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  • Article

Inviting Consumers to Downsize Fast-Food Portions Significantly Reduces Calorie Consumption

By: Janet Schwartz, Jason Riis, Brian Elbel and Dan Ariely
Policies that mandate calorie labeling in fast-food and chain restaurants have had little or no observable impact on calorie consumption to date. In three field experiments, we tested an alternative approach: activating consumers' self-control by having servers ask... View Details
Keywords: Food; Labels; Consumer Behavior; Interpersonal Communication; Motivation and Incentives; Health Industry; Food and Beverage Industry
Related
  • 13 Apr 2012
  • HBS Seminar

Drazen Prelec, Professor of Management Science and Economics at MIT Sloan School of Management

  • 2024
  • Working Paper

The Wade Test: Generative AI and CEO Communication

By: Prithwiraj Choudhury, Bart S. Vanneste and Amirhossein Zohrehvand
Can generative artificial intelligence (Gen-AI) transform the role of the CEO? This study investigates whether Gen-AI can mimic a human CEO and whether employees display aversion to Gen-AI communication. We present a framework of Gen-AI aversion that distinguishes... View Details
Keywords: Business or Company Management; AI and Machine Learning; Perception; Communication
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  • December 2019
  • Article

It Helps to Ask: The Cumulative Benefits of Asking Follow-up Questions

By: Michael Yeomans, Alison Wood Brooks, Karen Huang, Julia A. Minson and Francesca Gino
In a recent article published in Journal of Personality and Social Psychology (JPSP; Huang, Yeomans, Brooks, Minson, & Gino, 2017), we reported the results of 2 experiments involving “getting acquainted” conversations among strangers and an observational field... View Details
Keywords: Question-asking; Conversation; Communication; Relationships; Interpersonal Communication
Related
  • 15 Mar 2019
  • Blog Post

PART 3: Military Transition and the JD/MBA - Getting on the JD/MBA Path

while you are in school, or via study abroad). There are multiple ways to think about them: using a series of opportunities to build your skills and experience towards pivoting into a full-time job that is difficult to get, taking... View Details
  • 15 Sep 2015
  • First Look

September 15, 2015

decision support tool for Rue La La's daily use. We conduct a field experiment and find that sales do not decrease due to implementing tool recommended price increases for medium and high price point... View Details
Keywords: Sean Silverthorne
  • 2023
  • Chapter

Malleability Interventions in Intergroup Relations

By: Smadar Cohen-Chen, Amit Goldenberg, James J. Gross and Eran Halperin
One important characteristic of intergroup relations and conflicts is the fact that toxic or violent intergroup relations are often associated with fixed and stable perceptions of various entities, including the ingroup (stable and positive), the outgroup (stable and... View Details
Keywords: Conflict and Resolution; Groups and Teams; Attitudes
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  • 2022
  • Working Paper

Politics at Work

By: Emanuele Colonnelli, Valdemar Pinho Neto and Edoardo Teso
We study how individual political views shape firm behavior and labor market outcomes. Using new micro-data on the political affiliation of business owners and private-sector workers in Brazil over the 2002–2019 period, we first document the presence of political... View Details
Keywords: Private Sector; Employees; Prejudice and Bias; Brazil
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  • July–September 2012
  • Article

The (Un)Hidden Turmoil of Language in Global Collaboration

By: Tsedal Neeley, Pamela J. Hinds and Catherine D. Cramton
Companies are increasingly relying on a lingua franca, or common language (usually English), to facilitate cross-border collaboration. Despite the numerous benefits of a lingua franca, our research reveals myriad challenges that disrupt collaboration and contribute to... View Details
Keywords: Strategy; Loss; Spoken Communication; Performance Productivity; Research; Global Range; Problems and Challenges; Diversity; Cross-Cultural and Cross-Border Issues
Related
  • 23 Oct 2018
  • First Look

New Research and Ideas, October 23, 2018

social issues unrelated to their core business, ranging from environmental issues to LGBT rights and race relations. In the first study of this phenomenon, we implement two field experiments to provide... View Details
Keywords: Dina Gerdeman
  • Web

