Publications

28 Dec 2010
Working Paper Summaries

The Psychological Costs of Pay-for-Performance: Implications for Strategic Compensation

Keywords: by Ian Larkin, Lamar Pierce & Francesca Gino

November 2023
Article

Psychological Factors Underlying Attitudes toward AI Tools

By: Julian De Freitas, Stuti Agarwal, B. Schmitt and N. Haslam

What are the psychological factors driving attitudes toward AI tools, and how can resistance to AI systems be overcome when they are beneficial? In this perspective, we first organize the main sources of resistance into five main categories: opacity, emotionlessness,... View Details

Keywords: Policy; Self; AI and Machine Learning; Attitudes; Technology Adoption

Read Now

November 1993 (Revised April 1995)
Background Note

Orientation to the Subarctic Survival Situation

By: Linda A. Hill

An orientation to the "Subarctic Survival Situation" (designed by and available from Human Synergistics, Inc., Plymouth, MI, tel. 313-459-1030), an experiental exercise that gives students an opportunity to learn about their personal influence style and their... View Details

Keywords: Leadership Style; Performance Effectiveness; Performance Evaluation; Decisions; Power and Influence; Groups and Teams; Decision Choices and Conditions

2011
Book

Being the Boss: The 3 Imperatives for Becoming a Great Leader

By: Linda A. Hill and Kent Lineback

You never dreamed being the boss would be so hard. You're caught in a web of conflicting expectations from subordinates, your supervisor, peers, and customers. You're constantly fighting fires. You're mired in office politics. You end each day exhausted and... View Details

Keywords: Management; Leadership; Management Skills; Employee Relationship Management; Personal Development and Career; Groups and Teams; Social and Collaborative Networks

03 Dec 2009
Working Paper Summaries

Walking the Talk in Multiparty Bargaining: An Experimental Investigation

Keywords: by Kathleen L. McGinn, Katherine L. Milkman & Markus Nöth

Teaching Interest

General Management: Processes and Action

General Management: Processes and Action (GMPA) focuses on implementation and the way that general managers get things done. Typically, they work through processes—sequences of tasks and activities that unfold over time, like strategic planning,... View Details

Keywords: Change Management; Communication Strategy; Decision Making; Corporate Entrepreneurship; Technological Innovation; Knowledge Management; Leadership Development; Leadership Style; Leading Change; Growth and Development Strategy; Management Practices and Processes; Management Skills; Management Style; Management Teams; Managerial Roles; Resource Allocation; Business Processes; Mission and Purpose; Organizational Culture; Organizational Design; Organizational Structure; Strategic Planning; Conflict and Resolution; Power and Influence; Business Strategy; Competitive Strategy; Competitive Advantage; Auto Industry; Computer Industry; Entertainment and Recreation Industry; Financial Services Industry; Health Industry; Information Industry; Legal Services Industry; Manufacturing Industry; Media and Broadcasting Industry; Publishing Industry; Retail Industry; Video Game Industry; China; India; United States

04 Jun 2020
Blog Post

What MBAs can do in Defense of Black Lives

right away. Join a protest or take virtual action. If you’ve never participated in a protest before, now is the time to do it! You can also take virtual action by signing petitions, engaging in social media campaigns, calling elected... View Details

April 2025
Article

Serving with a Smile on Airbnb: Analyzing the Economic Returns and Behavioral Underpinnings of the Host’s Smile

By: Shunyuan Zhang, Elizabeth Friedman, Kannan Srinivasan, Ravi Dhar and Xupin Zhang

Non-informational cues, such as facial expressions, can significantly influence judgments and interpersonal impressions. While past research has explored how smiling affects business outcomes in offline or in-store contexts, relatively less is known about how smiling... View Details

Keywords: Sharing Economy; Airbnb; Image Feature Extraction; Machine Learning; Facial Expressions; Prejudice and Bias; Nonverbal Communication; E-commerce; Consumer Behavior; Perception

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January 1996 (Revised July 1996)
Case

Rabobank Nederland

By: Kenneth A. Merchant and Robert S. Kaplan

Describes the account manager's role and the history of one credit application. The purpose is to evaluate various methods the bank uses to influence account managers' behaviors. Also describes some alternatives being considered to improve the information systems used... View Details

