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Publications
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- Faculty Publications (107)
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- Article
Seeker Beware: The Interpersonal Costs of Ignoring Advice
By: Hayley Blunden, Jennifer M. Logg, Alison Wood Brooks, Leslie John and Francesca Gino
Prior advice research has focused on why people rely on (or ignore) advice and its impact on judgment accuracy. We expand the consideration of advice-seeking outcomes by investigating the interpersonal consequences of advice seekers’ decisions. Across nine studies, we... View Details
- August 2018
- Teaching Note
Wilderness Safaris: Ecotourism Entrepreneurship
By: James E. Austin, Megan Epler Wood and Herman B. "Dutch" Leonard
Teaching Note for HBS No. 318-040. View Details
- 2018
- Working Paper
Status Inconsistency: Variance in One's Status Across Groups Harms Well-being but Improves Perspective-taking
By: Catarina Fernandes and Alison Wood Brooks
Most people belong to many different groups. While some people experience consistently high or low status across all of their groups, others experience wildly different levels of status in each group. In this research, we examine how status inconsistency – the degree... View Details
- May–June 2018
- Article
The Surprising Power of Questions
By: Alison Wood Brooks and Leslie K. John
Much of an executive’s workday is spent asking others for information—requesting status updates from a team leader, for example, or questioning a counterpart in a tense negotiation. Yet unlike professionals such as litigators, journalists, and doctors, who are taught... View Details
- April 2018
- Case
Bretton Woods and the Liberal World Order
By: Sophus A. Reinert and Jonathan Schlefer
- April 2018
- Case
Wilderness Safaris: Ecotourism Entrepreneurship
By: James E. Austin, Megan Epler Wood and Herman B. "Dutch" Leonard
Wilderness Safaris sees itself as a conservation company that is built on a business model of providing high-end, premium-priced wildlife safaris in various locations in Africa. Dependent on functioning, healthy ecosystems for its long-term survivability as a business,... View Details
Keywords: Sustainability; Conservation Planning; Corporate Social Responsibility; Ecotourism; Strategy; Social Enterprise; Social Entrepreneurship; Environmental Sustainability; Corporate Social Responsibility and Impact; Expansion; Growth and Development Strategy; Tourism Industry; Entertainment and Recreation Industry; Travel Industry; Africa; Botswana
- March 2018
- Exercise
Does It Hurt To Ask?
Does It Hurt To Ask? (DIHTA) is an interactive exercise that pairs students (in groups of two) for a brief, spontaneous, open-ended conversation during class. Each student is given instructions to ask many questions (as many as possible) or few questions (ideally zero)... View Details
- March 2018
- Article
How Context Affects Choice
By: Raphael Thomadsen, Robert P. Rooderkerk, On Amir, Neeraj Arora, Bryan Bollinger, Karsten Hansen, Leslie John, Wendy Liu, Aner Sela, Vishal Singh, K. Sudhir and Wendy Wood
Due to its origins in the literature on judgment and decision-making, context effects in marketing are construed exclusively in terms of how choices deviate from utility maximization principles as a function of how choices are presented (e.g., framing, sequence,... View Details
- February 2018
- Teaching Note
Advika Consulting Services: Challenges and Opportunities in Managing Human Capital
By: Alison Wood Brooks, Francesca Gino, Julia J. Lee, Bradley R. Staats, Andrew Wasynczuk and John Beshears
Teaching Note for HBS No. 916-033. View Details
Keywords: Consulting Firms
- 2018
- Working Paper
Thanks for Nothing: Expressing Gratitude Invites Exploitation by Competitors
By: Jeremy Yip, Kelly Kiyeon Lee, Cindy Chan and Alison Wood Brooks
Previous research has revealed that expressing gratitude motivates prosocial behavior in cooperative relationships. However, expressing gratitude in competitive interactions may operate differently. Across five studies, we demonstrate that individuals interacting with... View Details
- 2018
- Working Paper
Backhanded Compliments: How Negative Comparisons Undermine Flattery
By: Ovul Sezer, Alison Wood Brooks and Michael I. Norton
Seven studies (N = 2352) examine backhanded compliments—seeming praise that draws a comparison with a negative standard—a distinct self-presentation strategy with two simultaneous goals: eliciting liking (“Your speech was good…”) and conveying status (“…for a woman”).... View Details
- December 2017
- Case
La Ceiba: Navigating Microfinance and Relationships in Honduras (A)
By: Christine L. Exley, John Beshears and Alison Wood Brooks
This case follows the program director of La Ceiba, a Honduras-based microfinance institution, as he navigates four challenging negotiation scenarios involving the organization's loan clients. Students are asked to adopt the perspective of the Program Director and to... View Details
- December 2017 (Revised March 2022)
- Teaching Note
La Ceiba: Navigating Microfinance and Relationships in Honduras (A) and (B)
By: Christine L. Exley, John Beshears and Alison Wood Brooks
Teaching Note for cases 918-014 and 918-015. View Details
- December 2017
- Supplement
La Ceiba: Navigating Microfinance and Relationships in Honduras (B)
By: Christine L. Exley, John Beshears and Alison Wood Brooks
Supplements the (A) case. View Details
- September 2017
- Case
Harvard Men's Soccer
By: Alison Wood Brooks and Katherine Coffman
In the fall of 2016, the Crimson, Harvard’s undergraduate newspaper, broke a story revealing that the 2012 Harvard Men’s Soccer team had produced a sexually explicit “scouting report” about the Women’s Soccer team. The story generated national headlines and... View Details
- Article
Don't Stop Believing: Rituals Improve Performance by Decreasing Anxiety
By: Alison Wood Brooks, Julianna Schroeder, Jane Risen, Francesca Gino, Adam D. Galinsky, Michael I. Norton and Maurice Schweitzer
From public speaking to first dates, people frequently experience performance anxiety. And when experienced immediately before or during performance, anxiety harms performance. Across a series of experiments, we explore the efficacy of a common strategy that people... View Details
- Article
Managing Perceptions of Distress at Work: Reframing Emotion as Passion
By: Elizabeth Baily Wolf, Jooa Julia Lee, Sunita Sah and Alison Wood Brooks
Expressing distress at work can have negative consequences for employees: observers perceive employees who express distress as less competent than employees who do not. Across five experiments, we explore how reframing a socially inappropriate emotional expression... View Details
- June 2016
- Case
Advika Consulting Services: Challenges and Opportunities in Managing Human Capital
By: Alison Wood Brooks, Francesca Gino, Julia J. Lee and Bradley R. Staats