Psychology And Law - Publications - Faculty & Research

August 2002 (Revised January 2003)
Case

Siebel Systems: Anatomy of a Sale, Part 1

How does a $2 million software sale happen? This case traces efforts by Siebel Systems to sell lead management software to discount broker Quick & Reilly. The buying process is mapped out over four years. Covers in detail the last six months—from Siebel's initial... View Details

Keywords: Leadership; Management Analysis, Tools, and Techniques; Marketing Strategy; Consumer Behavior; Organizational Structure; Behavior; Competition; Applications and Software; Technology Industry

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18 Aug 2009
First Look

First Look: August 18

Working PapersFeeling Good about Giving: The Benefits (and Costs) of Self-Interested Charitable Behavior Authors:Lalin Anik, Lara B. Aknin, Michael I. Norton, and Elizabeth W. Dunn Abstract While lay intuitions View Details

Keywords: Martha Lagace

January 1988 (Revised March 1995)
Supplement

Digital Equipment Corp.: The Endpoint Model (B1)

By: David A. Garvin

Should follow Digital Equipment Corp.: The Endpoint Model (A). The plant manager has been promoted and students must decide what kind of individual--background, training, personal style, etc.--they would like to replace him. View Details

Keywords: Training; Leadership Style; Management Succession; Identity; Technology; Technology Industry

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21 Oct 2013
Research & Ideas

Missing the Wave in Ship Transport

to produce based on the naive assumption that there will be "zero supply response, so that earnings will always be the same" as they were in a particular time period. This assumption is wrong. Owners, perhaps for psychological reasons... View Details

Keywords: by Kim Girard; Transportation

04 Dec 2007
First Look

First Look: December 4, 2007

frontline employees take initiative to improve their work systems to prevent operational failures. Drawing on the system improvement and team-learning literatures, we develop a framework of frontline system improvement View Details

Keywords: Martha Lagace

November 2005 (Revised January 2006)
Case

Commercialization at the Garvan Institute for Medical Research (A)

A large and successful not-for-profit medical research institute must decide strategy to commercialize its discoveries. In the process, it must balance multiple conflicting demands from its stakeholders. View Details

Keywords: Decisions; Public Sector; Business and Stakeholder Relations; Nonprofit Organizations; Conflict and Resolution; Commercialization; Balance and Stability; Health Industry

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March 24, 2020
Article

Delayed Negative Effects of Prosocial Spending on Happiness

By: Armin Falk and Thomas Graeber

Does prosocial behavior promote happiness? We test this longstanding hypothesis in a behavioral experiment that extends the scope of previous research. In our Saving a Life paradigm, every participant either saved one human life in expectation by triggering a targeted... View Details

Keywords: Prosocial Behavior; Altruism; Happiness; Well-being; Spending; Behavior

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16 Jul 2013
First Look

First Look: July 16

Publications 2013 pub The Network Secrets of Great Change Agents By: Battilana, Julie, and Tiziana Casciaro Abstract—Change is hard, especially in a large organization. Yet some leaders succeed-often spectacularly-at transforming their... View Details

Keywords: Anna Secino

2009
Dictionary Entry

Preferences

By: S. McClure and Jason Riis

Keywords: Prejudice and Bias

Citation

January 1996 (Revised July 1996)
Case

Rabobank Nederland

By: Kenneth A. Merchant and Robert S. Kaplan

Describes the account manager's role and the history of one credit application. The purpose is to evaluate various methods the bank uses to influence account managers' behaviors. Also describes some alternatives being considered to improve the information systems used... View Details

Keywords: Financial Management; Managerial Roles; Accounting; Information Management; Banks and Banking; Power and Influence; Banking Industry; Netherlands

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17 Apr 2012
First Look

First Look: April 17

under the Rug: How Unethical Actions Lead to Forgetting of Moral Rules Authors:Lisa L. Shu and Francesca Gino Publication:Journal of Personality and Social Psychology (in... View Details

Keywords: Carmen Nobel

20 Sep 2016
First Look

September 20, 2016

Abstract—We study the effect of staggered boards on long-run firm value, using a natural experiment: a 1990 law that imposed a staggered board on all firms incorporated in Massachusetts. We find a significant View Details

Keywords: Sean Silverthorne

10 Mar 2009
First Look

First Look: March 10, 2009

improves the visibility of a paper on the SSRN network. We also find limited evidence of gaming due to demographic factors and career concerns, and strong evidence of gaming driven by social comparisons with... View Details

Keywords: Martha Lagace

01 Apr 1995
Conference Presentation

Effects of Planning on Problem-Solving Creativity

By: D. Whitney, J. Ruscio, Teresa M. Amabile and M. Castle

Keywords: Planning; Creativity; Cognition and Thinking

Citation

June 2009
Teaching Note

The Rise of President Barack Hussein Obama (TN)

By: David A. Thomas, Laura Morgan Roberts and Stephanie Creary

Teaching Note for [409115]. View Details

Keywords: Value; Political Elections; Personal Development and Career; Power and Influence; United States

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February 2022
Article

Borrowing to Save? The Impact of Automatic Enrollment on Debt

By: John Beshears, James J. Choi, David Laibson, Brigitte C. Madrian and William L. Skimmyhorn

Does automatic enrollment into a retirement plan increase financial distress due to increased borrowing outside the plan? We study a natural experiment created when the U.S. Army began automatically enrolling newly hired civilian employees into the Thrift Savings Plan.... View Details

Keywords: Retirement Savings; Automatic Enrollment; Choice Architecture; Nudge; Financial Distress; Retirement; Saving; Borrowing and Debt; Behavior

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January 2011
Teaching Note

The Travails of Rubber: Goodyear or Badyear? (TN)

By: Tom Nicholas

Teaching Note for 808118. View Details

Keywords: Profit; Rights; Independent Innovation and Invention; Patents; Commercialization; Motivation and Incentives; Rubber Industry; Manufacturing Industry

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01 Mar 2004
News

Ex-Con Talks Ethics with HBS Students

80240ad2c5f43acc66f13dc5e89928ff There’s not much room for theory when Patrick Kuhse talks about business ethics. A successful stockbroker and entrepreneur, Kuhse became an international fugitive after being charged in 1994 with 32 counts... View Details

Keywords: Justice, Public Order, and Safety Activities; Justice, Public Order, and Safety Activities

25 Aug 2017
Op-Ed

Op-Ed: After Charlottesville, Where Does a CEO's Responsibility Lie?

President Trump’s recent pullout from the Paris climate accord drew the ire of many high-visibility CEOs including Richard Branson, Lloyd Blankfein, Elon Musk, Tim Cook, and Jeffrey Immelt. But the president’s statements around... View Details

Keywords: by Gautam Mukunda

February 2011 (Revised April 2012)
Case

Braddock Industries, Inc.

By: William E. Fruhan

This case examines the drivers of economic value creation for shareholders, and how these drivers are reflected in various incentive compensation programs for management. The case also looks at how the economic performance of business units can be evaluated using... View Details

Keywords: Business Units; Investment; Executive Compensation; Measurement and Metrics; Performance Evaluation; Business and Shareholder Relations; Motivation and Incentives; Value Creation

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