Publications

January 2023
Article

The Dark Side of Machiavellian Rhetoric: Signaling in Reward-Based Crowdfunding Performance

By: Goran Calic, Rene Arseneault and Maryam Ghasemaghaei

In this study, we explore the impact of Machiavellian rhetoric on fundraising within the increasingly important context of online crowdfunding. The “all-or-nothing” funding model used by the world’s largest crowdfunding platform, Kickstarter, may be an attractive... View Details

Keywords: Crowdfunding; Communication Strategy; Entrepreneurial Finance; Behavior

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17 Jan 2018
Research & Ideas

If the CEO’s High Salary Isn't Justified to Employees, Firm Performance May Suffer

kutaytanir It’s no surprise that business executives make more money than lower-level employees. But when that pay disparity between a CEO and the average worker is perceived as unfair, the result may be more than unhappy workers: A... View Details

Keywords: by Dina Gerdeman

12 PM – 1 PM EST, 05 Feb 2019
Webinars: Career

Rebel Talent: Why It Pays to Break the Rules at Work and in Life

Rebels can often change the world for the better with their unconventional outlooks. Professor Francesca Gino has spent more than a decade studying rebels at organizations around the world. In this webinar, she explores the qualities that make rebels masters of... View Details

April–May 2012
Article

Resources or Power? Implications of Social Networks on Compensation and Firm Performance

By: Joanne Horton, Yuval Millo and George Serafeim

Using a sample of 4,278 listed UK firms, we construct a social network of directorship-interlocks that comprises 31,495 directors. We use social capital theory and techniques developed in social network analysis to measure a director's connectedness and investigate... View Details

Keywords: Power and Influence; Social and Collaborative Networks; Compensation and Benefits; Performance; Relationships; Resource Allocation; United Kingdom

August 2015
Article

Hospital Board and Management Practices Are Strongly Related to Hospital Performance on Clinical Quality Metrics

By: Thomas C Tsai, Ashish K. Jha, Atul A. Gawande, Robert S. Huckman, Nicholas Bloom and Raffaella Sadun

National policies to improve health care quality have largely focused on clinical provider outcomes and, more recently, payment reform. Yet the association between hospital leadership and quality, although crucial to driving quality improvement, has not been explored... View Details

Keywords: Hospitals; Quality; Governing and Advisory Boards; Management Practices and Processes; Service Delivery; Health Care and Treatment; Health Industry

March 2021
Article

The Customer May Not Always Be Right: Customer Compatibility and Service Performance

By: Ryan W. Buell, Dennis Campbell and Frances X. Frei

This paper investigates the impact of customer compatibility – the degree of fit between the needs of customers and the capabilities of the operations serving them – on customer experiences and firm performance. We use a variance decomposition analysis to quantify the... View Details

Keywords: Customer Compatibility; Satisfaction; Profitability; Service Operations; Customer Relationship Management; Customer Satisfaction; Performance

Research Summary

The Effects of Firm Size and Sales Growth Rate on Inventory Turnover Performance in the U.S. Retail Sector

We review and extend recent academic literature on the inventory turnover performance of public-listed U.S. retailers using firm-level financial data. Past research has shown that there is a large variation in the inventory turnover performance of retailers across... View Details

2018
Chapter

The United States in Contemporary Perspectives: Evolving Forms, Strategy, and Performance

By: David J. Collis, Bharat Anand and J. Yo-Jud Cheng

BOOK ABSTRACT: In spite of surging interest in the business group organization among business scholars, economists, and historians in recent years, academic research on business groups has, to date, remained within the boundary of emerging markets. The major aim of... View Details

Purchase

April 2012
Article

Finding the Right Mix: How the Composition of Self-managing Multicultural Teams' Cultural Value Orientation Influences Performance Over Time

By: Chi-Ying Cheng, Roy Y.J. Chua, Michael W. Morris and Leonard Lee

This research investigates a new type of team that is becoming prevalent in global work settings, namely, self-managing multicultural teams. We argue that challenges that arise from cultural diversity in teams are exacerbated when teams are leaderless, undermining... View Details

Keywords: Management Practices and Processes; Performance; Problems and Challenges; Groups and Teams; Risk and Uncertainty; Culture; Value

