal of Economic Behavior & Organization 106 (October 2014): 227–234.
- Article
Normative Judgments and Individual Essence
By: Julian De Freitas, Kevin P. Tobia, George E. Newman and Joshua Knobe
A growing body of research has examined how people judge the persistence of identity over
time—that is, how they decide that a particular individual is the same entity from one time to the
next. While a great deal of progress has been made in understanding the types... View Details
Keywords: Concepts; Essentialism; Normative Factors; Persistence; True Self; Morality; Identity; Moral Sensibility; Perception
De Freitas, Julian, Kevin P. Tobia, George E. Newman, and Joshua Knobe. "Normative Judgments and Individual Essence." Cognitive Science 41, no. S3 (2017): 382–402.
- 2012
- Chapter
Self-knowledge, Unconscious Thought, and Decision Making
Bos, Maarten W., and Ap Dijksterhuis. "Self-knowledge, Unconscious Thought, and Decision Making." In Handbook of Self-knowledge, edited by Simine Vazire and Timothy D. Wilson. Guilford Press, 2012.
- 2018
- Working Paper
Is Overconfidence a Motivated Bias? Experimental Evidence
By: Jennifer M. Logg, Uriel Haran and Don A. Moore
Are overconfident beliefs driven by the motivation to view oneself positively? We test the relationship between motivation and overconfidence using two distinct, but often conflated, measures: better-than-average (BTA) beliefs and overplacement. Our results suggest... View Details
Keywords: Self-perception; Overconfidence; Motivation; Better-Than-Average Effect; Specifically; Personal Characteristics; Perception; Motivation and Incentives; Cognition and Thinking
Logg, Jennifer M., Uriel Haran, and Don A. Moore. "Is Overconfidence a Motivated Bias? Experimental Evidence." Harvard Business School Working Paper, No. 18-099, April 2018.