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  • All HBS Web  (6,805)
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  • May 1999
  • Background Note

Note on Behavioral Pricing

By: John T. Gourville
The note introduces the behavioral or psychological aspects of consumer price acceptance. Begins by reviewing the traditional economic approach to product pricing and consumer price acceptance--namely, that consumers should be willing to purchase anytime a product's... View Details
Keywords: Customer Satisfaction; Decisions; Fairness; Price; Marketing Strategy; Behavior; Perspective; Public Opinion
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Gourville, John T. "Note on Behavioral Pricing." Harvard Business School Background Note 599-114, May 1999.
  • Research Summary

Biological Basis of Economic Behavior

Terry Burnham's research focuses on understanding human behavior, and economic behavior in particular, in the context of humans as evolved animals. This research aims to reconcile two competing views within economics. The mainstream economic view is that economic... View Details
  • February 2007
  • Case

Behavioral Finance at JP Morgan

By: Malcolm P. Baker and Aldo Sesia
Following a successful model in Europe, JP Morgan has introduced a set of five U.S. retail mutual funds with an investment philosophy and marketing strategy grounded in behavioral finance. The asset management group believes that understanding investor biases like... View Details
Keywords: Banks and Banking; Investment Funds; Behavioral Finance; Competitive Advantage; Asset Management; Marketing Strategy; Product Marketing; Customer Focus and Relationships; Banking Industry; Financial Services Industry; United States; Europe
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Baker, Malcolm P., and Aldo Sesia. "Behavioral Finance at JP Morgan." Harvard Business School Case 207-084, February 2007.
  • January 10, 2022
  • Article

The Link Between Income, Income Inequality, and Prosocial Behavior Around the World: A Multiverse Approach

By: Lucia Macchia and Ashley V. Whillans
The questions of whether high-income individuals are more prosocial than low-income individuals and whether income inequality moderates this effect have received extensive attention. We shed new light on this topic by analyzing a large-scale dataset with a... View Details
Keywords: Prosocial Behavior; Income Inequality; Behavior; Philanthropy and Charitable Giving; Income
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Macchia, Lucia, and Ashley V. Whillans. "The Link Between Income, Income Inequality, and Prosocial Behavior Around the World: A Multiverse Approach." Social Psychology (January 10, 2022): 375–386.
  • Article

Selfishly Benevolent or Benevolently Selfish? When Self-interest Undermines versus Promotes Prosocial Behavior

By: Julian Zlatev and Dale T. Miller
Existing research shows that appeals to self-interest sometimes increase and sometimes decrease prosocial behavior. We propose that this inconsistency is in part due to the framings of these appeals. Different framings generate different salient reference points,... View Details
Keywords: Altruism; Charitable Giving; Framing; Prosocial Behavior; Reference Points; Self-interest; Philanthropy and Charitable Giving; Framework; Behavior
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Zlatev, Julian, and Dale T. Miller. "Selfishly Benevolent or Benevolently Selfish? When Self-interest Undermines versus Promotes Prosocial Behavior." Organizational Behavior and Human Decision Processes 137 (November 2016): 112–122.
  • 1979
  • Book

Teaching Interpersonal Behavior

By: Michael B. McCaskey, John J. Gabarro and Louise Cahill-Dettrich
Keywords: Interpersonal Communication; Behavior
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McCaskey, Michael B., John J. Gabarro, and Louise Cahill-Dettrich. Teaching Interpersonal Behavior. Englewood Cliffs: Prentice Hall, 1979.
  • March 2002 (Revised July 2002)
  • Case

TiVo in 2002: Consumer Behavior

Brodie Keast is anxious to understand the sharp contrast between the inertia of prospects and the deep emotional response shown by converted users of TiVo. After an overview of the company's situation and problems, the case focuses on different kinds of data (sales... View Details
Keywords: Consumer Behavior; Television Entertainment; Entertainment and Recreation Industry
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Wathieu, Luc R., and Michael A. Zoglio. "TiVo in 2002: Consumer Behavior." Harvard Business School Case 502-062, March 2002. (Revised July 2002.)
  • 1996
  • Chapter

Behavioral Decision Research

By: M. H. Bazerman
Keywords: Decision Making; Behavior; Research
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Bazerman, M. H. "Behavioral Decision Research." In The Blackwell Encyclopedia of Organizational Behavior, edited by N. Nicholson. Blackwell Publishers, 1996.
  • 2017
  • Other Teaching and Training Material

Organizational Behavior Reading: Negotiation

By: Max Bazerman, Francesca Gino and Katherine Shonk
Core Curriculum in Organizational Behavior is a series of readings that cover fundamental course material in Organizational Behavior. Readings include videos and interactive illustrations to help students master complex concepts. Managerial, executive, and... View Details
Keywords: Negotiation; Negotiation Preparation; Analysis; Cross-Cultural and Cross-Border Issues
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Bazerman, Max, Francesca Gino, and Katherine Shonk. "Organizational Behavior Reading: Negotiation." Core Curriculum Readings Series. Boston, MA: Harvard Business Publishing 8408, 2017. Electronic.
  • February 2023
  • Teaching Note

