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Publications
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- All HBS Web
(3,441)
- Faculty Publications (771)
- 2012
- Other Teaching and Training Material
Learning to Negotiate
- Article
The Persuasive 'Power' of Stigma?
By: Michael I. Norton, Elizabeth W. Dunn, Dana R. Carney and Dan Ariely
We predicted that able-bodied individuals and white Americans would have a difficult time saying no to persuasive appeals offered by disabled individuals and black Americans, due to their desire to make such interactions proceed smoothly. In two experiments, we show... View Details
- January 2012
- Article
Three Cheers for Teaching Distributive Bargaining
Back in the 1990s, business school professors at an Academy of Management conference debated the propriety of teaching distributive bargaining to their students. The particulars of that exchange are lost in the mists of time, but at the end of the session, a straw poll... View Details
- 4 Dec 2012
- Other Presentation
The New Competitive Advantage: Creating Shared Value
The ideas drawn from "Creating Shared Value" (Harvard Business Review, Jan 2011) and "Competing by Saving Lives" (FSG, 2012). View Details
- 2011
- Working Paper
Discretion Within the Constraints of Opportunity: Gender Homophily and Structure in a Formal Organization
By: Adam M. Kleinbaum, Toby E. Stuart and Michael L. Tushman
Homophily in social relations is widely documented. We know that homophily results from both individual preferences and uneven opportunities for interaction, but how these two mechanisms interact in formal organizations is not well understood. We argue that... View Details
- October 2011
- Case
Raleigh & Rosse: Measures to Motivate Exceptional Service
By: Robert Simons and Michael Mahoney
In January 2010, U.S. luxury goods retailer Raleigh & Rosse is being sued by its employees for encouraging "off the clock" hours. At the center of the class action lawsuit is the famous Raleigh & Rosse performance measurement system previously thought to be the core of... View Details
Keywords: Control Systems; Performance Measurement; Goal Setting; Compensation; Incentives; Motivation; Sales Compensation; Motivation and Incentives; Goals and Objectives; Growth Management; Lawsuits and Litigation; Organizational Culture; Management Systems; Customer Focus and Relationships; Employees; Performance Evaluation; Compensation and Benefits; Retail Industry; United States
- September 2011
- Case
AXA Private Equity: The Diana Investment
By: Michael J. Roberts and William A. Sahlman
The case focuses on an investment made by AXA Private Equity, a French manufacturer of food ingredients. The investment is made at the height of the financial markets, and financed with significant debt. Soon thereafter, the financial crisis impacted the company's... View Details
- September 2011 (Revised October 2014)
- Case
Ganesh Natarajan: Leading Innovation and Organizational Change at Zensar (A)
By: Michael Tushman and David Kiron
In 2005, Ganesh Natarajan, CEO of Zensar, a Pune, India-based software company, and his senior management team are considering consolidating staff and resources at the firms. Natarajan proposes an additional, possible controversial business unit to the proposed new... View Details
- September 2011 (Revised October 2014)
- Supplement
Ganesh Natarajan: Leading Innovation and Organizational Change at Zensar (B)
By: Michael Tushman and David Kiron
After proposing a fourth business unit to help grow the market for Zensar's innovative technology, to be led by Dilip Ittyera, CEO Natarajan adopted a new organizational structure focused on industry verticals. View Details
- September 2011 (Revised December 2014)
- Background Note
Learning to Negotiate
By: Michael Wheeler
This brief note introduces to the student the challenges and rewards of learning to be a more skilled negotiator. Negotiation requires the integration of keen analytic insight with emotional intelligence capabilities. View Details
- Article
Market Interest in Nonfinancial Information
By: R. G. Eccles, Michael P. Krzus and George Serafeim
Market interest in nonfinancial (e.g., Environmental, Social, and Governance [ESG]) information, including data produced by the Carbon Disclosure Project (CDP), is growing. Using data from Bloomberg we analyze this interest from a variety of different perspectives, and... View Details
- September 2011
- Article
The Labor Illusion: How Operational Transparency Increases Perceived Value
By: Ryan W. Buell and Michael I. Norton
A ubiquitous feature of even the fastest self-service technology transactions is the wait. Conventional wisdom and operations theory suggests that the longer people wait, the less satisfied they become; we demonstrate that due to what we term the labor illusion, when... View Details
- August 2011 (Revised November 2012)
- Case
Michael Lester at Lachlan Consulting
By: Anthony J. Mayo and Joshua D. Margolis
Michael Lester, a consultant with Lachlan, was frustrated by his client's unwillingness to provide key data for an important presentation. Lester must decide how best to confront Nadine Robert, his client, knowing that his personal success and the reputation of his... View Details
- August 2011
- Supplement
Better World Books Video
By: Michael I. Norton, Fiona Wilson, Jill Avery and Thomas Steenburgh
This video contains an interview with David Murphy, CEO of Better World Books. Topics discussed include: the opportunities and constraints offered by having a social mission, an update on the company, and the future of Better World Books. View Details
- July 2011
- Article
Kidney Paired Donation
By: C. Bradley Wallis, Kannan P. Samy, Alvin E. Roth and Michael A. Rees
Kidney paired donation (KPD) was first suggested in 1986, but it was not until 2000 when the first paired donation transplant was performed in the U.S. In the past decade, KPD has become the fastest growing source of transplantable kidneys, overcoming the barrier faced... View Details
- June 2011 (Revised December 2013)
- Case
FIJI Water: Carbon Negative?
By: Francesca Gino, Michael W. Toffel and Stephanie van Sice
Seeking to go beyond global best practices in reducing environmental impacts, FIJI Water, a premium artesian bottled water company in the United States, launched a Carbon Negative campaign that would offset more greenhouse gas emissions than were released by the... View Details
- June 2011
- Article
Segmenting the Base of the Pyramid
By: V. Kasturi Rangan, Michael Chu and Djorjiji Petkoski
The bottom of the economic pyramid is a risky place for business, but decent profits can be made there if companies link their financial success with their constituencies' well-being. To do that effectively, you must understand the nuances of people's daily lives, say... View Details
- May 2011 (Revised March 2012)
- Case
InterfaceRAISE: Sustainability Consulting
By: Michael W. Toffel, Robert G. Eccles and Casey Taylor
InterfaceRAISE is a sustainability management consulting firm created to leverage the capabilities of its parent company Interface Inc., a carpet manufacturer recognized as a global leader in corporate environmental sustainability. This case illustrates the challenges... View Details
Keywords: Problems and Challenges; Integrated Corporate Reporting; Corporate Social Responsibility and Impact; Entrepreneurship; Performance; Environmental Accounting; Profit; Marketing Strategy; Human Resources; Business Model; Leveraged Buyouts; Salesforce Management; Consulting Industry; Manufacturing Industry
- 9 May 2011 - 11 May 2011
- Conference Presentation
How Firms Respond to Mandatory Information Disclosure
By: Anil Doshi, Michael Toffel and Glen W. S. Dowell
When new institutional pressures arise, which organizations are particularly likely to resist or
acquiesce? When subjected to new information disclosure mandates, an increasingly popular form
of market-based government regulation, which types of organizations are... View Details
- May 2011
- Article
Nonsimultaneous Chains and Dominos in Kidney Paired Donation—Revisited
By: Itai Ashlagi, Duncan S. Gilchrist, Alvin E. Roth and Michael A. Rees
Since 2008 kidney exchange in America has grown in part from the incorporation of non-directed donors in transplant chains rather than simple exchanges. It is controversial whether these chains should be performed simultaneously ("domino paired donation," DPD) or... View Details