Keywords: Financial Management; Managerial Roles; Accounting; Information Management; Banks and Banking; Power and Influence; Banking Industry; Netherlands

Web

Doctoral

Organizational Behavior Professor Shunyuan Zhang Marketing Student Research Reputation Burning: Analyzing the Impact of Brand Sponsorship on Social Influencers By: Mengjie Cheng and Shunyuan Zhang 01 JUL... View Details

May 2011
Article

The Power of Small Wins

By: Teresa M. Amabile and Steven J. Kramer

What is the best way to motivate employees to do creative work? Help them take a step forward every day. In an analysis of knowledge workers' diaries, the authors found that nothing contributed more to a positive inner work life (the mix of emotions, motivations, and... View Details

17 May 2004
Research & Ideas

Why We Don’t Study Corporate Responsibility

welfare issues. In part this can be attributed to the rising influence of basic social scientific disciplines, which improved the quality of research but also oriented researchers toward making contributions... View Details

Keywords: by Manda Salls

May 2012
Article

Herbert A. Simon on What Ails Business Schools: More than A Problem in Organizational Design

By: Rakesh Khurana and J.C. Spender

We critically examine Herbert Simon's 1967 essay, "The Business School: A Problem in Organizational Design." We consider this essay within the context of Simon's key ideas about organizations, particularly those closely associated with the 'Carnegie perspective' on... View Details

Keywords: Organizational Design; Perspective; Innovation and Invention; Business Education; Research; Management Practices and Processes; Teaching

05 Jul 2016
First Look

July 5, 2016

Influencing Human Behavior By: Reddy, Sheila M., Jensen Montambault, Yuta J. Masuda, Ayelet Gneezy, Elizabeth Keenan, William Butler, Jonathan R. Fisher, and Stanley T. Asah Abstract—Behavioral sciences can advance conservation by... View Details

Keywords: Sean Silverthorne

03 Dec 2018
Research & Ideas

How Companies Can Increase Market Rewards for Sustainability Efforts

flavijus For the first time, a link has been drawn between public sentiment about a company’s sustainability practices and how that company is valued in the market. The results are important both for investors searching for under-valued, View Details

Keywords: by Rachel Layne

June 2020
Background Note

Customer Management Dynamics and Cohort Analysis

By: Elie Ofek, Barak Libai and Eitan Muller

The digital revolution has allowed companies to amass considerable amounts of data on their customers. Using this information to generate actionable insights is fast becoming a critical skill that firms must master if they wish to effectively compete and win in today’s... View Details

Keywords: Cohort Analysis; Customers; Analytics and Data Science; Segmentation; Analysis; Customer Value and Value Chain

January 2007 (Revised May 2008)
Case

Henry Luce and the American Century

By: Nitin Nohria, Anthony Mayo and Logan Wilcox

Henry Luce, founder of the publishing company which produced Time, Life, Fortune, and Sports Illustrated, created the largest media company in the world by the mid-20th century. Luce's flagship magazine, Time, was able to gross over $20 million in sales during its... View Details

Keywords: Business Growth and Maturation; Business Startups; Entrepreneurship; Business History; Leadership Style; Emerging Markets; Publishing Industry; United States

June 2008
Background Note

A Note on Limited Partner Advisory Boards

By: Josh Lerner, G. Felda Hardymon and Ann Leamon

This note explores the limited partner advisory boards. Based on interviews with seven experienced limited partners who serve on a number of different advisory boards, it presents the roles of the advisory board, the ways it can influence the general partner, and the... View Details

Keywords: Corporate Governance; Governing and Advisory Boards; Partners and Partnerships; Power and Influence

March 2023 (Revised September 2023)
Case

Patagonia: 'Earth Is Now Our Only Shareholder'

By: Brian Trelstad, Nien-hê Hsieh, Michael Norris and Susan Pinckney

In September 2022, Yvon Chouinard, the iconoclastic founder of outdoor apparel company Patagonia, announced a new ownership model for his company. Chouinard and his family had held complete control of the company's voting and non-voting stock since its founding 50... View Details