Behavioral Economics Profile

By: Joshua Schwartzstein
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Schwartzstein, Joshua. "Behavioral Economics Profile." Harvard Business School Teaching Note 923-042, February 2023.
  • March 1982 (Revised April 1989)
  • Background Note

Industrial Buyer Behavior

May be used as background material for courses in industrial marketing and industrial procurement. Surveys the economic, behavioral, and organizational influences that shape buying decision-making in corporations and other institutions. Also describes the kinds of... View Details
Keywords: Supply Chain; Marketing; Decision Making
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Corey, E. Raymond. "Industrial Buyer Behavior." Harvard Business School Background Note 582-117, March 1982. (Revised April 1989.)
  • 22 Feb 2011
  • News

On Behavioral Ethics

  • 28 Mar 2017
  • Working Paper Summaries

CEO Behavior and Firm Performance

Keywords: by Oriana Bandiera, Stephen Hansen, Andrea Pratt, and Raffaella Sadun
  • 11 Aug 2014
  • HBS Case

The Business of Behavioral Economics

specializing in the burgeoning field of behavioral economics. "Standard economic theory suggests that as long as people understand the full consequences of their actions, they tend to act in their self interest," says John. "If they want... View Details
Keywords: by Michael Blanding; Food & Beverage; Health
  • Teaching Interest

Micro Topics in Organizational Behavior

By: Alison Wood Brooks

Micro Topics in Organizational Behavior is a PhD seminar course exploring current and seminal research on individual, dyadic, small group, and intra-organizational behavior. Examples of topics at the individual level include emotions, cognition, and behavioral... View Details

  • April 2020
  • Article

CEO Behavior and Firm Performance

By: Oriana Bandiera, Stephen Hansen, Andrea Prat and Raffaella Sadun
We measure the behavior of 1,114 CEOs in six countries parsing granular CEO diary data through an unsupervised machine learning algorithm. The algorithm uncovers two distinct behavioral types: "leaders" and "managers." Leaders focus on multi-function, high-level... View Details
Keywords: CEOs; Management; Behavior; Organizations; Performance; Analysis
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Bandiera, Oriana, Stephen Hansen, Andrea Prat, and Raffaella Sadun. "CEO Behavior and Firm Performance." Journal of Political Economy 128, no. 4 (April 2020): 1325–1369.
  • 06 Jun 2016
  • Research & Ideas

Skills and Behaviors that Make Entrepreneurs Successful

financed them—declared such brick-and-mortar businesses were dinosaurs on their way to extinction. The success of Bluemercury proved the critics wrong. “We’ve always had a hard time being able to identify the skills and behaviors of... View Details
Keywords: by HBS Working Knowledge
  • January 2005 (Revised June 2005)
  • Case

Zipcar: Influencing Customer Behavior

By: Frances X. Frei and Hanna Rodriguez-Farrar
At Zipcar, customers share the use of cars and, as a result, rely on each other for their service experience. Customers are required to keep the car clean and the gas tank full and to return the car on time. Told from the perspective of two customers: Sal Fishman, who... View Details
Keywords: Information Technology; Governance Controls; Behavior; Service Delivery; Service Operations; Consumer Behavior; Leasing; Transportation Industry; Service Industry; United States
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Frei, Frances X., and Hanna Rodriguez-Farrar. "Zipcar: Influencing Customer Behavior." Harvard Business School Case 605-054, January 2005. (Revised June 2005.)
  • Article

Behavioral Hazard in Health Insurance

By: Katherine Baicker, Sendhil Mullainathan and Joshua Schwartzstein
A fundamental implication of standard moral hazard models is overuse of low-value medical care because copays are lower than costs. In these models, the demand curve alone can be used to make welfare statements, a fact relied on by much empirical work. There is ample... View Details
Keywords: Insurance; Consumer Behavior; Health Care and Treatment; Insurance Industry
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Baicker, Katherine, Sendhil Mullainathan, and Joshua Schwartzstein. "Behavioral Hazard in Health Insurance." Quarterly Journal of Economics 130, no. 4 (November 2015): 1623–1667. (Online Appendix.)
  • March 2006
  • Background Note

Influencing Customer Behavior in Service Operations

By: Frances X. Frei and Amy C. Edmondson
Explores ways in which service firms can influence the behavior of their customers. Drawing from research on employee motivation and applying it to customer motivation, the note describes two levels of managerial control: instrumental control, which shapes behavior... View Details
Keywords: Customers; Governance Controls; Consumer Behavior; Service Operations; Emotions; Motivation and Incentives; Power and Influence; Service Industry
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Frei, Frances X., and Amy C. Edmondson. "Influencing Customer Behavior in Service Operations." Harvard Business School Background Note 606-061, March 2006.
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