Publications

05 Apr 2004
Research & Ideas

Six Ways to Build Trust in Negotiations

her own positive experiences with RLX. While the RLX-Impress negotiation was particularly tricky to get off the ground, establishing trust is critical to achieving success in any negotiation, because all negotiations involve some level of... View Details

Keywords: by Deepak Malhotra

Article

Why Doesn't Capitalism Flow to Poor Countries?

By: Rafael Di Tella and Robert MacCulloch

We show that capitalism is far from common around the world. Outside a small group of rich countries, heavy regulation of business, leftist rhetoric, and interventionist beliefs flourish. We relate these phenomena to the presence of corruption, with causality running... View Details

Keywords: Crime and Corruption; Voting; Economic Systems; Fairness; Governing Rules, Regulations, and Reforms; Emotions

July 2015
Article

Prosocial Norms in the Classroom: The Role of Self-regulation in Following Norms of Giving

By: P. R. Blake, M. Piovesan, N. Montinari, F. Werneken and F. Gino

Children who are prosocial in elementary school tend to have higher academic achievement and experience greater acceptance by their peers in adolescence. Despite this positive influence on educational outcomes, it is still unclear why some children are more prosocial... View Details

Keywords: Behavior; Attitudes; Learning; Standards; Education Industry

16 Mar 2011
Working Paper Summaries

Driven by Social Comparisons: How Feedback about Coworkers’ Effort Influences Individual Productivity

Keywords: by Francesca Gino & Bradley R. Staats; Banking

2009
Other Unpublished Work

When Weak Ties and Social Alternatives Benefit Organizational Commitment: Evidence from Wikipedia

This study examines the social mechanisms reinforcing participant commitment to collaborative work. Previous literature largely fails to acknowledge the wider context of individual workplace commitments, or suggests that multiple concurrent work and life commitments... View Details

Keywords: Social and Collaborative Networks

Web

Partners - Case Method Project

Saratoga High School Saratoga, CA Subjects: Grade 12 AP U.S. Government, Grade 12 Standard Economics, Grade 11/12 Psychology elective CA 9 of 65 Deb Christenson Wildwood Middle-Upper School Los Angeles, CA CA 10 of 65 Rhonda Clements... View Details

01 Mar 2024
News

The War Within

When the full-scale Russian invasion of Ukraine began in February 2022, Nataliia Zhyliak’s world was upended in a matter of days. At the time, Zhyliak, a psychologist in the western Ukrainian city of Kamianets-Podilskyi, was working at an education and rehabilitation... View Details

Keywords: Janelle Nanos; illustration by Daniel Bejar

February 2016
Article

Unearned Status Gain: Evidence from a Global Language Mandate

By: Tsedal Neeley and Tracy Dumas

Theories of status rarely address unearned status gain—an unexpected and unsolicited increase in relative standing, prestige, or worth, attained not through individual effort or achievement, but from a shift in organizationally valued characteristics. We build theory... View Details

Keywords: Status and Position; Equality and Inequality; Spoken Communication; Organizations; Japan; United States

12 Feb 2018
Research & Ideas

Customers at the Back of the Line Are Anxious—Can You Keep Them from Leaving?

how much jockeying for position there was,” he says. Customers regularly switched lines to try and decrease their wait time. Significantly, though, once someone got in line behind them, they tended to stay put. In fact, of the 71... View Details

Keywords: by Michael Blanding; Retail; Service

19 Mar 2019
First Look

New Research and Ideas, March 19, 2019

innovations might impact—and be impacted by—workers, consumers, organizations, and society. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=55845 March 2019 Organizational Behavior and Human Decision Processes Choice Architects Reveal a Bias Toward... View Details

