Publications

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2018
Working Paper

Fostering Positive Team Relational Dynamics: The Power of Interaction Scripts as a Resource for Change

By: Michael Lee, Melissa Mazmanian and Leslie Perlow

September 2015 (Revised August 2016)
Case

Srivathsan Canchi at eBay Inc.

By: Leslie Perlow, Eunice Eun and Wenjie Ma

Educators

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September 2013
Article

Converging to the Lowest Common Denominator in Physical Health

By: Leslie K. John and Michael I. Norton

Objective: This research examines how access to information on peer health behaviors affects one's own health behavior. Methods: We report the results of a randomized field experiment in a large corporation in which we introduced walkstations (treadmills... View Details

Keywords: Information; Behavior; Decision Choices and Conditions; Health; Health Industry

November 2002
Case

Profiles of the Class of 1976

By: Leslie A. Perlow and Thomas J. DeLong

Presents profiles written by six members of the HBS Class of 1976 from the 10th and 20th reunions. The six alumni represent a cross section of the class of 1976 and provide a snapshot of life at the time of the reunions. View Details

Keywords: Personal Development and Career

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01 Sep 2012
News

Curb Your Smartphone Habit

PERLOW: “With projects that require creativity, teamwork, and innovation, you come to a point where working more has diminishing returns.” A self-described former “quant jock,” Leslie Perlow majored in economics at Princeton. But after... View Details

Keywords: Deborah Blagg; smartphones; Colleges, Universities, and Professional Schools; Educational Services; Telecommunications; Information

September 2022
Article

The Limits of Inconspicuous Incentives

By: Leslie K. John, Hayley Blunden, Katherine Milkman, Luca Foschini and Bradford Tuckfield

Managers and policymakers regularly rely on incentives to encourage valued behaviors. While incentives are often successful, there are also notable and surprising examples of their ineffectiveness. Why? We propose a contributing factor may be that they are not... View Details

Keywords: Motivation and Incentives; Behavior

Web

Powerful Ideas - Annual Report 2014

formulation of creative teams. Global Research Fellows HBS Global Research Fellowships support faculty members in research outside the United States over a semester or a year. Fellows during fiscal year 2014 were: London, Shanghai, Sydney Professors Joshua Coval &... View Details

March 2022
Article

When Less Is More: Consumers Prefer Brands that Donate More in Relative versus Absolute Terms

By: Elizabeth A. Keenan, Anne V. Wilson and Leslie K. John

When trying to make a good impression on consumers through charitable giving, is it better for brands to maximize the overall dollars they donate or how much they give in relative terms; for example, the proportion of profits? Across five studies we show that consumers... View Details

Keywords: Cause-related Marketing; Charitable Donations; Generosity; Altruism; Philanthropy and Charitable Giving; Brands and Branding; Consumer Behavior

Web

Business and Climate Change Course | HBS Online

programs Participating in the student discussions was empowering. It ignited a drive within me to learn and absorb as much as I could. Leslie Pico A small business owner and tech entrepreneur from Arizona Programming & System Analysis,... View Details

August 2022
Article

The Bulletproof Glass Effect: Unintended Consequences of Privacy Notices

By: Aaron R. Brough, David A. Norton, Shannon L. Sciarappa and Leslie K. John

Drawing from a content analysis of publicly traded companies’ privacy notices, a survey of managers, a field study, and five online experiments, this research investigates how consumers respond to privacy notices. A privacy notice, by placing legally enforceable limits... View Details

Keywords: Choice; Purchase Intent; Privacy; Privacy Notices; Warnings; Assurances; Information Disclosure; Trust; Consumer Behavior; Spending; Decisions; Information; Communication

May 10, 2019
Article

How Asking Multiple People for Advice Can Backfire

By: Hayley Blunden, Jennifer M. Logg, Alison Wood Brooks, Leslie John and Francesca Gino

23 May 2017
First Look

First Look at New Ideas and Research: May 23, 2017

in press Journal of Experimental Psychology: General Pseudo-Set Framing By: Barasz, Kate, Leslie John, Elizabeth A. Keenan, and Michael I. Norton Abstract—Pseudo-set framing—arbitrarily grouping items or tasks together as part of an... View Details

Keywords: Carmen Nobel

August 2016
Article

The Role of (Dis)similarity in (Mis)predicting Others' Preferences

By: Kate Barasz, Tami Kim and Leslie K. John

Consumers readily indicate liking options that appear dissimilar—for example, enjoying both rustic lake vacations and chic city vacations or liking both scholarly documentary films and action-packed thrillers. However, when predicting other consumers’ tastes for the... View Details

Keywords: Perceived Similarity; Prediction Error; Preference Prediction; Self-other Difference; Social Inference; Cognition and Thinking; Perception; Forecasting and Prediction

November 2012
Article

Empirical Observations on Longer-term Use of Incentives for Weight Loss

By: Leslie K. John, George Loewenstein and Kevin Volpp

Behavioral economic-based interventions are emerging as powerful tools to help individuals accomplish their own goals, including weight loss. Deposit contract incentive systems give participants the opportunity to put their money down toward losing weight, which they... View Details

Keywords: Weight Loss; Obesity; Behavioral Economics; Intervention; Behavior; Motivation and Incentives

14 Jul 2015
First Look

First Look: July 14, 2015

In press Journal of Experimental Psychology: General Hormones and Ethics: Understanding the Biological Basis of Unethical Conduct By: Lee, Jooa Julia, Francesca Gino, Ellie Shuo Jin, Leslie K. Rice, and Robert A. Josephs... View Details

Keywords: Sean Silverthorne

2024
Working Paper

The Revised-Is-Quality Heuristic: Why Consumers Prefer Products Labeled as Revised

By: Ximena Garcia-Rada, Leslie K. John, Ed O’Brien and Michael I. Norton

From downloading never-ending updates to tracking ever-newer releases, consumers today are surrounded by revised products that purport to have improved upon their predecessors. Seven experiments examine when and why consumers rely on a “revised-is-quality”... View Details

Keywords: Product Change; Versioning; Expectancy Effects; Heuristics; Intuitive Processing; Product Marketing; Change; Perception; Consumer Behavior

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