June 2014
Article

Informal Peer Interaction and Practice Type as Predictors of Physician Performance on Maintenance of Certification Examinations

By: Melissa A. Valentine, S. Barsade, Amy C. Edmondson, A. Gal and R. Rhodes

Context: Physicians can demonstrate mastery of the knowledge that supports continued clinical competence by passing a Maintenance of Certification exam. Exam performance depends on professional learning and development, which may be enhanced by informal routine... View Details

Keywords: Training; Health Care and Treatment; Performance; Social and Collaborative Networks; Learning; Health Industry

In this paper, I develop and empirically test the proposition that performance pressure acts as a double-edged sword for teams, providing positive effects by enhancing the team’s motivation to achieve good results while simultaneously triggering process losses. I... View Details

2020
Working Paper

Paying It Backward and Forward: Expanding Access to Convalescent Plasma Therapy Through Market Design

By: Scott Duke Kominers, Parag A. Pathak, Tayfun Sönmez and M. Utku Ünver

COVID-19 convalescent plasma (CCP) therapy is currently a leading treatment for COVID-19. At present, there is a shortage of CCP relative to demand. We develop and analyze a model of centralized CCP allocation that incorporates both donation and distribution. In order... View Details

Keywords: COVID-19; Convalescent Plasma; Vouchers; Health Pandemics; Health Care and Treatment; Resource Allocation; Market Design

This paper evaluates the short- and long-term value of sales representatives’ detailing visits to different types of physicians. By understanding the dynamic effect of sales calls across heterogeneous physicians, we provide guidance on the design of optimal call... View Details

December 2017
Article

Discordant vs. Harmonious Selves: The Effects of Identity Conflict and Enhancement on Sales Performance in Employee-Customer Interactions

By: Lakshmi Ramarajan, Nancy Rothbard and Steffanie Wilk

Across multiple studies, we examine how identity conflict and enhancement within people affect performance in tasks that involve interactions between people through two mechanisms: role-immersion, operationalized as intrinsic motivation, and role-taking,... View Details

Keywords: Identity; Interpersonal Communication; Sales; Performance

Working Paper

AI in Disguise—How AI-generated Ads' Visual Cues Shape Consumer Perception and Performance

By: Yannick Exner, Jochen Hartmann, Oded Netzer and Shunyuan Zhang

Generative AI’s recent advancements in creating content have offered vast potential to transform the advertising industry. This research investigates the impact of generative AI-enabled visual ad creation on real-world advertising effectiveness. For this purpose, we... View Details

Keywords: Digital Marketing; AI and Machine Learning; Advertising; Consumer Behavior; Advertising Industry

SSRN

14 Apr 2014
Working Paper Summaries

Facts and Figuring: An Experimental Investigation of Network Structure and Performance in Information and Solution Spaces

Keywords: by Jesse Shore, Ethan Bernstein & David Lazer

2012
Working Paper

What Do Managers Do? Exploring Persistent Performance Differences among Seemingly Similar Enterprises

By: Robert Gibbons and Rebecca Henderson

Social networks and social groups have both been seen as important to discouraging malfeasance and supporting the global pro-social norms that underlie social order, but have typically been treated either as pure substitutes or as having completely independent effects.... View Details

Keywords: Social Norms; Social Networks; Triadic Closure; Social Groups; Group Identity; Groups and Teams; Identity; Performance Consistency; Social and Collaborative Networks; Societal Protocols; Social Media

November 2013 (Revised January 2014)
Supplement

Man Jit Singh at Sony Entertainment Television (B)

By: Linda A. Hill, Dana M. Teppert and Allison J. Wigen

Supplement to (A) case: Explores the role of CEO Man Jit Singh and his senior management committee in leading Multi Screen Media Pvt. Ltd. (formerly SET Pvt. Ltd.), a leading television broadcaster in India. Describes Singh's decision to evaluate employees based on... View Details

Keywords: Performance Appraisals; Performance Management; Performance Evaluation; Leadership Style; Managerial Roles; Organizational Culture; Groups and Teams; Management Teams; Change Management; Decision Making; Emerging Markets; Media and Broadcasting Industry; India