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      • Faculty Publications  (989)

      Behavioral Decision ResearchRemove Behavioral Decision Research →

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      • 2009
      • Working Paper

      Taking a 'Deep Dive': What Only a Top Leader Can Do

      By: Howard H. Yu and Joseph L. Bower
      Unlike most historical accounts of strategic change inside large firms, empirical research on strategic management rarely uses the day-to-day behaviors of top executives as the unit of analysis. By examining the resource allocation process closely, we introduce the... View Details
      Keywords: Leading Change; Management Practices and Processes; Resource Allocation; Business Processes; Organizational Change and Adaptation; Organizational Culture; Organizational Structure
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      Yu, Howard H., and Joseph L. Bower. "Taking a 'Deep Dive': What Only a Top Leader Can Do." Harvard Business School Working Paper, No. 09-109, April 2009. (Revised February 2010, May 2010.)
      • March 2009 (Revised September 2010)
      • Case

      Dartmouth-Hitchcock Medical Center: Spine Care

      By: Robert S. Huckman, Michael E. Porter, Rachel Gordon and Natalie Kindred
      Describes the Spine Center at Dartmouth-Hitchcock Medical Center, a multidisciplinary unit that offers patients suffering from spinal problems "one-stop" access to a range of providers including orthopedic surgeons, neurosurgeons, neurologists, medical specialists in... View Details
      Keywords: Health Care and Treatment; Medical Specialties; Service Delivery; Service Operations; Integration; Value Creation; Health Industry; United States
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      Huckman, Robert S., Michael E. Porter, Rachel Gordon, and Natalie Kindred. "Dartmouth-Hitchcock Medical Center: Spine Care." Harvard Business School Case 609-016, March 2009. (Revised September 2010.)
      • March 2009
      • Journal Article

      Does Individual Performance Affect Entrepreneurial Mobility? Empirical Evidence from the Financial Analysis Market

      By: Boris Groysberg, Ashish Nanda and M. Julia Prats
      Our paper contributes to the studies on the relationship between workers' human capital and their decision to become self-employed as well as their probability to survive as entrepreneurs. Analysis from a panel data set of research analysts in investment banks over... View Details
      Keywords: Entrepreneurship; Investment Banking; Retention; Human Capital; Performance Effectiveness; Banking Industry
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      Groysberg, Boris, Ashish Nanda, and M. Julia Prats. "Does Individual Performance Affect Entrepreneurial Mobility? Empirical Evidence from the Financial Analysis Market." Journal of Financial Transformation 25 (March 2009): 95–106.
      • February 2009 (Revised November 2016)
      • Exercise

      Congo River Basin Project: Role for Dr. Beni

      By: Kathleen L. McGinn, Anne Starks Acosta, Deborah M. Kolb and Cailin B. Hammer
      The director of a research coalition and the founder/coordinator of an NGO consortium meet to discuss the possibility of jointly drafting a proposal for an integrated research and development project in the Congo River basin. Approved projects will receive an annual... View Details
      Keywords: Decision Choices and Conditions; Negotiation Process; Projects; Research and Development; Non-Governmental Organizations; Cooperation; Congo Basin
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      McGinn, Kathleen L., Anne Starks Acosta, Deborah M. Kolb, and Cailin B. Hammer. "Congo River Basin Project: Role for Dr. Beni." Harvard Business School Exercise 909-041, February 2009. (Revised November 2016.)
      • February 2009 (Revised November 2016)
      • Exercise

      Congo River Basin Project: Role for Dr. Campos

      By: Kathleen L. McGinn, Anne Starks Acosta, Deborah M. Kolb and Cailin B. Hammer
      The director of a research coalition and the founder/coordinator of an NGO consortium meet to discuss the possibility of jointly drafting a proposal for an integrated research and development project in the Congo River basin. Approved projects will receive an annual... View Details
      Keywords: Decision Choices and Conditions; Negotiation Process; Projects; Research and Development; Non-Governmental Organizations; Cooperation; Congo Basin
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      McGinn, Kathleen L., Anne Starks Acosta, Deborah M. Kolb, and Cailin B. Hammer. "Congo River Basin Project: Role for Dr. Campos." Harvard Business School Exercise 909-040, February 2009. (Revised November 2016.)
      • February 2009 (Revised August 2021)
      • Supplement

