Publications

12 Jan 2010
First Look

First Look: Jan. 12

to meet or beat key benchmarks. This paper examines this hypothesis by testing how different types of marketing expenditures are used to boost earnings for a durable commodity consumer product, which can be easily stockpiled View Details

Keywords: Martha Lagace

2013
Book

Wall Street Research: Past, Present, and Future

By: Boris Groysberg and Paul M. Healy

Wall Street equity analysts provide research products and services on publicly-traded companies to institutional and retail investors to help them make more profitable investment decisions. During the last ten years Wall Street research has been battered by a series of... View Details

Keywords: Financial Analysts; Investment Banks; Conflicts Of Interest; Accounting; Financial Institutions; Financial Services Industry; United States

April 16, 2021
Article

A Playbook for Negotiators in the Social Media Era

By: James K. Sebenius, Ben Cook, David Lax, Ron S. Fortgang, Isaac Silberberg and Paul Levy

The disruptive effects of social media have been felt in virtually every corner of the world. Yet the information revolution has been largely ignored in the field of negotiation. Through a series of case studies we explore how savvy practitioners can ethically harness... View Details

Keywords: Negotiation Analysis; Bargaining; Negotiation; Analysis; Negotiation Tactics; Social Media; North America

March 2007 (Revised May 2012)
Case

PRG-Schultz International

By: Paul W. Marshall and James Weber

PRG-Schultz will run out of cash within a couple of months unless the new CEO can reduce costs and restructure the company's debt. PRG was the dominant market leader in the audit recovery industry. The industry consisted of firms which employed accounting professionals... View Details

Keywords: History; Organizational Change and Adaptation; Leadership; Restructuring; Cost Management; Insolvency and Bankruptcy; Borrowing and Debt; Accounting Audits; Accounting Industry

Educators

28 May 2008
First Look

First Look: May 28, 2008

Working PapersAgency and Institutions: A Review of Institutional Entrepreneurship Authors:Julie Battilana, Bernard Leca, and Eva Boxenbaum Abstract This paper analyzes the literature that has been published on institutional entrepreneurship since View Details

Keywords: Martha Lagace

March 2017
Article

Why Do We Hate Hypocrites? Evidence for a Theory of False Signaling

By: Jillian J. Jordan, Roseanna Sommers, Paul Bloom and David G. Rand

Why do people judge hypocrites, who condemn immoral behaviors that they in fact engage in, so negatively? We propose that hypocrites are disliked because their condemnation sends a false signal about their personal conduct, deceptively suggesting that they behave... View Details

Keywords: Moral Psychology; Condemnation; Vignettes; Deception; Social Signaling; Open Data; Open Materials; Moral Sensibility; Behavior; Perception

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2017
Working Paper

Seeking to Belong: How the Words of Internal and External Beneficiaries Influence Performance

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

In this paper, we examine how connecting to beneficiaries of one’s work increases performance and argue that beneficiaries internal to an organization (i.e., one’s own colleagues) can serve as an important source of motivation, even in jobs that—on the surface—may seem... View Details

Keywords: Prosocial Motivation; Belongingness; Motivation; Job Design; Field Experiment; Motivation and Incentives; Strategy; Job Design and Levels

SSRN

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20 Aug 2013
First Look

First Look: August 20

Business School Case 413-126 "Hess Corporation On January 29, 2013, Elliott Management, a hedge fund run by Paul E. Singer, which owned 4.5% of Hess Corporation stock, put forward a slate of five... View Details

Keywords: Anna Secino

06 Nov 2012
First Look

First Look: November 6

understood and managed. The key to success? Incentives. Fortunately, new research has shed light on the role incentives can play in promoting new ideas, but these findings have been absent from innovation literature-until now. By using... View Details

Keywords: Sean Silverthorne

Article

What Managers Need to Know About Social Tools: Avoid the Common Pitfalls So That Your Organization Can Collaborate, Learn, and Innovate

By: Paul Leonardi and Tsedal Neeley

Workplaces have adopted internal social tools—think stand-alone technologies such as Slack, Yammer, and Chatter, or embedded applications such as Microsoft Teams and JIRA—at a staggering rate. In an ambitious study of 4,200 companies, conducted by the McKinsey Global... View Details

Keywords: Leadership; Social Tools; Social and Collaborative Networks; Knowledge Sharing; Performance Improvement; Management

