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Publications

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    • All HBS Web  (5,242)
      • Faculty Publications  (989)

      Behavioral Decision ResearchRemove Behavioral Decision Research →

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      • 2008
      • Working Paper

      See No Evil: When We Overlook Other People's Unethical Behavior

      By: Francesca Gino, Don A. Moore and Max H. Bazerman
      It is common for people to be more critical of others' ethical choices than of their own. This chapter explores those remarkable circumstances in which people see no evil in others' unethical behavior. Specifically, we explore 1) the motivated tendency to overlook the... View Details
      Keywords: Decision Choices and Conditions; Ethics; Moral Sensibility; Behavior; Motivation and Incentives
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      Gino, Francesca, Don A. Moore, and Max H. Bazerman. "See No Evil: When We Overlook Other People's Unethical Behavior." Harvard Business School Working Paper, No. 08-045, January 2008.
      • December 2007
      • Article

      The Malleability of Environmentalism

      By: Kimberly A. Wade-Benzoni, Min Li, Leigh L. Thompson and Max Bazerman
      In this paper, we predict and find that self-perceptions of environmentalism are changed by subtle manipulations of context and, in turn, affect environmental behavior. In Study 1, we found that people exhibit greater positive assessments of their environmental... View Details
      Keywords: Research; Environmental Sustainability; Behavior; Cognition and Thinking; Identity; Perception; Personal Characteristics
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      Wade-Benzoni, Kimberly A., Min Li, Leigh L. Thompson, and Max Bazerman. "The Malleability of Environmentalism." Analyses of Social Issues and Public Policy 7, no. 1 (December 2007).
      • November 2007
      • Case

      Differences at Work: Emily (A)

      By: Sandra J. Sucher and Rachel Gordon
      In Differences at Work: Emily (A) HBS Case No. 9-408-014 Emily, a private equity analyst, reads disturbing, sexually focused emails written about her by work colleagues and acquaintances after they all attended a work-related social event. Emily debates what she should... View Details
      Keywords: Moral Sensibility; Behavior; Decision Choices and Conditions; Organizational Culture; Problems and Challenges; Gender
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      Sucher, Sandra J., and Rachel Gordon. "Differences at Work: Emily (A)." Harvard Business School Case 408-014, November 2007.
      • November 2007
      • Case

      Antegren: A Beacon of Hope

      By: Joshua D. Margolis, Thomas J. DeLong and Terence Heymann
      The CEO of Biogen Idec faces a set of difficult decisions regarding a promising drug for Multiple Sclerosis that is headed for early approval by the FDA. The first in a series focuses on operational decisions triggered by the drive for early approval. Sparks discussion... View Details
      Keywords: Demand and Consumers; Leadership; Ethics; Corporate Social Responsibility and Impact; Decision Choices and Conditions; Crisis Management; Health Testing and Trials; Biotechnology Industry; Pharmaceutical Industry
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      Margolis, Joshua D., Thomas J. DeLong, and Terence Heymann. "Antegren: A Beacon of Hope." Harvard Business School Case 408-025, November 2007.
      • 2007
      • Working Paper

      Choice, Rationality and Welfare Measurement

      By: Jerry R. Green and Daniel A. Hojman
      We present a method for evaluating the welfare of a decision maker, based on observed choice data. Unlike the standard economic theory of revealed preference, our method can be used whether or not the observed choices are rational. Paralleling the standard theory we... View Details
      Keywords: Welfare Economics; Behavioral Economics; Psychology; Decision Making; Economics; Voting
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      Green, Jerry R., and Daniel A. Hojman. "Choice, Rationality and Welfare Measurement." HKS Faculty Research Working Paper Series, No. 2144, November 2007.
      • 2007
      • Working Paper

      Paths to Equality: Walking the Talk in Multi-party Negotiations

      By: Kathleen L. McGinn, Katherine L. Milkman and Markus Nöth
      Past research has shown that communication in negotiations heightens social awareness, facilitates coordination, increases the utility for the other's positive outcomes, and thereby leads to more equal payoffs. But the role of specific communication strategies in... View Details
      Keywords: Interpersonal Communication; Fairness; Agreements and Arrangements; Negotiation Types; Behavior; Competition
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      McGinn, Kathleen L., Katherine L. Milkman, and Markus Nöth. "Paths to Equality: Walking the Talk in Multi-party Negotiations." Harvard Business School Working Paper, No. 08-032, November 2007. (Revised June 2008.)
      • Sep 2007 - 2007
      • Conference Presentation