Keywords: Dina Gerdeman

Article

Beating the Odds: Leadership Lessons from Senior African-American Women

By: Laura Morgan Roberts, Anthony Mayo, Robin Ely and David Thomas

Any list of top CEOs reveals a stunning lack of diversity. Among the leaders of Fortune 500 companies, for example, just 32 are women, three are African-American, and not one is an African-American woman. What’s going on? The authors studied the careers of the roughly... View Details

Keywords: Leadership; Diversity; Race; Gender; Personal Characteristics; Relationships; Success

Register to Read

2016
Working Paper

The Microstructure of Work: How Unexpected Breaks Let You Rest, but Not Lose Focus

By: Pradeep Pendem, Paul Green, Bradley R. Staats and Francesca Gino

How best to structure the work day is an important operational question for organizations. A key structural consideration is the effective use of breaks from work. Breaks serve the critical purpose of allowing employees to recharge, but in the short term, translate to... View Details

Keywords: Breaks; Productivity; Attention; Workload; Harvesting; Working Conditions; Behavior; Performance Productivity; Organizations

SSRN

March 2020
Article

Which Early Withdrawal Penalty Attracts the Most Deposits to a Commitment Savings Account?

By: John Beshears, James J. Choi, Christopher Harris, David Laibson, Brigitte C. Madrian and Jung Sakong

Previous research has shown that some people voluntarily use commitment contracts that restrict their own choice sets. We study how people divide money between two accounts: a liquid account that permits unrestricted withdrawals and a commitment account that is... View Details

Keywords: Quasi-hyperbolic Discounting; Present Bias; Sophistication; Naiveté; Commitment; Flexibility; Savings; Contract Design; Defined Contribution Retirement Plan; 401 (K); IRA; Saving; Behavior; Contracts; Design; Interest Rates

17 Sep 2012
Research & Ideas

Blue Skies, Distractions Arise: How Weather Affects Productivity

which you can capture whether people are cognitively distracted is to actually look at the errors they make when they are entering data," says Gino, who, as a native of Italy, was in a good position to detect transcription errors. “People... View Details

Keywords: by Carmen Nobel

July 2017 (Revised December 2018)
Case

Populism in America: Fake News, Alternative Facts and Elite Betrayal in the Trump Era

By: Rafael Di Tella and Sarah McAra

During the 2016 U.S. election, long-time politician Hillary Clinton, a Democrat, and celebrity billionaire Donald Trump, a Republican, faced off in a contentious race for president. In the primaries, candidates from both major political parties used anti-establishment... View Details

Keywords: Populism; Elites; Income Inequality; Government and Politics; Globalization; Political Elections; News; Media; Labor; Prejudice and Bias; Public Opinion; Social Issues; Wealth and Poverty; Social Media

Educators

Purchase

Article

Physical and Situational Inequality on Airplanes Predict Air Rage

By: K. A. DeCelles and Michael I. Norton

We posit that the modern airplane is a social microcosm of class-based society, and that the increasing incidence of “air rage” can be understood through the lens of inequality. Research on inequality typically examines the effects of relatively fixed, macrostructural... View Details

Keywords: Physical Inequality; Equality and Inequality; Behavior; Air Transportation; Situation or Environment

Web

Teacher Profiles - Case Method Project

AP World History, AP Psychology MD Stacey Billingsley South River High School Edgewater, MD Subjects: AP US History CO Cody Blackburn Mapleton Expeditionary School Of The Arts Thornton, CO NC Logan Blaylock Trinity School Durham, NC DC... View Details

2020
Chapter

Islamic Capitalism and the Rise of Religious-Conservative Big Business

By: Kristin Fabbe, Űmit Őzlale and Efe Murat Balikçioğlu

This chapter argues that the rise of “Islamic capitalism” and the country’s so-called “conservative bourgeoisie” owes much to the pragmatism and agility of Islamic actors who are quick to seize upon new economic and political opportunities by leveraging religious... View Details

Keywords: Islamic Capitalism; Economic Systems; Religion; Values and Beliefs; Government and Politics; Power and Influence; Turkey