      Jieliang Phone Home! (B)

      By: Willy Shih, Ethan Bernstein and Nina Bilimoria
      At Precision Electro-Tek's mobile phone manufacturing facility in southern China, thousands of operators—bright and capable young men and (mostly) women like Jieliang Hao—are motivated to improve line productivity through small innovations for faster assembly and have... View Details
      Keywords: Managing People; Motivation and Incentives; Behavior; Production; Innovation and Invention; Performance Productivity; Groups and Teams; Management Practices and Processes; Compensation and Benefits; Labor; Surveys; Decisions; Manufacturing Industry; China
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      Shih, Willy, Ethan Bernstein, and Nina Bilimoria. "Jieliang Phone Home! (B)." Harvard Business School Supplement 609-081, February 2009. (Revised August 2021.)
      • January 2009 (Revised February 2009)
      • Case

      Sydney IVF: Stem Cell Research

      By: Robert L. Simons, Kathryn Rosenberg and Natalie Kindred
      This case examines the strategy implementation and risk management decisions at Sydney IVF, a research-based in vitro fertilization and stem cell company based in Australia. Drs. Robert Jansen and Jock Anderson, who co-founded Sydney IVF in 1986, developed novel... View Details
      Keywords: Ethics; Governing Rules, Regulations, and Reforms; Innovation and Management; Growth and Development Strategy; Risk Management; Genetics; Commercialization; Health Industry; Australia
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      Simons, Robert L., Kathryn Rosenberg, and Natalie Kindred. "Sydney IVF: Stem Cell Research." Harvard Business School Case 109-017, January 2009. (Revised February 2009.)
      • January 2009 (Revised June 2010)
      • Case

      Cisco Systems (2001): Building and Sustaining a Customer-Centric Culture

      By: Ranjay Gulati
      Customer centricity has been an important part of the culture at Cisco Systems since its inception. While part of this is attributable to values put in place by the founders and retained by subsequent management, it is also closely interwoven with its organizational... View Details
      Keywords: Customer Satisfaction; Organizational Design; Organizational Structure; Organizational Change and Adaptation; Change Management; Organizational Culture; Research and Development; Job Cuts and Outsourcing; Employees; Brands and Branding; Customer Relationship Management; Business Units
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      Gulati, Ranjay. "Cisco Systems (2001): Building and Sustaining a Customer-Centric Culture." Harvard Business School Case 409-061, January 2009. (Revised June 2010.)
      • 2009
      • Article

      Implicit Affect in Organizations

      By: Sigal G. Barsade, Lakshmi Ramarajan and Drew Westen
      Our goal is to integrate the construct of implicit affect—affective processes activated or processed outside of conscious awareness that influence ongoing thought, behavior, and conscious emotional experience—into the field of organizational behavior. We begin by... View Details
      Keywords: Organizational Behavior; Framework; Organizational Culture; Behavior; Cognition and Thinking; Emotions; Motivation and Incentives; Perspective
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      Barsade, Sigal G., Lakshmi Ramarajan, and Drew Westen. "Implicit Affect in Organizations." Research in Organizational Behavior 29 (2009): 135–162.
      • August 2009
      • Article

      Mental Accounting and Small Windfalls: Evidence from an Online Grocer

      By: John Beshears and Katherine L. Milkman
      We study the effect of small windfalls on consumer spending decisions by comparing the purchases online grocery customers make when redeeming $10-off coupons with the purchases they make without coupons. Controlling for customer fixed effects and other variables, we... View Details
      Keywords: Mental Accounting; Windfalls; Marginal Propensity To Consume; Coupons; Marketing Communications; Consumer Behavior; Accounting; Cognition and Thinking; Retail Industry
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      Beshears, John, and Katherine L. Milkman. "Mental Accounting and Small Windfalls: Evidence from an Online Grocer." Journal of Economic Behavior & Organization 71, no. 2 (August 2009): 384–394.
      • 2009
      • Article

