Publications

03 Jan 2014
News

Headhunters Reveal What Candidates Want

Keywords: human resources; career decisions; employee recruitment

2021
Working Paper

CRM and AI in Time of Crisis

By: Michelle Y. Lu and Navid Mojir

A crisis can affect the incentives of various players within a firm’s multi-layered sales and marketing organization (e.g., headquarters and branches of a bank). Such shifts can result in sales decisions against the firm’s best interests. Motivated by the backlash to... View Details

Keywords: CRM; Artificial Intelligence; AI; B2B Marketing; Decision Authority; Crisis Marketing; Intra-organizational Conflict; COVID-19 Pandemic; Customer Relationship Management; Technological Innovation; Decision Making; Strategy; Health Pandemics; Crisis Management; AI and Machine Learning

10 Oct 2007
Working Paper Summaries

Harnessing Our Inner Angels and Demons: What We Have Learned About Want/Should Conflicts and How That Knowledge Can Help Us Reduce Short-Sighted Decision Making

Keywords: by Katherine L. Milkman, Todd Rogers & Max H. Bazerman

March 2019 (Revised May 2019)
Case

Fetchr: A New Way of Last Mile Delivery

By: V.G. Narayanan and Eren Kuzucu

By mid-2016, five years of aggressive growth had transformed Fetchr from a small logistics startup to a 1,000-employee, full-fledged last-mile delivery company operating across four countries in the Middle East and North Africa (MENA). Already beneficiaries of the... View Details

Article

Optimality Bias in Moral Judgment

By: Julian De Freitas and Samuel G.B. Johnson

We often make decisions with incomplete knowledge of their consequences. Might people nonetheless expect others to make optimal choices, despite this ignorance? Here, we show that people are sensitive to moral optimality: that people hold moral agents accountable... View Details

Keywords: Moral Judgment; Lay Decision Theory; Theory Of Mind; Causal Attribution; Moral Sensibility; Decision Making

2018
Working Paper

Averaging Probability Forecasts: Back to the Future

By: Robert L. Winkler, Yael Grushka-Cockayne, Kenneth C. Lichtendahl Jr. and Victor Richmond R. Jose

The use and aggregation of probability forecasts in practice is on the rise. In this position piece, we explore some recent, and not so recent, developments concerning the use of probability forecasts in decision-making. Despite these advances, challenges still exist.... View Details

Keywords: Probability Forecast; Forecast Combination; Forecast Evaluation; Decision Analysis; Forecasting and Prediction; Decision Making; Analysis

Teaching Interest

Overview

Sujin has developed and led courses on Leadership and Organizational Behavior as an invited lecturer in the International Spark Program (Republic of Georgia) and Dubrovnik International University (Croatia). She has also served as a Teaching Fellow for the Social... View Details

Keywords: Organizational Behavior; Leadership; Teams; Decision Making; Negotiation

January 2017
Article

Should You Sleep on It? The Effects of Overnight Sleep on Subjective Preference-based Choice

By: Uma R. Karmarkar, Baba Shiv and Rebecca M.C. Spencer

Conventional wisdom and studies of unconscious processing suggest that sleeping on a choice may improve decision-making. Though sleep has been shown to benefit several cognitive tasks, including problem solving, its impact on everyday choices remains unclear. Here we... View Details

Keywords: Decision Making; Choice; Sleep; Choice Sets; Confidence; Consumer Psychology; Consumer Preferences; Decision Choices and Conditions; Consumer Behavior

2024
Working Paper

What Do Impact Investors Do Differently?