      Antecedents of Boundary Spanning in Cross-functional NPD Teams

      By: James R. Dillon, Shikhar Sarin and Amy C. Edmondson
      Boundary spanning has been shown in prior research to enhance innovativeness and performance of product development teams. In this study, we examine team conditions that foster boundary spanning behavior. We analyze survey data from 207 members of 54 cross-functional... View Details
      Keywords: Product Development; Innovation and Invention; Groups and Teams; Behavior; Performance Improvement; Boundaries; Leadership Style; Product; Complexity; Integration; Power and Influence
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      Dillon, James R., Shikhar Sarin, and Amy C. Edmondson. "Antecedents of Boundary Spanning in Cross-functional NPD Teams." Paper presented at the Product Development and Management Association Annual Global Conference on Product Innovation Management, Orlando, FL, September 2007.
      • September 2007
      • Article

      (Noisy) Communication

      By: Bharat Anand and Ron Shachar
      Communication is central to many settings in marketing and economics. A focal attribute of communication is miscommunication. We model this key characteristic as a noise in the messages communicated, so that the sender of a message is uncertain about its perception by... View Details
      Keywords: Communication Intention and Meaning; Interpersonal Communication; Cost vs Benefits; Marketing Communications; Performance Improvement; Mathematical Methods
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      Anand, Bharat, and Ron Shachar. "(Noisy) Communication." Quantitative Marketing and Economics 5, no. 3 (September 2007): 211–237. (Lead Article.)
      • 2007
      • Working Paper

      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

      By: Katherine L. Milkman, Todd Rogers and Max H. Bazerman
      Although observers of human behavior have long been aware that people regularly struggle with internal conflict when deciding whether to behave responsibly or indulge in impulsivity, psychologists and economists did not begin to empirically investigate this type of... View Details
      Keywords: Decision Choices and Conditions; Ethics; Policy; Behavior; Conflict and Resolution
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      Milkman, Katherine L., Todd Rogers, and Max H. Bazerman. "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." Harvard Business School Working Paper, No. 08-020, September 2007.
      • 2007
      • Working Paper

      Mental Accounting and Small Windfalls: Evidence from an Online Grocer

      By: Katherine L. Milkman, John Beshears, Todd Rogers and Max H. Bazerman
      We study the effect of small windfalls on consumer spending decisions by examining the purchasing behavior of a sample of online grocery shoppers over the course of a year. We compare the purchases customers make when redeeming a $10-off coupon they received from their... View Details
      Keywords: Spending; Consumer Behavior; Mathematical Methods; Food and Beverage Industry; Retail Industry
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      Milkman, Katherine L., John Beshears, Todd Rogers, and Max H. Bazerman. "Mental Accounting and Small Windfalls: Evidence from an Online Grocer." Harvard Business School Working Paper, No. 08-024, September 2007. (Revised March 2008.)
      • 2007
      • Book

      Negotiation Genius

      By: Deepak Malhotra and M. H. Bazerman
      Whether you've “seen it all” or are just starting out, Negotiation Genius will dramatically improve your negotiating skills and confidence. Drawing on decades of behavioral research plus the experience of thousands of business clients, the authors take the mystery out... View Details
      Keywords: Experience and Expertise; Negotiation Preparation; Negotiation Process; Negotiation Tactics; Behavior
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      Malhotra, Deepak, and M. H. Bazerman. Negotiation Genius. Bantam Books, 2007. (Winner of International Institute for Conflict Prevention and Resolution. CPR Award for Outstanding Book presented by International Institute for Conflict Prevention and Resolution. Published in Chinese, Japanese, Korean, Portuguese, Russian, and Italian.)
      • Article

      Reputation When Threats and Transfers Are Available

      By: Ernesto Dal Bo, Pedro Dal Bo and Rafael Di Tella
      We present a model where a long-run player is allowed to use both money transfers and threats to influence the decisions of a sequence of short-run players. We show that threats might be used credibly (even in arbitrarily short repeated games) by a long-lived player... View Details
      Keywords: Crime and Corruption; Decision Choices and Conditions; Game Theory; Mathematical Methods; Interests; Power and Influence; Reputation
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      Dal Bo, Ernesto, Pedro Dal Bo, and Rafael Di Tella. "Reputation When Threats and Transfers Are Available." Journal of Economics & Management Strategy 16, no. 3 (Fall 2007).
      • 2007
      • Working Paper

      A Taste For Obscurity: An Individual-Level Examination of 'Long Tail' Consumption

      By: Anita Elberse
      Because online retailers are often able to provide products in a more cost-efficient manner than bricks-and-mortar stores, online channels are characterized by a vast assortment of products. Proponents of the "long tail" principle recently argued that the demand for... View Details
      Keywords: Decision Choices and Conditions; Consumer Behavior; Distribution Channels; Product; Renting or Rental; Online Technology; Motion Pictures and Video Industry; Music Industry; Retail Industry
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      Elberse, Anita. "A Taste For Obscurity: An Individual-Level Examination of 'Long Tail' Consumption." Harvard Business School Working Paper, No. 08-008, August 2007.
      • 2007
      • Chapter