      Silenced by Fear: The Nature, Sources, and Consequences of Fear at Work

      By: Jennifer Kish Gephart, James R. Detert, Linda K. Trevino and Amy C. Edmondson
      In every organization, individual members have the potential to speak up about important issues, but a growing body of research suggests that they often remain silent instead, out of fear of negative personal and professional consequences. In this chapter, we draw on... View Details
      Keywords: Organizations; Working Conditions; Research; Emotions; Employees; Motivation and Incentives; Theory; Behavior
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      Kish Gephart, Jennifer, James R. Detert, Linda K. Trevino, and Amy C. Edmondson. "Silenced by Fear: The Nature, Sources, and Consequences of Fear at Work." Research in Organizational Behavior 29 (2009): 163–193.
      • Article

      The Performer's Reactions to Procedural Injustice: When Prosocial Identity Reduces Prosocial Behavior

      By: Adam M. Grant, Andrew Molinsky, Joshua D. Margolis, Melissa Kamin and William Schiano
      Considerable research has examined how procedural injustice affects victims and witnesses of unfavorable outcomes, with little attention to the “performers” who deliver these outcomes. Drawing on dissonance theory, we hypothesized that performers' reactions to... View Details
      Keywords: Interpersonal Communication; Judgments; Fairness; Outcome or Result; Behavior; Identity; Power and Influence
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      Grant, Adam M., Andrew Molinsky, Joshua D. Margolis, Melissa Kamin, and William Schiano. "The Performer's Reactions to Procedural Injustice: When Prosocial Identity Reduces Prosocial Behavior." Journal of Applied Social Psychology 39, no. 2 (February 2009): 319–349.
      • Article

      When Dreaming Is Believing: The (Motivated) Interpretation of Dreams

      By: Carey K. Morewedge and Michael I. Norton
      This research investigated laypeople's interpretation of their dreams. Participants from both Eastern and Western cultures believed that dreams contain hidden truths (Study 1) and considered dreams to provide more meaningful information about the world than similar... View Details
      Keywords: Anchoring; Attribution; Dreams; Motivated Reasoning; Unconscious Thought; Communication Intention and Meaning; Judgments; Values and Beliefs; Information; Behavior; Cognition and Thinking; Motivation and Incentives
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      Morewedge, Carey K., and Michael I. Norton. "When Dreaming Is Believing: The (Motivated) Interpretation of Dreams." Journal of Personality and Social Psychology 96, no. 2 (February 2009): 249–264. (Winner of Society for Personality and Social Psychology. Theoretical Innovation Prize For an article or book chapter judged to provide the most innovative theoretical contribution to social/personality psychology within a given year presented by Society for Personality and Social Psychology​.)
      • 2008
      • Chapter

      Corporate Honesty and Business Education: A Behavioral Model

      By: Rakesh Khurana and Herbert Gintis
      Since the mid-1970s neoclassical economic theory has dominated business school thinking and teaching in dealing with the nature of human motivation. However valuable in understanding competitive product and financial markets, neoclassical economic theory employs an... View Details
      Keywords: Business Education; Ethics; Managerial Roles; Corporate Social Responsibility and Impact; Organizational Culture; Business and Shareholder Relations; Mathematical Methods; Behavior
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      Khurana, Rakesh, and Herbert Gintis. "Corporate Honesty and Business Education: A Behavioral Model." In Moral Markets: The Critical Role of Values in the Economy, edited by Paul J. Zak. Princeton University Press, 2008.
      • 2008
      • Working Paper

      Etiquette and Process Puzzles of Negotiating Business in China: A Questionnaire

      By: James K. Sebenius and Cheng (Jason) Qian
      Cultural differences can affect negotiations in many ways, from influencing the basic motivations and perceptions of the players to guiding the surface aspects, such as etiquette, protocol, and process, of business interactions. Navigating the challenges of these... View Details
      Keywords: Decision Making; Cross-Cultural and Cross-Border Issues; Governance; Questionnaires; Negotiation Process; Behavior; China
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      Sebenius, James K., and Cheng (Jason) Qian. "Etiquette and Process Puzzles of Negotiating Business in China: A Questionnaire." Harvard Business School Working Paper, No. 09-077, December 2008.
      • December 2008
      • Article

