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Publications

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    • All HBS Web  (2,674)
      • Faculty Publications  (706)

      Normative Social InfluenceRemove Normative Social Influence →

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      • 2008
      • Book

      Marketing Metaphoria: What Deep Metaphors Reveal About the Minds of Consumers

      By: Gerald Zaltman and Lindsay Zaltman
      Why do advertising campaigns and new products often fail? Why do consumers feel that companies don't understand their needs? Because marketers themselves don't think deeply about consumers' innermost thoughts and feelings. Marketing Metaphoria is a... View Details
      Keywords: Advertising Campaigns; Nonverbal Communication; Customer Satisfaction; Books; Marketing Strategy; Product Launch; Consumer Behavior; Failure; Nonprofit Organizations; Behavior; Emotions
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      Zaltman, Gerald, and Lindsay Zaltman. Marketing Metaphoria: What Deep Metaphors Reveal About the Minds of Consumers. Harvard Business School Press, 2008.
      • 2008
      • Report

      Survey Questionnaire on Environmental Management Practices: Summary of Results by Industry and Practices

      By: Magali Delmas and Michael W. Toffel
      This document provides a summary of the results of a survey on Environmental Management Practices (EMP) conducted by the University of California at Santa Barbara during October and November 2003. The survey was sent to 3255 facilities in 8 industrial sectors: pulp,... View Details
      Keywords: Economic Sectors; Surveys; Management Practices and Processes; Corporate Social Responsibility and Impact; Business and Government Relations; Environmental Sustainability; Non-Governmental Organizations
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      Delmas, Magali, and Michael W. Toffel. "Survey Questionnaire on Environmental Management Practices: Summary of Results by Industry and Practices." Report, 2008. (2008. University of California, Institute for Social, Behavioral, and Economic Research.)
      • May 2008
      • Case

      Thomas Green: Power, Office Politics and a Career in Crisis

      By: W. Earl Sasser Jr. and Heather Beckham
      The case describes the dilemma of a marketing manager, Thomas Green, who, after being rapidly promoted, is harshly criticized by his boss, Frank Davis. Green and Davis disagree on work styles and market projections. Green believes the sales goals set by Davis are based... View Details
      Keywords: Superior & Subordinate; Performance Management; Personal Strategy & Style; Management Style; Conflict Management; Communication; Rank and Position; Personal Characteristics; Power and Influence
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      Sasser, W. Earl, Jr., and Heather Beckham. "Thomas Green: Power, Office Politics and a Career in Crisis." Harvard Business School Brief Case 082-095, May 2008.
      • May 2008
      • Teaching Note

      Thomas Green: Power, Office Politics, and a Career in Crisis (Brief Case)

      By: W. Earl Sasser Jr. and Heather Beckham
      Teaching Note for 2095. View Details
      Keywords: Superior & Subordinate; Performance Management; Personal Strategy & Style; Conflict Management; Communication; Personal Development and Career; Rank and Position; Performance; Power and Influence
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      Sasser, W. Earl, Jr., and Heather Beckham. "Thomas Green: Power, Office Politics, and a Career in Crisis (Brief Case)." Harvard Business School Teaching Note 082-096, May 2008.
      • March – April 2008
      • Article

      Interorganizational Trust, Governance Choice, and Exchange Performance

      By: Ranjay Gulati and Jackson Nickerson
      This paper looks at when and how preexisting interorganizational trust influences the choice of governance and in turn the performance of exchange relationships. We theorize that preexisting interorganizational trust complements the choice of governance mode (make,... View Details
      Keywords: Corporate Governance; Organizational Culture; Performance Improvement; Conflict and Resolution; Trust
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      Gulati, Ranjay, and Jackson Nickerson. "Interorganizational Trust, Governance Choice, and Exchange Performance." Organization Science 19, no. 2 (March–April 2008): 1–21.
      • 2008
      • Book

      Billions of Entrepreneurs: How China and India Are Reshaping Their Futures and Yours

      By: Tarun Khanna
      China and India are home to one-third of the world's population. And they're undergoing social and economic revolutions that are capturing the best minds--and money--of Western business. In "Billions of Entrepreneurs," Tarun Khanna examines the entrepreneurial forces... View Details
      Keywords: Talent and Talent Management; Development Economics; Entrepreneurship; Globalized Economies and Regions; China; India
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      Khanna, Tarun. Billions of Entrepreneurs: How China and India Are Reshaping Their Futures and Yours. Boston, MA: Harvard Business School Press, 2008.
      • Article

