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- All HBS Web (98)
- Faculty Publications (26)
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- 26 Nov 2001
- Op-Ed
Why Corporate Budgeting Needs To Be Fixed
board members and Wall Street analysts. Even boards of directors are drawn into the fray, as they end up endorsing deceptive reports to shareholders. Sometimes, outright fraud ensues, as we've seen recently in high-profile cases involving... View Details
Keywords: by Michael C. Jensen
- 10 Jul 2007
- What Do You Think?
How Much of Leadership Is About Control, Delegation, or Theater?
"Well, part of it is self-discipline and part of it is deception—deception in the sense that you pump yourself up and put a better face on things than you start off feeling. But after a while, if you act confident, you become more confident. So the View Details
Keywords: by Jim Heskett
- 08 Dec 2003
- Research & Ideas
Is That Really Your Best Offer?
discloses his "must have" issues, he may be gouged. Deception at the bargaining table can be hostile, too, as when someone pretends to have no authority to settle or makes promises he doesn't intend to keep. That's why many of... View Details
Keywords: by Michael Wheeler
- 02 Sep 2014
- First Look
First Look: September 2
Publications September 2014 Organization Science Social Comparisons and Deception Across Workplace Hierarchies: Field and Experimental Evidence By: Edelman, Benjamin, and Ian Larkin Abstract—We examine how unfavorable social comparisons... View Details
Keywords: Sean Silverthorne
- 17 Apr 2017
- HBS Case
This Turkish Debt Collector Is Customer-friendly
years, Turkasset has been ahead of the curve in avoiding a government crackdown—with a customer complaint rate of only 2 to 3 percent. (For context, the Consumer Financial Protection Bureau in the United States receives more than 6,000 complaints monthly regarding... View Details
- 13 May 2002
- Book
Bringing the Master Passions to Work
If passions are the masters of reason—as David Hume (1960) believed—then they have done a remarkable job at getting us to believe in their benign nature—their outright subservience to reason. Deception and self-deception are as critical... View Details
Keywords: by Mihnea C. Moldoveanu & Nitin Nohria
- 05 Feb 2009
- Research & Ideas
In Praise of Marketing
additional millions of poor people to buy in. As prices have fallen, Asian brands such as Asus and Acer of Taiwan have gained share while IBM sold its PC business to Lenovo. “Critics of marketing tend to overestimate the level of intentional View Details
- 14 Dec 2009
- Research & Ideas
Can Entrepreneurs Drive People Movers to Success?
installations. Q: What are you working on next? A: These days, online shoppers face deceptive offers that promise discounts ("$10 off your next order") while they attempt to check out at ordinary retail Web sites. Because an... View Details
- 09 Aug 2011
- First Look
First Look: August 9
heavily than advice from novices. Theoretical and practical contributions are discussed. Deception and Its Detection: Effects of Monetary Incentives and Personal Relationship History Authors:Lyn M. Van Swol, Deepak Malhotra, and Michael... View Details
Keywords: Sean Silverthorne
- 03 Sep 2013
- First Look
First Look: September 3
with moderately popular blogs and seem to persist after participants enroll in the program. Working Papers Social Comparisons and Deception Across Workplace Hierarchies: Field and Experimental Evidence By: Edelman, Benjamin, and Ian... View Details
Keywords: Sean Silverthorne
- 21 Jul 2006
- Op-Ed
Enron Jury Sent the Right Message
The most noteworthy message of the Enron trial is that corporate executives can be convicted in a court of law for a pattern of deception that may or may not be illegal. Left unaddressed in the trial were many financial transactions and... View Details
Keywords: by Malcolm S. Salter
- 02 Jan 2020
- Op-Ed
Medicare for All or Public Option: Can Either Heal Health Care?
pay-as-you-go actuarial basis. The public discourse about Medicare for All is deceptively appealing. The health care program for the nation’s seniors is highly prized by Medicare beneficiaries—85 percent say they’re satisfied. Who can... View Details
- 02 Dec 2013
- Research & Ideas
Companies Choreograph Earnings Calls to Hide Bad News
'cast' a call at some point in its life” This dance of deception was, in fact, exactly what Cohen and coauthors Dong Lou, of the London School of Economics, and HBS Professor Christopher J. Malloy later found to be occurring. The results... View Details
- 21 Apr 2008
- Research & Ideas
The New Math of Customer Relationships
involving almost everyone in the company. How difficult has it been for organizations to adopt this all-in approach? A: Service profit chain concepts are deceptively simple. They require an integrated set of management initiatives to... View Details
Keywords: by Sean Silverthorne
- 25 Sep 2000
- Research & Ideas
Cyber-Marketing: Scouting the Digital Communications Frontier
such a catalog-like presentation is much more difficult than with a captivating commercial on television. "These are the critical attributes of the current communications revolution," Deighton concludes. "And while the new economy may be easy to enter,... View Details
Keywords: by Peter K. Jacobs
- 01 Feb 2016
- Research & Ideas
CEOs and Coaches: How Important is Organizational 'Fit?'
misguided optimism. In truth, it is deceptively difficult to predict ex-ante the success of any union. We’re reminded of this as the Super Bowl approaches: when it comes to predicting the success of a football coach, short memories, hope,... View Details
- 21 May 2007
- Research & Ideas
Fixing the Marketing-CEO Disconnect
competitors' scores are increasing faster it should be a cause for alarm. Acquisition rates may be robust, but if old customers are abandoning ship as fast as new ones are coming on board, strong acquisition can give a deceptive picture... View Details
Keywords: by Sean Silverthorne
- 11 Jul 2005
- Research & Ideas
The New International Style of Management
deceptive veneer of familiarity, cultural gulfs and local differences often remain hidden. There is an increasingly international style of management.— John Quelch, HBS Amid these conflicting realities, however, Harvard Business School... View Details
Keywords: by Garry Emmons
- 06 Jan 2012
- Op-Ed
Where Green Corporate Ratings Fail
protection, and could even leave companies facing accusations of greenwash—a term that describes the deceptive use of green marketing to incorrectly portray a company as environmentally friendly. Even some at News Corporation acknowledge... View Details
- 29 Jan 2013
- First Look
First Look: Jan. 29
of Responsibility in Negotiation: A Case of Bounded Ethicality Authors:Paharia, Neeru, Lucas Clayton Coffman, and Max Bazerman Publication:Oxford Handbook of Economic Conflict Resolution Abstract This article compares direct deception... View Details
Keywords: Sean Silverthorne