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  • 20 Jun 2016
  • Research & Ideas

When Predicting Other People's Preferences, You're Probably Wrong

implications for anyone looking to impress others, for those who are tasked with forecasting consumer behavior, or for salespeople who consult with customers on prospective purchases. In short, it’s dangerous to predict what others will... View Details
Keywords: by Carmen Nobel; Retail
  • 07 Jun 2011
  • First Look

First Look: June 7

Frontiers of Social Psychology Series. Psychology Press, in press An abstract is unavailable at this time. Publisher's Link: http://www.psypress.com/social-judgment-and-decision-making-9781848729063... View Details
Keywords: Sean Silverthorne
  • 06 Feb 2018
  • First Look

First Look at New Research and Ideas: February 6, 2018

previous approaches to assess cross-boundary teaming efforts and their innovation performance. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=53290 forthcoming Management Science Budgeting, Psychological Contracts, and... View Details
  • 22 Aug 2011
  • Research & Ideas

Getting to Eureka!: How Companies Can Promote Creativity

themselves to open source, however, mainstream companies are learning to incorporate users in a way that benefits everyone. Apple, for example, tightly controls the software that runs its iPhone, as well as the technology through which View Details
Keywords: by Michael Blanding
  • February 1998 (Revised February 1999)
  • Case

Amway Japan Limited

In April 1997, the president of Amway Japan (AJL, Tokyo, Japan), pondered how to reverse the first performance decline the company has experienced since entering the Japanese direct selling market in 1979. Established as the tenth overseas subsidiary of Amway Corp. of... View Details
Keywords: Strategic Planning; Motivation and Incentives; Business Subsidiaries; Distribution Channels; Customer Satisfaction; Consumer Products Industry; Michigan; Tokyo
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  • 21 May 2009
  • Working Paper Summaries

Do Friends Influence Purchases in a Social Network?

Keywords: by Raghuram Iyengar, Sangman Han & Sunil Gupta; Technology
  • 02 Sep 2014
  • First Look

First Look: September 2

to engage in deception. Drawing on literatures in social psychology and workplace self-esteem, we theorize that negative comparisons with peers could cause either junior or senior employees to seek to improve reported relative performance... View Details
Keywords: Sean Silverthorne
  • 2010
  • Working Paper

Cognitive Barriers to Environmental Action: Problems and Solutions

By: Lisa L. Shu and Max Bazerman
We explore interventions at the individual level and focus on recognized cognitive barriers from behavioral decision-making literature. In particular, we highlight three cognitive barriers that impede sound individual decision making that have particular relevance to... View Details
Keywords: Decision Choices and Conditions; Judgments; Consumer Behavior; Environmental Sustainability; Cognition and Thinking; Prejudice and Bias
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  • May 2016 (Revised November 2018)
  • Supplement

Moleskine (B)

By: Ryan Raffaelli, Raffaella Sadun and Kathy Qu
This case discusses the decisions and outcomes of CEO Arrigo Berni and founder Maria Sebregondi that the Moleskine (A) case laid out. View Details
Keywords: Creative Industries; Brand Building; Digital Innovation; Digital Services And Strategy; Process Improvement; Organization Change And Adaptation; Culture; Identity Construction; Growth and Development Strategy; Leadership; Organizational Change and Adaptation; Technological Innovation; Creativity; Brands and Branding; Consumer Products Industry
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  • 14 Sep 2017
  • Op-Ed

Op-Ed: Google Engineer Deserved to be Fired by the CEO

supremacists brought these once-hidden issues back to the forefront of social consciousness. Stereotyping contributes directly to unconscious bias, a subject about which Mahzarin Banaji, chair of Harvard’s psychology department, has... View Details
Keywords: by Bill George
  • 2009
  • Chapter

Creating Superior Customer Value in a Connected World

By: Ranjay Gulati
"In the early twenty-first century, customers are more demanding than ever, and difficult economic times make them all the more so. As customers tighten their wallets and increase their demands, firms face greater pressure to provide superior customer value. Reducing... View Details
Keywords: Customer Satisfaction; Customer Value and Value Chain; Consumer Behavior; Product Design; Social and Collaborative Networks; Value Creation
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  • 20 Feb 2008
  • First Look

First Look: February 20, 2008

highlight a two-stage process for marketing resource allocation. In stage one, a model of demand is estimated. This model empirically assesses the impact of marketing actions on consumer demand of a company's product. In stage two,... View Details
Keywords: Martha Lagace
  • 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
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  • 18 Oct 2011
  • First Look

First Look: October 18

environmentally beneficial functions: it diverts waste from landfill and it produces renewable energy. At the same time, the waste-to-energy firm serves and collects revenue from two types of customers: waste generators who pay for waste disposal service and... View Details
Keywords: Sean Silverthorne
  • 22 Feb 2011
  • Research & Ideas

The Most Important Management Trends of the (Still Young) Twenty-First Century

global competition and cooperation; and altering the attitudes, values, motivations, aspirations, and fears of customers and employees. Perhaps most importantly, these changes have altered human societies, promising a coming decade of unpredictable and unprecedented... View Details
Keywords: by Sean Silverthorne
  • November 2008 (Revised November 2008)
  • Case

Cyworld: Creating and Capturing Value in a Social Network

By: Sunil Gupta and Sangman Han
In May 2008, the new CEO of Cyworld, a social network company in Korea, had to decide how to create and capture value from his rapidly growing user base. Cyworld was founded in 1999, and in 2003 it was acquired by SK Telecom, a leading mobile service provider in Korea.... View Details
Keywords: Customer Value and Value Chain; Consumer Behavior; Social and Collaborative Networks; Segmentation; Value Creation; South Korea
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  • 05 Jan 2009
  • Research & Ideas

Most Popular Articles and Working Papers 2008

professor Michael I. Norton and colleagues Elizabeth W. Dunn and Lara B. Aknin, described in the journal Science, looks into how and why spending money on others promotes happiness. Norton explains more in this Q&A. 7. Marketing Your Way Through a Recession In a... View Details
Keywords: by Staff
  • 12 Aug 2008
  • First Look

First Look: August 12, 2008

Working Papers Dirty Work, Clean Hands: The Moral Psychology of Indirect Agency Authors: Paharia, Karim S. Kassam, Joshua D. Greene, and Max H. Bazerman Abstract When powerful people cause harm, they often do so indirectly through other... View Details
Keywords: Sean Silverthorne
  • September 1984
  • Case

Henkel Corp.: International Sealants Brand SISTA (A)

By: Robert J. Dolan
Corporate headquarters wishes to expand sales of a sealant product currently sold only in the West German market. Regional affiliates, operating on a profit center basis, are not enthusiastic about taking on the new product. The case describes the company's... View Details
Keywords: Marketing Strategy; Globalization; Expansion; Profit; Conflict Management; Consumer Products Industry; Consumer Products Industry; Europe; West Germany
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  • July 2012
  • Case

Johannes Linden: Managing the Global Executive Committee

By: Linda A. Hill and Mark Rennella
Johannes Linden is the Director of the Washer and Dryer division of Fluss, a large Swiss appliance manufacturer. Soon after the company completes its revenue projections and bonus targets for the upcoming year, Linden shares some good news with his leadership team, the... View Details
Keywords: Leadership Style; Groups and Teams; Organizational Culture; Management Style; Motivation and Incentives; Power and Influence; Multinational Firms and Management; Consumer Products Industry; Consumer Products Industry; Switzerland
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