By: Shawn Cole, Leslie Jeng, Josh Lerner, Natalia Rigol and Benjamin N. Roth

In recent years, impact investors – private investors who seek to generate simultaneously financial and social returns – have attracted intense interest and controversy. We analyze a novel, comprehensive data set of impact and traditional investors to assess how the... View Details

Keywords: ESG; Socially Responsible Investing; Investment Decisions; Public Goods; Impact Investment; Investment; Private Equity; Venture Capital

June 2015 (Revised October 2015)
Case

High Liner Foods, 2015

By: John R. Wells and Galen Danskin

In 2015, Canadian-based High Liner Foods Ltd was one of North America's largest frozen fish processors with extensive shares of both the food service and retail channels in Canada, the USA and Mexico. With over C$1 billion in revenues, the company had grown four fold... View Details

Keywords: Strategic Analysis; Strategic Decision Making; Family Business; Commodities; Strategic Planning; Strategy; Competitive Strategy; Food and Beverage Industry; North America; Canada

2017
Working Paper

The Effects of Media Slant on Firm Behavior

By: Vishal P. Baloria and Jonas Heese

The media can impose reputational costs on firms because of its important role as an information intermediary and its ability to negatively slant coverage. We exploit a quasi-natural experiment that holds constant the information event across firms, but varies the... View Details

Keywords: Media Slant; Reputational Capital; Strategic Corporate Decisions

April 2008
Case

TerraCog Global Positioning Systems: Conflict and Communication on Project Aerial

By: Michael Beer and Sunru Yong

TerraCog, a successful privately held high-tech firm that develops GPS (global positioning system) and similar products for consumer markets, has recently been caught off-guard by a competitor's new product that makes novel use of satellite imagery. When TerraCog... View Details

Keywords: Organizational Behavior; Meetings; Decision Making; Group Dynamics; Human Resource Management; Conflict; Information Technology; Leadership; Conflict Management; Competition; Groups and Teams; Organizational Culture; Human Resources; Communication; Decision Choices and Conditions; Crisis Management; Technology Industry

01 Apr 2002
News

Pamela Thomas Graham on September 11

With the U.S. financial markets closed, Thomas-Graham and the CNBC staff had to determine what sort of coverage they would provide viewers. “I felt our unique added value was to cover the story as a business network,” she says. “We’re a news organization, but we’re not... View Details

Keywords: terrorism; leadership; television; news; stock market; decision making; Finance; News, Library, Internet, and Other Services; Information

January 2025
Supplement

Martin Luther King, Jr.: A Young Minister Confronts the Challenges of Montgomery (B)

By: Nien-hê Hsieh and Derek C. M. van Bever

Recounts a pivotal moment in Martin Luther King Jr.'s life during the Montgomery Bus Boycott, where a profound prayer amidst threats to his life renewed his faith and resolve to lead the movement. This transformative experience marked the beginning of his lifelong... View Details

Keywords: Leadership; Spirituality; Civil Rights; Decision Making; Manging Uncertainty

March 2018 (Revised December 2019)
Case

Edward Lewis: Essence Magazine

By: Steven Rogers and Jacqueline Adams

Essence, the first magazine aimed at African-American women, was created by four, young, Black entrepreneurs in the aftermath of massive racial and political upheaval in the United States in 1968. The venture was a financial, branding and cultural success. By 2005, the... View Details

27 Oct 2014
News

Track Customer Service, but Don't Forget the Financials

Keywords: customer satisfaction; financial results; front line employees; decision making

February 2018
Article

Laboratory Evidence on the Effects of Sponsorship on the Competitive Preferences of Men and Women

By: Nancy R. Baldiga and Katherine Baldiga Coffman

Sponsorship programs have been proposed as one way to promote female advancement in competitive career fields. A sponsor is someone who advocates for a protégé, and in doing so, takes a stake in her success. We use a laboratory experiment to explore two channels... View Details

Keywords: Economics; Behavior And Behavioral Decision Making; Laboratory Experiment; Competition; Organizations; Gender; Behavior

July 2021
Article

Creating Exercise Habits Using Incentives: The Trade-off Between Flexibility and Routinization

By: John Beshears, Hae Nim Lee, Katherine L. Milkman, Robert Mislavsky and Jessica Wisdom

Habits involve regular, cue-triggered routines. In a field experiment, we tested whether incentivizing exercise routines—paying participants each time they visit the gym within a planned, daily two-hour window—leads to more persistent exercise than offering flexible... View Details

Keywords: Behavior And Behavioral Decision Making; Healthcare; Exercise; Habit; Routine; Health; Behavior; Decision Making