by Bhavya Mohan, Michael I. Norton - Publications - Faculty & Research

13 Feb 2012
News

The Case Against Racial Colorblindness

Article

Handshaking Promotes Deal-Making by Signaling Cooperative Intent

By: Juliana Schroeder, Jane L. Risen, Francesca Gino and Michael I. Norton

We examine how a simple handshake—a gesture that often occurs at the outset of social interactions—can influence deal-making. Because handshakes are social rituals, they are imbued with meaning beyond their physical features. We propose that during mixed-motive... View Details

Keywords: Handshake; Cooperation; Affiliation; Competition; Negotiation; Nonverbal Communication; Negotiation Participants; Behavior; Communication Intention and Meaning; Negotiation Deal

October 2009
Article

Shaping Online Consumer Choice by Partitioning the Web

By: Jolie M. Martin and Michael I. Norton

This research explores how partitioning attributes in online search interfaces changes the valuations of those attributes-and impacts subsequent choice-such that attributes that are displayed as separate categories tend to receive greater decision weight than... View Details

Keywords: Decision Choices and Conditions; Information Management; Demand and Consumers; Research; Internet and the Web; Valuation

Citation

Find at Harvard

Read Now

27 Oct 2011
News

HBS Professor Studies Wealth Inequality

19 Oct 2010
News

The curious politics of income inequality

04 Aug 2017
News

The negative side of positive thinking

20 Jul 2016
Research & Ideas

Airplane Design Brings Out the Class Warfare in Us All

sensitive to hierarchy, and research shows that feeling low status can make people feel stressed and angry” “People are exquisitely sensitive to hierarchy, and research shows that feeling low status can make people feel stressed and angry,” says View Details

Keywords: by Dina Gerdeman; Air Transportation; Sports; Travel

17 Nov 2008
Research & Ideas

Decoding the Artful Sidestep

instead provide distraction by answering something they would rather have been asked. And what is more, oftentimes their listeners either do not notice the verbal sleight of hand or do not mind it. New research View Details

Keywords: by Martha Lagace

20 Nov 2011
News

Occupy the Agenda

09 Jun 2015
First Look

First Look: June 9, 2015

Pay Ratios By: Mohan, Bhavya, Michael I. Norton, and Rohit Deshpandé Abstract— Prior research examining consumer expectations of equity and price fairness has not addressed... View Details

Keywords: Sean Silverthorne

07 Aug 2018
First Look

New Research and Ideas, August 8, 2018

Intent By: Schroeder, Juliana, Jane L. Risen, Francesca Gino, and Michael I. Norton Abstract—We examine how a simple handshake—a gesture that often occurs at the outset of... View Details

Keywords: by Sean Silverthorne

28 Feb 2020
News

When It’s This Easy at the Top, It’s Harder for Everyone Else

14 Aug 2018
First Look

First Look at New Research and Ideas, August 14, 2018

and healthy innovation. Publisher's link: https://www.hbs.edu/faculty/Pages/item.aspx?num=54851 in press Management Science Procedural Justice and the Risks of Consumer Voting By: Kim, Tami, Leslie John, Todd Rogers, and Michael View Details

Keywords: by Sean Silverthorne

31 Jul 2010
News

Learning to Discount All Those Juicy Discount Offers

29 Apr 2019
News

Is the Digital Age Making Us Petty?

28 Aug 2006
Research & Ideas

Online Match-Making with Virtual Dates

current model is artificial and static, and far removed from everyday social interaction," says Jeana H. Frost, who along with Michael I. Norton and Dan Ariely is taking... View Details

Keywords: by Martha Lagace; Publishing

03 Apr 2018
First Look

New Research and Ideas, April 3, 2018

Reminders of Future Busyness Encourage Consumers to Buy Time By: Whillans, A.V., Elizabeth W. Dunn, and Michael I. Norton Abstract—Spending money on time-saving purchases... View Details