Publications

This paper provides the first formal model of business model innovation. Our analysis focuses on sponsor-based business model innovations where a firm monetizes its product through sponsors rather than setting prices to its customer base. We analyze strategic... View Details

February 2012
Article

Walking the Talk in Multiparty Bargaining: An Experimental Investigation

By: Kathleen L. McGinn, Katherine L. Milkman and Markus Noth

We study the framing effects of communication on payoffs in multiparty bargaining. Communication has been shown to be more truthful and revealing than predicted in equilibrium. Because talk is preference revealing, it may effectively frame bargaining around a logic of... View Details

Keywords: Competition; Negotiation Process; Fairness; Negotiation Types; Interpersonal Communication; Game Theory; Cooperation

2024
Working Paper

A Gender Backlash: Does Exposure to Female Labor Market Participation Fuel Gender Conservatism?

By: Paula Rettl, Diane Bolet, Catherine E. De Vries, Simone Cremaschi, Tarik Abou-Chadi and Sergi Pardos-Prado

The growing participation of women in the labor market has marked a significant societal transformation, coinciding with the rise of gender conservatism and far-right support. We study whether the economic consequences of labor market feminization and gender backlash... View Details

Keywords: Gender Bias; Gender Equality; Gender Inclusivity; Politics; Political Backlash; Political Culture; Conservatism; Gender; Government and Politics; Equality and Inequality; Prejudice and Bias; Labor

Article

A 'Present' for the Future: The Unexpected Value of Rediscovery

By: Ting Zhang, Tami Kim, Alison Wood Brooks, Francesca Gino and Michael I. Norton

Although documenting everyday activities may seem trivial, four studies reveal that creating records of the present generates unexpected benefits by allowing future rediscoveries. In Study 1, we use a "time capsule" paradigm to show that individuals underestimate the... View Details

Keywords: History; Information Management; Cognition and Thinking

May 2021
Simulation

Customer Compatibility Exercise Application

By: Ryan W. Buell

Customers impose considerable variability on the operating systems of service organizations. They show up when they wish (arrival variability), they ask for different things (request variability), they vary in their willingness and ability to help themselves (effort... View Details

Keywords: Customer Compatibility; Customer Relationship Management; Strategy; Service Operations; Service Delivery; Performance Efficiency; Analysis; Consumer Behavior; Analytics and Data Science

Purchase

2022
Working Paper

How Do Investors Value ESG?

By: Malcolm Baker, Mark Egan and Suproteem K. Sarkar

Environmental, social, and governance (ESG) objectives have risen to near the top of the agenda for corporate executives and boards, driven in large part by their perceptions of shareholder interest. We quantify the value that shareholders place on ESG using a revealed... View Details

Keywords: Investment; Investment Portfolio; Corporate Social Responsibility and Impact; Business and Shareholder Relations; Environmental Sustainability; Governance; Financial Services Industry; United States

10 Aug 2015
Research & Ideas

Why a Federal Rule on CEO Pay Disclosure May Get You In Trouble With Customers

Here's a tip for companies looking to woo customers away from the competition: Besides advertising fair prices for your products, try advertising fair wages for your employees. Recent research from Harvard Business School indicates that shoppers View Details

Keywords: by Carmen Nobel; Retail

March 2017
Article

Artful Paltering: The Risks and Rewards of Using Truthful Statements to Mislead Others

By: Todd Rogers, Richard Zeckhauser, F. Gino, Michael I. Norton and Maurice E. Schweitzer

Paltering is the active use of truthful statements to convey a misleading impression. Across two pilot studies and six experiments, we identify paltering as a distinct form of deception. Paltering differs from lying by omission (the passive omission of relevant... View Details

Keywords: Deception; Lying; Paltering; Risk; Ethics; Negotiation Tactics

Despite extensive research on how worker satisfaction positively affects the financial performance of firms, we know little about how firms’ measurement and reporting of financial performance affects the satisfaction of workers. Through multiple field experiments,... View Details

10 Apr 2019
HBS Case

How Entrepreneurs Can Turn Lead Into Gold

writer based in the Boston area. Image credit: Gremlin Related Reading: Venture Investors Prefer Funding Handsome Men Amazon Web Services Changed the Way VCs Fund Startups Fintech's Game-Changing Opportunities for Small Business What do... View Details

Keywords: by Michael Blanding; Financial Services

2024
Working Paper

Trade Policy in the Shadow of Conflict: The Case of Dual-use Goods

By: Maxim Alekseev and Xinyue Lin

Policymakers increasingly use trade instruments to address national security concerns. This paper studies optimal policy for dual-use goods, items with both military and civilian applications. We begin by documenting that regulation and trade flows of dual-use goods... View Details

Keywords: Policy; National Security; Trade; Taxation; Financial Instruments; Macroeconomics

23 May 2000
Research & Ideas

The Emerging Art of Negotiation

The first group is more likely to resort to competition and problem solving in the negotiation, while the second prefers more indirect means of arriving at a solution. Less research attention to date has addressed three other important... View Details

Keywords: by Martha Lagace

2022
Working Paper

Politics at Work

By: Emanuele Colonnelli, Valdemar Pinho Neto and Edoardo Teso

We study how individual political views shape firm behavior and labor market outcomes. Using new micro-data on the political affiliation of business owners and private-sector workers in Brazil over the 2002–2019 period, we first document the presence of political... View Details

Keywords: Private Sector; Employees; Prejudice and Bias; Brazil

2020
Working Paper

To Infinity and Beyond: Scaling Economic Theories via Logical Compactness

By: Yannai A. Gonczarowski, Scott Duke Kominers and Ran I. Shorrer

Many economic-theoretic models incorporate finiteness assumptions that, while introduced for simplicity, play a real role in the analysis. Such assumptions introduce a conceptual problem, as results that rely on finiteness are often implicitly nonrobust; for example,... View Details

Keywords: Markets; Analysis; Game Theory

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