Faculty & Research

field of negotiation, shows you how to negotiate successfully today by adapting proven negotiation principles and strategies to the challenging new contexts you face—from negotiating across cultural and political differences to trying to... View Details

    Michael Beer

    MICHAEL BEER

    Mike Beer is the Cahners-Rabb Professor of Business Administration, Emeritus at the Harvard Business School and author Fit to Compete: Why Honest Conversations About Your Company’s... View Details

    • Research Summary

    The Psychology of Conversation

    By: Alison Wood Brooks

    Conversation is a profound part of the human experience. To share our ideas, thoughts, and feelings with each other, we converse face to face and remotely—via phone, email, text message, online comment boards, and in contracts. Conversations form the bedrock of our... View Details

    • Forthcoming
    • Article

    Eliciting Advice Instead of Feedback Improves Developmental Input

    By: Hayley Blunden, Ariella Kristal, Ashley Whillans, Jaewon Yoon, Hannah Burd, Georgina Bremner and Michael Yeomans
    Most organizations encourage employees to provide feedback to one another to support learning, personal growth, and career advancement. However, employee feedback often fails to improve performance because it lacks concrete, specific guidance. We provide a temporal... View Details
    Keywords: Feedback; Personal Development and Career; Employee Relationship Management; Performance Evaluation
    Related
    • August 2017 (Revised August 2018)
    • Case

    The Oakland Athletics: Strategy & Metrics for a Budget

    By: Srikant M. Datar and Caitlin N. Bowler
    This case considers Oakland Athletics General Manager Billy Beane’s data driven and, in baseball circles unconventional, approach to winning games over the duration of the long Major League Baseball season. Beane’s critical approach to crafting strategy within his... View Details
    Keywords: Data Analysis; Metrics; Data Science; Analytics and Data Science; Analysis; Measurement and Metrics; Competitive Strategy; Organizational Culture; Sports Industry
    Related
    • Research Summary

    Overview

    Grant uses a combination of laboratory and field experiments to harness consumers' cognitive and affective resources to increase their well-being. Consumers make countless daily decisions in the pursuit of happiness -- whether and how to spend or save their money, what... View Details
    Keywords: Well-being; Judgment And Decision Making; Health; Prosocial Behavior
    • Forthcoming
    • Article

    Mitigating the Negative Effects of Customer Anxiety Through Access to Human Contact

    By: Michelle A. Kinch and Ryan W. Buell
    Prior research in social psychology has shown that when people feel anxious, they seek advice from others. However, companies that operate in high-anxiety settings (like financial services, health care, and education) are increasingly deploying self-service... View Details
    Keywords: Anxiety; Self-service; Empirical Operations; Behavioral Operations; Communication Technology; Behavior; Customer Focus and Relationships; Trust; Satisfaction; Financial Services Industry
    Related
    • 2023
    • Chapter

    Marketing Through the Machine’s Eyes: Image Analytics and Interpretability

    By: Shunyuan Zhang, Flora Feng and Kannan Srinivasan
    he growth of social media and the sharing economy is generating abundant unstructured image and video data. Computer vision techniques can derive rich insights from unstructured data and can inform recommendations for increasing profits and consumer utility—if only the... View Details
    Keywords: Transparency; Marketing Research; Algorithmic Bias; AI and Machine Learning; Marketing
    Related
    • January–February 2021
    • Article

    Between Home and Work: Commuting as an Opportunity for Role Transitions

    By: Jon M. Jachimowicz, Julia Lee Cunningham, Bradley Staats, Francesca Gino and Jochen I. Menges
    Across the globe, every workday people commute an average of 38 minutes each way, yet surprisingly little research has examined the implications of this daily routine for work-related outcomes. Integrating theories of boundary work, self-control, and work-family... View Details
    Keywords: Commuting; Boundary Work; Self-control; Work-family Conflict; Prospection; Transition
    Related
    • 23 Dec 2002
    • Research & Ideas

    Setting the Stage: A Young Scholar at HBS

    understand the transition I mentioned earlier. We can't begin to comprehend why and how banks began to develop financial services for middle-class Americans in the first place. I see this eclectic approach to my topic as reflecting changes taking place in the View Details
    Keywords: by Laura Linard; Banking; Financial Services