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05 Jun 2007
First Look

First Look: June 5, 2007

competition by moving quickly into new cities, balancing the buying power of multinational retailers who were also purchasing merchandise for export, leveraging Beijing Hualian's understanding of the rapidly changing domestic market,... View Details

Keywords: Martha Lagace

February 2021
Case

A Cultural Transformation at Southeastern Grocers

By: Suraj Srinivasan, Jonah S. Goldberg and Joseph A. Paul

When Anthony Hucker, the CEO of Southeastern Grocers (SEG), took over in that role in July 2017, the company was in dire financial and operational condition and was headed towards bankruptcy. SEG, the fifth largest grocery chain in the U.S. in early 2021, operated... View Details

Keywords: Business Transformation; Strategy Execution; Retail; Organizational Culture; Transformation; Growth and Development Strategy; Performance; Success; Retail Industry; Food and Beverage Industry; United States; Florida

Educators

September 2011
Article

What Drives Sell-Side Analyst Compensation at High-Status Investment Banks?

By: Boris Groysberg, Paul M. Healy and David A. Maber

We use proprietary data from a major investment bank to investigate factors associated with analysts' annual compensation. We find compensation to be positively related to "All-Star" recognition, investment-banking contributions, the size of analysts' portfolios, and... View Details

Keywords: Investment Banking; Research; Compensation and Benefits; Investment Portfolio; Forecasting and Prediction; Resource Allocation; Status and Position; Business Earnings; Quality; Revenue; Stocks; Voting

December 2014
Article

Market Competition, Earnings Management, and Persistence in Accounting Profitability Around the World

By: Paul M. Healy, George Serafeim, Suraj Srinivasan and Gwen Yu

We examine how cross-country differences in product, capital, and labor market competition, and earnings management affect mean reversion in accounting return on assets. Using a sample of 48,465 unique firms from 49 countries, we find that accounting returns mean... View Details

Keywords: Corporate Performance; Valuation; Equity Valuation; Persistence; Competitive Advantage; Institutions; Earnings Management; Labor Market; Capital Markets; Competition; Profit; Performance; Supply and Industry; Financial Statements; Government and Politics; Globalized Markets and Industries

SSRN

Research Summary

Financing New Business Formation

By: Paul A. Gompers

New business creation has become a potent force for economicdevelopment in the United States. Prior to 1980, large firms created the majority of new jobs in the American economy. While considerable debate rages over whether small firms are the source of recent job... View Details

2017
Working Paper

Shopping for Confirmation: How Disconfirming Feedback Shapes Social Networks

By: Paul Green Jr., Francesca Gino and Bradley Staats

Many organizations employ interpersonal feedback processes as a structured means of informing and motivating employee improvement. Ample evidence suggests that these feedback processes are largely ineffective, and despite a wealth of prescriptive literature, these... View Details

Keywords: Developmental Feedback; Self-concept; Positive Illusions; Social Network; Threat; Identity; Social and Collaborative Networks; Behavior; Performance; Social Media

SSRN

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19 Jan 2011
First Look

First Look: Jan. 18

Influence (Un)ethical Behavior Authors:F. Gino and Joshua D. Margolis Publication:Organizational Behavior and Human Decision Processes (forthcoming) Abstract In four laboratory studies, we find that regulatory focus induced by situational... View Details

Keywords: Sean Silverthorne

14 Sep 2010
First Look

First Look: September 14, 2010

problem when they first emerged but was ultimately overcome by changes in the innovation ecosystem. However, incumbents in the oil and power sector are different in two respects. First, they are producing a commodity and hence face little... View Details

Keywords: Sean Silverthorne

November 2021 (Revised November 2023)
Case

Hitting Home: Amazon and Mary's Place

By: Paul M. Healy, Debora L. Spar and Amy Klopfenstein

In 2020, Amazon, the $386 billion online retail behemoth, built an eight-story shelter for women and families experiencing homelessness on its expanding headquarters in Seattle, Washington. The shelter, operated in partnership with a non-profit organization known as... View Details

Keywords: Business Ethics; Homelessness; Business And Society; Corporate Social Responsibility and Impact; Social Issues; Corporate Accountability; Urban Development; Society; Information Technology; Ethics; Technology Industry; Seattle; United States; North America

Educators