      Coarse Thinking and Persuasion

      By: Sendhil Mullainathan, Joshua Schwartzstein and Andrei Shleifer
      We present a model of uninformative persuasion in which individuals "think coarsely": they group situations into categories and apply the same model of inference to all situations within a category. Coarse thinking exhibits two features that persuaders take advantage... View Details
      Keywords: Cognition and Thinking; Brands and Branding
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      Mullainathan, Sendhil, Joshua Schwartzstein, and Andrei Shleifer. "Coarse Thinking and Persuasion." Quarterly Journal of Economics 123, no. 2 (May 2008): 577–619.
      • January 2008 (Revised May 2008)
      • Case

      Cape Wind: Offshore Wind Energy in the USA

      By: Richard Vietor
      Cape Wind is an extreme example of NIMBY--not in my backyard syndrome. This is the first offshore wind project planned for the United States, in Nantucket Sound, just south of Cape Cod, Massachusetts. Initially proposed six years ago, in 2001, the wind farm would be... View Details
      Keywords: Renewable Energy; Corporate Entrepreneurship; Business Startups; Projects; Government and Politics; Environmental Sustainability; Business and Community Relations; Public Opinion; Power and Influence; Energy Industry; Massachusetts
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      Vietor, Richard. "Cape Wind: Offshore Wind Energy in the USA." Harvard Business School Case 708-022, January 2008. (Revised May 2008.)
      • January 2008 (Revised August 2008)
      • Case

      AT&T v. Microsoft (A): IP Litigation Strategy

      By: Willy Shih
      This case examines a hard fought litigation over a patent that originated at Bell Labs. It illustrates the challenges that technology companies face today innovating in a complex intellectual property environment in fields where there is a high amount of... View Details
      Keywords: Technological Innovation; Patents; Lawsuits and Litigation; Conflict and Resolution; Strategy; Technology Industry
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      Shih, Willy. "AT&T v. Microsoft (A): IP Litigation Strategy." Harvard Business School Case 608-080, January 2008. (Revised August 2008.)
      • 2008
      • Working Paper

      Attracting Flows by Attracting Big Clients: Conflicts of Interest and Mutual Fund Portfolio Choice

      By: Lauren Cohen and Breno Schmidt
      We explore a new channel for attracting inflows using a unique dataset of corporate 401(k) retirement plans and their mutual fund family trustees. Families secure substantial inflows by being named trustee of a 401(k) plan. This affords the plan sponsor potential... View Details
      Keywords: Investment Funds; Investment Portfolio; Conflict of Interests; Financial Services Industry
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      Cohen, Lauren, and Breno Schmidt. "Attracting Flows by Attracting Big Clients: Conflicts of Interest and Mutual Fund Portfolio Choice." Harvard Business School Working Paper, No. 08-054, January 2008. (Winner of the Barclays Global Investors Best Paper Prize, Asset Allocation Symposium, European Finance Association 2006. Winner of the Society of Quantitative Analysts Award, Best Paper in Quantitative Investments, Western Finance Association 2007.)
      • June 2008
      • Article

      How Are Preferences Revealed?

      By: John Beshears, James J. Choi, David Laibson and Brigitte C. Madrian
      Revealed preferences are tastes that rationalize an economic agent's observed actions. Normative preferences represent the agent's actual interests. It sometimes makes sense to assume that revealed preferences are identical to normative preferences. But there are many... View Details
      Keywords: Consumer Behavior; Attitudes; Microeconomics
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      Beshears, John, James J. Choi, David Laibson, and Brigitte C. Madrian. "How Are Preferences Revealed?" Journal of Public Economics 92, nos. 8-9 (June 2008): 1787–1794.
      • January 2008
      • Article

      How to Change the World

      By: Howard H. Stevenson
      Alan Wilson has a decision to make. The CEO of his company, Grepter, wants him to relocate to Zurich, where he can gain valuable experience for a rise to the top. Karl, his best friend, hopes to lure him to a hedge fund that promises big money fast. Shiori, an enticing... View Details
      Keywords: Decision Choices and Conditions; Values and Beliefs; Compensation and Benefits; Personal Development and Career; Power and Influence
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      Stevenson, Howard H. "How to Change the World." Special Issue on HBS Centennial. Harvard Business Review 86, no. 1 (January 2008).
      • 2008
      • Article