      Style Investing and Institutional Investors

      By: Kenneth A. Froot and Melvyn Teo
      This paper explores institutional investors' trades in stocks grouped by style and the relationship of these trades with equity market returns. It aggregates transactions drawn from a large universe of approximately $6 trillion of institutional funds. To analyze style... View Details
      Keywords: Forecasting and Prediction; Behavioral Finance; Stocks; Investment Return; Market Transactions; Performance Expectations; Personal Characteristics; Financial Services Industry
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      Froot, Kenneth A., and Melvyn Teo. "Style Investing and Institutional Investors." Journal of Financial and Quantitative Analysis 43, no. 4 (December 2008): 883–906. (Revised from: Equity Style Returns and Institutional Investor Flows, Harvard Business School Working Paper No. 04-048, June 2004.)
      • November 2008 (Revised September 2014)
      • Background Note

      Differences at Work: The Leadership Challenge

      By: Sandra J. Sucher
      This note reviews research findings on the leadership challenges of diversity, including the social psychology of similarity and difference, the value of multiple perspectives to problem-solving, the relationship between diversity and firm performance, and management... View Details
      Keywords: Prejudice and Bias; Leadership; Behavior; Ethics; Organizational Culture; Diversity
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      Sucher, Sandra J. "Differences at Work: The Leadership Challenge." Harvard Business School Background Note 609-056, November 2008. (Revised September 2014.)
      • November 2008 (Revised August 2011)
      • Case

      UnME Jeans: Branding in Web 2.0

      By: Thomas J. Steenburgh and Jill Avery
      This case introduces emerging Web 2.0 social media in virtual worlds, social networking sites, and video-sharing sites and encourages students to explore the opportunities and risks they present for brands. The case allows students to grapple with the strategic and... View Details
      Keywords: Digital Marketing; Brands and Branding; Marketing Communications; Marketing Strategy; Consumer Behavior; Risk and Uncertainty; Social and Collaborative Networks; Internet and the Web; Apparel and Accessories Industry
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      Steenburgh, Thomas J., and Jill Avery. "UnME Jeans: Branding in Web 2.0." Harvard Business School Case 509-035, November 2008. (Revised August 2011.)
      • November 2008
      • Supplement

      Differences at Work: Sameer (B)

      By: Sandra J. Sucher and Rachel Gordon
      In Differences at Work: Sameer (B) HBS Case No. 9-609-054, Sameer leaves the firm at the summer's end without confronting his employer about the jokes and wondering whether he made the right choice. Later Sameer's former employer calls him to apologize for their... View Details
      Keywords: Decision Choices and Conditions; Moral Sensibility; Resignation and Termination; Working Conditions; Opportunities; Behavior
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      Sucher, Sandra J., and Rachel Gordon. "Differences at Work: Sameer (B)." Harvard Business School Supplement 609-054, November 2008.
      • November 2008
      • Journal Article

      Can Research Committees Add Value for Investors? An Analysis of Lehman Brothers' Ten Uncommon Values® Recommendations

      By: Boris Groysberg, Paul M. Healy and Yang Gui
      Since 1949 Lehman Brothers has used an investment committee to select the top ten recommendations made by its analysts each year. We examine the performance of this committee's recommendations and find that on average its selections generated abnormal returns of 2.7%... View Details
      Keywords: Forecasting and Prediction; Stocks; Financial Markets; Investment; Investment Return; Governing Rules, Regulations, and Reforms; Performance Expectations; Groups and Teams; Research; Value Creation
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      Groysberg, Boris, Paul M. Healy, and Yang Gui. "Can Research Committees Add Value for Investors? An Analysis of Lehman Brothers' Ten Uncommon Values® Recommendations." Journal of Financial Transformation 24 (November 2008): 123–130.
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