Publications

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2017
Working Paper

Will a Five-Minute Discussion Change Your Mind? A Countrywide Experiment on Voter Choice in France

By: Vincent Pons

This paper provides the first estimate of the effect of door-to-door canvassing on actual electoral outcomes, via a countrywide experiment embedded in François Hollande's campaign in the 2012 French presidential election. While existing experiments randomized... View Details

Keywords: Voting; Political Elections; France

November–December 2023
Article

Storytelling That Drives Bold Change

By: Frances X. Frei and Anne Morriss

When tackling urgent organizational problems, leaders usually work hard to identify underlying causes, tap a wide range of knowledge, and experiment with solutions. But once they’ve mapped out a plan, there’s one more crucial step they must take: crafting a story so... View Details

Keywords: Organizational Culture; Organizational Change and Adaptation; Problems and Challenges; Emotions; Communication Strategy

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March 2024
Case

Negotiating the Gift of Life (A)

By: Alex Chan

Describes a negotiation where lives are truly at stake, where key lessons on persuasion and the role that identity might play in a negotiation are on display through an effort by a frontline negotiator from OneLegacy, the US's largest organ procurement organization. As... View Details

Keywords: Economics; Negotiation; Communication; Diversity; Nonprofit Organizations; Emotions; Health Industry

Educators

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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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June 2018
Article

Will a Five-Minute Discussion Change Your Mind? A Countrywide Experiment on Voter Choice in France

By: Vincent Pons

This paper provides the first estimate of the effect of door-to-door canvassing on actual electoral outcomes, via a countrywide experiment embedded in François Hollande's campaign in the 2012 French presidential election. While existing experiments randomized... View Details

Keywords: Voting; Political Elections; Interpersonal Communication; France

January 2015 (Revised May 2023)
Technical Note

FIELD Global Capstone: Orchestrating a Compelling Presentation

By: Jill Avery

This note was written to help you organize and orchestrate your FIELD Global Immersion final project presentation to your global partner. It is designed to illustrate ways to make your final presentation persuasive, inspiring, and powerful — a presentation with... View Details

Keywords: Presentation Skills; Communication; Communication Intention and Meaning; Communication Strategy; Interpersonal Communication; Management Skills

Educators

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2010
Article

We Cannot Go On: Disruptive Innovation and the First World War Royal Navy

By: Gautam Mukunda

Insights from Disruptive Innovation theory (DI) are often used in the formulation, implementation, and evaluation of national security policy. DI explains why successful companies are sometimes defeated by new competitors with relatively unsophisticated products.... View Details

Keywords: Technology; History; National Security; Framework; Adaptation; Organizational Change and Adaptation; Technological Innovation; Machinery and Machining; Disruptive Innovation; Theory; Developing Countries and Economies; Technology Industry

July 2001 (Revised March 2003)
Background Note

Running and Growing the Small Company: Project-Paper Writing Recommendations

Students are required to do a team project. During the project, they are to do a benchmarking study of a business process to determine best practice or to study a single business process for the purposes of discovering improvement opportunities. The student teams are... View Details

Keywords: Analysis; Business Processes; Management Skills

Article

The Scandal Effect

By: Boris Groysberg, Eric Lin, George Serafeim and Robin Abrahams

Executives with scandal-tainted companies on their résumés pay a penalty on the job market, even if they clearly had nothing to do with the trouble. Because the scandal effect is lasting, a company you left long ago could have an impact on your current and future job... View Details

Keywords: Misconduct; Career; Career Management; Career Changes; Executive Leadership; Executive Development; Crime and Corruption; Executive Compensation; Personal Development and Career; Management Skills; Management Teams

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Research Summary

Corporate Diplomacy

Michael Watkins is defining a top management function of increasing importance: the conduct of corporate diplomacy. Senior executives conduct the business equivalent of international diplomacy when they negotiate to sustain or transform relationships with influential... View Details

2014
Chapter

Payout Policy

By: Joan Farre-Mensa, Roni Michaely and Martin Schmalz

We survey the literature on payout policy, with a particular emphasis on developments in the last two decades. Of the traditional motives of why firms pay out (agency, signaling, and taxes), the cross-sectional empirical evidence is most persuasive in favor of agency... View Details

Keywords: Finance; Investment; Financial Services Industry

SSRN

June 2012
Article

Reality versus Propaganda in the Formation of Beliefs about Privatization

By: Rafael Di Tella, Sebastian Galiani and Ernesto Schargrodsky

Argentina privatized most public utilities during the 1990s but re-nationalized the main water company in 2006. We study beliefs about the benefits of the privatization of water services amongst low- and middle-income groups immediately after the 2006 nationalization.... View Details

Keywords: Privatization; Business and Community Relations; Household; Government and Politics; Business and Government Relations; Public Ownership; Utilities Industry; Argentina

2008
Working Paper

Reality versus Propaganda in the Formation of Beliefs about Privatization

By: Rafael Di Tella, Sebastian Galiani and Ernesto Schargrodsky

Argentina privatized most public utilities during the 1990s but re-nationalized the main water company in 2006. We study beliefs about the benefits of the privatization of water services amongst low and middle income groups immediately after the 2006 nationalization.... View Details

Keywords: Privatization; Public Ownership; Business and Community Relations; Business and Government Relations; Values and Beliefs; Public Opinion; Utilities Industry; Argentina

10 Nov 2009
First Look

First Look: Nov. 10

Working PapersPlatform Envelopment (revised) Authors:Thomas Eisenmann, Geoffrey Parker, and Marshall Van Alstyne Abstract Due to network effects and switching costs, platform providers often become entrenched. To enter established markets, aspiring providers of new... View Details

Keywords: Martha Lagace

July 2020
Article

Tell It Like It Is: When Politically Incorrect Language Promotes Authenticity

By: J. Schroeder, M. Rosenblum and F. Gino

When a person’s language appears political—such as being politically correct or incorrect—it can influence fundamental impressions of him or her. Political correctness is “using language or behavior to seem sensitive to others’ feelings, especially those others who... View Details

Keywords: Language; Interpersonal Communication; Perception

2009
Working Paper

Social Influence Given (Partially) Deliberate Matching: Career Imprints in the Creation of Academic Entrepreneurs

By: Pierre Azoulay, Christopher C. Liu and Toby E. Stuart

Actors often match with associates on a small set of dimensions that matter most for the particular relationship at hand. In so doing, they are exposed to unanticipated social influences because counterparts have more interests, attitudes, and preferences than would-be... View Details

Keywords: Entrepreneurship; Patents; Marketplace Matching; Mathematical Methods; Science-Based Business; Power and Influence; Social and Collaborative Networks; Biotechnology Industry