      The Influence of Organizational Respect on Emotional Exhaustion in the Human Services

      By: Lakshmi Ramarajan, Sigal G. Barsade and Orah Burack
      Keywords: Organizations; Emotions
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      Ramarajan, Lakshmi, Sigal G. Barsade, and Orah Burack. "The Influence of Organizational Respect on Emotional Exhaustion in the Human Services." Journal of Positive Psychology 3, no. 1 (2008): 4–18.
      • 2008
      • Other Unpublished Work

      The Paranoid Style in the Study of American Politics

      By: David Moss and Mary Oey

      The conventional view is that political actors, like economic actors, pursue their self interest, and that special interest groups dominate the policy making process by satisfying policy makers' need for money and other forms of political support. Indeed, many... View Details

      Keywords: Policy; Government Legislation; Media; Interests; Power and Influence; Public Opinion; United States
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      Moss, David, and Mary Oey. "The Paranoid Style in the Study of American Politics." 2008.
      • November 2007
      • Case

      Differences at Work: Allie (A)

      By: Sandra J. Sucher and Rachel Gordon
      On a business trip, Allie's boss demands that she and a colleague skip planned company meetings and "meet him at the beach in their bikinis." View Details
      Keywords: Behavior; Managerial Roles; Ethics; Gender; Diversity; Power and Influence
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      Sucher, Sandra J., and Rachel Gordon. "Differences at Work: Allie (A)." Harvard Business School Case 408-037, November 2007.
      • November 2007
      • Supplement

      Differences at Work: Allie (B)

      By: Sandra J. Sucher and Rachel Gordon
      In Differences at Work: Allie (B) HBS Case No. 9-408-055 Allie and her colleague initially refuse to go but when her boss makes a scene they reluctantly agree to accompany him to the beach despite his inappropriate behavior. Later back at company headquarters they tell... View Details
      Keywords: Ethics; Working Conditions; Rank and Position; Power and Influence
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      Sucher, Sandra J., and Rachel Gordon. "Differences at Work: Allie (B)." Harvard Business School Supplement 408-055, November 2007.
      • November 2007
      • Supplement

      Differences at Work: Allie (C)

      By: Sandra J. Sucher and Rachel Gordon
      In Differences at Work: (C) HBS Case No. 9-408-056 Allie decides not to pursue a sexual harassment charge and instead remedies the situation by transferring to the marketing division in her company. She reflects on how powerless the situation made her feel and how it... View Details
      Keywords: Emotions; Ethics; Working Conditions; Rank and Position; Power and Influence
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      Sucher, Sandra J., and Rachel Gordon. "Differences at Work: Allie (C)." Harvard Business School Supplement 408-056, November 2007.
      • November 2007 (Revised July 2009)
      • Case

      Differences at Work: Martin (A)

      By: Sandra J. Sucher and Rachel Gordon
      Martin, a gay man who was not out at his Italian firm, witnesses his division manager deliver a homophobic comment to his boss. He wonders what he should do. View Details
      Keywords: Prejudice and Bias; Behavior; Managerial Roles; Ethics; Gender; Diversity; Power and Influence
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      Sucher, Sandra J., and Rachel Gordon. "Differences at Work: Martin (A)." Harvard Business School Case 408-019, November 2007. (Revised July 2009.)
      • November 2007 (Revised October 2008)
      • Case

      Differences at Work: Will (A)

      By: Sandra J. Sucher and Rachel Gordon
      A colleague makes a stereotypical remark about gays that Will, an out gay man, knows to be wrong. He struggles with how to correct the senior colleague. View Details
      Keywords: Prejudice and Bias; Behavior; Ethics; Employees; Gender; Diversity; Power and Influence
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      Sucher, Sandra J., and Rachel Gordon. "Differences at Work: Will (A)." Harvard Business School Case 408-013, November 2007. (Revised October 2008.)
      • November 2007
      • Case

      Differences at Work: Alex (A)

      By: Sandra J. Sucher and Rachel Gordon
      At an interview for his dream job, Alex has been asked an inappropriate question by the interviewer. How will Alex handle the situation? Should he accept the position is offered? View Details
      Keywords: Prejudice and Bias; Behavior; Job Interviews; Ethics; Human Resources; Diversity; Power and Influence
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      Sucher, Sandra J., and Rachel Gordon. "Differences at Work: Alex (A)." Harvard Business School Case 408-011, November 2007.
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