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  • December 2023
  • Article

Save More Today or Tomorrow: The Role of Urgency in Precommitment Design

By: Joseph Reiff, Hengchen Dai, John Beshears, Katherine L. Milkman and Shlomo Benartzi
To encourage farsighted behaviors, past research suggests that marketers may be wise to invite consumers to pre-commit to adopt them “later.” However, the authors propose that people will draw different inferences from different types of pre-commitment offers, and that... View Details
Keywords: Consumer Behavior; Decision Choices and Conditions
Related
  • 12 Sep 2017
  • First Look

First Look at New Research and Ideas, September 12, 2017

agents optimize. But providing agents with information about the benefits of an action often fails to encourage that action. This paper proposes a far-reaching behavioral explanation: information may make... View Details
Keywords: Carmen Nobel
  • 22 Jan 2019
  • First Look

New Research and Ideas, January 22, 2019

context of competitive interactions: whether the definition makes sense in that context and what it implies for decisions to be strategic in such context. As part of this... View Details
Keywords: Dina Gerdeman
  • August 2021
  • Article

Improving Sales Hiring

By: Frank V. Cespedes
Sales hiring presents inherent challenges not found to the same extent in talent management in other functional areas. Moreover, common hiring practices make a tough job needlessly harder. This article suggests practical ways to improve sales hiring: Hire for the Task,... View Details
Keywords: Sales; Selection and Staffing
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  • 01 Dec 2020
  • News

Tried and Tested

lab and fieldwork. How do you settle on a particular research question to investigate? Katherine Coffman: I’m looking for two things. The most important one is whether it has the potential to really make a... View Details
Keywords: Jen McFarland Flint; Scientific Research and Development Services
  • 03 May 2017
  • HBS Seminar

Seth Stephens-Davidowitz, The New York Times and Wharton, University of Pennsylvania

  • 2022
  • Working Paper

Intertemporal Altruism

By: Felix Chopra, Armin Falk and Thomas Graeber
Most prosocial decisions involve intertemporal tradeoffs. Yet, the timing of prosocial utility flows is ambiguous and bypassed by most models of other-regarding preferences. We study the behavioral implications of the time structure of prosocial utility,... View Details
Keywords: Altruism; Donation; Intertemporal Decision-making; Time Inconsistency
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    Matthew Rabin

    Matthew Rabin is the Pershing Square Professor of Behavioral Economics in the Harvard Economics Department and Harvard Business School.

    Before that, he spent 25 years at the wonderful University of California, Berkeley Economics Department.  His research... View Details

    • 12 PM – 1 PM EST, 05 Mar 2015
    • Webinars: Trending@HBS

    The Power of Noticing

    This program focuses on the journey needed for leaders to become first-class noticers. The power of noticing is deeply rooted in the rapidly evolving field of behavioral decision research, now popularized through such acclaimed books as Nudge and Thinking, Fast and... View Details
    • September 2003 (Revised March 2004)
    • Compilation

    PEARL Project, The: Work Patterns at Ditto (A)

    By: Leslie A. Perlow
    Describes life on a product development team, the behaviors that are rewarded, and the difficult tradeoffs members often have to make as a result. This is a rewritten version of an earlier case. View Details
    Keywords: Product Development; Time Management; Groups and Teams; Work-Life Balance; Motivation and Incentives; Information Technology Industry
    Related
    • 06 Jun 2011
    • News

    Why Leaders Lose Their Way

    • 01 Jun 2001
    • News

    Platforms and Collaborations

    would deliver course materials to MBA students in a coordinated way. Not just spreadsheets but audio and video clips, with an eye toward multimedia cases, would be available online, personalized to each student’s courseload. A key element... View Details
    Keywords: Business Schools & Computer & Management Training; Educational Services
    • 26 Feb 2001
    • Research & Ideas

    David, Goliath, and Disruption

    How many of us ever said we wanted to do that?" Schreck asked the room. "I'm sure I didn't wake up one morning saying, 'I just want to write chicken-scratch, slowly, on a Palm.' It's just a horrible behavioral change. But we all... View Details
    Keywords: by Martha Lagace
    • February 2018 (Revised October 2020)
    • Case

    The Marriott-Starwood Merger: Navigating Brand Portfolio Strategy and Brand Architecture

    By: Jill Avery, Chekitan S. Dev and Laure Mougeot Stroock
    In September 2016, Marriott completed its $13.3 billion acquisition of Starwood Hotels & Resorts, which added 11 brands to its already robust 19 hotel brand portfolio. Tina Edmundson, Marriott's global brand officer, was charged with making sense of the brand portfolio... View Details
    Keywords: Brand Management; Brand Architecture; Brand Portfolio; Merger; Hospitality Industry; Services Marketing; Branded House; House Of Brands; Sub-branding; Marketing; Marketing Strategy; Brands and Branding; Mergers and Acquisitions; Consumer Behavior; Advertising; Travel Industry; Accommodations Industry; Tourism Industry; United States; North America; Europe; Asia
    Related
    • 01 Dec 2022
    • News

    December 2022 Alumni and Faculty Books and Podcasts

    they can be dispirited into cycles of learned helplessness rather than inspired to pursue their own possibilities. Yet this phenomenon is not universal. Some children thrive where others do not. Why? Are there personal behaviors View Details
    • 11 Feb 2019
    • Blog Post

    John Bracaglia, MBA 2020: “I Want to Find the Machine Learning Strategy That Avoids the Pitfalls While Fulfilling the Promise.”

    For John Bracaglia, his academic and professional careers have been driven by two themes: “machine learning and behavioral economics,” he says. “The two work together. Machine... View Details
    Keywords: Technology; Entrepreneurship
    • 01 Jun 2009
    • News

    Crisis and Creativity

    fundamental decisions for any business: where to play, how to deliver, and how to win. Where to Play. Entrepreneurs must target downturn needs such as superior value relative to existing players or provide... View Details
    Keywords: Bhaskar Chakravorti
    • 26 Jun 2018
    • First Look

    New Research and Ideas, June 26, 2018

    https://www.hbs.edu/faculty/Pages/item.aspx?num=54598 Governance Through Shame and Aspiration: Index Creation and Corporate Behavior By: Chattopadhyay, Akash, Matthew D.... View Details
    Keywords: Dina Gerdeman
    • 17 Mar 2021
    • Research & Ideas

    Beyond Pajamas: Sizing Up the Pandemic Shopper

    When working professionals were shifting to home offices a year ago as COVID-19 was spreading, comedians and pundits predicted that people would no longer need bras and pants that aren’t stretchy. Instead... View Details
    Keywords: by Ayelet Israeli, Eva Ascarza, and Laura Castrillo; Retail
    • 23 Oct 2018
    • First Look

    New Research and Ideas, October 23, 2018

    in self-confidence, assessments of others, and behavior in a cooperative game. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=55101 forthcoming Management Science Effects of a Tournament... View Details
    Keywords: Dina Gerdeman