      Negotiation Analysis: Between Decisions and Games

      By: James K. Sebenius
      Keywords: Negotiation; Decision Making; Game Theory
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      Sebenius, James K. "Negotiation Analysis: Between Decisions and Games." In Advances in Decision Analysis, edited by Ward Edwards, Ralph Miles, and Detlof von Winterfeldt, 469–488. Cambridge: Cambridge University Press, 2007.
      • 2007
      • Working Paper

      The Ethical Mirage: A Temporal Explanation as to Why We Aren't as Ethical as We Think We Are

      By: Ann E. Tenbrunsel, Kristina A. Diekmann, Kimberly A. Wade-Benzoni and Max H. Bazerman
      This paper explores the biased perceptions that people hold of their own ethicality. We argue that the temporal trichotomy of prediction, action and evaluation is central to these misperceptions: People predict that they will behave more ethically than they actually... View Details
      Keywords: Forecasting and Prediction; Ethics; Behavior; Cognition and Thinking; Perception; Prejudice and Bias
      Citation
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      Tenbrunsel, Ann E., Kristina A. Diekmann, Kimberly A. Wade-Benzoni, and Max H. Bazerman. "The Ethical Mirage: A Temporal Explanation as to Why We Aren't as Ethical as We Think We Are." Harvard Business School Working Paper, No. 08-012, August 2007. (revised January 2009, previously titled "Why We Aren't as Ethical as We Think We Are: A Temporal Explanation.")
      • 2007
      • Working Paper

      Correlated Equilibrium and Nash Equilibrium as an Observer's Assessment of the Game

      By: John Hillas, Elon Kohlberg and John W. Pratt
      Noncooperative games are examined from the point of view of an outside observer who believes that the players are rational and that they know at least as much as the observer. The observer is assumed to be able to observe many instances of the play of the game; these... View Details
      Keywords: Decision Choices and Conditions; Game Theory; Cooperation
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      Hillas, John, Elon Kohlberg, and John W. Pratt. "Correlated Equilibrium and Nash Equilibrium as an Observer's Assessment of the Game." Harvard Business School Working Paper, No. 08-005, July 2007.
      • 2007
      • Working Paper

      Optimal Reserve Management and Sovereign Debt

      By: Laura Alfaro and Fabio Kanczuk
      Most models currently used to determine optimal foreign reserve holdings take the level of international debt as given. However, given the sovereign's willingness-to-pay incentive problems, reserve accumulation may reduce sustainable debt levels. In addition, assuming... View Details
      Keywords: Sovereign Finance; Borrowing and Debt; Financial Liquidity; International Finance; Emerging Markets; Mathematical Methods
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      Alfaro, Laura, and Fabio Kanczuk. "Optimal Reserve Management and Sovereign Debt." NBER Working Paper Series, No. 13216, July 2007.
      • 2007
      • Chapter

      Behavioral Corporate Finance: A Survey

      By: Malcolm Baker, Richard Ruback and Jeffrey Wurgler
      Research in behavioral corporate finance takes two distinct approaches. The first emphasizes that investors are less than fully rational. It views managerial financing and investment decisions as rational responses to securities market mispricing. The second approach... View Details
      Keywords: Decisions; Prejudice and Bias; Debt Securities; Financial Management; Price; Theory; Investment; Problems and Challenges; Behavioral Finance; Corporate Finance
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      Baker, Malcolm, Richard Ruback, and Jeffrey Wurgler. "Behavioral Corporate Finance: A Survey." In The Handbook of Corporate Finance, Volume 1: Empirical Corporate Finance, edited by Espen Eckbo. New York: Elsevier/North-Holland, 2007.
      • May 2007
      • Article

      Corporate Financing Decisions When Investors Take the Path of Least Resistance

      By: Malcolm Baker, Joshua Coval and Jeremy Stein
      We explore the consequences for corporate financial policy that arise when investors exhibit inertial behavior. One implication of investor inertia is that, all else equal, a firm pursuing a strategy of equity-financed growth will prefer a stock-for-stock merger to... View Details
      Keywords: Behavior; Investment; Policy; Corporate Finance
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      Baker, Malcolm, Joshua Coval, and Jeremy Stein. "Corporate Financing Decisions When Investors Take the Path of Least Resistance." Journal of Financial Economics 84, no. 2 (May 2007): 266–298.
      • May 2007
      • Article

      Managing Your Boss

      By: John J. Gabarro and John P. Kotter
      The best way to make a major impact in your organization? Forge a strong relationship with your boss. You'll get the support and resources you need to put your great ideas into action. But "managing up" isn't easy. For example, if you're reporting to a new CEO, you... View Details
      Keywords: Organizations; Relationships; Value; Behavior; Communication; Decisions
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      Gabarro, John J., and John P. Kotter. "Managing Your Boss." Managing Up, 2nd Edition (HBR Article Collection). Harvard Business Review 85, no. 5 (May 2007).
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